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Sales performance management is anything but easy—just ask anyone who has done it. The sales manager is supervising people who are innately self-sufficient loners and who really don’t want to be supervised. Salespeople make their own observations and conclusions and commonly don’t take directions too well. Add to all of that the lack of accurate analysis ...

It’s an age-old argument that still persists today: is sales an art or a science? The old timers will firmly argue the former, and the modern-day salesperson armed with the latest iPhone and steeped in technology will often argue the latter. It will be found that both are true for a sales force—but only in ...

Do you know what is the hockey stick sales curve chart? Hockey stick sales curve chart is a fairly common descriptive term that describes: a revenue graph that creeps along the bottom or the middle of the graph for most of a period, usually a quarter, and then in the last few weeks jumps up to ...

Do you want more success from your sales pipeline? If so, you need to equip your sales reps with a sales playbook. It’s a proven way to enhance the performance of your sales process and attract more leads, make more sales and increase your profits. Let me explain how…

Are you looking for a CRM solution for your sales force team? A flexible, intuitive CRM solution is crucial for a sales force to survive, let alone succeed. But that same carefully chosen and well-implemented CRM application is just as important to other key company departments whose input comes before and after sales. Let me ...

Expansion of a business occurs either through hiring more people, or increasing the capacity and the abilities of those currently on the job. Obviously true expansion occurs through a combination of both, but far too many only take the first approach. Not only is this the lazy way to go but in today’s internet-enabled competitive ...

Contact management software is critical to the operation of any sales organization. It is a new age of sales. The sales force are digging in and really find out about their prospects and their barriers, needs and wants. This approach also greatly affects contact management, and the choice of a usable contact management software. Being able to ...

A sales process (or sales pipeline) is the journey sales teams take prospects on to encourage them to become a customer. A typical sales pipeline has the following five b2b sales process stages: Prospecting stage: This stage uses lead generation strategies to find suitable prospects. Qualify: Once a lead has been found, it needs to ...