If you are reading this section of our Sales Performance Methodology, we can assume that you have planned, executed, and seen results from Phases I and II. If not, you can find the previous chapters here: Ch. 1...More About "SPM Ch. 6: A Culture of Continuous Sales Performance Improvement"
The following is the 5th chapter of the Gryphon Sales Performance Methodology series. In case you’re just getting started, here are the previous chapters; Read Ch. 1: The Problem with Sales Performance Data R...More About "SPM CH. 5: Setting KPIs and Optimizing Sales Performance"
If you have read the first three chapters (Ch. 1, Ch. 2, Ch. 3) of the Gryphon Sales Performance Methodology (SPM), you may now understand that our system is built on the goal of driving incremental improvement...More About "SPM Ch. 4: How to Introduce Sales Performance Standards"
Effectively managing your sales team can be a daunting task. In the following video, Gryphon’s very own Sales Development Manager, Stephen Gravallese, discusses why he and his team have found success with our...More About "How to Spend More Time *Actually* Managing Your Sales Team"
The art of selling has shifted dramatically with time and technology. Half a century ago – and really until after the year 2000 – selling was held as an “art” or natural ability, and good salesp...More About "SPM Ch. 1: The Problem with Sales Performance Data"
Sales managers often feel that they lack valuable information on the call effectiveness of their sales and marketing efforts. However, there is not a lack of data, but rather too much data that is neither tar...More About "SPM Ch. 2: Limited Visibility into Sales Performance Data"
Sales activity predicts success. And, the biggest indicators of sales performance for an inside sales team – whether in office, remote, or out in the field – are the volume and quality of the outbou...More About "SPM Ch. 3: Call Activity Predicts Sales Performance"