What Percent of Your Sales Team Needs to Be High Performing
What Percent of Your Sales Team Needs to Be High Performing to Drive Meaningful Results?We know from project postmortem results that sales performance is rarely distributed evenly across sales teams. Typically, a minority of salespeople drive the majority of revenue....
4 Steps to Better Meet Sales Quota
Meet Sales Quota? More than Half Don'tAccording to Salesforce’s latest annual State of Sales report, 57% of sales reps miss quota and only 16% expect to exceed quota. Something’s not working right. What’s Going On?We have worked with over 15,000 reps in the last...
6 Field-tested Sales Negotiating Tips to Deal with Jerks
Sales Negotiating Tips to Deal with Jerks How do you effectively handle people at the negotiating table who are aggressive, intimidating jerks? Most of us are familiar with a proven sales negotiation strategy that aims for a win-win when the two sides are reasonable...
Bad Sales Habits that Undermine Productivity
Sales Productivity Has your team gotten into bad sales habits? Is your sales team performing at its peak? Are your reps missing quota despite complaining about how hard they are working? If so, it’s your job as sales leader to get your team back on the right track....
Boost Sales Training Effectiveness through Technology
Boost Sales Training EffectivenessBoost sales training effectiveness because sales training is nowhere near as effective as it should be. In fact, the probability of training alone having a tangible business impact is slim. This is why: based upon measuring over 800...
The Top 4 Sales Traps to Avoid
Sales Traps that Are Most Likely to Decrease Your Sales PotentialWe know from business sales training data that there are many sales traps that will hinder your performance. The most experienced and highest performing sales reps know how to avoid the top sales...
4 Ways to Scale Your Sales Team
Scale Your Sales TeamWhen you're ready to scale your sales team and want to avoid the common pitfalls that come with high growth, you'll need a solid plan to effectively manage all the moving parts while balancing sales team health and performance. Here are four,...
