Sales performance won’t change if you measure the wrong things. Superfluous measures can distract us from asking the more important question—“What should I measure to know the progress of the sales force on the road to winning?” Below are three measures you might find helpful for tracking your...
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Salespeople are too slow at following up
When it comes to following up on a lead, it is should come as no surprise that a quick, timely response yields the best results. You don’t like to be kept waiting when you are seeking an answer to your query or a service of some sort, neither do your...
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As companies experience success and grow their business, sales teams must be able to scale quickly or risk losing out on new opportunities.
To scale quickly in a hyper-growth organization, sales reps have to get up to speed fast; processes must be streamlined; and sales leaders have to continuously...
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What is Relationship Intelligence?
Relationship Intelligence technology generates actionable insights based on relationship data of clients, colleagues and partners. The data from your email communications, phone calls, meetings and other sources are all processed and analyzed by Relationship...
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After nine years of working with companies on sales messaging, I have found the number one inhibitor to salespeople articulating value is they don’t create enough contrast between the ‘before’ and ‘after’ pictures of owning their product. And when salespeople fail to make the contrast feel...
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If most managers have the best of intentions when supporting their salespeople, then why do they keep asking them questions that result in lost sales?
Do You Emphasize Results Over People?
It’s not uncommon to hear that companies are developing KPI's and measurable objectives around coaching. While...
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The right sales tool can get the job done faster, and the right sales app in Salesforce can be the catalyst for closing that sale. There are over 1,000 apps designed for sales teams in the Salesforce AppExchange, offering powerful new tools for eliminating manual entry, fast-tracking lead followup,...
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What makes a high-performing sales team?
No doubt, these successful teams have uncovered the secret to closing deals faster, meeting incredible quotas, and growing quickly with ease.
But, how do they do it?
Steve W. Martin conducted a study in January, which he published in the Harvard Business...
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As sales leaders, coaching sales reps can sometimes feel like eating a triple-decker cheeseburger. We go in excited, eyes wide open, size-up the situation, look at all the possible angles we can attack this thing from, but ultimately end up diving in without a clear plan, hoping we make our way...
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