-Harper Lee
Coaching underperforming sales reps is one of the biggest challenges that managers face. Too often, managers focus on the symptoms of a representative’s underperformance rather than the root causes. For example, a manager might tell a rep: “you need to prospect more,” when the rep’s problem is not knowing how to prospect effectively in the first place.
Is it possible to coach underperforming sales reps to average or even above-average performance? Yes—but that requires intentionality. To help your team succeed, you need to approach your coaching with an intentional strategy.>>> READ MORE
When considering how to boost your revenue and grow your business, what comes to mind? Evolving your product line? Reaching your audience in new ways? Launching a brand awareness campaign?
Although your product line, buyer personas, and brand awareness are important, sales managers are uniquely critical to the success of any business. They have the potential to unlock huge returns that impact the business's revenue and growth. In this guide, HubSpot covers the reasons why getting sales management right is so important.>>> READ MORE
Curious on the habits of B2B buyers? Clutch, a B2B research firm, published data this week that shows the timeline of B2B buying decision for both software and services, what resources B2B buyers are using to make decisions, and the concerns of B2B buyers'. The survey also explored how businesses make critical decisions during the buying process at each stage of the B2B sales funnel.>>> READ MORE
While revenue is easily the lifeblood of any company, a mere mention of the sales function is enough to make business leaders pause. That's mostly because one of the biggest challenges executives face is ensuring their decisions about sales strategy and resource allocation are aligned with their company's overall business plan.
Yet many companies continuously struggle to train their reps and equip them with the skills and knowledge to sell more effectively and close deals faster. Why are some companies wasting both money and time on antiquated training approaches?>>> READ MORE
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