The Importance of Capturing Sales Data

The Importance of Capturing Sales Data

 Is your team capturing sales data? As teams are becoming increasingly dispersed, sales managers need a reliable way to manage rep activity and performance. For the most efficient organizations, capturing sales data is that solution. Virtually all business decisions...
What Sales KPIs are You Tracking?

What Sales KPIs are You Tracking?

Key Performance Indicators (KPIs) are measurable values that demonstrate if a company is effectively achieving business objectives. They help sales leaders evaluate a team’s success rate for achieving targets by implementing and tracking performance standards – and...
Sales Managers: Utilize Speech Analytics

Sales Managers: Utilize Speech Analytics

As a sales manager, you’re judged on the revenue your reps pull in against their goals. However, if your reps are struggling and you can’t capture their phone activity – activity that is predictive of success – you won’t have the proper insight into what is working or...
Sales Onboarding Best Practices

Sales Onboarding Best Practices

In 2019, 58% of sales teams will be increasing in size. Onboarding and hiring often seem like constant processes in the sales industry due to growth and high turnover rates. In fact, one in five employees leaves a job within the first 45 days – often before their job...
What is Sales Performance Management?

What is Sales Performance Management?

What are you doing to improve the performance of your sales team? In 2019, the top priority for 16% of sales teams is investing in sales enablement tools (HubSpot). Now, with the abundance of these tools available in today’s market, have you considered choosing sales...
Managing with Sales Metrics

Managing with Sales Metrics

The days of sales management based on guesswork and manually entered data guesstimates are changing – and forecasts not based on data are becoming obsolete. The technology that exists today is too powerful for sales managers not to employ especially when it comes to...
Improve Your Sales Call Effectiveness

Improve Your Sales Call Effectiveness

If you’re in sales, you’ve likely had one of those days where you feel like cold calling is getting you nowhere. You can’t catch a break, regardless of who you call or how many times you pick up the phone. We’ve all been there; in fact, Hubspot found that 40% of...
3 Sales Trends for 2019

3 Sales Trends for 2019

Sales is an ever-changing industry that constantly keeps you on your toes. As a highly commission-oriented field, it is pertinent that managers and reps alike do all they can to maximize their revenue potential by optimizing performance.  To do so, strategically...
Cold Calling Best Practices

Cold Calling Best Practices

Are your sales reps doing all they can to be effective over the phone and close deals? If not, it is a manager’s responsibility to train and coach reps on cold calling best practices and make sure reps have the knowledge and skills they need to be successful. As a...