5 tips to high performance sales coaching

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.

Can checklists increase your sales by 20%?

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.

CEOs: Are your sales people systematically outselling the competition?

“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? 

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

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

Sales management and dental surgery

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 effectiveness software.

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

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.