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There are so many factors that go into managing a sales development team. You need the right reps, a solid strategy and a repeatable sales process. However, one of the most important things that sales leaders need is insight into their SDRs’ activities. It seems simple enough, but unless you’re tracking the right data points […]
Opportunities form the lifeblood of any sales organization. They are the glue between sales development reps (SDRs) and account executives. As your SDRs focus fervently on sourcing ops, your quota-carrying salespeople work tirelessly to transform those opportunities into closed/won deals. So if you want to predict revenue, you need to be able to predict opportunities. If you’re leading a B2B […]
For our recent eBook, we asked several sales leaders to name a sales metric that more managers should be tracking. One of the sales leaders we spoke with was John Barrows, who trains sales teams at many of the world’s leading technology companies, and offers exceptional training content at jBarrows.com.  Meetings with Key Decision Makers by Rep Most companies […]
Tracking the right sales analytics does more than just tell the story of rep and team performance. Analytics also empower sales leaders to predict the future. While there are a lot of must-track sales metrics, there is one metric in crucial metric that I just don’t see enough sales teams tracking: abandoned call rate. Your most sales-ready leads are […]
Sales analytics don’t just offer the power to quickly view your team’s past and present activities. Some of the best metrics act as crystal balls, enabling you to gaze into the future. Predictive analytics are getting hotter, as more and more sales teams are looking for ways to gain advantage. In today’s uber-competitive business landscape, you don’t […]
Football season is in full swing, and so is fantasy football.  If only building your fantasy sales team was as easy as picking your roster of all-stars and watching your players’ stats rise to the top! In a perfect world, every sales rep and SDR on your team would be an elite top-performer. But just as […]
Data is essential to successful sales management. People might think of marketers as the data geeks. But here at RingDNA, I get the opportunity to talk to a lot of sales managers.  And every week, I’m routinely impressed by just how data-driven some of these sales managers are! It’s not hard to see why. Data about […]