Leadership, Sales
How to excel at sales coaching
Sales coaching is a crucial element in driving revenue growth. By working with your sales staff, you give them the skills they need to close deals. Many think coaching expertise...
Leadership
Learn to lead: Our guide to the standard software sales career path
Some careers, like becoming a doctor or advancing to chief resident, are fairly predictable. There’s a route that must be followed to get from medical student to respected surgeon. But...
Sales
5 ways to improve sales effectiveness
Every business wants to generate sales. Putting a tally in the win column feels good. But as a sales manager or other organizational leader, you need to look at the...
Sales
Starting on the right foot: Our guide to the best time to cold call
New parents would love a manual that clearly outlines the best way to calm a crying baby. Similarly, every salesperson alive would love to know the best time to cold...
Sales
The 5 key decision makers who can make or break your deal
One of the first things you learn in business is that when you’re ready to close, you always approach the decision makers. Any other tactic is a waste of time....
Leadership, Sales
How to monitor sales performance in a WFH world
Need a new way to incentivize your team? You can’t hand out rewards unless you know whether your team is actually succeeding. Learn how to monitor sales performance and you’ll...
Leadership, Product and Tools, Sales
How sales performance software can improve quota attainment
You’ve probably heard of sales performance software at some point in your career. You may even have colleagues who’ve mentioned their own installs have come in handy. But what does...
Leadership, Sales
Sales employee evaluations that encourage progress (and better performance)
Many businesses regard employee evaluations as standard practice, but some studies indicate that not all reviews are created the same. In fact, taking the wrong approach to employee feedback could...
Sales
From commitment to win rate: 12 key metrics to track in 2021
Of course everyone tracks quota attainment and overall sales. However, there are a lot of sales metrics out there. We asked a group of sales experts what they think will...
Sales
8 creative team incentives that may recharge your sales team
Motivation is a tricky thing. Not everyone is inspired by the same type of encouragement. Some salespeople are after the win. Just getting a “yes” from a prospect is enough...
Leadership, Sales
Graham’s (other) number
There’s a number in mathematics called Graham’s Number that is one of those absurdly large numbers that is used for some proof that I’m woefully underqualified to begin understanding. This...
Sales
3 ways to set team sales goals
So you’ve already set the sales quota for your sales reps. You’ve scaled your sales team out with individual reps and they’re performing at a high level. But what’s the...