Sales Management | Sales Coaching | Managing Performance | Sales Enablement

By: David Jacoby
February 1st, 2023

Despite the current economic challenges, sales leaders are still expected to increase sales revenue. While this may seem like a formidable challenge, it is possible. Take a back-to-basics approach and focus on the core activities proven to help Sales Managers drive revenue.

Closing | Managing Performance | Sales Leadership

By: Ray Makela
January 25th, 2023

Research estimates that about 40% of all sales opportunities end with no decision. The harsh reality of this statistic is that sales professionals could be wasting up to 40% of their time chasing deals that don’t go anywhere. They are essentially pursuing deals where the business need isn’t clear or compelling enough, or there’s not enough urgency for the customer to act. When a customer decides not to do anything to address their current situation, they are maintaining the status quo.

Sales Coaching | Managing Performance

By: David Jacoby
January 23rd, 2023

During challenging economic times, it’s only natural for sales leaders to look for ways to do more with less. While your budget may be cut, chances are your sales goal hasn’t been.

Sales Coaching | Managing Performance | Sales Enablement

By: David Jacoby
January 16th, 2023

In today’s uncertain economic times, there’s a new business mantra: “Do more with less.” For sales teams that means achieving their sales goals with reduced headcount and slashed sales enablement budgets. If you’re a sales leader facing this predicament, one way to make the most of your limited resources is to create a sales playbook or improve an existing one.

Building Relationships | Managing Performance

By: David Jacoby
December 27th, 2022

According to LinkedIn research, the turnover rate for salespeople increased up to 25% compared to the 2019 pre-COVID rate. Low unemployment rates are a key driver of this increased turnover, giving experienced salespeople more employment options.

Sales Management | Sales Coaching | Managing Performance | Sales Leadership

By: David Jacoby
December 19th, 2022

Providing regular, constructive feedback to sales representatives on their performance is an important part of their development, and long-term success, and an essential part of your role as a sales manager. Performance-related feedback is inextricably linked to sales coaching, but can also be given “in the moment” and informally.