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Tag : planning sales calls

By Marguerite Zimmerman

Continuous Improvement – Protecting Margin

Protecting margin is one of the key aspects of “perform” for a sales force.

Recently we were gaining insight into one of our customer’s sales goals. To do this we explored the current Key Performance Indicators (KPI’s) they used to measure sales success. We then asked them to share how top performers were doing against the KPI’s.

What we heard was not as uncommon as you might think. The senior team shared that they were having challenges around defining their top performers. Why? There are several reasons top performers are mislabeled. In this case, it was one of the most common mistakes.

By Marguerite Zimmerman

The Sales Manager As Coach

How important is sales coaching to your team’s success?

Our results show that when the sales manager is actively involved in Momentium and reinforces what is learned, sales lift is increased and into the double digits

As it turns out, 74% of top performing companies say that sales coaching is the most important factor in sales enablement and readiness

And perhaps most importantly, 46% of sales representatives

Increase your conversion rates through improved question asking skills.
Continuous Improvement – Protecting Margin
planning sales schedule for salespeople good habits
Two habits that drive success for sales teams