One of the most motivating factors for sales reps is their sales compensation, and it can help companies attract and creating top sales talent. Inside sales research from ZS and Reality Works found that 40% of large technology companies plan to increase their inside sales headcount. However, the sales talent space is extremely competitive and […]
The sales industry standard is that it takes up to eight attempts to contact a prospect. This best practice should be baked into any outbound sales prospecting cadence. For your sales development reps (SDRs) to hit their goals, they need to reach out to prospects with a regular cadence. For the unfamiliar, a sales cadence […]
Why aren’t your SDRs hitting quota? Your Sales Development Reps (SDRs) have a quota to hit every month. Their success in doing so impacts the company’s bottom line and sales compensation across the board (yours, theirs, your AE’s) — no pressure. But according to The Bridge Group,only about 65% of reps are hitting quota. If […]
So you’ve got your first SaaS sales job. Congrats! Of course, now you want to truly succeed. Although you want to get up to speed as quickly as possible, remember the average ramp time for a new sales rep is 4.8 to 6 months so don’t put too much pressure on yourself. First you’ll receive […]
With many sales reps having less than half the work experience they had just a decade ago, an increasing reliance on strong sales coaching tactics has become imperative for rep success. But just because sales coaching has become a common practice doesn’t mean everyone knows how to do it – or even exactly what it […]
No matter what you’re selling, one of the most important things that can set you apart from your competitors is responsiveness. Although I work in sales, I am frequently a buyer. One of the things that frustrates me most, is when salespeople simply aren’t responsive enough. Customers are involving sales reps later and later in […]
For SDRs, a great sales discovery call can add a valuable opportunity to your pipeline. But far too often, reps sabotage a fleeting opportunity to transform a hot lead into a loyal customer. Obviously, they don’t do it on purpose. In fact, they often walk away from the call thinking, “that went well!” and then be shocked when […]
If you’re like many sales leaders, you’re feeling the pressure to onboard and ramp up a sales team quickly. It can be tempting to hire any rep who seems reasonably intelligent and likable. And sure, the right sales coaching and sales tools can help most reps perform better. But that doesn’t mean you should hire every […]
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 […]
Even LeBron James was a rookie once. But before he ever played a professional game, I remember hearing stories that experts thought that, in high school, he was as good as Michael Jordan was at that age. Sure, you can’t always predict who will pan out to be an all-star (a lot of experts had high hopes […]
Sales development reps typically make a lot of calls every day. From talking to our customers, I can tell you that dialing over 100 prospects daily is not uncommon. Now imagine that you asked each SDR on your team, before they dial a prospect, what they are trying to accomplish. Chances are that reps might say something […]
Sales development reps (SDRs) are the lifeblood of many successful B2B sales teams. Unless you’re 100% relying on inbound leads, your SDRs need to source enough high quality opportunities for your account executives to hit their quota. If your SDRs are having a bad quarter or even a bad month, it can have catastrophic effects on your pipeline […]