Tag Archives: linkedin

Are Your Sales Stages Effective?

It’s not often that a sales manager gets to design new sales pipeline stage definitions used by an organization.  It usually occurs in smaller organizations when a new sales leader is appointed and in larger organizations when a new sales … Continue reading

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CRM Adoption and Metrics, Chicken or Egg?

It is widely recognized that the next advancements in sales performance will be derived from better metrics leading to more timely coaching.  Many of the sales VPs I speak with acknowledge they need insightful funnel metrics to help run their … Continue reading

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Resource Specialization: Sales Development Representatives

“Sales Development” is a description composed of two words, the discrete meaning of which is clear but in combination the definition of the phrase can be ambiguous.  For example, it can used to mean sales training, as in “developing” the … Continue reading

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Choosing Effective Sales Metrics

One of the more important seminars at a recent Sales 2.0 Conference in San Francisco involved a panel of Sales Operations experts slated to discuss the best sales metrics to track.  The question of which metrics should be used for your organization … Continue reading

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Sales Incentives: the Puzzle of Motivation

This 9 minute video by Dan Pink, author of DRiVE, is a humorous and enlightening white board presentation on how the same incentives can be either effective or ineffective depending on the circumstances.  I know a number of sales managers … Continue reading

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