How to ramp up new sales people

By George Brontén - April 22, 2015

The average cost of a failed ramp-up or mis-hire can be six times base salary for a sales person and 15 times base salary for a manager, according to the book “Topgrading,” by Bradford Smart. Also, considering that almost half of all sales people don’t reach their targets, the importance of effective recruitment and ramp-up should be a topic in focus for sales managers.

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5 tips to high performance sales coaching

By Jorge Lopez - April 20, 2015

One of the most important aspects in high performing sales organizations is sales managers’ ability to coach and give effective feedback. This was one of the main findings in ProSales research, “Performance management in B2B sales.” But how can sales managers coach and give feedback effectively? Here are 5 tips to get the best out of your sales performance coaching efforts.

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Can checklists increase your sales by 20%?

By George Brontén - April 15, 2015

I just read a fascinating book called “The Checklist” by surgeon Atul Gawande. The advice in the book is 100% applicable for sales leaders who are looking for ways to improve processes that positively impact performance.

Atul makes the case that the volume and complexity of knowledge exceeds the individual’s ability to deliver its benefits correctly, safely, or reliably. With real-world examples, Atul describes how surgeons fail to consistently execute routine tasks, increasing the likelihood of complications that can cause patients to die.

The same is true in sales. A sure way to kill a deal is to miss a step in the sales process.

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Reduce the Fluffy Sales Pipeline Syndrome

By Gretchen Gordon, Braveheart Sales Performance - April 14, 2015

Okay, so if you are monitoring your salespeople’s pipelines, that's a start. Many sales managers focus on getting opportunities into the pipeline. This is also a start. If you want to be ultimately effective predicting closed deals and therefore revenue growth then you need to stop focusing on the pipeline value and focus on the pipeline velocity.

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CEOs: Are your sales people outselling the competition?

By George Brontén - April 8, 2015

“It is not the strongest species that survives, nor the most intelligent. It is the one that is most adaptable to change.”

This quote rings true in our competitive market economy. Over the last few decades, we’ve seen impressive improvements in efficiency and quality when it comes to production and other business processes. But how much has your sales process evolved and improved? 

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Is your pipeline managing you?

By Tibor Shanto - April 4, 2015

Proper pipeline management is crucial to achieving sales excellence and everyone is (or should) be aware of this. However, many confuse having a pipeline with actively managing their pipeline. The distinction between the two is highly relevant. The question quickly becomes: Are you managing your pipeline, or is your pipeline managing you?

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Why does leadership accept a 41.9% failure rate in sales?

By George Brontén - April 1, 2015

In CSO Insight’s study “Sales Performance Optimization - 2015 Key Trends Analysis,” there’s alarming data showing that sales effectiveness, despite picking up after the financial crisis of 2008, has actually fallen since 2012.

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Sales management and dental surgery

By George Brontén - March 25, 2015

One of my brothers works as a dentist specializing in implant surgery. He’s a true expert in his space, always using the latest technology and pushing its capabilities to the limits. It’s interesting to learn how technology has improved the dental profession. He explained one of the latest advances he’s using and it got me thinking about early adopters of sales improvement software.

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Is “quote, chase and pray” your sales playbook?

By George Brontén - March 18, 2015

I just met with sales leadership at two respectable companies with yearly revenues in the billions and was completely blown away with the lack of structure, follow-up and ambition when it comes to b2b sales effectiveness.

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Sales pipeline reviews – time sink or foundation for creative sales coaching?

By George Brontén - March 14, 2015

The sales pipeline review is a crucial activity for sales management. Done correctly, it helps produce accurate forecasts, drive accountability and prevent deals from stalling.

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