sales management
Connecting the Dots: Sales Coaching Leads to Quota
If you want sales coaching to take root in your organization, it has to align with the real-world priorities of sales managers. So what is the top priority for a sales manager? Hitting the sales numbers is king, of course! When coaching is connected to goals and objectives, sales managers will naturally make it a top priority.
Proven Ways to Grow Revenue with Pipeline Management
Since so many companies have sales pipelines, you’d think that there’s a well-worn set of pipeline management best practices out there commonly used by sales managers. Even if that is the case–and I don’t think it is–do you know how many sales leaders struggle to manage their pipelines? An overwhelming majority, apparently.
Ever Wonder If Procrastination is Killing Your Sales?
It is said that the number of people procrastinating has tripled since the 70s. One thing that is not a secret: Procrastination is a problem for sales teams. Procrastinating prospects lead to stalled sales that never close. Worse, procrastinating salespeople stall out on sales that ought to close. Worst, the problem is often difficult to identify clearly and even harder to remedy.
The Dance Between Strategy and Sales Execution
Many companies are going through their annual planning process. As the business unit head, you and your team have put in hundreds of hours building your marketing plans, analyzing trends, developing key tactics and building and revising slide decks.
How to set sales goals your team will actually achieve
Imagine what your organization would look like if every salesperson on the team consistently attained their sales goals. For many organizations, for which even a 60% goal attainment would be an improvement over current performance, it can feel like an impossible dream.
Today, Selling is Neither an Art or a Science - It is Both
The dichotomy facing sales leaders today is how they reconcile the fact that most corporations provide less upfront training for their sales staff than in years past, yet attach increasing importance to staff development.
