Stop spinning your wheels on lousy prospects!
Slow kills deals.
Every seller knows (and loves) the feeling of a textbook sales process that goes from identify to closed-won, quickly. The benefits of moving prospects to customers quickly through the pipeline expose several key leading indicators of the health of your sales team and sales process.
Susan McCullin, on May 2, 2022
Did you know that there are 397,900 sales managers in the United States?
It's expected that this number will jump by 7% each year, which is the average amount of growth in the U.S. for a profession.
As a manager, you need to ensure that your team is successful and happy. Keep reading, and we'll guide you through the fatal sales leadership practices you should avoid.
Amanda Meade, on April 29, 2022
Have you found yourself talking about inflation or labor issues lately?
They were discussing these issues long before you or I started having dinner conversations about them.
However, ITR Economics' perspective isn’t the doom and gloom one might expect. The firm is adamantly teaching its clients how to prosper in what it has coined “the Age of Decline.”
But before we jump into a few of ITR's recommendations on what to do now to prepare for the future, let’s address the elephant in the room. >>> READ MORE
Trey Morris, on April 28, 2022
If you have kids or watch a lot of Tik-Tok, you're familiar with the Backyardigans song 'International Super Spy'.
It's a catchy little tune that will not get out of your head. As silly as the song is, it reminds us that part of your job as a salesperson is to be a spy. No, not a real spy, but one that targets prospects and does some sleuthing to uncover inside information before your first Discover meeting.
The Discover meeting is the most important meeting you will ever have with any client, ever! If improving sales performance is important, read on!
Matt Sunshine, on April 27, 2022
One global pandemic, multiple lockdowns, and never-ending strains have reshaped the world — the way we live, the way we socialize, and the way business is done. COVID-19 was indeed the biggest disruption to work as well as life in decades.
Productivity prior to the pandemic was a well-defined metric across companies. Some measured productivity by time, some by deliverables, some by revenue, and most by a combination of the three.
Susan McCullin, on April 26, 2022
The higher the close ratio of your sales team, the more sales you are making.
It can benefit your team and your company if you know what your close ratio is and how to increase it. Knowing where you stand and what your obstacles are is helpful when it comes to having a goal in mind.
Below are some questions that could help your team members (and you as manager) on the road to higher sales.
Beth Sunshine, on April 25, 2022
It looks like it’s shaping up to be another great year for job seekers and a tough year for employers struggling to find and keep their employees. The “war for talent” rages on.
Don’t let those negative headlines get you down, though. With a good recruitment process and retention plan in place, you will be able to build a thriving team.
Today we are going to focus on the 9-steps of strong recruitment and look at how you can consistently dedicate attention in a highly structured way to achieve big results.
It starts with setting the stage for success.
Amanda Meade, on April 22, 2022
Prices are going up. We've all noticed it, and it's maybe even got us a little panicked. So, when can we expect to see inflation start slowing down?
Well, expert economists are expecting to enter a period of disinflation and slowed growth in 2022 and 2023. In this article, we have listed ways economists are saying inflation will impact spending and business growth — something all business leaders should take a look at. >>> READ MORE
Matt Sunshine, on April 21, 2022
This post was originally published on Business.com.
Top sales managers don't just look for candidates when they need them — they keep in contact with potential team members to build an internal pipeline of interested and engaged salespeople.
The best products and services in the world don't hold up a company if no one buys them.
Most companies depend on salespeople to bridge the gap between production and purchase. When high-performing sellers leave, sales managers scramble to fill their roles. In the ensuing chaos, they usually hire the first competent person to walk through the door.
Stephanie Stoll, on April 20, 2022
Every relationship has ups and downs, and that includes relationships between coworkers.
The members of your sales team might be going through problems at home that can cause problems at work.
There might be conflicts with other members of the sales team.
When problems exist in other areas of life, it can affect the accountability of the whole sales team or individual team members. Either way, it's possible to remedy the situation and make accountability a priority for your team.
