A scheduling service gets you more meetings

By George Brontén - May 20, 2015

In sales, getting quality time with b2b prospects and customers is a top priority. In fact, scheduling meetings is one of the main tasks for a sales professional and can be very tedious and time-consuming. 

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Become a successful sales manager - lead from the front and back

By Paul O'Donohue - May 19, 2015

A lot of the time sales managers are created from successful sales reps. But with a management role comes responsibility for others, and this is where challenges often arise, as there is a whole new list of responsibilities and KPIs that have to be met, and often you don’t have direct control of the reins – your team does. 

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Are long sales cycles better?

By George Brontén - May 15, 2015

According to Miller Heiman Institute’s 2015 Sales Best Practices Study, world-class sales teams report longer sales cycles. About 18% more world-class sales performers report longer sales cycles, compared to previous years. This can be surprising when we normally see shorter sales cycles as a sign of good sales performance.

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Sales leadership: the coaching imperative

By Jonathan Farrington - May 12, 2015

For sales managers, developing others abilities is even more important today than it ever has been. Indeed, it's the emotional competence most frequently found among those at the top of the field. This is a person-to-person art, and the effectiveness of counseling hinges on empathy and the ability to focus on our own feelings and share them.

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What is your sales pipeline definition?

By George Brontén - May 6, 2015

Do you have a clear sales pipeline definition? Unless you do, you will struggle to track your sales effectiveness and continuously improve your efforts. With some techniques and improved prospecting and qualification criteria you can reshape your team's sales funnel into a sales tunnel.

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Sales pipeline or pipe dream?

By Colleen Stanley, SalesLeadership - May 4, 2015

Monday mornings start off with sales meetings and the infamous sales pipeline review. The sales manager interrogates, the salesperson fabricates and the CFO wonders how she can run a company when the sales department isn’t able to accurately forecast sales. So what’s the answer? 

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How to design a sales process for complex sales

By George Brontén - May 1, 2015

Despite compelling evidence that companies with a sales process sell more, many don’t have a documented one that is consistently executed by everyone. If you don’t have a sales process, this blog post will get you started.

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“Checking in” is not a next step!

By Dave Brock, Partners In EXCELLENCE - April 27, 2015

For those of you that know me, this won’t be a stunning confession, but I really struggle with my impatience. I try to rein it in–I’ve stopped tapping my pen, incessantly, on tables in meetings (though my legs are bouncing up and down under the table). I’ve learned to count to 10–well maybe 100, before jumping in on a review. But my tolerance level for waiting is virtually non-existent.

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How to ramp up new sales people

By George Brontén - April 22, 2015

The average cost of a failed ramp-up or miss-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, Prosales Institute - 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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