Sales Management

Do you remember your first ever field sales role? Driving around frantically trying to find house numbers or business names in a neighborhood you’d never heard of? If your onboarding wasn’t efficient, you most likely kept this sense of disorientation for a few weeks or even months. We already know that the average new sales hire takes 11.2 months to start producing ROI. Starting a sales role is generally hard and confusing for your new reps and inefficient for the organization too. But this doesn't mean you should close the door to new hires and grads. After all, they can…

We are living in the age of the customer. The modern buyer has nearly unlimited access to customer reviews and product information. It does not matter if you are in sales or marketing, a customer-centric mindset is essential. To develop an organizational culture that puts the customer at the heart of everything you do both sales and marketing must align with the customers’ needs and pain points. Therefore, sales and marketing must join forces and understand each other better to optimize every step of the buyer’s journey and make it 100% customer-focused. As Jill Rowley, chief evangelist and an expert…

As many as 62% of companies consider themselves to be ineffective at onboarding their new sales hires -- is yours one of them? According to research by the Sales Management Association, it takes an average of 10 weeks of training to ramp up new sales hires. And after that, it takes 11.2 months for them to actually become productive and start giving some ROI. Couple that with the fact that the average cost to replace an “average” sales rep is $97,960 and you can see the major disconnect. Plus, companies that have good onboarding procedures improve quota attainment by 6.7%…

Remote sales teams are becoming increasingly common due to access to larger talent pools, improved productivity, and increased cash flow. Managing a remote sales team is a dynamic task, and successful management of them requires a different approach than in-house employees. Make sure you avoid these 8 crucial mistakes as a remote sales manager so that your whole sales team crushes their quota. 1. Not Checking in Regularly Remote sales teams need just as much attention and motivation as in-house employees. Checking in regularly with your team shows them you’re an empathetic manager and helps keep them on task. However, keep…