Sales management is an extremely rewarding, challenging, and exciting position to be in. Ultimately you are responsible for leading and guiding a team of reps to success through goals, quotas, plans, and processes. Whether you […]
Any type of conversation may seem highly organic, non-standard, unpredictable, and highly immeasurable. However, there are actually ways to measure, analyze, and ultimately extract actionable outcomes from conversations. Scientists are able to analyze conversations to […]
Phone call anxiety is a real thing. In fact, research shows that 40 percent of salespeople will experience some sort of anxiety when making calls. Whether it be picking up the phone, struggling with a […]
The typical career progression for a sales development rep (SDR) is to advance to an account executive (AE) within a company. The idea is that development reps already have experience pitching your products, understand it, […]
The average NBA player is 6 foot 7 inches and the typical NFL wide receiver can run a 40-yard dash in 4.48 seconds. While being tall or fast doesn’t necessarily qualify you to play professional […]
The onboarding of sales development representatives (SDRs) is one of the most challenging, and sometimes underserviced parts of a business. Sales development roles are commonly treated as entry-level positions. SDRs are given as little as […]
The general perception of a salesperson is that of a smooth-talking, effortless extrovert with a magnetism that makes people just want to buy. Everyone wants to be the rep that easily delivers a perfect pitch, […]
One of the most important metrics for any sales team should be new hire ramp time. Whether you hire a development rep or an account executive, the faster you can bring them up to speed, […]
Our Founder and CEO Howard Brown appeared live on Cheddar at the NYSE to discuss how we are using artificial intelligence to analyze hundreds of millions of sales calls and help improve a company’s sales […]
Call recording is an incredibly valuable tool for sales managers to leverage during sales coaching and training. It allows them to coach large teams at scale by granting them the ability to capture every call […]
Today’s sales environment is vastly different from what it was just a few years ago. Buyers, enabled by the internet, now do far more research prior to speaking with a salesperson and are more educated […]
There are many ways to define a “good” sales rep. It’s common to measure their value with factors like experience, performance record, prior companies, and network. There are also unquantifiable factors like personality, drive, character, […]
