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...
Problems Connecting Are you having trouble connecting with your prospects with LinkedIn messaging? Are you unsure of how to reach out to new connections, or reconnect with previous connections? You are not alone. Many people are told that their business can thrive with the help of social networking and utilizing LinkedIn in particular, but without...
Think that, in today’s digital world, the business cold call is dead? Guess again. Like all classic selling tools, the cold call has had to undergo some significant changes to keep up in today’s corporate world where many professional relationships are forged and sustained via text, email, and tweet. However, when done consistently and properly,...
When you review the performance of your sales staff you might think that simply meeting quotas is the best you can hope for. But, if your team crushes their sales quota on a regular basis it might not be a viable quota. Establishing a viable sales quota for your organization is not easy. If quota...
Key Sections: 1. Choosing the Right Metrics 2. Process & Procedure Metrics 3. How to Make Metrics Matter On the surface, selling seems simple. Your sales team just needs to talk to prospects about their problems and your solutions. However, as a sales manager you know it’s not actually so cut and dry. There’s a...
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...
