Great Ideas for Sales Contests It is a sales leader's objective to make sales contests a fun experience. Creating fun in your sales culture with different types of contests will help you achieve different goals. Here are a few ideas…
How to Lead the Pack The past year was very challenging for many sales managers, but now we need to look ahead. Have you increased your sales targets? How will you ensure that your team delivers the goods? From a…
Motivating Your Sales Team Can Be a Challenge For a sales manager, motivating your sales team is a never ending battle. Here are five simple strategies for sales team motivation. Everyone has a set of factors that influence their performance…
The worst trait of ineffective sales leaders is that they believe that they're more important, smarter, and more competent than the people working for them. In leadership, one principle stands above all. You need your people more than they need…
Accurate Forecasting - The Holy Grail of Sales There is hardly a leader on earth that doesn't yearn for accurate, predictable sales pipeline forecasting. The good news is that there are three elements of sales forecasting, that when mastered, will…
Examine Leadership Before Sales Skills If you hired reps who you believed could sell, and who proved that they’ve been successful selling in the past, then the first place to examine when your reps aren’t selling is your sales leadership.…
Reduce Bad Sales Hires With Better Interview Techniques It's easy to make bad sales hires - we've all done it. However, with a few tweaks to your interviewing techniques you'll improve the probability of hiring winners! s Building a strong…
To build a winning sales team, and avoid making deadly mistakes, you need a scalable, predictable, and data-driven approach. Mistake #1: Hiring salespeople with your gut Hiring rock star sales people is the most important step in building a winning…
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…