In an earlier blog post that cited some key data from a recent CSO Insights report on best practices in tracking sales metrics, we noted that companies that measure 4-7 key sales metrics had higher sales performance than companies that …
Keep It Simple When It Comes To Sales Compensation
Posted November 22nd by Dan Hudson
Posted in Managing Sales Teams, Sales Leaders Blog
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How many Sales Metrics Should You Track?
Posted November 21st by Dan HudsonStudy Says Track More Metrics for Performance Management and Few Metrics for Sales Rep Compensation When you ask a sales leader or CEO what is the primary metric their firm uses to monitor sales performance the answer will usually be, …
Posted in Managing Sales Teams, Sales Leaders Blog
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What Are You Thankful For?
Posted November 18th by Dan HudsonI love the chaos of the end of the year! Companies are trying to complete any and all potential business transactions, families and friend begin to come together to celebrate several national and religious holidays, and children begin to dream …
Posted in Sales Leaders Blog
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Social Media Data Stacks by Hubspot
Posted November 17th by Matt Smith“The Social Media Data Stacks” is part of Watershed Publishing’s Data Insights series featuring trends, data and research. This collection brings together months of surveys, reports and insights released by nationally recognized research and marketing organizations focused on keeping pace …
Posted in Technology For Sales & Marketing
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What Is Your Biggest B2B Lead Generation Challenge?
Posted November 17th by Matt SmithLead Generation Barriers and Challenges for B2B Marketers MarketingSherpa LLC, a MECLABS Group Company, has released their 2012 edition of the B2B Marketing Benchmark Report. They surveyed more than 1,700 B2B marketers in what they call one of the most …
Posted in Sales Leaders Blog
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Has B2B Marketing Embraced Lead Generation?
Posted November 16th by Matt SmithMarketingSherpa LLC, a MECLABS Group Company, has released their 2012 edition of the B2B Marketing Benchmark Report. They surveyed more than 1,700 B2B marketers in what they call one of the most extensive studies in the industry. The full report …
Posted in Lead Lifecycle Management, Sales Leaders Blog
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To Improve Sales Results Where is the Best Place to Start?
Posted November 15th by Matt SmithConsider the following situation. You are the newly Chief Sales Officer for a company with a major need to jump start sales. Everything seems broken, in need of attention or glaringly absent. The sales team is all over the place, …
Posted in Sales Leaders Blog, Sales Process
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High Performance Or High Maintenance. What Is Your Sales Team Made Of?
Posted November 14th by Dan HudsonI was speaking with the CSO of a medium size BPO firm that has been around quite some time but is not yet a household name here in the United States. He has been in his current position several months …
Posted in Managing Sales Teams, Sales Leaders Blog
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How Closely Are You Watching Your Competition?
Posted November 11th by Matt SmithTap the Social Media Stream for Competitors’ Secrets reads the headline in a recent article on CIO.com. The story looks at how, “Savvy companies are monitoring Facebook, Twitter and LinkedIn to pick up valuable competitive intelligence about their rivals’ product …
Posted in Sales 2.0, Sales Leaders Blog
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It’s OK If Sales People Make A Lot Of Money – Sales Compensation 101
Posted November 10th by Dan HudsonIt’s almost mid-way through Q4 and in addition to trying to finish or salvage a sales year most sales leaders are finalizing their 2012 sales plans as well. As part of that planning process companies will be reviewing their sales …
Posted in Managing Sales Teams, Sales Leaders Blog
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