Coaching is critical to the productivity of sales reps. According to SEB, no other sales investment improves rep performance like coaching can. When it comes to sales coaching, call recordings are a cornerstone. Recordings provide full visibility into each reps’ sales process and create a variety of different points to review and perfect. 1. Call […]
Why aren’t your SDRs hitting quota? Your Sales Development Reps (SDRs) have a quota to hit every month. Their success in doing so impacts the company’s bottom line and sales compensation across the board (yours, theirs, your AE’s) — no pressure. But according to The Bridge Group,only about 65% of reps are hitting quota. If […]
Your weeks are jam packed and you’re challenged to squeeze in the amount of individual coaching that you know you should. The ever growing size of the typical sales team certainly doesn’t help. The Bridge Group found that the average manager to rep ratio increased by 12%, to 8 reps per manager.  Do you spend […]
By “everyone,” I mean not all sales managers, directors, or even executives are fit to become sales coaches. There are plenty of reasons why this may be the case, but you might find yourself in a position where you’re wondering if you should become the resident sales coach in your organization. What are some vital […]
As promised, here’s part 2 for you. Missed part 1? No worries – read it here. 9. Listen As Lyndon B. Johnson said, “You aren’t learning anything when you’re talking.” You need to make listening your primary objective during the sales conversation. I’m sure you’ve heard it before, but are you actually doing it? If […]
As a new SaaS sales rep you may have already gone through the onboarding process. If not, check out this article to help you navigate that initial learning phase. You’re probably wondering what you can do to become a better rep, strengthen your position with your current employer, and expand your advancement options.  Here are […]
So you’ve got your first SaaS sales job. Congrats! Of course, now you want to truly succeed. Although you want to get up to speed as quickly as possible, remember the average ramp time for a new sales rep is 4.8 to 6 months so don’t put too much pressure on yourself. First you’ll receive […]
Sales call recordings are an excellent tool for coaching reps. Not only are they beneficial for the sales department – marketing teams can gain plenty of insights from listening to these valuable real-life interactions. In fact, our sales team regularly shares calls with us (thanks Sam and Anna!) for all of the following reasons: Listening […]
By now, we all know that consistent coaching produces higher rep productivity. When coaching an inside sales team, call recordings are especially important for providing feedback during 1-on-1 coaching sessions and building a library of sharable best practice examples. Since coaching is essentially an ongoing conversation between coach and rep, how you communicate is key to […]
Salespeople are only spending 35.9% of their time selling. This makes the quality of your sales team meetings critical. We’ve all suffered through boring, poorly-planned meetings. Don’t allow your sales team meetings to fall into that category. Your team meetings should educate, energize, and engage your sales team, not leave them looking at the time […]
Sales Development Reps (SDRs) have non-stop days, containing a seemingly never-ending litany of tasks. The Bridge Group found that approximately 65% of SDRs meet or exceed their quotas. Fortunately, according to Marketo, a 5% increase in selling time can yield a 20% increase in revenue. To increase selling time and revenue, SDRs must take control […]
Coaching is a critical ability for sales managers to have because of its significant impact on sales performance. In fact, CSO Insights found that a dynamic coaching process improves win rates by 28% and quota attainment by 10%. It’s not just about the program though. Top coaches have certain characteristics that make them (and their teams) […]