Sales managers have arguably the most difficult job in any sales organization, due to the wide variety of responsibilities they have. Indeed, the typical sales manager needs to balance tasks related to customers, tasks related to people within the organization, and tasks related to the business itself. Perhaps the single most important task is assisting…

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Not everyone hits quota. In fact, quota attainment has been in decline for 6 straight years. InsideSales Labs data shows that only 60% of sales reps reach quota attainment. In order to move the needle, sales managers need insights on how to affect the right kinds of change in their sales team.  Those insights MUST…

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Results of the contest for sales development leaders hosted by XANT and Sales Hacker have been announced Wednesday. The top 10 sales development leaders were chosen by popular vote. The list includes renowned sales experts such as Ben Sardells, John Barrows, Scott Leese and Grant Cardone. XANT Sales Development Summit The Sales Development Summit is…

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If every sales team has one goal, it’s to crank up performance and close more deals. Yet, the average sales team only has a small number of sales reps who are in the top level of quota attainment. While many organizations are turning to automation to help improve performance, this alone isn’t enough. Sales leaders…

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Free eBook: 31 Inside Sales Must Haves Gain access to 31 inside sales tips to help drive leads, appointments and sales. Get eBook Now David Cummings, who blogs about entrepreneurship and startups, published a post in 2014 titled “Sales Development Team: Most Important Sales Process Innovation in Ten Years.” While business development, what some call…

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Do you want to create a sales productivity machine? First-line sales managers and cutting-edge technology can make it happen. At XANT, we believe in big data, and we believe in hiring and training great reps. We know that syncing these two can unleash incredible selling power. Last year we examined whether or not companies that…

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How do you keep millennials engaged on your sales team? Generation Y, as millennials are known, is a group of connected, diverse collaborators, shaped by 9/11, texting and the recession, according to the U.S. Chamber of Commerce. As millennials quickly climb the corporate ladder, they are transforming sales floors in profound ways. Josiane Feigon, founder…

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Fredrick was hired as an appointment setter for the inside sales division of a medium-sized company. After a few months, he realized the job wasn’t a good fit and quit. This is an example of the biggest challenge facing the rapidly growing inside sales industry–hiring and retaining quality reps. During his presentation, “Profiling for Profit,”…

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