A holistic approach to optimizing your sales team with data-driven sales management “We are what we repeatedly do. Excellence, then, is not an act, but a habit.” ~ Will Durant, The Story of Philosophy: The Lives and Opinions of the World’s Greatest Philosophers In sales, it’s the close that gets all the glory. When that…
How Core Drives Can Deplete Or Increase Sales Manager Motivation This guest post was originally published on yukaichou.com: Why Sales Manager Motivation Needs A Makeover Previously, we explored the core drivers of motivation in the sales organization and why our traditional coin-operated, compliance-driven sales culture may finally be ripe for disruption in Why Seller Motivation…
CIO Applications Magazine announces the top 25 sales technology solution providers of 2017 Nicholas de Kouchkovsky’s 2017 Sales Tech Landscape notably includes over 700 sales technology providers organized into 32 categories (up from 300 in his first edition, published in 2015). It’s astounding to see how far the sales technology industry has come in just…
Improve sales productivity by improving the performance of your sales managers and reps. Anyone can become a salesperson, but very few are actually good at it. True professionals are always on the lookout for how they can improve sales productivity. The ability to take those that have chosen to become not just great salespeople, but…
Google observed and analyzed 10,000 manager interactions and found out what makes a good sales manager. Google is the gold standard when it comes to using data-driven insights to make decisions. Constantly on the lookout for ways to optimize their business based on data, Google executives wanted to find out if there was a way…
Our C.O.A.C.H. Sales Manager Coaching Methodology integrates actionable sales coaching into your day. Recent research has proven that the number one skill that separates average managers from highly effective ones is coaching. While the leadership and management world at large has known this for quite some time, sales management specifically has largely been left out…
Activate Your Sales Managers To Start Converting More Qualified Opportunities Into Revenue. Tweet this: Qualified opportunities are the lifeblood of your company’s existence. The dirty secret of most sales organizations is that many qualified opportunities are wasted by sales organizations that are relying on ad hoc management processes. Sales leaders in these organizations are living…
Sales coaching doesn’t have to take you out of your day-to-day workflow. As a sales manager, you hear a lot about the importance of coaching. Start with the fact that without effective sales coaching or reinforcement, 87% of training content is forgotten in 30 days. There’s even research out there to tell you how much…
How much training does a sales manager on your team receive to make sure they’re successful as a manager. Reps get a lot of the focus when it comes to training, and that makes sense – your reps are out each day, manning the phones and scheduling the visits you need to hit sales goals.…