On Sunday, the Philadelphia Eagles face off in the Super Bowl against the New England Patriots. It wasn’t easy getting there, but as a sales rep, I felt all-too familiar feelings this season. In December, Quarterback Carson Wentz tore his ACL and was declared out for the season, forcing Coach Doug Pederson and the Eagles […]

We hear a lot about how companies need to use call tracking to see the true value of their marketing campaigns. But what is call tracking, really? Call tracking measures the impact of marketing efforts on lead generation and sales. It was born from evidence-based marketers’ desire for increased visibility into lead sources. If all […]

Sales Development Reps (SDRs) have non-stop days, containing a seemingly never-ending litany of tasks. The Bridge Group found that approximately 65% of SDRs meet or exceed their quotas. Fortunately, according to Marketo, a 5% increase in selling time can yield a 20% increase in revenue. To increase selling time and revenue, SDRs must take control […]

Define Your Specific Goals Harvard University found that those who stick to a specific, goal-oriented, plan performed 30 percent better than those who don’t. So, to truly perform this year, you must create a highly defined plan for 2018. Outside of numbers like revenue, set goals for activities that lead to wins. Look back at […]

2018 is officially here! It’s time to start strong and crush your sales goals. The next month is an essential time in your sales process, as it builds the foundation for your year and sets the pace for 2018. Here are five simple ways to start your 2018 strong. 1. Start with a Specific Plan […]

Coaching is a critical ability for sales managers to have because of its significant impact on sales performance. In fact, CSO Insights found that a dynamic coaching process improves win rates by 28% and quota attainment by 10%. It’s not just about the program though. Top coaches have certain characteristics that make them (and their teams) […]

You’ve closed out another successful year and your team hit their numbers, or maybe your year didn’t end up as well as you had hoped. Either way, last year is history. Now that the year-end push is over, it’s time to focus on getting your team off to a great start. Here’s 5 sales coaching […]

The importance of sales coaching has been proven. Surprisingly, only 21.7% of sales managers have implemented a formal coaching program for their teams. Part of the problem is that managers find it difficult to find the time to coach their reps.  As challenging as it may be to provide sales coaching, coaching a team of […]

The sales pitch is a cornerstone of the sales process. Whether it is on the phone, in person, or through email, your pitch is the crucial first impression. Sales organizations have perpetually devoted time, energy, and resources to improving their pitches, but you can take actions that help gradually improve your pitching over time. We’ve […]

There’s no debate that measuring data is one of the best ways to ensure your reps’ success, but how do you know which are the ‘right’ kinds of metrics to measure? Though every business may have specific metrics they focus most on, there are three categories of metrics you need to be aware of to […]

The NBA has a history of great coaches. Charged with leading their teams through countless lessons, practices, and games, these coaches must empower, improve, and harmonize their players to ensure they perform at their best. Similarly, sales managers are responsible for leading their teams of reps to victory. Just like an NBA coach and their […]

Of all the challenges sales leaders face, retaining developed reps has to be one of the hardest. The amount of time and money you save by keeping a team of dedicated, high-performing reps is massive — but how exactly do you make sure your A-Players don’t walk? The answer? Consistent, methodical sales coaching. Sales coaching […]