Category Archives: Sales Management

Four Reasons You Need Account Planning for Sales Success

By Mark Donnolo Mike Barnes, executive vice president with Andrews Distributing – one of the largest beer distributors in the United States – knows the value of account planning. In April 2013, the company began following a structured account planning process. … Continue reading

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How to Really Measure Your Sales Team’s Call Activity

By Eric Esfahanian The Pareto Principle – or the 80/20 Rule – is the concept that 80 percent of your effects are obtained by 20 percent of your causes. Your sales force probably proves out the concept as well: about … Continue reading

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The Truth about (Inside) Sales Call Coaching

By Lauren Bailey Lately I’m hearing a lot about the magical abilities of call coaching for inside sales reps. It can spike revenue! Cure attrition and training retention! And, naturally, the whole leaping buildings thing. Here’s the truth of the … Continue reading

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Four Sales Pipeline Management Principles to Improve Close Rates

By Brad Zomick According to a study recently conducted by Altify, only 46 percent of respondents feel their pipeline is accurate. This means it isn’t optimized in a way that drives the results their business needs – particularly the close rate. … Continue reading

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Managing the Mysterious Remote Sales Rep

By Suzanne Paling The first few months with your newly-hired field rep go well. With prior industry and remote field sales experience, the rep catches on quickly. You fly out to his  territory and accompany him on some sales calls, … Continue reading

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Four Simple Ways to Retain Your Customer Base

By Greg Knowles You’re a leader in your field. Everything you do is top-notch, and you offer the highest level of service. Your customers are happy. Everything seems to be going well and you expect your business to enjoy continued … Continue reading

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How to Increase Sales Productivity During Off-Peak Seasons

By Shayla Price Every sector has peaks and valleys. It’s just a given. So, how can sales leaders keep sales productivity high throughout the year? How your business handles the off-peak seasons will determine if you miss or exceed your … Continue reading

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How to Tell If Inside Sales is Right for Your Organization

By Alison Brattle The structure of most sales organizations hasn’t changed much in the past few decades. The average organization is made up of a number of sales reps working in the field, who meet face-to-face with current and prospective … Continue reading

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Three Things That Will Boost Your Brainstorming Meeting with Reps

By Lisa Gschwandtner As a sales leader, you want to welcome new ideas and innovation. Unfortunately, during meetings, many leaders can’t see past what Douglas Stone and Sheila Heen, coauthors of  Thanks for the Feedback: The Science and Art of … Continue reading

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Six Tips to Enhance Your One-on-One Coaching Meetings with Salespeople

Which of the following statements best describes your opinion, as a sales leader, of one-on-one meetings? They’re the best way to stay connected to salespeople and drive pipeline opportunities forward. They’re a low-value activity and should be skipped when more … Continue reading

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