According to a survey conducted by the Harvard Business Review earlier this year, there are five things that set top-performing sales teams apart from average and low-performing sales teams. Of those five things, the two that are most actionable are that high performing sales teams tend to “employ a more structured sales process” and “hold their team members to a higher level of accountability.” As a manager of a sales team, a well-structured process can help you set and meet sales planning objectives more consistently, identify problems within your team, motivate your salespeople to achieve greater success and hold them

Here Is Why Salespeople Leave and How It Can Cost You Whether high turnover has resulted from failure to use a sales aptitude test to help you hire wisely, troubles with the company culture or something else, it is a problem that requires your immediate attention. After all, the cost of high turnover in a sales department can be quite staggering – both for your company’s budget and the overall morale of your team. Thankfully, many of the common causes of high turnover rates can be avoided relatively easily. Here are the top reasons companies experience high turnover in the

Dave broke through every career obstacle. His sales are higher than 35% of his peers. He routinely trains new employees. So, Dave should be promoted, right? Perhaps, but maybe it is not that simple. Think back to when you first started as a sales manager. Do you remember the transition? Chances are it was not entirely smooth, and you know now that the skills required to land a sales position differ greatly from running a team of people with their own (often very strong) opinions. Rather than a desire to lead, quite often the top Driving factors for individuals considering