Categories: Front-line Managers | Sales Coaching Tools | Sales Leadership | Sales Process
Maintaining rep productivity is one of the top focus areas for the sales leaders right now. The most effective sales teams are the ones who are keeping focus on their buyer and executing a plan that's setting them up for success when business opens again. We've written a lot about productivity over the years. So, we're pulling together our top content resources for maintaining productivity.
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Categories: Front-line Managers | Sales Leadership | Sales Productivity
How important are front-line sales leaders to the execution of your sales initiatives? Absolutely critical. Of course, it sounds like common sense when you say it, but many companies still don’t understand how to support their front-line managers in a way that truly supports success.
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Categories: Sales Leadership | Sales Transformation
You know your sales organization needs some help. You're seeing the negative consequences of too many bad habits. Things like too much discounting, an inability to accurately forecast revenue and reps pushing for too many product demos that don't demonstrate value and differentiation to the buyer.
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Categories: Sales Leadership | Sales Productivity
Are we wired naturally to be elite? Regardless of your title, role, occupation, the opportunity to be elite is sitting right in front of us. Salespeople, leaders and organizations strive to drive higher win rates, larger deals and better margins. Investors, shareholders and executives aspire to build high-performing sales teams, capable of maximizing market opportunities. They are not looking for okay, average or even good. They are looking for awesome, exceptional and elite.
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Categories: Company Alignment | Sales Conversation | Sales Leadership | Sales Productivity
Hear from Joe Marcin, former SVP of Global Sales at ClickSoftware. Click is a leader in field service management solutions, arming service leaders with real-time recommendations and operational intelligence. ClickSoftware was purchased by Salesforce for $1.35 billion. Joe is an experienced sales leader who has a breadth of experience selling complex software solutions globally. Force Management has worked with ClickSoftware to improve its sales productivity.
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Categories: Sales Leadership
If you are a new VP of sales or head of a sales organization, you are more than ready to start driving results for your sales organization. Your execution plan depends on the current state of your organization. Perhaps you need to hire more reps or build an enterprise sales team. Or maybe, there’s been flat-line growth for the past two years and you’ve been brought in to fix it. The big question is where do you start? We've outlined six key focus areas below. This isn't an exhaustive list, but should get you going in the right direction.
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