Follow these steps for metrics creation to improve your team’s sales performance! Keep reading to find out more. RELATED: Sales Effectiveness Metrics for Evaluating Your Team In this article: Sales Performance Management for Effective Teams Setting Sales Metrics and Goals Rewarding the Right Behaviors Setting Regular Performance Reviews Sales Assessments vs. Metrics Sales Is Not…Read More
Call times, lead quality and quantity to sales cadence, these are all factors which ultimately affect your closing rates. But how do you find the short-list of factors that truly makes a difference to your bottom line? Is volume of calls as important as, say, timing of your call efforts? Growing a winning sales team…Read More
Two quick hits on some stuff I found interesting: I. Craig Rosenberg is generally a pretty smart and insightful guy. As the self-proclaimed “Funnelholic” and Focus.com VP of Products and Services, his extensive background in B2B sales and marketing gives his voice some weight in our space. So when Craig (@funnelholic on Twitter) recently posted…Read More
On February 16, 2011, the Salt Lake Chapter of the American Association of Inside Sales Professionals (AA-ISP) had the distinct pleasure of hearing from renowned performance psychologist Dr. Craig Manning. Dr. Manning has been a key performance consultant for the U.S. Olympic Ski team, and professional and amateur athletes in dozens of other sports. As…Read More
As the founder of top-level consultancy High-Yield Methods in Minneapolis, Dick Lee has worked as a sales and customer process guru for over three decades, doing VP- and C-level consulting with companies like Boeing, 3M, and Microsoft.
In an outstanding article entitled “Sales Lead Programs—Another Inconvenient Truth,” Dick tears apart bad lead management practices with a metaphorical sledgehammer, but in the process brings up a just-as-critical side effect: “We now have and have had innumerable clients dying to hire good, experienced salespeople, but the well has about run dry.”
Sales people get paid a lot of money, and perform “hard, essential work,” but in Dick’s mind are often treated as “Joy Riders. Parasites. Necessary Evils.” Sales is the “corporate whipping boy,” he states, because “anyone having that much fun deserves to be punished, eh?” If the well is running dry, it’s because professional sales reps are “treated so badly that most up-and-coming business professionals won’t put up with those levels of disrespect . . . . “Read More