Two camps divide popular opinion on the topic of salespeople competing with other members of their teams. On one side, sales representatives are inherently competitive because their jobs revolve around winning customers and beating competitors and they thrive in...
As you prepare for a successful 2013, make sure you’re hiring and encouraging the right personality traits in your sales team. 1. Modesty According to a survey conducted by Harvard Business School, “91 percent of top salespeople had medium to high scores...
Sales managers and recruiters talk about a lot of qualities they want reps to possess. Take a look at these job postings for sales roles at some of the fastest growing companies in the Bay Area. These are real postings: Are you an enthusiastic, driven, up-and-coming...
A Foreword from the author: Outbound prospectors are the hunters of the business landscape. Our art requires a particular finesse that takes years to hone. Our targets and our tools constantly shift. The last decade bore witness to great change in the sales industry,...
Most sales managers expect reps to reach a certain number of phone calls, emails, or tweets every day in their efforts to contact prospects, and some companies reward reps for maintaining a high volume of calls each day. That being said, doing your research is as...
Teams can have trouble succeeding without a great coach. Hone your sales coaching techniques to help your outbound team grow opportunity generation for your organization. Follow these quick tips, and watch your outbound success soar: Determine the areas in which...