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Entrepreneur Article: Seriously, Here Is an Investment in Your Sales Team With 30,000 Percent ROI.

Sales Ops: Treat Sales Managers as Customers to Drive CRM Usage

In the 1980s, there was a popular cartoon depicting a knight charging into battle. Under a hail of arrows, he ignores a waiting salesperson with a dismissive cry: “I have no time for salesmen! Can’t you see I’ve got a battle to fight?” The rejected seller’s offer: a machine gun. Sellers have long appreciated the […]

3 Sales Management Training Myths to Avoid

This post originally appeared here in the Training Industry blog. Every day, sales organizations fall victim to the same three sales training myths. These myths not only cost organizations time and money, but they also impede sales manager effectiveness. Do you need to exorcise any of the following myths from your thinking? Myth 1: Effective […]

This One Quality Is Way More Important Than Your Sales Methodology

This post originally appeared here in the Selling Power blog. Anyone in the sales profession sure could learn a lot from Peyton Manning. As an athlete, much of his success was due to his uncanny ability to come to the line of scrimmage, correctly assess the defensive situation, and adjust his play based on the […]

Sales Management Process: The New Frontier in Sales Management (Part 2)

The Big Sales Surprise of 2016 – 4 Killer Sales Management Training Topics (Part 2)

This post originally appeared here in the salesforce.com blog. In my previous post, I discussed how sales training is at last shifting from sales reps to a role with far greater impact—sales managers. This is good news as elevating sales manager performance has a direct impact on the bottom line. The top quartile of sales managers […]

Sales Management Process: The New Frontier in Sales Management Training (Part 1)

How L&D Can Positively Impact Sales Results

This post originally appeared here in the Training Industry blog. Where can L&D leaders make a huge impact on their company’s financial results? A survey Vantage Point Performance conducted with the Sales Management Association asked organizations to select the top sales management priority from a list of 17 topics. The winner? Coaching sales reps. Research […]

The 3 Metrics that Reveal a Healthy Sales Pipeline

What’s your answer to the following question: How healthy is your sales pipeline right now? I bet I know the question you actually answered… How big is my sales pipeline right now? It’s a classic reaction to think first about the size of your sales pipeline – a reaction that is predicated on the belief […]

How Do You Measure Sales Management?

This post originally appeared here in the ATD blog. In some ways, the sales force is the most measured function in any company. All salespeople have a number (a quota) assigned to them, and progress toward that number is tracked maniacally. However, anyone who has ever tried to measure the ability of a sales team […]