[Infographic] 14 Magic Metrics of Successful Sales Teams

For a sales manager looking for his first deep dive into sales analytics, it can be daunting trying to determine which sales performance metrics to focus on. Well, sales managers can consider their problems solved, with the release of our new infographic – produced in collaboration with InsideSales.com – displaying  Read More >

Interview with CEO of Sandler Sales Training

Dave Mattson is the CEO sales trianing company Sandler Systems, Inc. which is a leader in international sales training and sales consulting. Dave first met David H. Sandler, the founder of Sandler Training, in 1986. He fell in love with the training material and methodologies right away and began working for  Read More >

What is Sales Performance Management?

There are several key trends in sales and sales management but one particular trend is especially exciting and transformational – the trend towards Sales Performance Management (SPM). SPM is an innovative discipline of sales management that is focused on driving more optimal sales performance with next-generation tools and metrics-driven best  Read More >

Aaron Ross – Predictable Revenue Drives Growth

Aaron Ross is the author of the award-winning bestseller Predictable Revenue: Turn your Business into a Sales Machine with the $100 Million Best Practices of Salesforce.com. He is also the CEO and Founder of Predictable Revenue, which teaches companies how to grow sales faster and more predictably. Previously, Ross helped create  Read More >

The Right Sales KPIs For Your Sales Reps

Measuring sales key performance indicators (KPIs) for your sales reps is critical for sales performance management and building a predictable, repeatable revenue generation process. Studying the “right” sales performance metrics lets sales managers determine which reps are struggling and in which areas they need coaching help with. Unfortunately, a lot of  Read More >

WARNING: Know Your 10 Sales Forecasts Killers

There are many challenges to forecasting accurately, but you can be more effective at accurate sales forecasting methods if you manage your “sales forecast killers” carefully. Consider these 10 key forecast killers and if they creep up into your opportunities then flag those opportunities as “at risk”. Timing Time kills  Read More >

What is Sales Coaching?

We recently attended a webinar hosted by Salesforce.com called “Sales Coaching Master Class with Tony Robbins,” featuring Tony Robbins and Walter Rogers. We were truly inspired and thought this would be a great time to write a post about what Sales Coaching really means. As discussed in a recent blog  Read More >

5 Key Reasons To Use Sales Forecasts

Sales managers depend greatly on the information provided by accurate  sales forecasting to guide their business decisions. In order to maximize sales and revenue while delegating resources and sales reps more efficiently, sales managers need to be able to predict the future performance of their organization as closely as possible. Here  Read More >

Sales Leadership vs. Sales Management

Leadership seems like a simple concept but it frequently perplexes us. Many of us confuse leadership with management – they are different.  Additionally, it is misleading that leadership is sometimes thought of as the rank or seniority of someone’s role in an organization. This is incorrect. To make things more  Read More >

What is Sales Management?

In recent years, Sales Management has changed more rapidly as a practice and profession than ever before.  A lot of this has to do with the rapid disruption in the sales industry and a transition to the Inside Sales model which is much more measurable and transaction driven. I thought  Read More >

Why LESS is More When Sales Wants Leads

Your sales team thinks that it needs more leads. So, you ask marketing to generate more and more that you think will help grow your sales pipeline and ultimately your bookings (and revenue). But does it really matter whether you get 1,000 leads or 100 leads if the output of  Read More >

Steve Richard – The Secret Sauce of Prospecting

Steve Richard is the Co-Founder and Chief Content Officer of Vorsight, an award-winning sales effectiveness firm that specializes in training B2B sales teams. Vorsight is currently ranked #1689 on Inc. Magazine’s list of the 5000 fastest growing companies in the United States. Steve was named one of the Top 25  Read More >

Gary Vaynerchuk – The Future of Selling

Gary Vaynerchuk is a social media expert, wine aficionado and New York Times and Wall Street Journal bestselling author.  Since the release of   his first book – on wine – in 2008, Gary has published two more books (‘Crush It!: Why NOW is the Time to Cash in    Read More >

Sales Management Interview with Ken Thoreson

We recently had the pleasure of speaking with Ken Thoreson who is a globally recognized Sales Management thought leader and strategist. He is also an author of multiple books and a frequent speaker at major technology industry conferences and sales conferences. Recently Ken  was once again named as one of  Read More >

Sales Experts Series: Interview with Jill Konrath

Recently we had the pleasure of speaking with Jill Konrath who is an internationally recognized B2B sales and sales management thought leader. Jill is the author of two bestselling books: SNAP Selling – which soared to #1 on Amazon within hours of its release – and Selling to Big Companies,  Read More >

Top 5 Tips For a Successful 2013 Sales Kickoff

It’s time for your annual Sales Kickoff meeting. You budgeted for it, selected the location, chose the annual theme, scheduled the fancy group dinner, maybe even hired a speaker too. Your objective was to achieve sales pipeline alignment, educate your team, and motivate them to drive results in 2013.  But  Read More >

4 Sales Reports for Successful Sales Managers

Highly successful sales managers lead their teams to close more deals.  Among the key traits of successful sales managers is the desire to manage their business by the numbers, and as a result they make better decisions. Therefore, they regularly view sales reports for clear visibility into the key metrics that  Read More >

3 Most Important Things in Sales

There are 2 most important things in sales and sales management: People Pipeline Process   Why? People – if you hire A-level people and develop them to execute at a high level then you get top 10% outcome. Pipeline – with growing pipeline you will increase your revenue and without  Read More >

3 Unique Differences of the CHAMP Selling System

There are 3 unique and inimitable distinctions that make the CHAMP Selling System different. These also ensure that it helps you build “Predictable, Repeatable & Scalable Revenue” to grow your company. 1. Rooted in the Best Systems & Processes of the Past 80 Years I developed CHAMP Selling based on  Read More >

A General Overview of the CHAMP Selling System

The CHAMP Selling System is a modern selling system that is Consultative, Customer-Centric, Solution-focused, Situational Selling System (System = consistent methodology + repeatable process + sales metrics to measure the process). It is targeted for B2B selling and is specifically fine-tuned for the SaaS (for selling software subscription services). As it  Read More >