During a leadership program I was facilitating in Milan, Italy, we were talking about how managers try to motivate people through the use of bonuses or incentives. The frustration quickly rose to a head in the room, as the managers shared how much they struggle with finding a way to continually motivate each person on […]
Tell me if this sounds familiar: a newly hired sales rep spends a week or a few studying your sales playbook, then jumps on a phone call. The call is terrible. When so much is wrong with a phone call, do you address style, substance, personalization, opening remarks, the ask, closing remarks, or what? And […]
Here at RingDNA, we’re not just committed to helping sales reps succeed – we’re also dedicated to providing sales managers with innovative ways to coach reps to success. One of the ways we do this is by providing dozens of dashboards and reports that give real-time insight into reps’ activities and outcomes. This is great for identifying […]
Are you prepared to transform sales reps with little-to-no experience into quota crushing all-stars? You’re going to need to. According to data from the Bridge Group, the average experience of inside sales reps selling SaaS products is 2.6 years at the time they are hired. That’s hardly enough time to master the the often complex science […]
Are you a sales coach or a babysitter? Coaches identify areas for improvement and give reps the tools (both figurative and literal) to reach new goals. Coaches earn their team’s respect. They play the dual roles of team member and leader. And the best coaches make hard work seem fun. Babysitters, on the other hand, […]
Leaving voicemails for prospects can be powerful in ways that sales reps can’t even comprehend. As an example, I recently received a voicemail from a sales rep at a company that sells software aimed at B2B content marketers like me. On his voicemail, he sounded engaging, knowledgeable about my industry and professional—the kind of person […]
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 […]
Assuming that sales quotas are based on viable forecasting data, they can be an excellent way to motivate reps to always perform at their best. However, according to a CSO Insights Study, less than two-thirds of sales reps met quota in 2012. What’s more, less than 57% of companies hit their revenue targets. Houston, we […]
Does a sales rep need a sales degree in order to meet quota? Should sales managers be exclusively scouting individuals who studied sales in college? According to a Harris Interactive survey, 35% of companies aren’t hitting quota, and U.S. employment firm CareerBuilder would have you believe that a lack of secondary education programs in sales is […]
Former L.A. Lakers and Chicago Bulls head coach has a new book called Eleven Rings, in which he will detail his journey en route to becoming the most winning coach in the history of professional basketball. Phil Jackson’s often-unorthodox coaching style has won him the reputation as a transformative leader in the hyper-competitive world of pro […]