The Sales analytics category has exploded in recent years, both in number and diversity.  A recent industry round-up listed 50+ providers, and the list continues to grow.  Metrics are the bedrock of any sales function (in fact, one could argue that no enterprise function is tracked, measured and analyzed more than sales!)

When most people picture a successful salesperson, they often think of ‘the closer’ – the one celebrating the big deal coming in, money showering down, and gongs going off.

These folks, particularly in enterprise companies, are often called Account Executives (AE). They manage the account, ultimately building and owning the relationship, then closing deals.

Ever since the switch to ‘inside sales’ became the dominant way to initiate deals –  over the phone and over email – it’s been the role of sales development representatives to start but not finish the process. Once a lead is qualified, it turns to the AE to make it happen.

74% of companies are spending more on enablement efforts than they did last year, but sales enablement teams are struggling to quantify the value of on-boarding and training efforts and identify what activities have the highest impact on rep productivity.

With average turnover at 30% per year, management is putting increasing pressure on HR and sales enablement to hire even more quickly and shorten onboarding time so reps can get into the field and start selling.

The most gifted public speakers seem natural, authentic, and knowledgeable. They inspire people to act. These orators don’t sound like they are reading, nor do they sound as if they are fumbling around to find answers. As a sales professional, this is the level of delivery that you and your team should aspire to with every sales call you make. Remember that many eloquent speakers prepare by practicing a written speech; salespeople should follow suit by using a terrific call script.

I recently discovered a book by Daniel Coyle called, “The Talent Code: Greatness isn’t Born,  It’s Grown. Here’s How.” The author’s interest in the subject began when he noticed how there seemed to be talent hot-beds around the globe and wondered why they materialized there, and perhaps more importantly, why they didn’t materialize elsewhere. What …

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 …

Sales leaders love their meetings, or so it seems because many, if not most, hold them weekly. Despite their ongoing popularity among managers, most salespeople hate the obligatory “Monday morning sales meeting” because it eats into their valuable selling time. Even so, the only thing worse than holding weekly sales meetings is not holding them –so long as …

3/14/16 Sales training is a billion-dollar industry. However, 2/3 of sales training programs are deemed ineffective and 1 in 4 training materials don’t match sales team’s needs. Ineffective sales training is wreaking havoc on customer relationships. 88% of sales executives say prospects and customers don’t perceive them as trusted partners. The needle isn’t moving, and …