According to The Bridge Group sales quotas have increased an average of 6% year-over-year since 2015. As a result, sales reps will need to hit these ever-increasing targets as well. What can you do to help your team reach their goals? The key is increasing your reps’ productivity through consistent coaching. Rep productivity is maximizing […]
As recently as a decade ago, field sales was the preferred choice for most companies. Today more and more businesses are utilizing an inside sales model or at least a combination of remote sales and outside sales. According to a study by Steve W. Martin, 46% of study participants reported a shift from a field […]
Hiring the right sales rep can be difficult. The selection process is costly and time-consuming. Selecting the wrong person to add to your team is even more expensive, by the time you consider the cost of compensation, recruitment costs, and training expenses. After you’ve invested 3-4 months to find the “right” candidate, onboarding and sales coaching […]
Hermann Ebbinghaus’ research shows that learners forget up to 50% of what they are taught in just 24 hours and that ongoing repetition dramatically increases retention. Coaching is a great way to provide your sales team with ongoing repetition in short sessions. Unfortunately a survey by the Sales Management Association revealed that 77% of firms say […]