The typical career progression for a sales development rep (SDR) is to advance to an account executive (AE) within a company. The idea is that development reps already have experience pitching your products, understand it, and know how to work with your potential buyers. The longer an AE remains with the team, the even more […]

It’s common to use service level agreements (SLAs) in customer contracts or vendor relationships to clearly define the obligations of involved parties. SLAs can also be powerful internally as well, especially in a sales team. SLAs serve two purposes. The first is to define roles within the areas of overlap between different reps. Many teams […]

To build a world-class inside sales team, you must possess the power to not only know when deals will close, but also to be able to predict when they are going to close.   For our latest eBook, we asked several of the world’s top authorities on inside sales which metrics they thought more inside […]

If I had a dollar for every time a company has fired an amazing salesperson because he or she wasn’t good at prospecting for new leads, I’d be sipping margaritas in my mansion in Cabo right now. According to the TAS Group, more than two thirds of account executives (AEs) fail to hit quota. Now does this mean […]