The difference between your star salespeople and your “middle-of-the-pack” reps comes down to ONE thing: Their sales conversations. Being “sold” on this fact is the first step to closing the sales performance gap between your best reps and the rest of your team. As of this writing, our data science team at Gong.io has analyzed over […]Read More
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It’s not a lack of leads. It’s not inefficiency. It’s not even sales effectiveness (at least, as it’s generically defined). It’s more specific than that. It’s the “Sales Performance Gap.” This is the (vastly misunderstood) delta that separates the top 20% of your sales force from everyone else, creating a performance bell curve that looks like […]Read More
Building a great sales team is an ongoing process and investment for any company. But some companies are better than others at getting new hires up to speed and starting to perform at plan. I fell into sales after realizing I wasn’t any good at my technical consulting job, which meant I had no sales […]Read More
Much of my job comes down to interviewing sales leaders so we can understand how to help them do their jobs better. Especially when it comes to call coaching and scaling the effectiveness of sales conversations. In the last six weeks, I’ve interviewed 36 of them. As you can imagine, I was able to pinpoint […]Read More
When sales managers come to the realization they need to take coaching seriously by instituting systematic coaching programs, they have taken a huge step in becoming true professional sales leaders. But knowing where to start (and how to do) sales coaching can be overwhelming, especially if you don’t already have the “muscle memory” of implementing […]Read More
When your sales coaching activities are done in a random, ad-hoc fashion, moving the needle become stubbornly difficult. I call this “Random Acts of Coaching” (RAoC). The idea is to turn your sales coaching efforts into a steady, systematic, programmatic set of activities. When this is done, win rates trend upward. While this article won’t […]Read More
Artificial Intelligence (AI), or the ability of computers to analyze information, accomplish tasks and make decisions like a person would, is changing our world. Take, for example, the phenomena of self-driving cars. Google’s self-driving prototypes have long been seen parading the streets of Silicon Valley, and if Elon Musk has his way, your Tesla will […]Read More
Focusing on the middle of the pack is where sales coaching has its impact. Unless it’s done randomly. Star account executives will exceed their quota pretty much no matter what you do as a sales manager. And the awful account executives will eventually find a new career. It’s the middle ground, the “good but not […]Read More
For Sales Leaders, Increasing your B2B sales team’s conversion rates on opportunities is a tricky task, but can be broken down logically. Any set of activities that has an output can be viewed as if it were a manufacturing process. We start with inputs. Those inputs go into a “black box” where they interact with […]Read More
“What do you coach? You coach the gap. Build a bridge that takes your people from where they are today to where they want or need to be.” – Keith Rosen I love that quote. It brings a clear analogy to something that’s often vague: sales coaching. Almost every sales leader out there will agree […]Read More
This guest post is from Conrad Wadowski of Ops.tv which identifies leading operators and does video research on how they make use of sales and marketing products. — At Ops.tv, we’re obsessed with studying the ways people use and get value from SaaS. As part of our research agenda, we recently interviewed 20 sales leaders […]Read More
I was writing so fast my hand started cramping. 23 minutes into an interview with Derek Grant on how they do their call coaching at SalesLoft, and I already had several pages of notes. While many B2B sales organizations record calls and demos, few know how to make use of them. Derek and his team […]Read More
You’re about to learn nine of the exact sales coaching habits and systems the world’s top B2B sales leaders follow to develop their sales teams successfully. This isn’t an anecdotal article. Seven of the nine habits I’ll talk about come from analyzing usage patterns of over 5,000 users in the Gong call coaching platform The […]Read More