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Bob Marsh
Bob Marsh is Founder and CEO of LevelEleven, a sales engagement platform used by VP's of Sales to drive their transformation into a modern sales organization. High growth companies including HubSpot, Symantec, and Rocket Fuel use LevelEleven to keep salespeople focused on the behaviors that drive revenue, and help sales managers be modern, metrics driven coaches. Bob has more than 20-years of sales and sales management experience, and prior to founding LevelEleven in 2012, Bob spent more than a decade at ePrize which went from startup to more than 400 employees during his time there. Bob lives in metro-Detroit with his wife and three children.
After 20 years in sales and sales leadership, and having spoken with close to 1,000 sales leaders, I believe coaching is one of the most important jobs of a frontline sales manager. And 74% of U.S.-based executives at leading companies agree with me, according to Forbes Insights.
So why is the...
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Do you ever wonder what makes your top performers so successful?
I can tell you from experience: It’s not some magic closing technique, or even special relationships.
Top-performing reps close more business because they have the discipline to do the right activities day in and day out that result...
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You can’t manage salespeople around revenue.
There, I said it.
Before you decide I’m crazy, take a look at this Harvard Business Review article explaining that 83% of metrics used on sales dashboards are unmanageable, including revenue.
This data comes from researchers at Vantage Point Performance,...
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The old school sales manager let his sales team operate like a black box. Leads went in, and deals came out. He didn’t care how or why.
When the black box didn’t produce enough outputs, the manager simply demanded, “hit your number or you’re out!”
Modern sales leaders are just as focused on...
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The world of sales is changing - quickly.
We’ve already entered the age of CRM ubiquity, where 91% of companies with 11 employees or more are using some type of CRM software. Hundreds of thousands of companies have made big investments in systems like Salesforce, which means the foundation is in...
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It’s the end of the quarter, and you’re behind. The last thing you want to do is go for a quick fix, but you know you’ve got to hit your number.
This isn’t uncommon. According to research from Clearslide and CSO Insights, 58% of deals forecasted slip from the period that they are reported to be...
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To a sales leader, hearing the simple word “forecast” can cause immediate panic, stress, and fear. Each week, month, quarter, and year, sales leaders are asked to predict what their sales team will produce in a given period of time, based on facts such as the marketing funnel, current pipeline and...
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Sales performance management has typically been categorized as being about compensation management, which is quickly changing with a variety of software tools to improve day-to-day execution of the sales process. With 42 percent of sales people missing quota, and sales people spending only 35...
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If you didn’t put your customers above all else in 2014, this is your year to do that. Gartner says 80% of a company's future profits come from 20% of its existing customers. NewVoiceMedia found that over $41 billion of revenue is lost each year due to poor customer experiences. The data...
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