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When your sales team is stuck it can be hard to pinpoint what you need to get them moving towards their goals again. Our team share their insight and advice below on a range of topics which aim to help you get out of the rut and start creating a winning culture your whole team will thrive in.

The Great Retention: How to Attract and Retain Top Sales Talent

November 15, 2021

The time of the ‘great resignation’ is upon us. In April of 2021 alone, 2.7 million workers quit their jobs–a spike in resignation that hasn’t been seen in more than two decades. By July, 10.9 million jobs were open with companies scrambling to attract new hires. But keeping them around seems to be the real…

Coach Like a Boss: How Great Managers Get the Best out of Their People

September 15, 2021

“Average managers play checkers, while great managers play chess.” —Marcus Buckingham   Managers don’t always get the credit they deserve.   So much so, that in 2002, Google tried to eliminate managers from their company hierarchy. The result was confusion, lower morale, and less productivity. Turns out managers actually do matter—a lot.   Google, to…

Leading Remotely – Is Anyone Home?

September 15, 2021

It’s safe to say that the COVID-19 pandemic has radically shifted the modern workplace. Economic shutdowns globally forced companies of all shapes and sizes to retreat into distributed environments while still performing the work necessary to keep things going. When you layer on top of that the anxiety and stress that the virus has caused,…

But Who’s Looking after the Leaders? Three Ways Leaders Can Avoid Burnout

September 8, 2021

It’s lonely at the top.   Whether “the top” for you is head of your company, head of a department, or head of a team, being a leader comes with extra responsibilities and stress even under the best of circumstances.   And lately, circumstances haven’t exactly been “the best.”   Even before the pandemic, technology…

KPIs – You Get What You Inspect, It Isn’t Always What You Expect

September 18, 2020

We’re back for Part III of our series on KPIs that every sales leader should assess.   Before we launch into three more KPIs, we need to again establish why they are so important to track.   To illustrate this, perhaps it is easier to show what happens when they aren’t tracked. Failing to track…

The Manager Every Salesperson Deserves But Rarely Gets

September 18, 2020

Today’s dynamic, hyper-connected world has radically changed the way sellers sell. These changes have brought new urgency to skill development.   Why then, do most sales managers spend less than 10% of their time coaching and giving feedback to their sellers? On their own, most sellers aren’t going to develop all the skills they need.…

Part II – How to Know If Your Team is Producing The Intended Results

September 4, 2020

Last week’s blog touched on three KPIs every sales leader should assess. Why? Because a sales leader must ensure their team’s efforts are producing the intended results. This week, let’s discuss three more essential KPIs. KPI #4: Conversion Rates A sales rep’s conversion rate is critical for obvious reasons: if you don’t convert leads into…

How to Know If Your Team Is Producing The Intended Results

August 26, 2020

A sales leader must do more than just provide their team with the tools and resources they need to sell well. A sales leader must also ensure their team’s efforts are producing the intended results. Tracking a set of Key Performance Indicators (KPIs) is a good way to do this but how do you know…

Undoubtedly The Best Managers Are Good Coaches.

August 19, 2020

It’s not uncommon to hear about the importance of good managers in the workplace. Google – being the innovator it is, wanted to prove that manager quality does not impact business performance.    Enter “Project Oxygen.” Google’s People Innovation Lab analyzed how past performance appraisals, employee surveys, and interviews impacted performance.   The result? Google’s…

Skilled Storytellers Know How to Make You Feel

August 12, 2020

“People will forget what you said, people will forget what you did, but people will never forget how you made them feel.”  While Maya Angelou wasn’t referring to sales when she coined this classic quote, her words apply just as much to this area of business as they do to life itself.  It’s a wonder,…