Sales automation software uses preconfigured processes and/or artificial intelligence (AI) to automate tasks specific to the sales pipeline. While there are many standalone sales automation tools, it’s also common to find tools built into customer relationship management (CRM) software for streamlining workflows. We reviewed dozens of various standalone solutions and sales automation CRMs and identified…
Sales Forecasting Software for Small Businesses: Examples & Uses
Sales forecasting software are tools that help businesses estimate future sales revenue based on data inputs such as current deals in the pipeline or annual demand of a product. There are three main ways businesses do this: by using specialized analytics applications, by taking advantage of reporting features in their CRM, and by using complex…
The Ultimate Guide to Sales Enablement in 2021
Sales enablement is the process of removing roadblocks and barriers to moving sales opportunities forward and providing the right resources to optimize sales, such as empowering your team with sales tools. It plays a vital role in getting your team what it needs to sell productively. Identifying roadblocks your team needs help overcoming and creating…
11 Great Sales Contest Ideas to Motivate Your Team
A sales contest leverages competition and rewards to motivate sales teams while incentivizing the habits you want your reps to adopt, such as making a certain number of cold calls or closing a certain percentage of deals. We’ve included 11 sales contest ideas you can use for inspiration and explain how they can be used…
How to Improve Sales Targeting With Customer Profiles & CRMs
Sales targeting is a management strategy that helps you prioritize efforts around the deals most likely to result in sales. However, for it to work, you must first be able to identify your top leads. Customer profiles and customer relationship management software (CRM) are great tools to help you recognize leads with the most potential,…
7 Ways COVID-19 Has Changed the B2B Sales Industry
It’s no secret that COVID-19 has changed the way we do business worldwide, and the B2B sales industry is certainly no exception. Sales leaders have been forced to change the way they sell their products and services by going virtual internally with team members and with customers and prospects. Furthermore, it looks like the new…
How Sales Managers Can Recognize & Manage Burnout
Anyone who has worked in sales knows that it can be rewarding, but very challenging at times. It’s full of ups and downs, similar to a roller coaster—especially in smaller organizations or startups where everyone is wearing a lot of hats and every opportunity matters. In this article, we’ll discuss how sales leaders and CEOs…
Sales Performance Review Templates & Management Software
Routine performance reviews help managers provide feedback to their sales team and identify areas of high performance or where improvement is needed. Having a performance review template saves time by eliminating the need to create a new document from scratch each review period. They are also used to standardize the sales performance management process and…
15 Essential Sales Forecast Templates for Small Businesses
A sales forecast template is a customizable document that helps you project future sales for your team. Online template costs typically range from free to under $100 and are usually designed for Excel or Google Sheets. To help you speed up your search, we’ve compiled this list of 15 templates designed for a variety of…
Sales Performance Management: Get the Most Out of Your Team
As someone who leads a sales team, your role is to motivate and resource your team to ensure it’s able to reach its goals. That can seem like a huge challenge, but the good news is there are tools and strategies you can use to help maximize your team’s performance. In this article, we’ll cover…
13 Ways to Improve Your Sales Performance
Sales performance is the measurement of sales activity against the goals outlined in your overall plan. The simplest method of tracking performance is to establish sales goals for your team and for individual reps and then evaluate performance, either monthly or quarterly. You can then improve performance using new processes, tools, and software. Here are…
The Top 18 Sales Training Program & Courses
Today’s sales professionals face an increasing amount of competition in every industry. To close more deals and generate revenue, salespeople must hone their prospecting, pitching, relationship building, overcoming objections strategies and other selling skills by investing in the best sales training programs. The most effective salespeople make training and professional development a continuous process of…