CustomerThink: Why Sales Coaching is So Hard and 6 Ways AI is Making it Easier and Better


Creating and maintaining an impactful sales coaching framework in the modern age isn’t as easy as one might think – but with the right mindset and the right tools, it’s not out of reach. Among them: Enhanced visibility and incentives to influence culture. Sales Coaching

Bridging the Gap Between Sales and Finance


In the blue corner we have our CRO, or Sales Director, whose function invariably involves spending company money to attract new clients and customers to the business. Any CFO hoping to bridge the gap between Sales and Finance needs to invest their time in technology.

The Best Sales Managers Don’t Chase Revenue: 6 Steps to Get Goal-Setting Right

Sales Hacker

Without goals, your team lacks the key elements it needs to win — a direction to follow and the encouragement to stay motivated in sales. Imagine similar spikes in your sales metrics and you’ll see the glaring imperative for setting goals. Take prompt remedial actions when necessary.

3 Reasons Why Your Sales Team Isn't Generating More Leads (And How to Fix It)

Sales and Marketing Management

But difficulty and a lack of time are merely surface reasons explaining why sales teams often fail to generate more leads. Lack of a Plan - Sales teams might have a goal of generating leads, but they often don’t follow through on it. The Thrill of the Sale - Closing a sale is often the most rewarding phase for a salesperson. Sales teams might spend entire days servicing current accounts without doing any prospecting.

Overcoming “Failure to Impact” Syndrome

Steven Rosen

This year was tough; next year’s sales prospects look even tougher. Your boss comes to you and says how can you sustain the sales force? The typical response goes like this: You devise several homemade remedies to ensure you do better next year. Hire only top sales reps.

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VIDEO: Managers Must Make Coaching a Choice – Not an Obligation

Keith Rosen

As such, remedial or sanctioned coaching is often met with resistance rather than with open arms. A perk, an incentive, an option, an obligation, or a remedial response to underperformance? The coaching relationship is a choice, not an obligation.

Winning the Sales Battle: Overcoming the "Failure to Impact.

The Sales Hunter

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Winning the Sales Battle: Overcoming the “Failure to Impact” Syndrome. Guest post Monday brings us Steven Rosen , The Sales Leadership Coach and founder of STAR Results. Next year’s sales prospects look even tougher. Hire only top sales reps.

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12 Ways to Handle Sales Pressure


It’s common knowledge that working in sales is hard. Yet—what most people don’t understand is the extent to which sales pressure can negatively impact an organization. In today’s post we explain the effects of sales pressure and provide ways to mitigate this stress productively.

Why Xactly C.A.R.E.s – R.E.S.P.E.C.T, Find Out What it Means to Me


Watch the webinar, "My Journey to Comp Expert," to hear Looker Commissions Manager Phil Chowaniec discuss his journey from sales rep to leading sales compensation manager and must-know sales incentive best practices. Culture Organization management Sales Motivation

Solving the SDR to AE Handoff: An Actionable Guide for Sales Development Leaders

Sales Hacker

Over the past few months, I’ve been constantly talking to VPs of Sales, SDR leaders, and SDRs themselves. However this is not when the SDR gets paid commission – a result of a fundamental breakdown in the sales compensation structure. of Sales, Fortinet.

Your Company Just Blacklisted Coaching

Keith Rosen

As such, remedial or sanctioned coaching is often met with resistance rather than with open arms, especially if you’re the boss who’s attempting to force coaching on people, rather than position it in a way where people authentically want to be coached by you.

Sales Enablement’s Dirty Big Secret

The ROI Guy

Attending the Forrester Sales Enablement Forum, one research metric was presented that just blew me away. According to Forrester, the average company spends more than $135,000 in sales support costs per year for EACH salesperson. Sales value add is diminishing / changing as a result.

The Future of Finance: 10 Things CFOs Need to Consider About Technology


Technology is becoming more and more important in corporate businesses as both an enabler for competitive advantage and a means to successfully reach sales goals and drive growth. In a sales-driven organization, data is extremely important.

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Companies Must Care How Revenue is Earned


If you’ve worked inside a sales organization for even a short time, you have probably experienced ethical dissonance. “If That’s how things work in sales. Over many years as a sales rep, I endured countless hours in meetings given to “tips and tricks” for making quota, but I don’t recall a single time when ethics or honesty were even mentioned. Don’t put all the blame on aggressive, amoral sales reps. The Volkswagen Group generated sales revenue of €202.5