A haphazard approach to onboarding, training and coaching — as well as common mistakes in these areas — can torpedo sales effectiveness. To develop well-prepared reps and deliver learning that sticks, avoid these 10 costly errors.
Getting an accurate pulse on a large sales organization is like getting input from 500 people about an upcoming dinner party — it’s not easy. And if you miss the mark, the most vocal people in the company will communicate how they feel about the...
The answer to a sales performance issue depends on the actual problem or problems your team is facing, which probably boils down to one or more of the following seven areas.
Can a sales force be “good,” yet not achieve its quota? Is a sales force that does hit its quota always “good?” There are many factors to consider when answering these questions.
Sales performance management is often viewed as a combination of careful incentive design and reliance on sales managers to be role models and coaches.
As with any strategic program or initiative, it’s important to measure sales enablement to understand the impact it’s making and make improvements as needed.
Every year, companies spend millions of dollars training their sales teams. In most cases, sales training doesn’t have the desired effect of increasing sales or increasing the team’s skills.
Brainshark, Inc., delivering SaaS-based sales enablement and readiness solutions, today unveiled Team Dashboards – giving sales managers a single view for tracking the readiness and progress of their teams.
When sales managers don’t understand why coaching is important, and/or when the organization doesn’t take the time to measure the effectiveness of coaching, they’re not doing themselves or their organization justice.
Even the best intentions behind a performance improvement initiative will fall flat without measurement. The most effective businesses are thinking about using the data they do have differently. They’re measuring what matters.