Market share is a measurement of the percentage of an overall customer base an individual business has captured. Calculating market share for your company involves dividing the total sales for your company during a given period by the total amount of sales for a market—usually expressed in dollars—telling you how much you control. One of…
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Sales And Operations Planning: A Guide for Small Businesses
Sales and operations planning (S&OP) is a set of activities undertaken by entrepreneurs or senior leadership to coordinate sales functions and product fulfillment. Its purpose is to proactively ensure customers’ needs are met throughout the sales life cycle. It’s great for organizations with complex sales cycles. Benefits include satisfied customers and productive sales teams. For…
Sales Performance Management Software: The Ultimate Guide
Sales performance management software is a tool to measure and track sales efforts, helping individuals and teams meet revenue goals. It includes CRMs, business intelligence, and sales activity tools. These tools allow sales managers to spot trends and course-correct while giving individuals insights about their performance. Costs are free to several hundred dollars. While a…
Sales Performance Review Templates & How to Use Them
Routine performance reviews helps managers provide feedback to their sales team and having a sales performance review template saves time by eliminating the need to create a new document from scratch each review period. However they are also used to standardize the process and promote consistent performance evaluation standards. A sales performance review document is…
How to Choose a Corporate Sales Training Program
Corporate sales training programs improve sales skills of business-to-business (B2B) sales professionals whether you create your own program or hire training providers. The route you take depends on your budget, resources, and time. However, an effective program covers selling in complex sales cycles, focusing on skills like prospecting and can cost thousands of dollars. If…
6 Best Small Business Sales Tools 2019
There are many sales tools on the market that help with specific aspects of the sales process. To help you find the best small business sales tools, we looked at solutions across each stage of the selling process and evaluated them based on pricing and features to give you the best combination for sales enablement….
18 Best Sales Team Names to Motivate Your Squad
The best sales team names motivate and promote team camaraderie. They should also be creative, embody the team’s personality, and build team spirit. We asked sales and business leaders to share unique names they’ve encountered and why they work. We also came up with a few of our own from our sales experience. You can…
Sales Commission Structure: The Ultimate Guide for 2019
A sales commission structure is the system you set up and use to pay your salespeople a percentage of each sale they make. Since commissions are a common form of compensation for sales reps, it’s important to understand the why and how behind creating a commission structure that works for your business. A customer relationship…
What Is Sales Enablement? Definition, Tools, & How It’s Done
Sales enablement is the act of providing the right resources to optimize sales, such as offering sales tools to your team. While solopreneurs can typically enable their own sales with tools and resources on the fly, a more formal sales enablement strategy is often required by larger organizations with complex products and long sales cycles….
How to Become a Customer-Centric Business in 7 Steps
Customer-centric businesses focus all of their business activities, including sales, operations, and service, on meeting customer needs and growing the customer relationship from presale to post-sale. Everything customer-centric businesses do supports customer satisfaction, making understanding, and improving your customers’ journey essential if you want to make the customer central to your business. A robust customer…
Sales Process: The Ultimate Guide on How to Create One 2019
A sales process is the sequential steps needed to acquire customers and close deals. It’s created by documenting each step, commonly called pipeline stages, customizing each stage for your business, and mapping out the entire process. The sales process is important because it creates a roadmap for sales teams to consistently close deals. While your…
19 Best Free Sales Tools for 2019
Free sales tools like CRMs and browser plugins streamline different aspects of the sales process and help salespeople improve their productivity without breaking the budget. We looked at dozens of options and chose this list of free sales tools based on how they make work easier for sales reps and help them win more deals….