Special Report

Through four years of testing and development, SalesFuel created a sales microcoaching platform, SalesFuel CoachFeed. It contains four essential elements for upskilling your sales reps.

Sales managers can take heart in a Sales Management Association study that shows effective sales coaching leads to an increase of up to 23% in rep performance. One would assume with an impact like that, sales managers would commit a significant amount of time to coaching. However, the same study reveals that 76% of sales managers spend too little time coaching. The demands of the job — being constantly pulled into meetings, putting out fires and feeling pressured to meet the short-term quota — make coaching less of a priority.

Embracing digital buying processes —  from the research phase to post-sales — is the only way to keep up with customers’ evolving expectations, says Marie Hattar, CMO at Keysight Technologies. She offers these tips for improving the B2B digital buying experience.

More than a year of working from home has shown that online video meetings and remote demonstrations work just fine most of the time for business-to-business sales. Many customers, it turns out, actually prefer the virtual approach.

Steps leaders can take to make employees feel supported and safe ahead of an eventual return to the workplace.

According to Gallup, worker engagement ping-ponged in 2020. It's important for managers to be aware of some of the facts about worker engagement.

The pandemic made existing sales productivity challenges more pronounced and created new ones. As leaders, we need to find ways to shift our operating philosophy for this new age of sales.

Some are predicting a mass job search exodus once the pandemic has passed. Here are three important changes you can make to align workers around a common purpose and increase your culture, flexibility and openness in the workplace.

While it has widely been predicted that business travel will never return to pre-COVID levels, incentive travel — the concept of bringing groups of high-performers together to celebrate successes — could be a motivation tool that’s too effective to abandon.

Like everything else in the pandemic year, workplace recognition and managing teams for improved performance have been disrupted. In a virtual world, it’s harder to gauge team members’ needs, celebrate successes and make employees feel valued.