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...
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...
Why You Should be Social Selling

Why You Should be Social Selling

World Social Media Day was established by Mashable in 2010 to recognize the power and influence social media has in the world today. Social media is something most of us participate in daily in our personal lives, but it also plays a role in the business world. In...
Turn CRM Data Into Your Greatest Strength

Turn CRM Data Into Your Greatest Strength

CRM is a tool used by sales teams everywhere. Projections estimate that 62% of CRM will be cloud-based by 2018, so why shouldn’t your data entry system be as well? Don’t fall behind the competition this quarter; field intelligence gathered through manual reports and...
3 Ways Analytics Improve Sales Coaching

3 Ways Analytics Improve Sales Coaching

Coaching is the most important factor impacting sales performance. Using analytics, sales leaders can improve sales coaching and gain transparent visibility into the performance of their reps. It is the most accurate way to identify the behaviors of top performers and...
Closing the Sales Performance Gap

Closing the Sales Performance Gap

What would you do if you were told almost half of your sales team would not reach quota this year? In the U.S., only 58.4% of sales reps reach quota – not what sales leaders want to hear about their teams. In fact, sales leaders are feeling the pressure; the average...
Managing A Remote Sales Team Part 2

Managing A Remote Sales Team Part 2

For nearly two decades, Gryphon has captured phone-based sales activity from some of the largest sales organizations worldwide. Through working with a variety of clients, Gryphon has found several key performance indicators that are truly predictive of success. These...