The sales industry is known for using a variety of acronyms in their day-to-day communications. So much so that it can be quite confusing. Further complicating matters, there are abbreviations for different sales job titles too, which can mean different things in different companies and verticals. If you are struggling to know who’s who in […]
It’s common to use service level agreements (SLAs) in customer contracts or vendor relationships to clearly define the obligations of involved parties. SLAs can also be powerful internally as well, especially in a sales team. SLAs serve two purposes. The first is to define roles within the areas of overlap between different reps. Many teams […]
Sales is at an inflection point. Buyers are engaged later, sales reps are less experienced, and on average, they only make 68 percent of their quotas. This all means that sales coaching is absolutely critical to proper training reinforcement, skill building, knowledge development, accurate forecasting, and ultimately sales success. Top sales organizations excel by taking […]
It’s easy to rely on “show and tell” when communicating with prospects, especially when reps are following a tried and tested sales process. When it comes to SaaS products for instance, a demo could involve a screen share where a rep jumps right into showing off the product by highlighting its main features. But what […]
It’s the second month of the third quarter. Some sales teams are scrambling at this point, increasingly worried they won’t make annual quotas. Regardless if your team is on pace to hit their targets, or not, it’s a great time to review the first half. How do you stay on track or make adjustments to […]
Outsourcing appointment setting to a service, instead of using your SDR team, has its challenges. Sales development is very different from appointment setting. With claims that the service will set up so many appointments that your sales team will beg them to stop, it may sound like your sales will go through the roof. It […]
Don’t you hate it when you answer the phone and there’s a long pause before someone on the other end speaks? Not only is it confusing, but the lengthy silence followed by a rep launching into a scripted dialogue can be quite irritating and impersonal. This is a common occurrence when sales teams use predictive […]
In the United States, the average employer spends 52 days and $4,000 to hire a single employee. Additionally, the average ramp time is 90 days. Now add the cost of time spent by executives, managers, and HR staff during the recruiting, hiring, and onboarding process, and the money and time invested can become even greater. […]
A call disposition describes the outcome of a call. They include statuses like, “demo scheduled,” “left voicemail”, and even “no longer in service.” In fact, customer service teams have actually logged call dispositions for years, and sales teams have followed to record call outcomes. Call dispositions give sales managers valuable intelligence they can use to […]
We often are asked two related questions. First, does RingDNA work with existing phone systems? Next, what needs to be in place to use RingDNA? The answers are actually very simple: yes, and nothing. By design, RingDNA is extremely easy to implement and can be integrated with your existing framework in a number of ways. […]
This year during March Madness, a bracket titled “I just guessed” briefly held the top position in ESPN’s contest for a period of time. While the bracket didn’t end up winning, the random guesses yielded an 83% accuracy rate. The University of Colorado found that the chance of building a perfect bracket purely by guessing […]
Salespeople are only spending 35.9% of their time selling. This makes the quality of your sales team meetings critical. We’ve all suffered through boring, poorly-planned meetings. Don’t allow your sales team meetings to fall into that category. Your team meetings should educate, energize, and engage your sales team, not leave them looking at the time […]