Got Effective Sales?
CSO Insights Blog Posts
2012--Making it Happen or Hoping it Happens
2012 is right around the corner. Are you ready? Have you seen your numbers yet? CSO Insights and 3Forward conducted a webinar on September 21st to discuss what you should do now to be sure you can Make it Happen.
Compensation, Quotas, Coaching: How Do They Impact Performance?
This week we release our fourth annual Sales Compensation and Performance Management report. The good news is that while rep quotas were up on average $100K year over year, the percentage of reps meeting/beating quota was also up from 51% last year to 60% this year.
Lead Management--Doing Better When You Can't Do More
Webinar attendees asked lots of questions at our webinar to introduce the 2011 Lead Management Optimization report. We did not get to all of them in the webinar, so here are the answers to the rest.
Sales Management--Who's Coaching the Coach?
Webinar attendees asked lots of questions at our webinar to introduce the 2011 Sales Management Optimization report. Here are the answers.
What Defines Inside Sales Today?
The most significant trend is inside sales' continuing advancement into areas once reserved for field sales. Specifically, inside sales is increasingly pursuing and closing opportunities; a lower percentage of firms report lead gen/qualification for the field as a primary responsibility of the inside team.
Who's Coaching the Coach?
The role of sales managers is to be coaches to their sales teams; they are there to help their sales people achieve extraordinary things. But we see large variances between firms in their investment in and support of their sales managers. It causes us to ask: Who's coaching the Coach?
Clues to What Is Ahead in 2011
Do you know whether your sales force is firing on all cylinders? That is, do you know whether you have a problem or not?
The 2011 Numbers are on the Way!
CSO Insights 2011 Sales Performance Optimization Analysis will be released in 2 weeks.
Showing 1 - 8 of 45 Articles | Page 1 of 6
Barry Trailer has 30+ years of selling experience and is an expert on sales processes and methodologies. In addition to CSO Insights' research and writing, Barry speaks about our findings and Sales Mastery at conferences and company meetings each year.
Read More
Sign Up