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Thursday, February 21, 2019
One of the most difficult aspects of managing underperforming sales reps is determining what actions you should take as a manager if a salesperson isn’t meeting expectations. The reason...
Tuesday, January 8, 2019
Sales leaders agree on today’s top sales training challenges: It’s too expensive, there’s not enough time, and there’s a lack of engagement. The majority also question the effectiveness of...
Thursday, December 13, 2018
Let’s think like a salesperson for a minute. Very often, to close a deal, they have to articulate an ROI. Historically, it’s a financial return on an investment: the buyer will pay $1,000...
Thursday, November 8, 2018
Training is a continuous struggle for sales reps, and like any industry or role, there’s a lot that goes into resolving skills gaps, improving onboarding and certification, strengthening...
Tuesday, October 9, 2018
In high-performing companies, the sales operations function is the back-office engine that helps the sales organization drive revenue and profitability. Also called sales excellence or...
Tuesday, September 25, 2018
My last post discussed the importance of devoting time to onboarding. Consistency is my next nugget of advice. This normally elicits an eye-roll or a “Well, duh!” expression from most, but...
Wednesday, September 19, 2018
What qualities make a sales rep successful? Is it innate skills like charisma, confidence, and storytelling, or learned knowledge such as product and company messaging? It’s an age-old...
Tuesday, September 18, 2018
We need a “new math” formula in the sales enablement profession—one that we know will work and get the results our sales leaders, executives, shareholders or stakeholders, and especially...
Wednesday, September 5, 2018
“Time is our most precious asset, we should invest it wisely.” —Michael LevyWhen new field sales reps come on board it is critical to set them up for success from day 1! We often forget...
Wednesday, August 22, 2018
A sales academy is a structured system for training and developing a sales team. A sales academy consists of numerous programs, which together form a single competency framework for driving...
Wednesday, August 8, 2018
Have you ever seen a child who’s just received the gift of a plastic toy hammer? Preferably your memory of this includes the child wearing a colorful fake hardhat and a flimsy tool belt too...
Monday, July 16, 2018
With all the technologies available to manage sales efforts, the role of the sales manager must change.
1-20 of 132 Results