Just as in basketball, the top players on your sales team wouldn’t be able to perform their best without support players backing them up. And, according to research by consulting company McKinsey, about half of the people in top-performing sales teams are in support roles. McKinsey analyzed sales data...

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By: Brad Seaman On: May 31, 2016 In: Sales Performance, Sales Performance Trends Comments: 0

Hiring the right people for your sales team is critical to your ability to keep your company growing. That’s why sales managers are constantly trying to groom their current team — or hire replacements for underperformers — by analyzing what it takes to be a top-performing sales rep. It appears...

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Creating webinars is a powerful way to stay ahead of the competition in B2B sales. Multiple studies have proven that webinars are effective and more companies than ever are incorporating them into their marketing campaigns. According to a survey from Demand Gen Report, 62 percent of US B2B marketers...

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It’s no secret that most sales reps hate cold calling. It’s probably their least favorite task. Why is it so painful? Here are three common pains that hinder B2B phone prospecting: It’s inefficient. Traditional cold calling takes time, limiting reps to only 47 calls a day, on average. It’s...

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We live in a world where we see plenty of “Blank-as-a-Service” technologies developed for every industry, function, department, etc., and sales is no stranger to its fair share of sales technologies that are designed to help your sales team close faster. While many help alleviate pain in the proposal...

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When producing content to help your company win sales, more than likely you’re looking to your marketing team to handle the bulk of those responsibilities. Perhaps, you should be looking to your sales team instead. Well, at least, as part of a collaborative effort. According to a study by...

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Understanding your sales team and how they work is imperative to ensuring you provide them with what they need to succeed. Understanding the mind of a sales manager is even more important. Mindflash created this interesting infographic on the “Mysterious Mind of a Sales Manager”, where they graphically depict the...

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Getting employees to adapt to change always has been a challenge for team leaders and managers. As Harvard Business Review points out, it’s human nature to resist change — with reasons ranging from feelings of inadequacy and uncertainty to loss of control. However, in the sales industry, failure to...

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If you’ve been around in the B2B sales industry for 5 years  — or even just a couple — you already know how much the landscape has been changing. Sometimes, it seems new tools, strategies, and techniques are coming so fast they appear to be whizzing by in a...

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Although it obviously has six letters, “change” has a reputation of being a four-letter word in most workplaces. You mention changes to your team in a group huddle, more than likely you’ll see expressions ranging from trepidation to outright rejection. You mention changes to your team in a group...

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