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Hey Sales Manager, Get Your Head Out of That Spreadsheet

No More Cold Calling

million per sales manager. Message to Management: Your job is to get the rocks out of the road for your salespeople so they can do what they were hired to do—sell!”. But I don’t think any sales manager listened, because more than half of reps are still missing quota. million per manager.

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New Study: 2020 Trends in Sales Management

Miller Heiman Group

Sales organizations undergo constant change initiatives. Managers sit squarely at the intersection of these trends, yet for most organizations, sales management strategies have hardly changed. In fact, the changes that have occurred in the managerial ranks have intensified managers’ internal and administrative focus.

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How Realistic is your 2014 Sales Quota?

SBI Growth

Oftentimes misguided quotas can become astronomical and outlandish. This blog addresses how sales reps can ensure their quota is realistic and attainable. Many sales reps are forced to accept a quota that is neither. Over 65% of Sales Goals are driven by Executive and Corporate expectations.

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Benchmark Study Reveals Impact of Shifting Sales Manager Time

CommercialTribe

Across a 2 month study, we asked sales leadership who’s ultimately responsible for the productivity of individual reps — and it wasn’t surprising to hear that the buck stops with sales managers. As one sales leader shared, “we can’t continue to assign more and more quota to our tenured reps.”.

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Sales Selection Experiment - a Must Read Case Study

Understanding the Sales Force

The team with the best Sales DNA converted the highest percentage of opportunities but after they hit their quota they quit. Just as important, we were able to neutralize the effect of good versus bad sales management and coaching. There simply wasn''t any sales management and the coaching they received was consistent.

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Proven Strategies for Effective Sales Management

Highspot

Effective sales management is the core of any successful business. Read on as we break down why strong sales management matters, along with proven strategies to achieve it. It involves planning, organizing, leading, and controlling the sales activities within an organization to achieve its revenue targets and close deals.

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Failing to Meet Your Quota?

No More Cold Calling

Even though most salespeople haven’t met quota in years, sales managers have greater expectations than ever. Only 63 percent of sales reps met quota in 2012, according to the 19th annual CSO Insights Sales Performance Optimization study , the same number as the previous year. Comment Here.

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