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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 […]
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 […]
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 […]
2017 has been an incredible year for the sales world, with industry leaders having a greater influence than ever before. These men and women have stepped up to help salespeople connect and learn from one another, creating new standards for engagement and reach. Though there’s always debate about what constitutes a sales influencer, or what […]
As recently as a decade ago, field sales was the preferred choice for most companies. Today more and more businesses are utilizing an inside sales model or at least a combination of remote sales and outside sales. According to a study by Steve W. Martin, 46% of study participants reported a shift from a field […]
By now it’s no secret that proper sales coaching is crucial to the success of a sales team. In fact, experts say that “the most important role of the manager is that of sales coach.” Implementing sales coaching within your organization can bring dramatic improvements in performance. But, sometimes it is easier said than done. To help […]
What’s the average salary of an inside sales rep at a SaaS company? According to the latest research, the average salary of an inside sales rep at a SaaS company is $60K (Base Salary) and $118K total on-target earnings. Recruiting and hiring new reps is one of the biggest challenges facing inside sales leaders at SaaS […]
Hiring the right sales rep can be difficult. The selection process is costly and time-consuming. Selecting the wrong person to add to your team is even more expensive, by the time you consider the cost of compensation, recruitment costs, and training expenses. After you’ve invested 3-4 months to find the “right” candidate, sales ramp up time […]
Years ago, back when I was prospecting at another company, I remember cold calling a lead four or five times before finally getting her on the phone. When I finally did, I realized that I knew nothing about what her company did or even what her role was at that company. After asking some potentially intrusive […]
2017 is here! As sales professionals, we’re always looking for new ways to expand our skill set and make new connections. Going to the right conferences can actually offer fantastic ROI to sales professionals. First of all, there are almost always sessions and keynotes featuring top industry experts. It’s a great place to share strategies […]
Are you looking for new ways to transform your sales team in 2017? In 2016, we partnered with some of the most successful sales leaders in the world to create our most popular library of sales eBooks and sales tools yet. Each resource is packed with tips that you can start using right away to accelerate […]