Who’s responsible for margin shrinking discounting to win a deal: managers or sellers? The finger of blame for this is invariably pointed at the sales rep. In truth, the responsibility rests with sales managers. It certainly is easy to blame individual sellers for rampant end-of-period discounting. Reps seem like the obvious culprit. However, my experience […]

A sales team’s lead response, and everything that surrounds it, makes or breaks their success. At its core, lead response is the amount of time that it takes for a sales team to respond to an inbound lead sourced from their site, an advertisement, or a partner. However, the enablement of a rapid lead response […]

Do you have millennial salespeople on your team? Do they refuse to do anything except use social media and LinkedIn for business development? Here’s how to help them execute a comprehensive prospecting strategy—both offline and online. Millennials Don’t Cold Call I’ve heard this from many frustrated sales managers. “I hired this new salesperson with great […]

Are your reps having trouble connecting with prospects? Do they have to call over a hundred prospects to have a single meaningful conversation? If so, your sales technology stack just might not be cutting it. Many sales managers set strict dialing quotas. Sometimes, reps need to dial 70 prospects daily, and often, it’s even more. […]

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 very first text message was sent in December of 1992. Since then, SMS has steadily become ingrained in our daily lives. On average, Americans actually send five times more SMS messages than phone calls each day. Furthermore, 95 percent of Americans now own mobile phones. Of those, 81 percent use text messaging regularly. We […]

Sales enablement helps sales leaders achieve higher quota attainment, more revenue, higher sales velocity, and increased lead conversion rates. Since your organization can no longer afford to avoid sales enablement, we’ve included five ways tips to help you quickly get your sales enablement program up and running. 1. Sales Enablement Isn’t Training nor Coaching Training […]

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. […]

If you’re new to sales management, and you’ve seen your peers discussing things like auto dialer software and intelligent dialers for sales reps, you’re probably wondering what all the fuss is about. What’s wrong with a regular VoIP system, you might say?  All your employees already use it. That’s a little like suggesting that your […]

Hiring a great sales team has simply never been more difficult. According to a report from Harvard Business School’s U.S. Competitiveness Project, “Technical sales and sales-management positions play a critical role for U.S. businesses, but they are among the hardest to fill.” In fact, according to the study, employers spent an average of 41 days […]

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 […]

What are the best sales books of all time? To find the true answer once and for all, we first took to Amazon and other sites to find the most popular sales books, ranked by the number of reviews and their ratings. We then decided to ask the sales industry itself by running a March […]