Thanksgiving has come and gone, and there are only a few weeks until the end of the year. Yes, my friends, the holiday season has arrived. Unfortunately, so have the excuses from outbound prospecting reps. As usual, there will be lots of prospects out of the office this month (particularly the last week of December).…
Keeping your early sales champions motivated while implementing a longer term sales compensation strategy I took a few weeks’ off from my Sales Compensation Strategy blog series to focus on wrapping up my team’s quarterly goals and our Q3 projects with the portfolio companies. There is a lot of work in ensuring that internally our…
When and how often does new sales rep failure occur? Here are my top 5 most common reasons why one out of every four reps are getting a failing grade.
FieldTrip by Candor and DupeDive by RingLead are two cool, easy, and free data hygiene apps to check out at DreamForce 2012.
At the expansion stage, what kind of failure rate for new sales reps should you really expect?
Managing data hygiene is a constant challenge for any salesforce.com admin, and everyone else in the company who interacts with the data in Salesforce.com. Luckily, a data hygiene dashboard can help.
At the expansion stage, most companies are trying to nail their opportunity or sales pipeline stage definitions.
If you don’t want to see deals falling through the cracks it’s crucial to conduct weekly sales opportunity review sessions with your sales reps.
Focusing on improving conversion rates will help keep you working smarter — not just harder — to achieve your goals.
OpenView’s latest eBook is a comprehensive guide to sales forecasting perfect for CEOs and VPs of Sales at expansion-stage software companies.