How your sales team can survive — and thrive — in these times

Heather McLean
by Heather McLean on June 9, 2021

This is part two in a multi-article series exploring how you can help your sales team cope with an unpredictable pandemic recovery period. Read part one. In the first entry of this blog series, we examined the major effects that the COVID-19 pandemic had on the sales environment during 2020. We concluded that while the crisis wasn't devastating to sales across the board, it still led organizations to deal with considerable changes, including large-scale shifts to remote operations. The evolutionary shifts in the sales process that were...

The pandemic was hard on sales teams — how do we move forward from here?

Heather McLean
by Heather McLean on May 24, 2021

This is part of a multi-article series exploring how you can help your sales team cope with an unpredictable pandemic recovery period.

Category:

Field Sales
Reading Time: 3 minutes
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Six things every sales manager needs to do in 2021

Ronan Kilroy
by Ronan Kilroy on February 1, 2021

It's a new year, but 2021 – from an economic perspective – is likely to be almost as hectic and uncertain as 2020. With that in mind, it's critical that sales managers take the time to make concrete plans for the year ahead. This means taking time to think about the way things are now, while also looking forward to how things might change over the next few years.

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10 Ways to improve sales rep performance

Liam Costello
by Liam Costello on September 29, 2020

Successful sales rep performance is a crucial element for any sales-based business, but achieving it is often easier said than done. Your sales team has to deal with uphill battles including difficulties connecting with prospects, changing customer needs, unpredictable market factors and struggles creating value during client outreach. And while old standbys like sales training and metrics tracking remain staples for improvement, there are some other strategies that can help you better support your sales leaders and improve overall...

Category:

Field Sales
Reading Time: 6 minutes
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Area Mapping in Sales: 3 Ways It Can Help You Win More Deals

Heather McLean
by Heather McLean on April 30, 2020

As a sales leader, you're always looking for the advantage, but there's a secret weapon you may not have thought about yet: area mapping in sales. Imagine this. You're sitting down to a game of chess. You know that you and your opponent are evenly matched in skill, so you're feeling confident. But wait, there's a catch. You sit down and someone hands you a blindfold. Your opponent gets to see the board and the pieces, but you're playing in the dark. Who do you think wins now? It's not fair, but your opponent has something huge on their...

Sales Capacity Planning: Are You Getting the Most Out of Your Sales Team?

Heather McLean
by Heather McLean on January 2, 2020

It's a business death knell: "But we've always done it this way!" Getting stuck in a rut is bad for business, especially when it comes to your sales team. Just because you've had five sales reps in a region for years doesn't mean it's the ideal number. That's why you need a sales capacity model. If you haven't reviewed your sales territories recently, business activity may have drastically changed. And if your sales reps have too many accounts or leads to follow up with, you're probably missing out on sales. On the other hand, if things...

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3 Data Driven Questions to Answer Before Making Your Next Sales Hire

Gillian McCarthy
by Gillian McCarthy on January 10, 2019

Is your field sales team in need of some additional resources? Have you been receiving customer complaints about the quality of service they're getting from your sales reps? Is your sales team starting to complain about the workload? You know you need to increase the number of field sales reps on your team to carry the workload efficiently. However, your opinion isn't likely to be enough for a recruitment drive to be signed off on by senior management.

Category:

Field Sales
Reading Time: 3 minutes
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