Hiring excellent salespeople is the lifeblood of any sales organization. You’ll never hit your sales goals without putting the right team in place, so it’s key to make sure you have a great interview process in place to hire the right people. Know what questions you plan to ask, and what to look for in…
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How to Conduct Sales Performance Reviews
Many salespeople dread performance reviews because they worry about a poor review—which often signals a disconnect between sales managers and reps. However, conducting performance reviews should be more than issuing ratings and scores. It should be a dynamic conversation and opportunity to recognize achievements and strengths while identifying and addressing room for growth and improvement….
How to Implement Sales Territory Management in 5 Steps
Sales territory management is a process sales teams use to assign leads or accounts to specific salespeople based on geography, industry, product, or account size. This eliminates overlap between sales reps and clarifies who is responsible for specific opportunities. Territories are managed by assigning segmented prospects to individual team members who are given specific goals….
How to Motivate Your Sales Team: 13 Ways to Help Your Sales Reps Thrive
Sales managers and business owners have to keep their sales team motivated to close deals and increase revenue. Working in sales is a high-pressure environment, and sales reps can be prone to burnout if they aren’t continually motivated, so it’s important to invest in motivation strategies that foster a great culture and improve productivity. A…
What is Market Share & How to Calculate It
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…
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…
6 Best Small Business Sales Tools
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
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
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…