Sales professionals have met a worthy adversary. The procurement executive — long lauded by companies as a model of efficiency, but by sales interests as a barrier to entry — has increased their stronghold on the purse strings for enterprises worldwide.
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Sales is a numbers game, but evaluating your sales reps’ performance involves much more than looking at a final revenue number.
Revenue may be the ultimate performance indicator, but as a sales leader you should investigate the “why” behind a final result to truly improve the success of your sales team.
High performing sales cultures are born from teams that operate like a well-oiled machine. If you want your sales team to perform at high levels, you must focus on improving team dynamics.
How well your group works together has a direct impact on how well your organization meets its goals.
You can’t improve something until you can measure it—that’s why tracking sales KPIs is an important task for effective sales leaders.
Sales KPIs are your guide to staying focused on what matters most and improving your sales team’s performance. This post will cover what KPIs are, why they’re important, and which ones are the most critical to track.
Sales Performance Management (SPM) is a structured approach to hiring, managing, and incentivizing your sales force to drive optimal performance. As no surprise, sales teams that implement SPM outperform sales teams in organizations that don’t.
Giving and receiving productive feedback is key to the personal and professional development of your employees.
A feedback culture is one in which employees and leaders regularly, consistently, and productively engage in useful feedback that fosters growth.
Coaching salespeople is one of the most important activities for sales managers. It can also be incredibly rewarding—when done effectively—because it has a direct impact on your team’s sales performance.
But what about that one salesperson who resists your efforts to help them, and refuses to be coached?
Time management is one of the most important priorities for a sales manager. The best sales managers know they need to be dedicating a significant amount of their time each week coaching their salespeople—but which group will bring in the best return on coaching investment?