by Jeff Beals | Sep 20, 2018 | Sales Leadership & Management
By Jeff Beals It’s hard to admit this, but the weak link in many selling organizations is often the sales leader, the person in charge of driving revenue growth but who almost never receives proper training or mentoring. Not only do most sales leaders lack...
by Jeff Beals | Sep 3, 2018 | General Sales Topics, Sales Leadership & Management
By Jeff Beals The good news is that salespeople are considered more trustworthy than stockbrokers, politicians and lobbyists. Unfortunately, that’s it. Pretty much every other profession is considered more trustworthy than sales. Ouch. Now here’s the bad news: only 3...
by Jeff Beals | Aug 18, 2018 | Sales Leadership & Management, Sales Motiviation
By Jeff Beals In any given year, half of all sales reps fail to make their quotas. That’s a macro statistic, not necessarily applicable to every industry. Some companies might be better; others are worse. So it would make sense that sales leaders do everything they...
by Jeff Beals | Aug 3, 2018 | Sales Leadership & Management, Sales Motiviation
By Jeff Beals It’s an over-used cliché, but managing sales teams has often been compared to herding cats. Since the beginning of modern business history, sales leaders have struggled with how to motivate salespeople to go the extra mile and exceed their sales goals. A...
by Jeff Beals | Jul 9, 2018 | Sales Leadership & Management
By Jeff Beals Workers in the United States are choosing to leave their jobs at the fastest rate since the internet boom 17 years ago, according to a recent Wall Street Journal article, and it’s paying off for them in the form of bigger paychecks and more satisfying...
by Jeff Beals | Jul 1, 2018 | General Sales Topics, Prospecting, Sales Leadership & Management, Sales Motiviation
By Jeff Beals Which part of the sales process is most difficult for you? Which part intimidates you? Hubspot.com set out to determine which part of the sales process causes reps to struggle the most, and the survey results were quite interesting: Prospecting 42%...
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