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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By: Brad Seaman On: February 02, 2016 In: Sales Performance, Sales Performance Trends, Sales Process Comments: 0

It’s not surprising. As with most industries, the sales industry has changed significantly over the past few years — requiring managers to take a hard look at what it takes to be successful in today’s digitally-driven business environment. Harvard Business Review pointed to this shift a couple of years...

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By: Brad Seaman On: December 10, 2015 In: Sales Performance, Sales Performance Trends, Sales Process Comments: 0

It’s simple mathematics. If your sales reps can accomplish more in less time, you’ve significantly increased their potential to hit or exceed their sales goals. With advances in technology, it’s becoming increasingly possible to make that a reality. With sales enablement tools gaining popularity as one of the ways...

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By: Brad Seaman On: December 03, 2015 In: Lead Generation, Sales Performance Comments: 0

You’ve heard about the high costs of replacing a valuable employee. When it comes to a core sales rep, the average cost is even higher — $1 million in lost opportunity, productivity, and replacement expenses, according to Salesforce. To make matters worse, it can take another 6 to 12...

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By: Brad Seaman On: November 26, 2015 In: Sales Process Comments: 0

As the old saying goes, time is money. In sales, that means making the most of the 9-, 10- 0r 11-hour workdays your team is putting in every day to hit sales quotas. Rather than putting in an extra hour or two, top-performing teams are investing in strategies to...

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