Tag Archives: Sales Management

74% of Inside Sales Development Reps on Target in Q4 -08

by on February 16, 2009 in Sales Compensation and Incentives, Sales Support and Infrastructure

Just posted a link to Phone Works Q4 market survey on inside sales performance and stats in our Tech Sales Hiring blog (See Inside Sales Compensation @ Tech Sales Hiring). Some good insights on sales team structure, compensation and performance.

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Checklist for Hitting the Sales Target this Q

by on February 15, 2009 in @Peak, Sales Management, Sales Pipeline and Forecasting, Sales Planning

How are your numbers looking one month into the quarter? We polled our network of VP Sales to see what is at the top of their dashboard for evaluating the health of the sales effort running towards quarter end. Here are the top responses: 1.    Pipeline – is it above or below the target multiple [...]

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Is Your Team Geared to Sell in 2009?

by on February 9, 2009 in Sales Hiring, Sales Management

Want to make sure you succeed this year? It’s true 2009 is proving to be a tough year for many companies. For most sales teams, this means lower close rates, smaller deals and possibly overall sales. But not all sales teams are created equally and the most savvy sales managers have carefully picked team members [...]

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Managing over the generations

by on February 2, 2009 in Sales Hiring, Sales Management, Sales Training and Development

Its a safe bet that if you don’t already have Gen Y’ers on your team, you soon will as they age and become a more dominant group in the sales profession (see Wikipedia for Gen Y definition). If you have been managing since the early nineties or before, you will be acutely aware of the [...]

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