September 29, 2016 Adam Norton

Understanding (and Overcoming) the Fatal Flaw of Sales Management

Sales, like other functions, is managed by metrics, and sales ops leaders work hard to design dashboards so that everyone, from the sales leader to the individual seller, understands how they are performing relative to their goals. However, when leaders become overly focused on these reports and the metrics contained within them, they can get […]

Explore more
September 7, 2016 Adam Norton

How to Recognize and Improve Your Sales Management Style

This post originally appeared here in the Selling Power blog. You’ve done everything right and still sales are lagging. You put in a new CRM system. You trained the sales team on the new selling process. You aligned the CRM system to support that process and you hired new superstar reps. Check, check, check. The […]

Explore more