New Tool Improves Sales Performance & Gives Management Back Lost Time

Harvard Business Review found that most sales managers aren’t coaching their teams effectively. But, the study overlooked one essential truth of sales management: there is never enough time in the day.

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How to Deal With the "Trump Effect" in Sales Hiring

There was a time when it was understood that in order to be considered for a job, you had to have direct experience. That all changed November 8th when Donald Trump was elected.

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Improving Sales Performance of the 60% Just Got Easier...

You can always count on your top 10-20% of sales reps to deliver, and your bottom 20% to disappoint. The real risk - and reward - lies in the 60% of your sales reps that fall somewhere between the heroes and the hopeless of your sales team.

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How to Quantify Sales Performance

Sales management needs to objectively quantify the performance of sales reps on an individual basis and have at-a-glance data at an organization level to make decisions that drive sales and build customer relationships.

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Do Smarter People Sell Better? The Answer May Surprise You...

While there is no doubt that intelligent people have an easier time processing and retaining information- does that really make them a “smarter” choice than a candidate who is their intellectual junior? Not necessarily.

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Sales Coaching Tips to Help Reps Manage Angry Customers

When salespeople bring frustrations over a “difficult” customer to sales management, it can put them in a catch 22. On one hand, every sales manager that moved up through the ranks of a sales organization has dealt with their fair share of angry customers and has empathy for the salesperson’s situation.

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3 Biggest Takeaways From IBM's 100+ Years of Sales Leadership

Few companies have had the long success story of IBM. And there’s a reason for that. You may think of IBM as a technology company, and that’s not wrong. However what is key to their 100+ years of success is the company’s approach to sales training, incentives and focus on the sales organization as an integral part of the organization as a whole.

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It’s Too Late. I Hired a Product Pusher.

Gartner conducted a survey of executive buyers to discover what they really want to hear from salespeople. It turns out that what buyers are hearing from reps, isn’t necessarily what they want or need to hear in order to make a purchasing decision.

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How New Hires Can Reach Quota Sooner

How can you increase the likelihood that your newly hired salesperson will succeed? How to onboard new sales reps faster is an issue that is becoming more and more urgent. Global management firm the Hay Group predicts that the sales rep turnover rate will grow an average salesforce turnover rate of 20.6% to 23.4% in the coming years.

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How to Increase the Odds That Your Newly Hired Salesperson Will Succeed

How can you increase the likelihood that your newly hired salesperson will succeed? How to onboard new sales reps faster is an issue that is becoming more and more urgent. Global management firm the Hay Group predicts that the sales rep turnover rate will grow an average salesforce turnover rate of 20.6% to 23.4% in the coming years.

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