When thinking about how to gauge sales rep performance and sales team success, the first thing that comes to mind might be measuring results for meeting quotas, hitting sales and revenue targets, improving conversion percentages, etc. Certainly, performance metrics are important. They provide baselines, benchmarks, and key data for process improvement. Unfortunately, most sales organizations…
A data-driven sales approach empowers you to identify and correct problem areas in your sales processes using sales performance metrics.
It might seem the only necessary indicator of sales success is the bottom line. If your sales team is contributing to healthy profits, it’s all good, right? Well, not necessarily. The sales process has many stages – from building the pipeline, to nurturing prospects, to closing deals and managing customer relationships. Along the way, there…
If you want to know how to be a successful sales manager, you might first think about your experience and track record in sales. After all, if you’ve succeeded in sales, you’re all set to succeed leading your sales team, right? Well, it’s probably not that simple. Why Sales Team Leadership Matters Why is sales…
Developing a sales strategy is one of the keys to success in sales. Notice – “one of” the keys. There are, of course, many essential components – including your sales vision and mission, sales processes, sales forecasting, tracking and analytics, to name a few. With so many moving parts, your sales operation is like a…
It’s been said many times that it’s more blessed to give than to receive. But what if you could do both? At the same time? With the same act? That would be a win-win situation, wouldn’t it? A double blessing! And what if your act of giving (and receiving) can truly make a difference for…
Superior sales leadership is the driving force behind superior sales results. But what drives the efforts of superior sales leaders? If you ask the Certified Sales Leader facilitators of Sales Xceleration, these are the five key areas essential to leading sales performance and success: Foundations for Sales Success Effective sales leaders might keep their eyes…
For some businesses, the COVID-19 pandemic has been a struggle. Others are barely hanging on by a thread. The sudden, unforeseen lack of demand for their products or services forced many businesses to pivot their models and rely on sales contingency plans to adjust their sales processes to digital, contactless environments. Businesses that were too focused on one…
Just as there are seasons in each year, there are also seasons in a person’s life. Spring might relate to infancy and growth, for example. Active youth and the nurturing of experience can be associated with summer. Maturity and influence bring color to the autumn of a person’s life, while winter is often a time…
A crisis can take many forms for a small to mid-sized business, but it is normally an economic crisis that threatens not only the business’s success, but its very survival. And when an economic crisis occurs quickly and without forecast – such as when the COVID-19 pandemic struck – business owners are left reeling. They…