Omnichannel sales is the trend that has rocked 2019 in terms of prospecting methods. While sales reps everywhere (and prospects, most likely) rejoice that the days of “smile and dial” are over, measuring the performance of modern sales teams has brought new challenges for sales managers everywhere. CRM’s are typically not equipped to track complex […]
There are a few areas that are important to making sure you set people up for success both in setting KPIs and then in making sure they are realistic and achievable.   1. Use proxies – talk to peers in the industry and find out established benchmarks and then try to adjust for your business and […]
We’ve entered a new era of sales and marketing alignment. According to The Bridge Group’s Sales Development Metrics and Compensation Report nearly one half of inbound-focused inside sales reps now report directly to Marketing. While this may seem counter-intuitive to some, it actually makes a lot of sense. Marketing already owns much of the technology that can […]
Assembling the right team, creating an incredible sales playbook and ensuring that your sales reps always preach the right sales values are all essential. But even the best sales team won’t be competitive without the right sales tools. Whether you’re the new head of sales or have been in the role for some time, you should evaluate […]
Imagine a swimming instructor that just showed his students an instructional video then tossed them in the deep end of the pool, waiting to see who swims and who drowns? This careless and irresponsible scenario is unfortunately quite close to how most sales managers operate. Sure, there might be some basic training, there’s almost sure […]
For most B2B companies and some B2Cs, the complex lead nurturing campaigns and remarketing ad technology at our fingertips are all part of a marathon designed to eventually enable a conversation between our sales reps and the right decision maker. Given this, shouldn’t call tracking metrics be as essential, if not even more essential, than […]