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 […]
By “everyone,” I mean not all sales managers, directors, or even executives are fit to become sales coaches. There are plenty of reasons why this may be the case, but you might find yourself in a position where you’re wondering if you should become the resident sales coach in your organization. What are some vital […]
Dashboards and analytics give sales managers, sales coaches, and marketers a great deal of insight into the performance of reps, but sometimes there’s really no substitute for actually listening to phone calls. Call recordings allow managers to listen on their own schedule, instead of wasting time randomly listening to live calls with the hope of […]
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 […]
Of all the challenges sales leaders face, retaining developed reps has to be one of the hardest. The amount of time and money you save by keeping a team of dedicated, high-performing reps is massive — but how exactly do you make sure your A-Players don’t walk? The answer? Consistent, methodical sales coaching. Sales coaching […]
It seems that every day, more and more research appears that touts the benefits of sales coaching. One recent study even found that firms with well-implemented sales coaching strategies grew revenue nearly 17 percent faster than those without. So, by now we all know we need to start coaching. But, do you know how to […]
Investments in sales management training has soared over the last two decades, with U.S. corporations alone spending $15 billion each year, according to the Harvard Business Review. With such high amounts being spent, businesses are understandably keen to measure their return on those investments. However, the ROI on this type of training is more difficult […]
Not long ago, when we were putting together our eBook The Complete Guide to Inside Sales Analytics, I reached out to several sales experts and asked them what they thought the most underrated sales metric was. One of the sales leaders I spoke with was Doug Landis, VP of Sales Productivity over at Box. He mentioned that not nearly enough sales […]
The days of long ramp periods for sales reps are coming to an end. In this highly competitive sales landscape, there’s little time to wait. That’s why it’s absolutely vital for sales managers to help reps drive pipeline and win revenue as fast as humanly possible. So how can inside sales managers help reps hit the ground running? In […]
If you want to succeed as an inside sales manager, you can’t be afraid to get into the weeds with your team. You need to understand your reps’ process. You need to gauge the individual strengths and weaknesses of each rep. No two sales organizations are the same. But by watching your reps work, and even by […]
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 […]