Sales Management

Business strategy is, in some ways, similar to chess. Your board (or sales territory) is full of the standard battle-ready pieces: pawns, rooks, knights, bishops, kings, and queens; each of which brings their own unique abilities to the game. A new sales rep is the rook: a relatively strong player because of their range of flexibility but limited in their movements. Similarly, the experienced sales hire would be the pawn. That’s right. A pawn. Our rep is the pawn because he tends to get overlooked in the hiring arena. But, like pawns in chess, sales reps are highly versatile.…

The phrase “just-in-time” is used quite frequently in sales, but the term is more than just a buzzword. It’s an increasingly popular sales training strategy in B2B sales that’s changing the way sales leaders coach and sales reps sell. Read ahead to learn what ‘just-in-time’ means, why you need it, specific scenarios where it can drive change, and how to implement it in your organization. What is Just-in-Time Sales Training? ‘Just-in-time’ refers to the idea of getting reps what they need, when they need it.  This can be anything from content, messaging, value preps, or internal resources such as…

Sales territories are a cost-effective way for sales managers to strategically divide their sales force by assigning specific customer groups to individual reps based on customer demographics and geography. By allocating different sales territories to individual reps, sales managers are able to maximize the productivity, and promote economies of scales in field sales. Although sales territories are integral in achieving peak efficiency within a company, formulating the correct dimensions for each individual sales territory can be difficult. It is important that you establish manageable and well-balanced territories to ensure effective usage of resources and time. Sales territories are often…

When contemplating sales enablement, many business leaders immediately think of training and coaching. In reality, however, a successful enablement initiative also requires effective use of technology and for salespeople to be provided with the right content at the right time, in order to carry out their role to the best of their ability. Essentially, this means that your sales collateral - the materials you produce to assist your sales team - can go a long way towards deciding how successful your enablement strategy is. In this article, we explore the different types of collateral that empower reps and allow…