Category: sales-training

Gamification helps with sales predictions

Sales performance management is not a quick task that can be handled without a great deal of thought. Managers are responsible for forecasting revenue and predicting the performance of the entire department. Vendors are always looking for new tools that…

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Divide sales on-boarding into segments

Sales on-boarding can be a daunting process for trainers and new representatives. During training, managers have to spend time away from their regular responsibilities while they teach recently hired employees how to complete basic tasks. The amount of…

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Sales tactics your new hires should avoid

What you teach your new employees not to do during sales on-boarding is even more important than what you teach them to do. Recently hired agents must be taught what tactics are ineffective and would actually discourage sales. Effective sales performance…

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Accurately forecasting sales

Forecasting revenue is a massive component of sales performance management (SPM), and plays a sizable role in plan design. Accurate projections help supervisors assess a vendor's needs and tailor strategies for future sales. The figures are mostly…

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How to implement gamification techniques in sales

Gamification is a popular technique in every industry, and its prevalence is expected to continue to increase. According to Gartner, 70 percent of businesses will have at least one corporate game by 2014. The growing popularity demonstrates that many…

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Create goals and offer hints for gamification success

Gamification is beneficial for sales performance management (SPM), but the procedure also creates another system that requires regular maintenance. Games that affect basic corporate operations must be regularly updated to ensure that representatives are…

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3 tips for training new sales agents

Sales on-boarding is an essential aspect of continued success. Representatives should learn how to use their employer's best practices in all of their client meetings. When trainers do not provide adequate instruction, agents struggle to move merchandise…

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Has the internet displaced face-to-face sales meetings?

Adoption is a vital part of sales performance management (SPM). Managers must learn how to change as new tools become available and trends affect the marketplace. Vendors that fail to modify their strategies and systems to outside forces will be…

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Managing a mobile sales team

The growing mobile workforce is a new challenge for sales performance management (SPM) professionals. Instead of staff staying in-house, workers are being sent around the globe to meet with current clients and prospective buyers. Some vendors have…

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Sales on-boarding should be a collaborative process

Sales on-boarding is a difficult process for many managers. Supervisors usually focus on the entire staff, so it is jarring to change gears and explain basic practices to recently hired employees, especially if the workers are uninterested in…

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