Editor’s Note: This guest post was contributed by Mike Schultz, President, RAIN Group. Some sales leaders believe that a quota and an attractive compensation plan are enough to ignite the hustle, passion, and intensity in a seller. It makes sense they think this way given the recent Harvard Business Review articles with titles like “Motivating Sales People: What...
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- Topics:
- Sales Management
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Editor's Note: This guest post was contributed by Tracey Wik, Managing Director, GrowthPlay. Like many new sales managers, perhaps you landed in your leadership role based on your ability to sell. You were a fantastic salesperson who constantly hit (and shattered) goals and quickly rose to the top. You probably didn’t get your sales manager job by being a great...
- Topics:
- Sales Management
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In football, there’s nothing quite so intense as the “two-minute drill.” With the clock ticking down toward zero, an offense must achieve peak focus and efficiency to put points on the board while they still can. As the clocks runs out on 2018, many salespeople find themselves in a similar position. Whether we’re trying to hit our annual goals, or simply want to...
- Topics:
- Sales Trends
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We continually hear about the strategic importance of sales and marketing alignment from seemingly every angle. Nailing the strategic...
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It’s been a great year for Sales Navigator so far, and our Q4 Quarterly Product Release is the biggest yet. Earlier this year we...
- Topics:
- Sales Navigator Product Updates
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As a sales manager, you’ve been down this road before. Yours is a profession with its own unique blindspots — potential dangers that...
- Topics:
- Sales Prospecting