Sales Territory Management: A Thorough Guide for Reps & Managers

In most verticals, competition is at an all-time high and top sales organizations are looking to get the most value from their teams. With a focus on efficiency, sales territory management is a main driver for ensuring that the time and energy of each sales rep is focused on the activities that will have the...

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How To Manage 1099 Sales Reps

Maximizing corporate revenues often boils down to one key (and invaluable) internal component: sales. An effective sales team does more than build robust client pipelines; proficient account executives are your company’s frontline, continuously sourcing new opportunities to edge out the competition, steal market share, and broaden your brand’s reach within your targeted demographic. Previous generations...

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Choosing The Right Sales Quota for Your Team

One of the reasons companies set quotas is to convey to sales reps what they’re expected to sell within a specific time frame and it helps the organization have more control over sales activities. Having certain expectations helps the organization determine what their marketing is going to be when setting up marketing campaigns. It helps...

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How to Become a Medical Sales Rep (with No Experience)

Medical sales is a challenging and rewarding career. How rewarding? The national average salary for a medical sales rep per the MedReps 2018 Medical Sales Salary Report is just under $150,000 ($149, 544), an increase of around $2,000 from 2017. The medical sales industry is growing, which means they will always be looking for new...

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Science Proves How To Motivate Sales Reps

Getting the most our of your sales reps is the goal of every manager.  For some it comes more naturally, just like a good coach that knows the right levers to push and pull to turn a rag tag group into a championship caliber team.  But for the rest of us, learning how to motivate...

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Selecting ‘A’ Players For Your Field Sales Team with Jeff Johnson

  Our interview with sales guru Jeff Johnson discusses how you go about finding and hiring the best people for your field sales team. In this video, we discuss: What’s your strategy to hiring “A” players? What does your hiring process look like? When evaluating talent, what makes you say: “This is someone I want...

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Salespeople in their territories

The Complete Guide to Sales Territory Mapping

There’s a lot of strategy and leg-work that goes into proper sales territory mapping. This is a crucial part in setting your team up for success. It can be a tedious process, but it’s necessary to ensure your team is canvassing the right area and not just going in blindly. What is a Sales Territory...

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How to Write a 30-60-90 Day Sales Plan (With Template)

Whether you want to impress a potential sales manager during a job interview or you are simply looking for a way to level up your sales game with the support of your management team, you can plan and track your development in a transparent way by creating and sharing a 30-60-90 day sales plan. In...

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6 Strategies for Getting Past the Toughest Gatekeepers (with Scripts)

Follow these 6 steps to get past the toughest gatekeepers: 1. Lead with respect and integrity 2. Add a personal touch 3. Use basic manners 4. Show you’re listening 5. Ditch the small talk 6. Do your research   Sales men and women are great with people. It’s just part of the job. But there’s...

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