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Account Management KPIs You Should Be Tracking

Account Management KPIs You Should Be Tracking

by Michelle Richardson | Jul 8, 2025 | Sales Leader Blog, Sales Performance Improvement, Sales Strategy

Account management key performance indicators (KPIs) measure your sales team’s performance and effectiveness. Whether...

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Best Practices for Your Sales Pipeline Management Process

Best Practices for Your Sales Pipeline Management Process

by Michelle Richardson | Jun 26, 2025 | Sales Leader Blog, Sales Performance Improvement, Sales Process, Sales Strategy

A sales pipeline management process is a systematic approach to tracking and managing potential customers as they move...

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6 Sales Performance Metrics that Drive Revenue

6 Sales Performance Metrics that Drive Revenue

by Michelle Richardson | Jun 5, 2025 | Sales Leader Blog, Sales Performance Improvement, Sales Strategy

As a sales leader, your ability to navigate the complex terrain of market trends, team activity, and seller...

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5 Simple Steps to Improve Your Sales Forecast Accuracy

5 Simple Steps to Improve Your Sales Forecast Accuracy

by Michelle Richardson | May 20, 2025 | Leadership Development, Sales Leader Blog, Sales Performance Improvement

The accuracy of your sales forecast impacts everything in your organization from revenue projections to hiring and...

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4-Step Action Plan to Achieve Sales Targets

4-Step Action Plan to Achieve Sales Targets

by Lisa Rose | May 15, 2025 | Sales Coaching, Sales Leader Blog, Sales Performance Improvement

As we round out the first half of the year, it’s a great time to assess H1 performance and put sales action plans in...

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Successful Onboarding for Sales Professionals

Successful Onboarding for Sales Professionals

by Michelle Richardson | Feb 20, 2025 | Sales Hiring and Retention, Sales Leader Blog, Sales Performance Improvement

Around one-third of your salespeople will leave the organization this year. Think about it. To hit your revenue...

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Tips for Building a Highly Effective Sales Training Program

Tips for Building a Highly Effective Sales Training Program

by Michelle Richardson | Feb 19, 2025 | Sales Leader Blog, Sales Performance Improvement, Sales Training

The sales profession is changing rapidly. Buyers are now more informed than in the past and have new expectations....

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Sales Process Steps: 6 Habits of Winning Sales Teams

Sales Process Steps: 6 Habits of Winning Sales Teams

by Michelle Richardson | Jan 14, 2025 | Sales Leader Blog, Sales Performance Improvement, Sales Process, Sales Prospects

​Successful sales teams follow a sales process. Research shows that 95% of successful teams closely adhere to their...

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Sales Research Reveals Why Your Team Needs Consultative Selling Skills 

Sales Research Reveals Why Your Team Needs Consultative Selling Skills 

by Michelle Richardson | Nov 5, 2024 | Sales Leader Blog, Sales Performance Improvement, Sales Training

Your sales professionals need to add value and be seen as strategic advisors to engage today’s buyers. We decided to...

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3 Reasons to Invest in Team Sales Training

3 Reasons to Invest in Team Sales Training

by Michelle Richardson | Oct 16, 2024 | Sales Culture, Sales Leader Blog, Sales Performance Improvement, Sales Training

Imagine this: A sales professional on your team is meeting with a potential client who’s in the market for a new...

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