Most seasoned sales people and sales managers have had to operate in an environment with sales activity targets. The concept is pretty simple: X amount of calls + Y amount of pitches + Z amount of verbal commitments = Hitting Quota The big question is how you manage against these numbers without being the dreaded
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
Editors note: This is a guest post by Greg Davidson, Head of Sales at Artsy. People are passionate about their families, hobbies, and sometimes their dogs. But the founder that expects their employees to be passionate about their company may miss out on some great hires. Startup founders and key early employees should be
Editors note: This article originally appeared as guest post on SalesHacker.com As I began building my first sales team from scratch at Felix (now Home Advisor) in 2011 there was one thing that I wanted to make absolutely sure: I gave my reps every possible tool they needed to be successful. I had a product
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. BTM: How did you validate your sales model? How did you know you where on the right track?
Custom Content Plays Deliver The Highest Converting First Meetings What is the overall goal of Account-Based Marketing? The entire theme of Account-Based Marketing is Instead of sending horizontal white papers, you want to reach out to prospects using ways that say “we’ve done research on you and we’d love to talk to you about it”.
In a previous series of posts, I spoke about the benefits of scripts when used in moderation. One key to making scripts productive is pairing them with a wide variety of “Role Playing” situations. One thing I found interesting is that there were a lot more articles out there on role plays than there were
Our goal at Building the Sales Machine (BTM) is to enable sales leaders in the tech community to help and learn from each other. We’re all in this boat together, trying to help revolutionary companies disrupt the norm. To make people’s lives easier, better, more fulfilling. We’ll aim to bring some of these great teams,
To follow up on my previous posts about scripts, I wanted to touch on useful ways to make these scripts easier to apply for your sales team. Obviously you can just hand people a paper with the script typed out, but I think slightly more structure can help. In the situation where your team has
I like to joke that sales teams have their own laws of physics. In the real world, what goes up, must comes down, that’s gravity. On sales teams, most sellers believe that any semblance of process is just busy work getting in the way of making money. The reality is that when it’s done poorly,