Author Archives: Selling Power Admin

Three Steps to Foster Sustainable, Predictable Revenue Growth

By Kevin Higgins When the sales team is on track to reach quota, many sales leaders feel they can relax. This is an all-too-common trap. In fact, being on track to reach your total sales target isn’t a license to rest … Continue reading

Posted in: Sales Leadership | Leave a comment

How to Have Difficult Conversations with Your Sales Reps

By Tim Rockwell Difficult conversations are part of any sales leader’s job. In fact, your ability to successfully execute them can either make or break your effectiveness as a leader. As a sales manager, you need to have confidence that you … Continue reading

Posted in: Sales Leadership | Leave a comment

Three Ways B2B Sales Leaders Can Enable Channel Partner Success

By Jason Angelos In the search for growth, companies have undertaken significant steps to rapidly extend their indirect sales networks and engage new types of channel partners. But many firms have failed to underpin them with the capabilities and policies … Continue reading

Posted in: Sales Leadership, Sales Strategy | Leave a comment

Five Mistakes That Can Sink Your Sales Kickoff

By Jim Ninivaggi Register now to hear Jim Ninivaggi speak at the Sales 3.0 Conference December 4 in Philadelphia, where he will present “Perpetual Sales Readiness: The New World of ‘Always On’ Learning for Sales.” Many companies are in planning … Continue reading

Posted in: Motivation, Sales Leadership | Leave a comment

Is Your Sales Rep Onboarding Program Broken?

By Lauren “LB” Bailey If you haven’t spent much time thinking about the rep new hire training program you provide, it’s time to start. Here’s the part where I scare you a bit. Hang with me here. The number one reason … Continue reading

Posted in: Hiring, Sales Leadership, Sales Training | Comments Off on Is Your Sales Rep Onboarding Program Broken?

What Need Do You Fulfill for Your Customers?

By Jim Cathcart As needs emerge, so do opportunities. Will Rogers once said, “There is no shortage of work. There are fences to mend, crops to tend, and more. You may not get paid for doing it. But you won’t … Continue reading

Posted in: Leadership | Comments Off on What Need Do You Fulfill for Your Customers?

How to Design a Really Great Sales Comp Plan

By Mark Donnolo If you’ve ever been involved in designing a sales compensation plan, you’ve probably heard these questions: How much is the sales compensation plan going to cost us this year? Is this a good investment of our money? What … Continue reading

Posted in: Sales Compensation | Comments Off on How to Design a Really Great Sales Comp Plan

This One Thing Will Be More Scarce than New B2B Sales Jobs

By Eric Esfahanian I was reading an article earlier today where a major bank CEO stated that a large percentage of bank employees will be replaced by robots “eventually.” This got me thinking about the impact on bankers and the … Continue reading

Posted in: Hiring, Sales Talent | Comments Off on This One Thing Will Be More Scarce than New B2B Sales Jobs

How to Be Smart When Shopping for a Sales Intelligence Solution

By Sharon Gillenwater When it comes to sales intelligence and business “data” providers, buyer beware. What passes as company/executive “data,” “intelligence,” and “insight” is often so out of date and inaccurate that customers have to go out to the open … Continue reading

Posted in: Sales Technology | Comments Off on How to Be Smart When Shopping for a Sales Intelligence Solution

Three Ways to Stop Your Most Valuable Salespeople from Leaving

By Dan Harris Salespeople aren’t going door-to-door selling vacuum cleaners anymore. But that same type of motivation and personality – and tech savviness – are all now needed to keep today’s top sellers moving forward. That need for highly-skilled team members … Continue reading

Posted in: Sales Leadership | Comments Off on Three Ways to Stop Your Most Valuable Salespeople from Leaving