Phil Harrell

A systematic approach to selling that relies on insights — rather than individual heroics — can help increase sales productivity and ensure all reps achieve quota.

Sales leaders should hold their sales managers accountable for providing consistent coaching to reps because it has a significant impact on sales productivity and performance. Sixty-five percent of high-impact sales organizations (75% or more of reps achieving quota) report that sales managers spend 20% or more of their time coaching. Today, CEOs and investors prioritize scalable […]

Onboard New Reps Fast To Avoid Missing Out On Revenue Onboarding new reps quickly is key to achieving annual revenue and quota goals. To do this, sales executives should develop a best-in-class onboarding program by utilizing three core principles: Establish what the sales organization will do to help reps gain competencies. Outline what new hires can […]

The competition for hiring great sales reps has never been fiercer. To ensure they hire the best candidates, sales leaders must treat candidates like buyers. Find out how in this blog post.

Compensation plans that motivate sellers to accomplish corporate objectives are invaluable to sales growth. How sales leaders roll out compensation plans to their sales teams is crucial to gaining buy-in to the plan. Successful rollouts have three key attributes: Transparency Alignment Stakeholder buy-in It is up to the CSO/CRO to communicate the plan and ensure […]

A sluggish January can be difficult to recover from. Use these insights to start the year on the right foot.

Sales leaders must make the right investments in sales technology if they want to help their sales teams win in 2022. The right sales tech stack can improve sales productivity and broaden rep participation by: Automating administrative tasks for sellers and managers. Collecting valuable customer and seller data. Providing real-time coaching and recommendations. But there […]

“My sales team has too many opportunities and too much pipeline,” said no sales leader ever. Recent changes in B2B buying habits offer sales and marketing leaders a unique opportunity to adopt a new approach to building pipeline that will support reps’ quota attainment efforts. Sales Leaders Don’t Care About Leads — They Care About […]

For sales organizations, the past year brought significant change — and accelerated changes already in motion. Here, we recap some of those shifts and help sales leaders put them in perspective.

When sales leaders and the sales org are laser-focused on hitting their year-end numbers, it can be hard to give proper mindshare to annual planning. Yet a thorough planning process is critical to success.

The sales profession has changed — but old stereotypes remain. Sales leaders need to help counter the misperceptions to bring in talent.

Improving reps' productivity is a key priority for many sales leaders. The first step to achieving this is to truly understand the productivity obstacles today’s sales teams face.

Just as using a scientific approach boosted the fortunes of major league baseball teams, so should sales teams use data and analytics to lift productivity and performance.

To get the most value from conducting a sales activity study — and to sustain that value — sales leaders need to continuously look for opportunities to fine-tune.

Learn about the characteristics that sales organizations will need to gain and maintain a competitive edge.

Changing buyer preferences and remote work have forced sales organizations to rethink how and where they sell. An insights-driven, team-oriented approach is needed to succeed. Learn more at next week's B2B Summit North America.

Learn what successful selling will require in our upcoming B2B Summit North America.

Sales leaders should set themselves and their teams up for a successful 2021 by negotiating a realistic and achievable annual quota.

Summit plenary sessions will include actionable insights about changing B2B buying habits and practical advice about how to create resilient sales plans to navigate turbulent times. Sales-specific track sessions will outline how to build a best-in-class outbound prospecting organization, how to select and implement a sales methodology, and how to adopt dynamic selling. technology