Everyone agrees that sales meetings can be excruciating. But, what if you turned your weekly sales meetings into rock star sales rallies? You can make just a few changes to make the meeting motivational, upbeat, and positive. Who likes weekly…
Put these 15 sales metrics in place and start monitoring them so you can see how you are performing as a company and individually, and where you need to make adjustments to achieve your sales goals. You can’t achieve your…
Complacency is hindering business growth and costing your sales teams new opportunities, valuable accounts, and profitable relationships. Here are three signs of complacency in your sales teams and how to squash it. Your sales reps didn’t start off their career…
Sellers need individual business plans because personal performance planning fosters quota and territory ownership, accelerates the adoption of best practices, and builds a foundation for sales productivity accountability. It is surprising how few sales organizations ask their people to draft…
Leaders cannot manage what they don't measure. Therefore sales metrics and sales management are interconnected. For this reasons, it is imperative that sales managers and leaders clearly understand the metrics that matter. Sales Activities are the most highly manageable of…
Despite being awash in numbers, more sales data has not resulted in better sales performance. Therefore, it is critical that leaders understanding the sales metrics that contribute to effective sales management. Sales Activities, Sales Objectives, Sales Results Over the past…
While we all appreciate the new platforms and content that our companies provide, the problem becomes if we focus on getting visible without working on increasing our value, we’ll get vetted out of the deal. Visibility before Value = Vetted…
To vet your sales reps and their progress fully, ask them specifically about the progress they've made during the time since your last meeting. This allows you to keep a finger on the pulse of your team's sales pipeline, identify…
In a hyper-competitive industry filled with giants, we need Millennials with superior sales acumen. But as wise leaders, we also have a responsibility towards the well-being of our up-and-coming sales leaders. My husband, Gordon, and I, love to go on…
Millennials are loyal to the bigger picture. They will help you get what you want if you help them get what they want. But first, you need to know more about what motivates them. As a young salesperson, I was…
What mountains are your sales teams facing? How might you inspire them to be more engaged in their own success, as well as yours? What can you do together to reach the top of the mountain? Sir Edmund Hillary, a…
When considering a merger or acquisition, investigate the sales management processes in place. Over the years of being in business, I’ve discovered a common strategy among consistently successful sales teams. These sales teams thrive even in fluctuating market conditions. What…