Matt Sunshine, on August 8, 2019
The great sales managers know that if you want to see an increase in performance then you have to set expectations. But just setting expectations is never enough. You need to put a system in place where you can measure what you expect. As the management saying goes, "Your salespeople will respect what you inspect… and you need to inspect what you expect."
Trey Morris, on August 7, 2019
My favorite book in high school was George Orwell's Animal Farm. If you haven't read it, it is an allegorical novel that tells the story of how Communism took over Russia and ultimately ruined their economy. I loved this book because a) it's brilliant, and b) it's a great defender of capitalism, which I LOVE!
Kim Alexandre, on August 6, 2019
Glassdoor was initially founded with the intent to improve transparency, which is part of the foundation for increasing employee engagement, but the benefit of being transparent doesn’t stop there. According to a recent Glassdoor.com study, positive online employee reviews not only enhance your overall employer brand, they directly correlate to a higher volume of candidate resumes for open positions and lower salary increases for the same job.
Whether you're new to Glassdoor, or you've been using it to boost your employer brand for a while, make sure you do (or are doing) these three things to engage with more candidates and improve your sales team recruitment efforts.
Kurt Sima, on August 5, 2019
If you are a manager with a struggling seller, this blog post is for you!
Too often, managers place the blame of a struggling seller at the feet of the struggling seller. This is usually a mistake. There is a better way to find out what is causing the seller’s lack of performance, and it involves an analysis of the following five things:
Shaye Smith, on August 2, 2019
-JOHN D. ROCKEFELLER
Though the lines are sometimes blurred, inside sales and outside sales are generally separate functions within an organization that require distinctly different skill sets. Outside or field sales teams spend the majority of their workday on the road meeting with clients and prospects face-to-face, often performing hands-on activities like product demonstrations or account setup.
Field sales managers have unique considerations to keep in mind to empower their teams to be successful. We’ll outline some of the best practices that high-performing field sales teams have adopted, talk about why they work, and discuss how to incorporate them into your own business. >>> READ MORE
Matt Sunshine, on August 1, 2019
In almost every industry, there are a few people or businesses that watch trends, see where the industry is headed, and share unique insights—thought leaders. These people and organizations are the ones that you check on regularly for innovation, market challenges, new initiatives, etc.
The thought leadership position is certainly an advantageous position to have, as it can help with generating sales, lead generation, recruitment and retention, and new business opportunities. While sometimes this thought leadership position will come about completely organically, many times it is part of an overall sales strategy and much time and consideration has been put in to developing the plan to make this happen.
Greg Giersch, on July 31, 2019
Sales tend to stall. Every salesperson with a pending list realizes that this week looks too much like last week. As does every sales manager who's listened through the excuses about why this or that prospect is still pending.
“The journey of a thousand miles begins with a single step,” ~ Lao Tzu
We know that to accomplish big things, we need to break them down into smaller tasks. But, we’re often too busy to actually slow down and apply what we already know. Many companies have a defined sales process, some more structured than others, and it’s the lack of following that process that is stalling most sales.
Shaye Smith, on July 26, 2019
-VINCE LOMBARDI
Outbound prospecting for new business has always been a bit of a numbers game. Years ago, when I first started as a Sales Development Rep, the formula was simple. If you made 100 phone calls, you could expect 10 appointments, and at least 1 of those prospects would turn into a client. The numbers would vary from industry to industry and market to market, but that was the standard everyone was shooting for.
Outbound prospecting is still a numbers game today. Unfortunately, the numbers are just a lot bigger. It requires more phone calls and more emails than ever before to get fewer responses, fewer appointments, and fewer clients. Why is it so hard? What’s changed? >>> READ MORE
Kurt Sima, on July 25, 2019
Editor's Note: This post was originally published on the LeadG2 blog.
Most managers and sellers have experienced this:
On the surface, this sounds like a good system, but in reality, it is not. Here’s why:
Kim Alexandre, on July 23, 2019
When sales managers are working to build their talent bank with qualified candidates, it's not easy. Couple that with your desire to have the very best sales talent in there, it gets quite a bit harder.
