Category: Work.com

Sales is the lifeblood of any company, and yet too many companies still can’t honestly say they have a good handle on what is going on with their sales teams most of the time. The problem is especially troubling when it comes to high dollar/high value complex deals with enterprise... Read More»

Most sales managers rely on two key tools to monitor sales rep productivity: pipeline and forecasting. However, highly effective sales managers understand that there is a difference between the two. Forecasting is focused on later stage deals – the ones that are far enough along that you can begin to... Read More»

The truth about building teams is that every one of your hires is not going to be a rockstar from day one. There will always be employees who close more deals, bring in more new business, and manage relationships better than other employees. But instead of giving up on those... Read More»

One of the biggest investments of B2B companies is in the compensation of their sales force. Money traditionally has been considered the number one motivator and productivity booster for sales teams. But what if money isn't enough? How do you take the performance of your team to your next level?... Read More»

When it comes to coaching, guiding a conversation with the artful and strategic use of well crafted questions is a challenge for coaches of all levels. Here are 10 questions you can use in any conversation. After coaching thousands of managers across the globe, I’m overly sensitive to the fact... Read More»

A giant gap exists in most organizations between the highest performing sales reps and everyone else. How is it possible that in the same environment and under the same conditions, some reps achieve outstanding results while others struggle to just make their quota? The answer depends on the most critical... Read More»

Business owners and managers across the globe are faced with the demand of maximizing their people’s productivity. They want to be inspiring and supportive–but time crunches, stress and bad habits unintentionally smother team morale instead. Leaders often respond to their team’s sluggish performance by offering shiny trinkets as an incentive... Read More»

Keeping sales people motivated is easier said than done. But when motivation is done correctly, it can have a big impact on overall sales team performance. Money is important, but other factors can't be ignored. Coaching, career development, feedback, and tiered incentives make a huge difference. Check out the infographic... Read More»

This excerpt is part of the "9 Disciplines to Create Sales Breakthroughs in Turbulent Times" guide by Walter Rogers, CEO of CloudCoaching International. -- “It isn’t the things I know that cause my problems; it is the things I think I know that just ain’t so.” -Will Rogers - Famous... Read More»

Will Nourse is CIO at Citizen Schools, a salesforce.com customer. He is also a Salesforce MVP. At Citizen Schools, the non-profit for which I work, we’re placing increased emphasis on performance management, particularly in alignment of, and managing to, business goals. We’ve found that the system that we currently use... Read More»