Your success or failure as a sales manager or business owner is directly dependent on the quality of the talented sales staff you hire and train Great sales managers are made by great sales staff. Good managers can be pulled down by a weak staff. Knowing that your staff is…...
Building A High-Performance Sales Team
Ask any sales leader whether they want to build a high-performing team, and the immediate answer will be “Yes.” But what are the specific best practices that support this goal? Here are three that we have seen in organizations that are thriving in 2021. First and foremost, create clarity about…...
A Recruitment Strategy Plan That Will Improve the Talent Level on Your Team
How many open positions are on your team? Open positions are an opportunity to improve the talent level. You want to make your goals more attainable and hiring top-shelf people is the best way to do that. However, building a high-quality sales team isn’t easy. It typically requires a lot…...
15 Things Every Great Sales Manager Knows
What do you consider the greatest job in the world? Maybe I'm biased, but I'm convinced I have that job. Why? Here’s what I do every day: Talk with people who are actively engaged in sharing important information with me Figure out what makes those people “tick” Work with sales…...
5 Strategies to Reverse Your Sales Productivity Problem
I've been managing and leading salespeople and advising sales organizations for over 30 years. During that time, I've identified two trends. Sales technology and sales force automation has increased in prominence, price, and company investment. Sales rep productivity — the time salespeople actually spend selling — has decreased. Research shows that…...
Leading a Sales Team out of a Slump
Sorry to be the bearer of bad news, but a sales slump can, and will likely happen to every business at some point. One minute, your company sales are cruising along, only to be hit by stagnating or plummeting revenue. These speedbumps in growth can be caused by a variety…...
How to Motivate Your Sales Team
Motivation is the key to any successful business team, but for a sales team, motivation can determine how successful or unsuccessful a company is. As a small business owner, sales manager or director, motivating your sales team can be one of your most difficult ongoing tasks. Not only do you…...
Essential Tips for Effectively Managing a Sales Team
Working in sales is a roller coaster ride, and so is managing a sales team. But considering the pivotal role of sales in a company’s success, it’s essential to contrive measures to enhance the efficacy and performance of your sales department. Around 50% of sales representatives miss their targets every year. So,…...
How to manage a sales team?
Maintaining a sales team is no simple task, particularly if you respect the value of its position in your business progress. On top of meeting target metrics, you’re additionally in charge of taking the best people on the bus, teaching them, and supporting team spirit. Then how to manage a sales team? As…...
How to Increase Sales in a Virtual World
The world of virtual business, including virtual selling, is here to stay. It’s an adjustment, but there’s no doubt that it’s happening. With the onset of the COVID-19 pandemic, corporations have seen the ongoing value of working from home (WFH), and 74 percent of CFOs have already indicated that WFH will become…...
5 Successful Sales Team Management Strategies That Boost Representative Performance
Sales team managers need to implement a number of strategies to boost the performance of their representatives. With a number of other business aspects to consistently monitor, deploying the top sales team management strategies can seem difficult. However, practicing the best strategies improves your employee morale, drives better results, and…...
The Sales Skills Required to Reach the Next Level of Success
Sales professionals are approaching the coming year with a sense of guarded optimism because the next months are an opportunity to return to normalcy. As a result, more sales teams are gaining the confidence to finally start making long-term plans again. For most, these plans include developing new selling skills to capitalizing…...
4 must-know strategies for building a killer remote sales team
You want your sales team to dominate their quotas and close deals. But there's a challenge: due to the COVID-19 crisis, all of a sudden your all-star sales team is now working and selling remotely from home. Now what? And to be frank: for a first time manager, managing a…...
Keep Your Sales Team Engaged During Crisis
As business slows down across industries, it’s likely that your team is facing thinner pipelines and longer sales cycles. But that’s no reason to sit idly. How can you help your sales team stay motivated through this crisis? Your management style is critical. Keeping your team engaged now ensures they’re…...
5 Sales Trends COVID-19 Has Accelerated That Are Here To Stay
When COVID-19 first hit the United States in March, many sales organizations thought the adjustments they had to make would be temporary. But as the crisis continues, it’s becoming increasingly clear that many of the changes brought on by the pandemic will be permanent. Mary Shea, Principal Analyst at Forrester, addressed this…...
4 Bad Sales Habits to Break for Better Performance
How many times has this happened to you? You firmly decide what you’re going to do — whether it’s going on a diet, calling that referral, or refraining from drinking that third glass of wine. But then you end up doing exactly the opposite. Binge watching “Orange Is the New…...
