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In the United States, the average employer spends 52 days and $4,000 to hire a single employee. Additionally, the average ramp time is 90 days. Now add the cost of time spent by executives, managers, and HR staff during the recruiting, hiring, and onboarding process, and the money and time invested can become even greater. […]
Call recordings are a powerful coaching tool — it’s the game film of sales teams. Reviewing your reps’ call recordings can help to improve their pitch, presentation skills, and so much more. In part 1 we discussed the first 7 of our 14 key elements. Hopefully, you’re already finding them helpful in your call recording […]
Coaching is critical to the productivity of sales reps. According to SEB, no other sales investment improves rep performance like coaching can. When it comes to sales coaching, call recordings are a cornerstone. Recordings provide full visibility into each reps’ sales process and create a variety of different points to review and perfect. 1. Call […]
Your weeks are jam packed and you’re challenged to squeeze in the amount of individual coaching that you know you should. The ever growing size of the typical sales team certainly doesn’t help. The Bridge Group found that the average manager to rep ratio increased by 12%, to 8 reps per manager.  Do you spend […]
By now, we all know that consistent coaching produces higher rep productivity. When coaching an inside sales team, call recordings are especially important for providing feedback during 1-on-1 coaching sessions and building a library of sharable best practice examples. Since coaching is essentially an ongoing conversation between coach and rep, how you communicate is key to […]
Salespeople are only spending 35.9% of their time selling. This makes the quality of your sales team meetings critical. We’ve all suffered through boring, poorly-planned meetings. Don’t allow your sales team meetings to fall into that category. Your team meetings should educate, energize, and engage your sales team, not leave them looking at the time […]
The Patriots’ Bill Belichick is currently the NFL’s longest tenured coach, leading the team since January 2000. Over that period, the Patriots have won 15 AFC East championships, appeared in the Super Bowl seven times, and won five of them. He also holds the most wins of any active NFL coach. Obviously, the man knows […]
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 […]
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 […]
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 […]