Incentives Intent Sales Leadership Sales Management 
Understanding the Sales Force
APRIL 3, 2024
Dennis Connelly, Derek Baer and I were sharing our experiences coaching salespeople, sales managers and sales leaders, and comparing those who were and weren’t coachable. The data from Objective Management Group’s (OMG) assessment of 2.5 It wasn’t personal.
Understanding the Sales Force
APRIL 4, 2013
Understanding the Sales Force by Dave Kurlan The latest interview between Jonathan Farrington, CEO of TopSalesWorld , and me is available here. We discussed why only 17% of all sales managers are effective at coaching and the conversation was very enlightening. DNA - They don''t have the DNA to support effective sales coaching.
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The Pipeline
AUGUST 14, 2014
You often hear sales managers and director speak of how they are doing against their KPI’s. In the wrong hands, with wrong intents, the best concepts can come back to bite you; in sales it is usually the disconnect between what’s being measured and the desired results. What’s in Your Pipeline? Tibor Shanto .
Sales Hacker
JULY 17, 2019
Now, look at his advice: To become a sales manager, you essentially need to become an extension of your HR team — something every employee can do to make a positive impact on the organization. Of course, I also wanted feedback from industry veterans — the folks who are training & coaching sales management teams around the globe.
Xactly
AUGUST 27, 2018
Today, in honor of Women’s Equality Day on August 26, we’re introducing Xactly’s newest addition to the executive team, Lisa Welch, VP of Enterprise Sales. Meet Lisa Welch, Xactly VP Enterprise Sales. Here’s a snapshot of her advice and tips for young sales professionals: Patience is a key skill for any professional.
Crunchbase
MARCH 27, 2020
To better understand COVID-19’s impact on our sales and customer-facing teams, we sat down with our sales leadership team to understand the top five ways our sales and customer teams are adapting to stay on track during this unprecedented time. . We had some light spiffs running this month.
Partners in Excellence
APRIL 12, 2022
We engage them thinking the power of our personalities and persuasion can convince them to buy–and we can always throw in a discount as an incentive. This is less a salesperson problem, more of a sales leadership problem. They may be curious, they may want to learn more.
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