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Much of the time, sales management is conducted through what are called lagging indicators. These are KPIs (Key Performance Indicators) that show what has already happened after all is said and done. Examples of lagging indicators: Sales # of units sold Gross margin # of different products sold Market share Gross revenue # of deals ...

Metrics are essential for management to understand if reps are on track to deliver results and to identify areas for improvement. You cannot make continuous improvements and refinements without them. They need to be actionable and predictable. While there are many standard metrics, many will be unique to your sales environment and go-to-market strategy. It ...

What’s a good lead rate? How much should a lead cost? These are questions stirring in the minds of executives everywhere. (Just google them.) The problem is they’re not so easy to answer; few have found success; and for that matter, are they even the right questions? I have been in this business since 1991 ...

Lead generation is a major factor in any B2B enterprise. Leads become opportunities, which become customers, which (if handled right) become repeat customers and referrers. Inbound and Outbound Leads fall under 2 major categories—inbound and outbound. Inbound leads are those caused by sources outside your company, such as blogs, referring websites, 3rd-party mentions, social media ...

In the Beginning… Salespeople have always had to keep track of their opportunities. Traditionally, most carried around a briefcase or notebook to keep track of everything job related. As a result, opportunities could fall by the wayside, customers could fall by the wayside, appointments could be missed, orders could get lost, and numerous other details ...

There is no shortage of advice one can get when trying to determine the basics when talking with potential new customers and clients. How to converse with prospects: asking the right questions and asking insightful questions will give you a better understanding about who you are connecting to and how you may be of service. ...

Smart sales organizations know how important it is to invest in their frontline managers. Skilled sales managers are at the heart of the sales team. With our 2015 Sales Manager Survey, we set out to understand how companies go about building skilled leadership. What are the priorities for skill development and support? What we discovered ...

Other than a few books on tape (wow that makes me sounds old) and a few random seminars, I have never formally been trained in sales. I have a marketing degree, but, and this might be surprising to some of you, it required a grand total of one class on the sales game. That said, ...