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How Many Days Should a Sales Manager Spend in the Field Sales Coaching?

Steven Rosen

There is a Corporate Executive Board study from 2003, it is an old study, but it had 2400 reps and found that sales reps who received up to a day or more of coaching significantly out-performed those who received little or no coaching. I aim for 60 percent of their time.

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How you manage makes a difference

Sales and Marketing Management

A 20-year study was conducted with residents of Framingham, Massachusetts, to understand how happiness and heart attacks connect in the real world. The research, completed in 2003, details how happiness extends up to three degrees of separation (for example, to the friends of one’s friends’ friends). 1 Fowler, J. and Christakis, N.,

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Best time to ask for a referral? Listen for warm words from your buyer

Selling Essentials RapidLearning Center

A study into the habits of business-to-business buyers sheds more light on the question. The blog post and Rapid Learning video module are based on the following research study: Johnson-Busbin, J. 2003) Factors associated with customer willingness to refer leads to salespeople. Journal of Business Research, 56 (2003) 257–263.

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To boost performance, focus on the positive

Selling Essentials RapidLearning Center

One study looked at more than 2,000 managers and found that 86% of managers who focused on enhancing strengths led above-average teams – against 45% for those who focused on improving weaknesses. To answer that question, another study looked at what would happen if a strength-based training strategy were applied to low-performing teams.

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LinkedIn Celebrates 10 Years with Big Enhancements

Score More Sales

I opened my LinkedIn account on October 3, 2003. Ongoing use is a big issue in the SaaS marketplace – studies show that people who do not engage with their software-as-a-service don’t renew it. As member 29,426 in a peer group of 225 million +, you could say I saw great potential in LinkedIn way back when.

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Clear as mud: Why people often don’t hear what you thought you said

Selling Essentials RapidLearning Center

A study conducted at Cornell and Northwestern Universities put seasoned negotiators on one side of the bargaining table and MBA students on the other. 2003) The illusion of transparency in negotiations. It’s not surprising that people often misinterpret what we mean to say. Negotiation Journal, 19.2: Leonardi P.,

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4 Ways to Use Insights for More Effective ABM

Sales and Marketing Management

SiriusDecisions’ 2016 State of Account-Based Marketing Study found that 27 percent of respondents invested between 11 and 30 percent of their total marketing budgets into ABM. Prior to Owler, Jim founded Jigsaw in 2003 and was CEO until it was acquired by Salesforce in 2010 for $175 million.