Tag: sales success

Ways to boost your sales reps performance and success rates.

6 Signs You May Be Ruining a Great Sales Hire

There are many reasons sales people fail.  They fail to prospect, they fail to overcome objections, to ask for the order, to create a sales plan, or connect with buyers.  The list can go on and on.  Turnover is highest in the sales department and it’s easy to blame a departing rep for poor performance. 

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Sales Trends from 2012 CSO Insights: Sales Rep Performance

How does your sales rep performance compare with the rep performance of 1,500 other firms spanning numerous industries? CSO Insights conducts an annual study to assess the strength of the sales world and the 2012 report includes an analysis of the 10 key trends of Sales Rep Performance. Check out where you are and what

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The economy is creeping along.  Revenue is down, the pressure is on to reduce overhead and the CFO is looking at the way you sell. You can choose from a variety of job candidates: full time staff, freelancers, independent contractors, temps and consultants.  Now the big question, do you continue with a full time sales

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3 Hiring Metrics Every VP Sales Needs to Know

Most sales VPs think they are doing just fine on sales hiring. “We’re able to find everyone we need.”… “I get what I need from HR.”…”Most of my reps are on plan.” That may be true, but tracking three simple performance metrics will give you much better visibility into what you are doing well and

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Habits of Highly Effective Sales Leaders

Habits, the process in which the brain “converts a sequence of actions into an automatic routine” (Duhigg, 2012), help define the rational behind our personal and professional actions. At the core of every habit exists a loop consisting of a cue, routine, and reward that can be altered, removed, or added (Smith and Bolam, 1990).

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Checklist for Hitting the Sales Target this Q

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?

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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