How to Improve Your Sales Team’s Performance

So many of my friends are great sales people. Quite honestly, I never fully respected their craft until I started my own business and took a stab at it. I had a great audience, solid relationships with companies who respected me, and a great service that they needed. None of that mattered the second I stepped through the door to sit down at a sales meeting! I did nothing to prepare myself and soon found

Transforming Your Sales through a Multi-Threaded Approach

I was invited to take part in a recent panel discussion at the Sales Management Association’s Sales Productivity Conference in Atlanta. The session was focused on Sales Transformation, with the panelists providing their thoughts and insights on best practices and critical success factors. One of the first discussion points attempted to define the term itself. What is sales transformation? Is it overused and possibly hyped? The general consensus was that, unlike sales effectiveness or enablement,

10 Sales Performance Stats To Know

What percentage of sales people, on average, miss their quota? What is the average close rate? How much better do the best sales reps perform compared to the average? What percentage of salespeople actually understand their customer’s pain? What percentage of sales representatives feel the pipeline is accurate? In partnership with Salesforce Work.com, this infographic from the TAS Group presents ten sobering pieces of data on sales performance. Whether you see it as shocking, or