Ideas that matter

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A Few Reminders About Your Inside Sales Team

For the first time this year the number of Millennials will exceed Baby Boomers in the workforce. For many companies, the inside sales function has become an attractive opportunity for these young adults to hone their professional skill and leadership potential. Yet, onboarding them effectively offers a new set of challenges for compani [...] Read More

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Every 11 Seconds, Sales Greatness is Born

It might not surprise you that great sales people aren’t born that way. They were enabled to become the skilled professionals that they are, perfecting their craft through the benefits of coaching, experimentation and experience. They have a unique ability to create value at every stage of the customer’s journey. They provide use [...] Read More

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Questions from the Field: Gerhard Gschwandtner, Selling Power Magazine

“Questions from the Field" asks top sales performance leaders – practitioners and consultants, authors and solution providers – to share their expertise on building smarter, more confident sales teams.   What piece of advice would you give to a newly promoted sales manager in his/her first role leading a team? 1. Have [...] Read More

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Not All Sales Coaching is Created Equal

We’ve all heard the saying “you can never have too much of a good thing.” The positive link between good sales coaching and sales performance is well documented, so it stands to reason that more coaching time spent with your reps, regardless of the method, should be a good thing, right? It turns out, however, that when it comes [...] Read More

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Is It Time to Fire Your Sales Analytics?

During a recent discussion on the future of sales, Gartner analyst Tiffani Bova reminds us that the most disruptive aspect of the market today is not technology – it’s the customer. With so much information and analysis available to buyers online, customers have grown more confident in their own research abilities and decision-ma [...] Read More

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How Exactech Improved Channel Sales Effectiveness in 3 Minutes a Day

For Exactech, a leading provider of bone and joint restoration products, the company’s domestic sales channel is critical to selling its advanced orthopaedic systems to physicians and hospitals. Given the competitive dynamics of their high-growth market, Exactech's company leadership needed to ensure mastery of product features and bene [...] Read More

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Questions from the Field: Ray Makela, Sales Readiness Group

“Questions from the Field" asks top sales performance leaders – practitioners and consultants, authors and solution providers – to share their expertise on building smarter, more confident sales teams.   What piece of advice would you give to a newly promoted sales manager in his/her first role leading a team? My advice [...] Read More

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What Sir Isaac Newton Teaches Us About Insurance Sales Training

Last week, we were privileged to sponsor the annual conference of the Society of Insurance Trainers and Educators (SITE) in Colorado Springs. On the agenda for “Reaching New Heights of Success” was the ongoing challenge of sales innovation and concern that progress has been stymied not only by a demanding regulatory environment, but a [...] Read More

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When it Comes to Sales Coaching, Focus Matters

Sales managers have a complicated role. While their main objective is to grow revenue, they’re often managing teams with a diversity of experience that requires them to be consummate managers of people as well. Coaching is a critical skill, but the obstacles to building and maintaining an effective coaching culture are significant, [...] Read More

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The Rise of the Data-Driven Sales Manager

The latest development in sales enablement? If you follow the news – and the money – you know that it’s sales analytics. Vendors ranging from Salesforce.com to start-ups like C9 (recently acquired by InsideSales.com) and 6Sense are generating headlines, and there’s been more than $1.2 billion in sales analytics-related VC funding [...] Read More

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