Avoid Staring at Your CRM Reports: An Interview with Jason Jordan

We all know the struggle. The CRM report comes out and you stare at it, willing it to easily give you the information you need to cultivate leads and foster higher performance in your sales reps.  Here, Jason Jordan, Partner at Vantage Point Performance, tells us how to avoid the CRM thousand-mile stare.   What is the biggest pitfall sales managers fall into with their CRM too ...

Your Incentives Plan May Be Bringing Down Your Revenue: An Interview with Lindsay McGregor

It’s a reality we’re all facing as more and more millennials enter the workforce: commissions and bonuses are no longer a sales reps’ biggest motivator.  In some situations, your incentive plan may actually be hurting your company’s revenue.  Lindsay McGregor and Neel Doshi have conducted extensive research, questioning thousands of employers and employees, for ...

From Player to Coach: Turning Great Salespeople into Great Sales Managers

Should you take the risk and promote your top-performing salesperson to manager?   The stakes are high. You’re not only going to lose a great player on the field, you’re also making a bet that their outstanding current performance will translate into this new role. The debate over whether the best salespeople will make great sales managers has been going on for decades. ...

How To Hire The Right Sales Ops Manager

In crew, coxswains don’t row the boat, but they use their intelligence to help the boat run more efficiently. They steer the boat straight, keep everyone on rhythm, and correct any technical errors.  Much like the coxswain, a sales operations manager might not sell themselves. Rather, they enable the sales department to do their best work. They provide value by engineering optima ...

2016 Sales Force Productivity Conference - Call for Presentations!

Sales Management Association's sixth annual Sales Force Productivity Conference is 24 - 26 October at Atlanta's Ritz-Carlton Buckhead hotel. We’re accepting presentation proposals now. Have an idea for a workshop, presentation, or panel topic? Let us know! Presentations will focus on these core topics: Aligning Sales Force Strategy. Innovations, Trends, and Best ...