Sales Management

Your Salespeople Hate Using Your CRM – How to Change Their Minds

CRMs started off on the wrong foot. When they first came out, they were isolated to a desktop and not user friendly. Back then, laptops, WiFi, and smartphones weren’t around to allow mobile access to data. So the outside salesperson was forced to go back to the office to enter information. And the CRM became a ball and chain. Salespeople who’ve been in the business a while have witnessed the evolution of the CRM firsthand. Some now appreciate it, but…

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February 28, 2017
Management Tips

When Is the Right Time to Hire Your Next Salesperson?

You’ve hired your first salesperson, and business is going well. But you know the only way to grow your revenue is to find more prospects. And the best way to do that is hiring a salesperson. So is it time for you to make your next hire? Consider the Demand for A New Salesperson First, consider your supply and demand. If you have enough supply, then you need more demand. Maybe the demand just needs to be notified that you have…

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January 24, 2017
Management Tips

Top 4 Ways to Evaluate a Salesperson’s Performance

Evaluating a salesperson’s performance is one of the basic responsibilities of a sales manager. It’s also essential to company success. But how can you do it when sales cycles vary so greatly? If it takes months to close a sale, do you have to wait until those numbers post to see how your sales team is doing? In short, no. A salesperson’s performance is about more than sales. By tracking these vital signs of sales health, you can measure the…

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March 1, 2016
Management Tips

4 Lessons I Learned About Entrepreneurship From High School Band

I never realized being a band geek was leading me to entrepreneurship. I grew up in Germany on an army base. With my dad as my music teacher, I started playing alto saxophone in seventh grade and continued through high school. The endless hours of practice and the cut-throat competitions did more than just make me a better sax player. They taught me a lot of sales strategies and made me an entrepreneur. Four principles took root in me back…

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January 26, 2016
Management Tips

Sales Managers: How To Get Over Micromanaging Your Salespeople

You’ve been in the business a while so you understand what it takes to be successful. To hit the sales numbers, people need to increase their volume. A certain number of calls, appointments, and proposals logistically equal an on-target month. Because you have CallProof, you see how many of these actually happen each day with each sales person. If someone has a bad day, you can jump right in there and tell them to get their act together and their…

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January 19, 2016
Management Tips

3 Ways to Incentivize Your Sales Team This Year

You made it through the holidays! Your family voyaged home, you recycled the wrapping, and you sipped that last glass of eggnog. Now it's time for the new year. What New Year’s resolutions will you make? How will things be different next year and what bears repeating? The start of a new year breeds self-reflection. As a sales manager, that most likely leads you to re-evaluate how to incentivize your sales team. 1. Money The most common incentive is money.…

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January 5, 2016
Management Tips

Get Results From Your Sales Team with a Mastermind Group

Mastermind: a board game, a Marvel villain, and a business group. The business option may sound like the least interesting definition of the three, but a Mastermind group can change your sales game drastically. By gathering people with similar goals but different experiences, salespeople learn from each other.  Benefits of a Mastermind Group Learn From the Best At its core, Mastermind groups allow you to hear the best experiences that netted the best results from your peers. You’ll spend part…

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December 1, 2015
Management Tips / Sales Tips

Looking For A Sales Lead Tracking App? Use This Checklist

A sales lead is like a banana: Once it’s peeled, it goes bad quickly. Unlike the banana, leads can be costly and you don’t want to let any of them slip through the cracks. That’s what lead tracking apps are for. A lead tracking app gives you the ability to see each lead and who’s called them. When you’re considering which lead-tracking app to download, you want to be sure your selection offers several essential features. After all, new leads…

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October 27, 2015
Management Tips

Fire Your Sales Manager and Hire a Sales Director TODAY

Sales Managers. You’ve seen them. You know how they work. They control. They reprimand. They schedule. They conduct meetings – lots of meetings. So what should we do with them? Fire them. It may sound harsh, but in reality, sales managers have become so detached from the sales team, they have made themselves obsolete. A manager who doesn’t know “who did what” without asking someone else is useless. It’s time to replace them, but not with another “manager.” Today is…

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August 4, 2015
Management Tips

Tracking Outside vs. Inside Sales: How to Monitor Progress

At first glance, outside and inside sales seem drastically different. An inside salesperson sits in an office, making calls and selling the product over the phone or internet. They work in response to the easy and less profitable sales. Alternatively, an outside salespeople is in the field initiating face-to-face conversations with prospects. They work towards more personal relationships with the customers and are responsible for high-valued targets. Although they play different roles, inside and outside salespeople are really on the…

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July 28, 2015