How to Develop Active Listening in Your Sales Team
All good communication is a two-way street, but the lanes are never evenly split. In fact, successful reps should generally follow the 80-20 rule: spend...
Call Intelligence: A Crucial Component for Sales Managers
As a sales manager, it’s tough to maintain consistent performance among your entire team. When you’re split in a million different directions, making time to...
5 Sales Performance Improvement Plan (PIP) Tips that Don’t Include Firing a Rep
In most sales organizations, performance improvement plans (PIPs) are a kiss of death—just one step away from termination. But a PIP doesn’t have to be...
The Top 24 Sales Performance Metrics You Should Be Tracking
Measuring sales team KPIs can be an overwhelming process. You’re not just tracking revenues and quotas, but team productivity, selling motions, activities, conversation quality, and...
How to Leverage the BANT+R Sales Qualification Method
Time is a salesperson's greatest ally. While it’s important to be persistent in following up & responding to objections, you don’t want to waste time...
8 Best Books About Sales Management to Keep Your Skills Sharp
If you aren’t constantly sharpening your skills, eventually you’ll end up dull. And a dull knife is of no use to anyone. The thing is,...
Stats vs. Stories: How Your Reps Can Use Storytelling in Sales
Do prospects prefer to hear stats or stories from their sales reps? Trick question! They like to hear both. But throwing a bunch of stats...
11 Types of Sales Commission Plans & How They Impact Rep Performance
The vast majority of sales reps are extrinsically motivated. Which is just a fancy way of saying: they looooooove money. So your sales commission plan...
8 Ground Rules for Call Coaching
My mission and life’s work is to help as many sales professionals as possible become wildly successful. In 10 years as a sales trainer, I’ve...
MOMENTUM 2020: How to Inject Remote Sales Coaching Into Your Culture
No matter the size of your organization, sales leaders always wear (at least) three hats: leader, manager, and coach -- You have to lead your...
The Utility of E-Learning in Training To Fight The Forgetting Curve
Guest post from Findcourses In recent research released from the professional training search engine findcourses.com, it was revealed that e-learning in training is on the...
Improve Sales Coaching: 5 Ways to Turn Insights Into Impact
This is a guest post from Brian Trautschold, Co-founder and COO, Ambition Data-Driven Sales Coaching For years, sales pros have been told that data is...