Now, as many salespeople do the equivalent to an Irish jig to get out of it when questioned… the facts remain the same, if it’s not entered into Salesforce, it never happened!

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While sitting home-schooling my daughter we started working on a project about the human skeleton. What I found fascinating was how rigid yet flexible the skeleton is and how it caters for all of our different physiques. How it provides the basic framework but still offers enough room for individuality. Many sales processes are designed like a skeleton – very rigid. But what they are not catering...

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Facilitating your sales teams through either a formal sales enablement function or informal process is critical to any business. It sets your sales team up to sell more and be more consistent in achieving their deals.

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Our current market challenges have sent all industries into a period of flattening sales pipelines and slow revenue growth. So, what do we do during this forced down time?

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This is the story of a superstar salesman we’ll call Jon. In his first year on the job, Jon hit the top 10% in his territory. In the second, he made the top 5% of his region. Then his company put together a superstar team and made Jon the sales manager. Within a year, the company lost more than half the star reps they’d assigned to this team. Here’s why…

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Picnics. Amusement parks. Vacations. It’s hard to focus on quotas and KPIs when the kids are off from school and the sunshine beckons. But as this salesforce blog points out, there are things that you can do to keep the summer season from turning into a summer slump.                                                          

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How fast does your sales team respond to leads? How long does it take to book appointments? These are critical questions because timelines is a key driver of sales results.

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There’s a huge difference between being a top salesperson and leading a team of salespeople. Most sales managers come from the ranks of top performing salespeople. But not all top performing salespeople make great sales managers. Those who make it follow these seven rules:

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