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    Roller Coaster Case

    Today’s case covers a common issue with a new sales hire’s ability to meet their quota consistently in a complex B2B sales environment. A lack of confidence often leads to new reps pursuing many smaller deals.

    by Brian Kavicky

    New resources to help you up your coaching game

    Sales coaching can be a critical multiplier for sales performance. Some would argue that it’s the main driver to increase sales effectiveness. Yet, too few seem to be doing it well.

    by George Brontén

    The Bonding Problem

    Today’s case is a bit of a puzzle to solve. Here we have a situation where an underperforming salesperson’s activities - call volume and scheduled meetings - are equal to (or even better than) his better-performing peers. And yet, his win rate is low.

    by Brian Kavicky
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