July 2017

How to Know When to Give Up on a New Hire

Making a bad hiring decision is something every experienced sales manager has done. Despite our best efforts, no hiring process is going to be perfect. A new hire won’t really know what it’s like to work at your company and what is required to succeed until after they’ve been there a while.

CRM’s Big Blind Spot: Measuring Sales Managers

Companies are realizing that sales success isn’t driven solely by sales rep performance, but also by effective sales management. To elevate sales performance, it’s not enough to improve the salespeople’s activities; we also need to improve the sales manager’s activities.

4 Ways to Make B2B Sales as Smart as B2C Sales

The ability to gather information from different places around the web gives B2B marketers a much fuller view of a company’s profile. It’s also allowed them to leverage analytics in ways only once possible by their B2C counterparts.