Identifying and tracking the right sales productivity metrics for your team is a key strategy for consistent growth and profitability.
While the best sales managers understand there are valid extenuating circumstances for poor performance, all too often, the reasons reps fall back on to explain their sales numbers veer into ‘bad excuse’ territory.
Amid the Great Resignation, recruiting and retention costs are on the rise as competition heats up for high-performing workers. And while many organizations are eager to snap up promising professionals, making hasty hiring decisions can lead to serious losses.
Jonathan Whistman Guest Columnist and Strategic Partner of Kinsey Management Closing is the culmination of all the time and resources your sales reps invest in clients over the sales cycle. Hopefully, sales reps have primed the customer by addressing pain points, overcoming objections, and clearly displaying the value of your product or service. Then, all that remains is to go in for the close and secure the contract. But closing isn’t as easy as extending your arm for a handshake and sliding a contract across the table. “Sales closing is binary by nature. You either close the deal or you
