Studies have shown that companies that successfully engage their sales reps have 2.5 times higher revenue than those with lower levels of sales rep engagement. If done right, the result is lower turnover and increased productivity. The secret to success, however, requires hiring the right salespeople, onboarding them effectively and optimizing their performance throughout their …

  What do your sales and marketing departments need to produce more revenue? MarketingProfs reported that organizations with well-aligned sales and marketing teams demonstrate 36 percent higher customer retention rates and achieve sales win rates that are 38 percent higher than in less-organized businesses. Clearly, sales and marketing should be aligned. Furthermore, teams that are …

Guest post by Neal Polachek 2/11/16 As each new year begins, sales organizations go through the age-old ritual of establishing sales quotas. It is never an easy process. Early in my career at a major directory publisher, I had the assignment of figuring the book-by-book sales objectives. I was pretty new to the organization and …

Using Data to Mitigate the High Cost of Onboarding The cost of finding, training and retaining a new sales rep is a six-figure proposition for most organizations according to research from DePaul University. Moreover, the typical onboarding process can take nine months or more. The longer this rolls on, the bigger the impact on revenue, …