How to Keep the Best Sales Reps at Your Company with Clear Career Pathing
10 years. That's how long some managers find themselves in leadership before getting any training, reports Training Industry. Promotions to management often happen based on performance...
Leveraging the Skill Will Matrix as a Sales Coaching Tool
Sales leaders are always talking about which reps to coach or how to turn ‘B’-players into all-stars. Typically the answer is presented as the “middle...
6 Reports to Help You Identify & Close Sales Performance Gaps
Sales performance gaps kill deals. But, if you can identify and close these gaps, you can close more deals and hit your numbers faster. The...
How To Fight Fall-Off For Good: Advice For Setting Sticky Sales Meetings
You’re sitting on the bridge at 7 past the hour, staring at a black screen. The prospect is nowhere to be found. They’re not replying...
The Most Common Sales Performance Gaps You Need to Close to Boost Revenue
Some reps have no trouble exceeding every goal and expectation you lay in front of them. You could even argue that selling is in their...
What is Conversation Intelligence? What Every B2B Sales Leader Needs to Know (Updated for 2020)
Over the last five years, B2B sales has rapidly evolved, and so has the technology used to support revenue teams. Yet, most products being developed...
Certifying Sales Reps: How to Make Sure New Hires Know Their Stuff
Recruiting, hiring, onboarding and training new sales reps is expensive. The more you can shorten time-to-productivity, the faster you can recoup those costs. But that...
Dashboards Don’t Do Sh*t: Why Your Sales Reports Need a Revamp
As a sales leader, it's easy to find yourself frustrated. Your sales dashboards display plenty of metrics, yet your team’s performance remains stagnant. You're drowning...
How to Conduct Empathetic Coaching that Drives Lasting Behavior Change in Your Contact Center
Does this sound familiar? You invest a lot of money in team training, establish best practices, reiterate them to your contact center agents over and...
Quality Assurance & Performance Coaching Isn’t An Either/Or Situation
Quality monitoring and performance coaching are often misconstrued as synonyms. It's an easy mistake to make, after all, both require listening to customer-facing calls and...
Computers Can’t Coach: Why Humans Will Always Be Critical to Sales Coaching
Artificial intelligence has ingrained itself so much in our daily lives. Today, AI-powered systems help us with anything from avoiding traffic jams, cutting down email...
Measuring Call Quality: Live Monitoring Vs Post-Call Coaching
Evaluating customer interaction quality is important for any contact center or sales organization. To provide the best customer experience while improving agent performance, customer-facing conversations...