When change happens, it’s often hard to predict what’s next. When it’s extreme change, as we experienced in the economy over the last year, you need to be prepared to ‘turn on a dime’ to respond to the adjustments in your environment as tasks once well understood metamorphose into unforeseen and unfamiliar challenges.
Every operation, every process, every policy, every program, every principle a sales organization implements needs to be measured against this one master metric: Is this helping us drive revenue, and if so, how much and how fast?
One of the questions we are often asked is how can a manager improve the performance of their sales team. Well, the truth is that like most other things in business, selling is a numbers game. Most sales organizations keep track of their numbers in some way. But not all numbers are created equal. Some tell you the score, and others can help you impact the score you will get. That is the difference between Lagging and Leading Indicator. They are both important but have completely different purposes.
Just a reminder that our Sales Coaching Master Class webinar with Tony Robbins and Walter Rogers of Cloud Coaching International is tomorrow May 14 at 11am PDT. This will be a great webinar with a ton of valuable information on how to coach your sales reps for better performance. Sign-Up for Sales Coaching Master Class [...]
Great video from TEDx above. CEO of Hubspot, Brian Halligan, explains how HR is being transformed by the Millennial generation. He draws a great comparison between the baby boomer, GenX, and Millenial generations—but the big point is that Millenials know how to get stuff done. While many leaders often complain about Millennials demanding feedback and [...]
When you integrate even non-sales facing functions into the CRM, adoption goes up, there is more focus on accomplishing high value tasks, and higher revenue will be the inevitable result.