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The 4 Most Common Sales Org Structures
The structure of a sales force has significant bearing on its success. For example, a sales person used to selling to a given region might flounder when asked to concentrate on just one industry nationwide. If each of your company's products require deep and specific...
Sales Close Rate Industry Benchmarks: How Does Your Close Rate Compare?
Your sales close rate is a number you need to keep a close eye on. Out of all the deals in your pipeline, what percentage do you actually close? Sales close rates let you know how efficient and effective you are as a sales rep. And it's a good way for managers to...
4 Ways to Design Successful Sales Incentive Programs
Nothing boosts your sales team's excitement and energy more quickly and reliably than an incentive. After all, most salespeople are born competitors; adding a compelling reward to the mix makes them even more enthusiastic. However, motivating your sales team isn't as...
7 “Sorry to Bother You” Alternatives Every Salesperson Needs
When you've been in sales a while, it's easy to develop bad habits. You pick them up from colleagues or take a shortcut during an especially busy week and, all of a sudden, you've added some skills to your repertoire that aren't helping you meet your target. If you're...
So You’ve Been Promoted To Sales Manager…. Now What?
So you’ve just been promoted to Sales Manager .... congratulations! You were a top-performing individual contributor in your previous position, but in your new role you won’t be able to do everything yourself. Making that transition and becoming an effective coach and...
What’s The Difference Between A Sales Lead And A Sales Opportunity?
What is a sales opportunity, and when do you know it's not a lead anymore? There is no single, universal definition. However, some common misconceptions deserve to be clarified because the concept of an opportunity impacts your sales process, your ability to qualify,...