brianne@bwcontent.com

Why sales leaders plateau

Why do sales leaders plateau? Managing plateaued sales teams

INSIGHTS Sales teams plateau for one reason: weak leadership. Key insights in this guide include: If your team is genuinely plateauing, look at your sales activities, goals and systems to determine the problems. So, why does a sales leader plateau? Sales leaders plateau due to a weak leadership style. They must think of creative solutions to …

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when to hire commission sales team

When to hire commission-only sales representatives

INSIGHTS Commission-only teams do not work when a business owner recruits the team to avoid paying out salaries or managing a sales organization. In today’s day and age, I don’t advise my clients to hire commission-only salespeople in the most traditional sense. But there are circumstances where commission-only sales professionals thrive, and the sales organization …

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How to classify sales leads

How to classify sales leads | Company-Centric Activities

INSIGHTS Classifying a sales lead boils down to classifying MQLs and SQLs. But know that classifying leads and discovery are different. Every great lead generation strategy has a finely-tuned lead qualification and discovery process that guides your business relationship and approach with your potential customer. However, most companies learn to categorize leads using lead qualification frameworks and …

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how to evaluate your sales process

Avoid Survivorship Bias in your Sales Process Evaluation

INSIGHTS Most companies misjudge their sales process’s effectiveness; they determine whether or not they’ve hit their goal. But that’s retroactive to your goal. A quality sales process, from initial contact to purchase, continually moves sales opportunities forward, shortens the sales cycle, systemizes the sales team’s sales operations and approach, and tracks the entire process. It helps salespeople …

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where to find salespeople

Where to find salespeople | Top sales leader’s thoughts

INSIGHTS Regardless of the economy, quality talent is scarce. And it continues to decline as less qualified individuals enter or stay in the job market. Technically, you can find sales professionals everywhere. They’re at the mall. They’re at car dealerships. They’re on the phone and in your inbox. You can find salespeople anywhere. But that …

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