Author: Sales Machine

Avoid making performance management and compensation into a crutch for new managers

In a previous post, I expanded on the concept of performance management, and made the case that often it is used instead of performance assessment. As I further reflected on the topic, I realized that strong prescriptive performance management policies, in an environment with a heavy focus on commission actually weakens a managers incentive to

BTM Event Video: Handshake CRO Kiva Kolstein – How do you orchestrate the perfect sale? What is sales coreography?

Building the Sales Machine (BTM) Event Series: we post clips of the best questions that where answered during our live events, so you can take the best ideas back to your teams and companies for further discussion.   Eric from Sales Machine:  We’ve talked about this before, the sales choreography, how do you set up

BTM Event Video: Salesloft CEO Kyle Porter – What is the difference between business leadership and sales leadership?

Building the Sales Machine (BTM) Event Series: we post clips of the best questions that where answered during our live events, so you can take the best ideas back to your teams and companies for further discussion. I know this is a sales event.  When I started Salesloft, I was the sales guy, but now