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A crack salesperson is worth his or her weight in gold. Actually probably more than their weight in gold: a pile of gold doesn’t keep on making you money, whereas a competent sales rep certainly will. Besides good working conditions, a fair commission structure and benefits, what one thing does a sales rep absolutely need ...

Sales force performance is obviously of vital interest to any company. Here are 4 key elements for ensuring your salespeople are selling at their optimal levels and constantly improving. While some of these may seem like “givens” and be taken for granted, it is worth examining your sales force newly with these factors in mind; ...

What is the current role of the sales manager in the sales team? What are main sales manager duties? Accurate and usable sales analytics make many things possible, including changing roles for both the sales rep and sales manager. Sales reps have for too long been “data entry clerks” instead of the entrepreneurs they innately ...

Are you looking for a sales analytics software? Do you need to run a proper sales analytics and sales forecasting reports? A company cannot function without proper sales analytics and sales forecasting—yet many certainly try. A common model is to hold regular meetings between sales reps and a sales manager so that a sales forecast ...

Sales analytics and sales forecasting are vital not only to the survival of a sales department but to an overall company as well. Unfortunately, by actual statistic, sales forecasts—along with closing rates—are generally off by a considerable margin. Here are 6 key factors that, if implemented, will go a long way to greatly improving the ...

Are you wondering how to empower salespeople to be entrepreneurs? Last month, it was a great pleasure for me to be interviewed by Jim Obermayer from SLMA Radio. In this show you can find out why I decided to write my last book “salespeople embracing it all” and what do I mean by that; why we build ...

Are you looking for a right CRM system for your startup? Do you know how important is to have a sales process that follows your ideal prospects from start to close? In this article, you will learn how to develop a sales process and choose the CRM system. With a startup, an entrepreneur or several ...

Traditionally, sales forecasting has been done by the sales manager after lengthy consultation with sales reps. The sales reps are providing information based on their own estimations of what is in their sales pipelines and what they think they can close. The sales manager is then modifying that data (probably on the conservative side) and ...