Data is the world’s most valuable commodity. It drives transformations like nothing else in a business, providing useful insights, critical guidance, and powerful perspectives. Within your company, there are few teams that rely more on data than your sales professionals. The good news? Sales performance metrics have never been more accessible. We have countless tools…
Sales conferences can be an invaluable source of education and training. But, which ones are the right for your team? A well-outlined conference does more than help your sales staff sharpen mission-critical selling skills and techniques (although, they definitely do that too). Relevant conferences and seminars deliver an invaluable opportunity for your salespeople to meet…
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…
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…
Open ended questions are essential for sales success. They allow reps to get inside the head of prospects and better understand their pain points. The right open-ended questions help ensure that reps are building rapport, uncovering pain points, establishing need, and clearly articulating the value of their offering. Below are 33 open-ended sales questions that…
An annual study conducted by The Bridge Group in 2017 asked respondents to identify their top challenges in managing sales reps. The responses revealed that improving sales productivity and performance has remained the #1 challenge. Not only has it remained the number one challenge for the last six years and counting, the number of respondents…
Determining commission structures for sales reps is a critical piece to your sales plan. It sets the bar for the level of talent and skill set that you’ll attract to your sales team. It seems simple, right? More money = better salespeople? This isn’t always true. Higher earning potential through a commission time only comp plan…
Setting a standard across the sales team is imperative, and this is done by establishing goals via sales quotas. Quotas allow managers and reps to know what it takes to be successful. But there’s an art to setting proper sales quotas. If they’re too hard or easy to achieve, it’ll kill motivation. Reps either give…
In a world where in-person meetings are being replaced with Skype calls, emails, and IM conversations, it’s never been more important to make the most of face-to-face moments. One of the most crucial opportunities to generate energy is with a thoughtful annual sales kickoff meeting. In this post, we’ll talk about the value of a…
