As an effective sales manager, you are probably always on the lookout for ways to improve your sales team. But how can you tell whether the improvements are working?  What are the best ways to evaluate sales reps? These days, “data overload” is a very real risk. We have so many tools at our fingertips to help us measure just about everything — so that is what we do.  The result can sometimes be an overwhelming jumble of metrics and reports that even experienced sales managers are not sure how to utilize. How can you effectively cut through all the

What makes sales performance coaching truly successful? How can you assess sales performance coaching techniques? If you sometimes feel there are no clear answers to these questions, you are not alone. After all, not many universities offer degrees specifically in on-the-ground selling techniques. This is because true sales talent is innate and cultivated through on-the-job experience, along with effective sales performance coaching. Unfortunately, most Sales Managers believe that reporting numbers to senior leadership is their top priority. To what extent does this type of data make any difference in sales reps reaching their goals? Almost none. To be an effective

It is no secret that the turnover rate for salespeople is high. In fact, it is higher than most other industries. In fact, the sales business has the second highest turnover rate of any industry in the entire world: A whopping 12.6% of salespeople leave their jobs. And for you, as a Sales Manager, turnover in your company feels like a never-ending struggle. But, it does not have to be. If you are able to get into the heads of your salespeople and understand why it is that they are leaving, you hold the key to learning how to make