10 Sales Statistics You Should Know in 2019


Companies that set cookie-cutter quotas across similar roles see 14% lower quota attainment than those that assign quotas based on territory-specific opportunities ( Complete Sales Planning Handbook. ).

The Complete Salesperson

The Pipeline

I remember a rep about two years in the territory, telling me he has earned the right not to prospect. Witness the recent B2B Sales Handbook from the folks at Autoklose. By Tibor Shanto. I know we’re not supposed to stare at people’s peculiarities, but at times it is hard not to.

"New Sales. Simplified." A Must-Read!


The Essential Handbook for Prospecting and New Business Development. A while back we dealt with a sales rep whose territory was Warner Robins Air Force base. Several weeks ago I sat in on the 2015 Virtual Sales Kickoff hosted by S. Anthony Iannarino and Jeb Blount.

Here Are the Best Books to Read Over the Holidays

Alice Heiman

Internationally respected sales leader and widely read business blogger Tony Hughes has written an invaluable handbook for 21st-century sales professionals and entrepreneurs trying to tackle this challenge. If you want to target the best and most profitable customers in your territory and take them from your competition, let this book be your guide. Many leaders take advantage of the holidays in November, December, and January to read the latest books about sales and leadership.

Corporate Gift Giving: A Beginner’s Guide


Whether you’re in charge of choosing the company gift or just looking for a way to thank your team, corporate gift giving is tricky territory. 5. Consult the company handbook. One final piece of advice—when in doubt, consult your company handbook.

4 Fiercely Ferocious Pay It Forward Principles

Tony Hughes

It's very challenging to be kind to people that you feel are infringing on your territory. Nordstrom only has one rule in the employee handbook: 'Use good judgment in all situations.' It requires strength and self-assurance to help others.