Rob Merklinger – Tactical Insights from a Sales VP

Building and managing a sales team is Rob Merklinger‘s specialty. In fact, over the past 12 years, Rob has put together a diverse resume, encompassing sales management in a variety of different roles at various software companies. Starting out at Oracle, Rob rose from the ranks of a regional sales  Read More >

To Succeed, you Must Fail, and Fail More

Failure is often looked down upon as unfortunate and unwanted. The emotions associated with failure are typically disappointment, shame or anger. But if people viewed failure as a step to success and a learning opportunity then they would end up being much more successful in the end.  Thomas Watson Sr.,  Read More >

[Infographic] 14 Magic Metrics of Successful Sales Teams

For a sales manager looking for his first deep dive into sales analytics, it can be daunting trying to determine which sales performance metrics to focus on. Well, sales managers can consider their problems solved, with the release of our new infographic – produced in collaboration with InsideSales.com – displaying  Read More >

Interview with CEO of Sandler Sales Training

Dave Mattson is the CEO sales trianing company Sandler Systems, Inc. which is a leader in international sales training and sales consulting. Dave first met David H. Sandler, the founder of Sandler Training, in 1986. He fell in love with the training material and methodologies right away and began working for  Read More >

What is Sales Performance Management?

There are several key trends in sales and sales management but one particular trend is especially exciting and transformational – the trend towards Sales Performance Management (SPM). SPM is an innovative discipline of sales management that is focused on driving more optimal sales performance with next-generation tools and metrics-driven best  Read More >

Aaron Ross – Predictable Revenue Drives Growth

Aaron Ross is the author of the award-winning bestseller Predictable Revenue: Turn your Business into a Sales Machine with the $100 Million Best Practices of Salesforce.com. He is also the CEO and Founder of Predictable Revenue, which teaches companies how to grow sales faster and more predictably. Previously, Ross helped create  Read More >

The Right Sales KPIs For Your Sales Reps

Measuring sales key performance indicators (KPIs) for your sales reps is critical for sales performance management and building a predictable, repeatable revenue generation process. Studying the “right” sales performance metrics lets sales managers determine which reps are struggling and in which areas they need coaching help with. Unfortunately, a lot of  Read More >

WARNING: Know Your 10 Sales Forecasts Killers

There are many challenges to forecasting accurately, but you can be more effective at accurate sales forecasting methods if you manage your “sales forecast killers” carefully. Consider these 10 key forecast killers and if they creep up into your opportunities then flag those opportunities as “at risk”. Timing Time kills  Read More >