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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 […]
How do you transition from a sales development role to an Account Executive role? This is likely the question of hundreds of SDRs or BDRs who are looking to move their career forward. Many likely have ambitions of becoming a sales leader, manager, or even starting their own business. But, at this stage of the […]
At ringDNA, we spend a lot of time with inside sales, sales development, and business development teams. Our product is core to their success, so we invest in these teams by listening to their problems, needs, and goals, and then maximizing their benefit from our solution. We keep a close watch on the trends across […]
How effective is your sales coaching? When is the last time you asked yourself this question? It goes without saying, sales coaching is important. Sales coaching differs from sales training in that it is the continuous reinforcement of skills to improve performance over time. If you aren’t sales coaching at all, we’ve covered in depth […]
I recently read some psychology research that transformed what I thought I knew about multitasking. The article, published by Wharton researchers in the December 2018 issue of the journal Psychological Science is titled “The Illusion of Multitasking and Its Positive Effect on Performance.” Although it is about general human psychology, it has big implications for […]
If you’ve spent any time in sales at all, you likely know that there is a right way and a wrong way to run a sales role-play exercise. Role-plays and are an incredibly powerful sales training tool and are an excellent way for reps to perfect pitches, run in to objections, and practice negotiation tactics […]
Do you have any New Year resolutions for sales performance improvement? With the hope of change and improvement at the start of a new calendar year, resolutions can be difficult to resist. That’s why so many people have at least one, even if they don’t write it down. Sadly, these goals are often abandoned by […]
Like many things in life, the answer is “it depends.” Live or recorded sales calls are both a critical component of sales coaching. With inside sales teams becoming more prevalent, it’s no wonder that coaching is often at the top of a sales leader’s priority. And for good reason — CSO Insights found that a […]
Want to hear your sales team groan? Tell them that it’s time to do sales role-plays. It’s the activity that sales professionals love to hate because they always seem to feel awkward and uncomfortable. Role playing is dreaded and awkward because it is a cross between public speaking and acting, the soft skills that people […]
The start of a new year and a fresh set of goals means the pressure is on. How well your sales team performs against these goals is in your hands. Your confidence for the coming months hinges on last year’s results – if it was a down year, it is time for a change; chances […]
Many salespeople struggle to find the right words to say and the right way to say them – whether that is to prospects, to their bosses about their work, or in social content if they do that. But that isn’t really the problem. The truth is, sales reps who are struggling to find the right […]
As a sales rep, even if you receive the greatest sales coaching ever from the best coach, it could still lead to failure. That’s because there is one quality that coaching plans cannot control: the coachability of the salesperson. It is for this reason that Richard Harris states that sales coaching starts at the hiring […]