5 Ways a Data-Driven Approach Improves Sales Coaching

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Sales managers have limited opportunity to observe sales reps in real-time. We don’t mean creeping looking over their shoulder, but rather observing reps to identify coaching opportunities. Managers have a busy schedule. Between running a sales tea...

Laura HallLaura Hall

What Sets Top Performing Sales Reps Apart? {Infographic}

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What enables one sales rep to perform better than another? Is the secret in the process of top sales reps? Recent research (provided by TOPO), Best Practices of Top Performing Sales Reps, explores where sales reps spend their time, what tools they...

Ema MyersEma Myers

Overheard at MSP: Words of Wisdom from Modern Sales Pros

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“A traveler without observation is a bird without wings.” - Moslih Eddin Saadi Travel is meant to inspire. It’s a way to expand our knowledge, meet new people, and gather insights and wisdom that you can’t learn from a textbook. That’s w...

Laura HallLaura Hall

The 6 Best Sales Books According to Modern Sales Pros

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“Outside of a dog, a book is a man’s best friend. Inside of a dog, it’s too dark to read.” – Groucho Marx If a book is a man’s best friend, then we all should be happy we can take this best friend anywhere. Whether it’s in the car or...

Laura HallLaura Hall

Onboarding Multi-Generational Sales People

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The key to a successful onboarding program is flexibility and personalization. There’s no one-size-fits-all solution; a tailored onboarding experience is critical for creating successful employees from day one. Flexibility is important when onboard...

Laura HallLaura Hall

5 Advantages of Peer Learning in Sales Organizations

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The sharing economy isn’t exclusive to ride sharing or finding someone to walk your dog; it also applies in the workplace. Incorporating peer-to-peer training within a sales organization is a great way to utilize the resources and knowledge within...

Laura HallLaura Hall

Making Sales Training a Priority Year-Round {Video}

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Sales teams typically have an annual kickoff at the beginning of the year.  They conduct training, create goal alignment, and generate excitement. However, sales training is not a one-off activity. Being consistent is important. Having a process in...

Keith Zadig

Motivating the Middle to Move the Needle

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Traditionally, sales organizations focus their efforts on motivating and rewarding top performers. Why wouldn’t they? After all, this group brings in the bulk of the revenue. However, studies show that a 5% performance improvement in the middle 60%...

Laura HallLaura Hall

3 Ways to Scale Sales Coaching with Technology {Video}

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One of the primary challenges a sales manager faces is finding time to effectively coach.  Coaching is one of many responsibilities in a sales manager's job description.  Successful sales coaching requires managers to have processes in place that a...

Keith Zadig