Amanda Meade, on December 6, 2021
A recent McKinsey survey shows that 90% of organizations will adopt some combination of remote and on-site work as they emerge from Covid restrictions.
This combination will change how we meet and interact forever. Hybrid meetings, a mix of people in office and those working remotely, is the new normal.
Amanda Meade, on December 3, 2021
- Mark Hunter
For many years, “Always Be Closing” (ABC) was the go-to sales technique.
Today, however, most experts believe it’s not effective. The sales world is changing fast, and new strategies are proving to be much more viable in the modern era.
But what about tomorrow?
What does the future of sales look like as we move into a post-Covid economy?
Could sales strategies shift once again towards something completely different? >>> READ MORE
Matt Sunshine, on December 2, 2021
Stressed? Anxious? Unmotivated?
Everyone requires motivation. And, your sales team is no exception as they strive to keep up performance, reach goals, and deliver results. The constant pressure (combined with adversity and uncertainty) is physically and mentally draining.
Motivation is crucial for performance. The real purpose of a motivational speech is to get the recipient, to do something differently, because the speaker has got you to think differently. Browse through our list of 20 motivational videos, watch a few, and share the list with your team.
Susan McCullin, on December 1, 2021
It's more important than ever to engage with your sales team. Sales teams that are not engaged are much more likely to underperform, experience low budget attainment, and unwanted turnover.
Data shows that less than 30% of today's workforce is truly engaged. This is especially true for end-of-the-quarter and end of the year! According to HubSpot, if a seller is disengaged and underperforming, it costs 150% of their salary to replace them.
Here are a few causes of a low performing sales team and how sales leaders can help.
Matt Sunshine, on November 30, 2021
Working in sales isn't getting any easier. In 2020, the majority of sales reps weren't expected to meet their sales quotas.
As the leader of your sales team, it's up to you to motivate your team to reach their targets and more. But that's easier said than done.
We've created a guide with 7 sales team motivation strategies that you can use to overcome the sales leaders' challenges you encounter as the face of your team, whether you're new to the position or on your way to becoming an expert.
Matt Sunshine, on November 28, 2021
This article was originally published on Sales & Marketing Management.
Sales leaders are responsible for more than closing deals. Teams depend on them to see the big picture, measure current strategies, and evaluate new opportunities. Sales diagnostics help leaders see their operations from all sides so they can identify bottlenecks and keep revenue climbing.
Trey Morris, on November 23, 2021
You're not an Avenger.
I know that is disappointing. Trust me, I'm disappointed, too. Who doesn't want to be a superhero? We all want to be the man or woman who swoops in to save the day, but that only gets to happen in a Marvel or DC movie.
In the real world, we don't have these types of superheroes.
But as much as I would like this blog to be about my favorite Marvel characters, that would not be the best use of your time or mine.
Kurt Sima, on November 22, 2021
Most sales leaders talk too much about new business development.
The truth is: they would be better off yapping less about selling new customers and yapping more about growing existing customers.
Amanda Meade, on November 19, 2021
- Mike Bosworth
Break the cycle of pressure to hit quota by playing into the holiday season and spreading the cheer! The holiday season is prime time to hit quota and set your team up to smash their numbers for months to come — but only if you play your cards right.
Here are some key tips and tricks you can leverage to make sure you and your reps thrive this holiday season. >>> READ MORE
Jim Thompson, on November 18, 2021
For every sales manager and General Manager, November and December are always interesting months. And the reasons why: it's the end of the year and it's BONUS month. It's the months to prod, cajole, incentivize, and yes, even beg the sellers to get out there and close the year strong!
2021 is nearly over!
If you're only a few dollars short of getting your year-end bonus, you should do everything within your power to do so.
However, the fact of the matter is that most years, that's highly unlikely, improbable, and even impossible to reach that year-end bonus money. But even if that was the case, we should do everything within our power to squeeze every dime we can out of the year. Right?
Wrong!
