The Metrics Every Sales A-Player Tracks On Their Dashboard

Originally Posted on Hubspot Sales Blog
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Every A-player sales rep knows that to be at the top of their game, they must combine the art of sales with some science. Reps need to have a handle on leading indicators so they can build their own personal scalable, repeatable, and predictable sales processes that help them consistently hit and even exceed quota. This is why it’s important all reps have access to a weekly (as well as a monthly and quarterly) dashboard that tracks their personal performance metrics. But what should be on this dashboard? How many metrics are too many, too few, or just right? A complete dashboard should include three main categories of metrics/KPIs that each rep tracks and analyzes: Sales activity metrics Pipeline metrics Read More >

Daily Habits of a Highly Effective Sales Rep

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What does a successful quota-carrying sales rep do every day? It’s no shock to learn that the best reps in the business are incredibly focused, organized, and clearly plan out each day with a set goal in mind. Here I wanted to share what I believe to be some highly-effective activities of my team’s best Inside Sales Reps. Keep in mind that every day is different and this is just a generalized example, but these are the types of sales activities you’d want to see your sales reps do throughout their week. There will always be breaks in between meetings and this isn’t a representative of each day, day-in and day-out. A number of these examples are based on my personal Read More >

5 Mistakes Your Sales Reps Are Likely Making

Originally Posted on Hubspot Sales Blog
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Everyone makes mistakes, even the best sales reps in the business. Unfortunately, some of the most common pitfalls that reps trip up on when talking to prospects can slow down a deal, confuse a customer’s understanding of your product, or even kill the deal outright. So how do you prevent your reps from falling victim to these sales blunders? The best way to avoid these missteps is to be aware of the problems and take direct steps to improve your sales reps’ techniques.Here are the most frequent mistakes sales reps make that can be the deciding factor between closing a deal, and losing it. 1. Talking Too Much Many sales reps underestimate the importance of listening on a sales call. Read More >

The 10 Chapters Your Sales Playbook Must Have

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Do you have an effective sales playbook? A playbook acts as a reference manual for onboarding new sales reps and covers key areas for ongoing sales training. But a sales playbook also has a more important function – it codifies a sales process that is conducive to scalable, repeatable and predictable sales. Because of this, best-in-class companies are almost twice as likely to to have a sales playbook. Each time a new sales rep joins your team, you can hand them a copy of your playbook and know they will learn your team’s most effective selling methods. A playbook isn’t a substitution for training, but it significantly speeds up the onboarding process and helps your team grow with ease. If your Read More >

The State of Sales 2.0 Today

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Sales has changed. That’s no secret; the advent of technology and the evolution of the educated customer has forced sales organizations, sales managers and sales reps to change the way they used to do their jobs. According to The Corporate Executive Board (CEB), 57% of the purchase decision is completed before there is any interaction between the customer and the seller. In that kind of environment, there is no room for the door-to-door, field sales rep. But that does not mean sales reps have become obsolete. Far from it, in fact.InsideSales.com reports that since 2009, inside sales jobs – sales done remotely or virtually – have grown at a 7.5% rate annually, compared to just .5% for outside sales. By Read More >

Top 14 Sales Skills Every Inside Sales Rep Must Master

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What skills help make a quota-carrying inside sales rep successful? There is a complex set of skills that every ISR must possess in order to sell effectively and, as a sales manager, it is your responsibility to train and coach your reps extensively to enable them to succeed. Make sure your team is armed with the knowledge and expertise they need to sell, and you’ll see the results. Here are the essential skills I believe every Inside Sales Rep (ISR) needs in order to connect with prospects and win deals efficiently and effectively. 1. Product Knowledge A sales rep who doesn’t perfectly understand the product they’re selling is a completely ineffective rep. Product training should be one of the very Read More >

How to Hire Sales Reps: 5 Must-Have Traits to Look For

Originally Posted on VentureFizz Sales Blog

When you are hiring new sales reps, what traits are you looking for? I use the 5 below which have worked for me time and time again. And an in-person interview is your best way to test for these top 5 and below I will also share with you how to spot them. So here they are: 1) Conscientiousness This research on sales rep performance published by the American Psychological Association way back in 1993 found that the most predictive indicator of sales rep success is “conscientiousness.” Conscientiousness simply means achievement and dependability. We also can refer to it as “hard work until you get it done,” also known as “GSD” (i.e. Get S**t Done, implying that getting things done Read More >

How Inside Sales Reps Should Rate Themeselves After Each Demo or Sales Call

Last week I was asked for advice from a CEO running a small sales team at his startup – he asked if the most successful sales professionals track their own effectiveness and I shared with him what I give to sales reps as a tool to self-rate their calls or demos. Here are the types of questions successful sales reps should ask themselves after each call (of course, this is based on your context/situation and you can pick just the 10 most important to you or use the entire list below to briefly rate yourself on a scale of Bad-Average- Good to keep it simple). Did I establish the rapport and had a friendly dialogue? Did we have a connection, Read More >

The BIG Secret to Fixing your Sales Forecasting Accuracy

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I read a lot about how other VPs of Sales and sales executives at SaaS companies have struggled with accuracy in sales forecasting.  And every time I see that I wonder how they run forecasts. Most sales organizations typically lean on one of these three methods: They used traditional sales forecasting stages like “Best Case” or “Upside” or “Strong Upside,” which makes me laugh. I can’t help but wonder how that’s working out for them. This method is purely intuition-based, relying on the subjective gut feelings or judgments of sales reps and sometimes their notorious ‘happy ears’. This doesn’t work well and your accuracy will be very low, not only on the ratio of total dollar amount won vs. forecast Read More >

The 5 Biggest Mistakes All Sales Reps Make

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Even the best sales reps in the business make mistakes – and some of those errors are all too common. Sales reps are prone to common pitfalls when talking to prospects that can slow down a deal, trip up a customer’s understanding of your product, or even kill the deal outright. So how do you prevent yourself from falling victim to these sales blunders? The best way to avoid these missteps is to be aware of the problems and take direct steps to improve your sales reps’ techniques. Here are the most frequent mistakes sales reps make that can be the deciding factor between closing a deal, and losing it. 1. Talking Too Much Many sales reps underestimate the importance Read More >

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