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Sales coaching is most effective when a formal, well-defined coaching approach is implemented. CSO Insights even found that organizations with a random or informal sales coaching strategy attained win rates below the average of 51.8 percent. While coaching is critical for continuous performance and productivity improvement, it must be a regular, ongoing process. Obviously, sales […]
Sales managers must juggle many responsibilities, but out of all of them, coaching makes the greatest impact on an organization’s bottom line. After all, managers are responsible for the development, inspiration, and growth of their sales teams. None of this is easily accomplished without proper training. Sadly, 18.6 percent of sales organizations provide no training […]
It’s not uncommon for star sales reps to be promoted or otherwise move into sales management. Unfortunately, top salespeople aren’t necessarily the best sales managers. The sales manager is a critical role, and you must select the right person for it. If the wrong individual is chosen, there may be significant costs to your organization. […]
The start of a new year and a fresh set of goals means the pressure is on. How well your sales team performs against these goals is in your hands. Your confidence for the coming months hinges on last year’s results – if it was a down year, it is time for a change; chances […]
Dashboards and analytics give sales managers, sales coaches, and marketers a great deal of insight into the performance of reps, but sometimes there’s really no substitute for actually listening to phone calls. Call recordings allow managers to listen on their own schedule, instead of wasting time randomly listening to live calls with the hope of […]
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 […]
With many sales reps having less than half the work experience they had just a decade ago, an increasing reliance on strong sales coaching tactics has become imperative for rep success. But just because sales coaching has become a common practice doesn’t mean everyone knows how to do it – or even exactly what it […]
Hermann Ebbinghaus’ research shows that learners forget up to 50% of what they are taught in just 24 hours and that ongoing repetition dramatically increases retention. Coaching is a great way to provide your sales team with ongoing repetition in short sessions. Unfortunately a survey by the Sales Management Association revealed that 77% of firms say […]
Although top sales companies and professionals can’t seem to agree on a single authoritative definition, sales enablement is simply the term and concept for empowering sales reps and agents. In short, sales enablement means strategically uniting the relevant information with the right salespeople at the most opportune time to help address pain points, handle objections, […]
Investments in sales management training has soared over the last two decades, with U.S. corporations alone spending $15 billion each year, according to the Harvard Business Review. With such high amounts being spent, businesses are understandably keen to measure their return on those investments. However, the ROI on this type of training is more difficult […]
We recently spoke with ServiceNow’s Senior Director of Global Demand Center Ralph Barsi about how to hire and train your inside sales dream team. We asked him to reveal some of his hiring secrets.  How do you evaluate candidates with little or no professional experience? Ralph Barsi: Evaluate attitude first. It’s the #1 reason people succeed or fail […]
If you’ve been tasked with hiring sales reps, you’ve likely already faced the reality that it’s getting harder and harder to hire reps with proven sales experience. A lot of the sales leaders we’ve worked with here at Revenue.io have told us that competition to recruit reps has grown so fierce that they are hiring […]