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...
Are You Hungry for Sales Success?

Are You Hungry for Sales Success?

Sales is a competitive industry where you either hit your quota, or you don’t. It is no easy job closing deals, growing revenue, and not to mention trying to convince a stranger to give you a few seconds of their time over the phone. Every day can present...
What’s Your Sales Methodology?

What’s Your Sales Methodology?

Successful sales management has been an elusive goal since the beginning of the 2000s for many reasons – one being that most managers don’t really know what their reps are doing on the phone each day. Sales leaders are continuously challenged to increase the...
Managing Training and Sales Tools

Managing Training and Sales Tools

No matter the industry, there is always room for improvement in sales productivity. Every year, companies spend close to $13 billion on tools and software that attempt to accelerate the overall sales process. In fact, the typical organization spends $24k per person on...
5 Sales KPIs You Should Be Tracking

5 Sales KPIs You Should Be Tracking

Let’s take a minute to talk about performance. I’m talking specifically about sales performance; the performance of your salespeople in doing activities that generate revenue. Now, all sales managers have an idea of what they think it takes to be...
3 Management Secrets to Improve Sales

3 Management Secrets to Improve Sales

In today’s competitive business climate, it is a shock to recognize how many companies lack information on the effectiveness of their sales teams. However, the issue is not a drought of information, but rather a lack of information that is targeted and contextual...
Sales Managers: Work Smarter, Not Harder

Sales Managers: Work Smarter, Not Harder

Sales managers must do their due diligence to ensure that they, as well as their teams, are armed with the tools they need to be successful at their jobs. But managers; it is time to work smarter, not harder. While call activity and pipeline data has historically been...