Sink or Swim: are You Giving Sales Managers the Tools and Skills They Need to Keep Afloat?

By |March 21st, 2016|Sales Performance Management (SPM)|

Sales managers have one of the oddest routes to leadership of anyone in business. Essentially it is this: they show exceptional skill over time at one task – selling – and eventually they are tapped [...]

5 Things You Can Do To Change Your Salespeople Into Subject Matter Experts

By |September 29th, 2015|Enablement|

The role of salespeople is changing. The role is no longer about cajoling a prospect into signing a contract, nor is it even about telling the entirety of the story to the prospect. It’s now [...]

Coaching the Coach: Shortcuts to Great Sales Performance Management

By |August 11th, 2015|Sales Performance Management (SPM)|

Being a sales manager is tough. In many cases, managers started out as great salespeople, and after they proved their capabilities they were tapped for management – a role that demands an entirely new set [...]

Research: What are the Most Important Metrics to Sales?

By |July 7th, 2015|Other|

Although in the big data era all data are considered important, some data are more important than others. I’m not saying that just because it’s fun to use the correct plural of “data” to construct [...]

Secrets to a Great Sales Playbook

By |June 23rd, 2015|Enablement|

After the generation and hand-off of leads, there may be no higher-contact area between sales and marketing than the sales playbook. Marketing develops this tool, primarily, and sales uses it on a daily basis, making [...]

CPQ is Helping to Reduce Sales Managers’ Importance in Pricing Decisions – and That’s a Good Thing

By |April 16th, 2015|Configure Price Quote (CPQ)|

In a webinar on April 14 done in conjunction with the Sales Management Association, Bob Kelly and I talked a lot about the things sales managers are tasked with. The conversation ranged from coaching to [...]

In a Sales 2.0 World. You Need Learning to Keep Sales Relevant

By |October 31st, 2014|Sales Performance Management (SPM)|

New sales hires take an average of 10 months to become fully productive, according to CSO Insights. Because they’re just starting the learning curve, that tends to be where they get the most attention from [...]

Are Your Sales Reps Ready for a Digitally Evolved Marketplace?

By |July 2nd, 2014|Lead to Money|

Years ago, the sales rep was the primary source of information for the customer. The customer looked to the sales rep (and at times, their peers in competitors) to educate them. Those were simpler times, [...]

Sales Ops: Help Sales Stop Wasting Time

By |December 18th, 2013|Lead to Money|

Building Efficient Processes One of the main roles of sales operations is to drive efficiency across the sales organization, leading to greater sales productivity.  It’s important for sales operations to help sales exceed quota each [...]

Sales Planning for 2014 – Frameworks and Guides

By |November 12th, 2013|Lead to Money|

Our partners at PwC Advisory joined us last week for a webcast discussing how to coach, motivate & incent for 2014 sales planning.  In the session they shared valuable trends affecting sales planning as well [...]