Do you ever wish you could take your team’s best sale to date and clone it over and over? While there’s no magic sales button, there are ways to make your team’s process more efficient and consistent. Much like a playbook for your favorite football team, a sales playbook is a guide that details all...
Guest post by Scott Miraglia 2019 is another year in an era that is seeing rapid-fire advancements in technology. That means there are more channels than ever before in which to appeal to potential customers. It’s an exciting time, but one with an undercurrent of anxiety. For example, according to a LinkedIn survey of B2B...
You’re there to sell something, but how can you come across as not selling and why is this important? It’s important because no one wants to feel like they’re being sold to. As soon as a person realizes they’re the subject of a sales pitch, human nature kicks in and they will instinctively shut you...
A bell curve is a performance management technique that is used to assess and measure the performance and hold people accountable. This technique can be applied to many facets of life and business, and a sales team is no exception. A bell curve is an important business tool for sales reps and their companies, something...
KPI reporting can be time consuming, but good KPI reports are essential to data-driven business. Key performance indicators and metrics must be delivered as accessible, interactive reporting documents which give other staff and management key performance insights. KPI’s are very important in helping a business achieve strategic goals while allowing management to gauge the actions...
On average, 50% of a sales rep’s time daily is wasted on poor prospects. Even if you only have five full-time reps, that’s 100 paid hours every week that have zero ROI. You can almost hear the cash going down the toilet. However, this stat might be less surprising when you learn that companies spend...
Reducing the length of your sales cycle is vital in order to positively impact your ROI. The faster you get deals through the pipeline, the more opportunities your reps can work on… increasing the number of possible closes. Below are some tips and techniques on how to shorten your sales cycle and get to more...
Employee turnover is expensive. Hiring the best sales professionals is crucial for organizations. Excellent sales candidates will have a specific set of core sales competencies. It is the manager’s job to uncover these competencies in the interview process. What makes a great sales candidate? Sales competencies for sales professionals are shared across the sales team...
Should your sales manager be selling? Short answer: no. At the heart of every sales team is a sales manager. When the role is done well, a sales manager is the glue that holds everyone together – the motivator, the coach, and the strategist. The sales manager role is about optimizing performance, aligning the team...
