Like a championship sports team needs great athletes, exceptional salespeople are the lifeblood of a high-performing sales organization. But if you have recently recruited new salespeople, you probably have also experienced how brutal it is to try to hire top talent in today's market. Even during more favorable hiring conditions, hiring sales executives is risky. Every sales manager has horror stories of hiring promising candidates who later were poor performers.
Sitting next to me, collecting dust, is a relic of a by-gone era: my desk phone. My company recently moved away from a stand-alone office phone system to an integrated platform that combines virtual meeting functionality with chat and telephony.
It may seem like a lifetime ago, but early in the pandemic people thought “Work from Home” was just a temporary disruption. CEOs of large corporations publicly stated that as soon as the vaccine was available, all employees would have to come back to the office.
It's been quite a year for sales leaders across the country. Before we gaze ahead to 2022, we want to take a quick look back at 2021, and remember how far we've come. We entered the year with so many challenges and opportunities and tried to share with you what we were learning along the way. Here are some of our most-read posts of the year. We hope that implementing some of these strategies and tactics made your sales teams run more smoothly in 2021.
Previously, we discussed why “linearity” doesn’t work when managing enterprise sales opportunities. Selling to the enterprise involves fewer high dollar value opportunities as compared to SMB sales. So traditional daily or weekly SMB sales activity metrics such as “How many calls did you make today?” are less useful when managing an enterprise team. The quality of each sales interaction your Account Executives have is much more important than the quantity at the enterprise level. But measuring and managing quality is challenging; it’s not something you can meaningfully track on a sales dashboard. Quality is something you have to observe and coach. Here are three critical qualitative factors to help you provide high-impact sales coaching to your AE's and improve their win rates with enterprise accounts.
Many senior sales leaders are enamored with “linearity”- the concept that the sales process can be broken into monthly, weekly, and even daily activities.