You’ve closed out another successful year and your team hit their numbers, or maybe your year didn’t end up as well as you had hoped. Either way, last year is history. Now that the year-end push is over, it’s time to focus on getting your team off to a great start. Here’s 5 sales coaching […]

The importance of sales coaching has been proven. Surprisingly, only 21.7% of sales managers have implemented a formal coaching program for their teams. Part of the problem is that managers find it difficult to find the time to coach their reps.  As challenging as it may be to provide sales coaching, coaching a team of […]

With many sales reps having less than half the work experience they had just a decade ago, an increasing reliance on strong sales coaching tactics has become imperative for rep success. But just because sales coaching has become a common practice doesn’t mean everyone knows how to do it – or even exactly what it […]

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 […]

  Sales coaching can drastically increase the effectiveness and performance of any organization by individually equipping and empowering reps to own their success. We know how to implement sales coaching strategies within our organizations, but what does it actually do for reps on a personal level? It Reveals Strengths and Weaknesses Sales coaching uses data, […]

By now it’s no secret that proper sales coaching is crucial to the success of a sales team. In fact, experts say that “the most important role of the manager is that of sales coach.” Implementing sales coaching within your organization can bring dramatic improvements in performance. But, sometimes it is easier said than done. To help […]

What’s the average salary of an inside sales rep at a SaaS company? According to the latest research, the average salary of an inside sales rep at a SaaS company is $60K (Base Salary) and $118K total on-target earnings. Recruiting and hiring new reps is one of the biggest challenges facing inside sales leaders at SaaS […]

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, sales ramp up time […]

Although top sales companies and professionals can’t seem to agree on a single authoritative definition, sales enablement is simply the term and concept for empowering sales reps and agents. In short, sales enablement means strategically uniting the relevant information with the right salespeople at the most opportune time to help address pain points, handle objections, […]

Years ago, back when I was prospecting at another company, I remember cold calling a lead four or five times before finally getting her on the phone. When I finally did, I realized that I knew nothing about what her company did or even what her role was at that company. After asking some potentially intrusive […]

Sales enablement helps sales leaders achieve higher quota attainment, more revenue, higher sales velocity, and increased lead conversion rates. Since your organization can no longer afford to avoid sales enablement, we’ve included five ways tips to help you quickly get your sales enablement program up and running. 1. Sales Enablement Isn’t Training nor Coaching Training […]