Is the Apple Way the best way when it comes to managing remote workers?
A recent article by Ashley Verrill describes how Apple Computer manages remote workers. The article should be a wake-up call to employers and employees alike. The technology to track workers has been...
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5 Things Your Sales Metrics Won’t Tell You
Sales managers need metrics to have some idea of what’s happening with their inside sales teams, but traditional metrics are always invitations to start another research project, rather than providing...
View ArticleWhat I Learned Selling Newspapers at 18 Still Applies Today
At 18, I took a summer job selling newspaper subscriptions door-to-door. The newspaper was published out of Spokane, WA and had just recently launched a regional insert edition for 6 different counties...
View ArticleThree Ways Sales Managers Can Help Their People Become More Effective
Sales managers are always looking for ways to make their sale people more effective. This is especially true when their own bosses put pressure on them and their team to deliver on-target or, even more...
View ArticleNew Year’s Resolutions and Employee Improvement Plans: Three Tricks to Make...
Every New Year, people around the world make resolutions to be better about something this year than the last. Whether it’s lose weight, be more social, or end a bad habit, New Year’s Day always dawns...
View ArticleTo Increase Sales, Try Helping Your Front Line Managers
With the start of the New Year, sales leaders everywhere are trying to figure out how to reach the 2014 sales goal with the resources they have. Now is the time of year when they look for new...
View ArticleThe Difference between Knowing and Doing: Why Sales Books and Training Aren’t...
Every good sales manager has a pile of sales books on their desk. These books are great, if only for reminding us of the basic blocking and tackling that leads to sales success. After you’ve read...
View ArticleDo You Have A Good Pulse Of Your Sales Activities?
Companies live and die based on sales activities. Managers continuously contact their sales team to get specifics about each opportunity. When did you last contact a prospect by phone or email? When...
View ArticleDo You Have A Good Pulse Of Your Sales Activities?
Companies live and die based on sales activities. Managers continuously contact their sales team to get specifics about each opportunity. When did you last contact a prospect by phone or email? When...
View ArticleWinter Storms and Health Insurance Claims Paying
The unusual winter weather that has been wreaking havoc on much of the country has many companies once again revisiting their telecommuting policies. With snow closing roads and highways, and making...
View ArticleDoes Sales Coaching To Gain New Skills Happen Enough?
Product and sales training is important as sales people need continual coaching to keep improving selling skills and product knowledge. However, sales people are busy and companies are often reluctant...
View ArticleMaking Headway (And Insightful Decisions) With Your Customer Data
The wealth of data coming into organizations today can be staggering. In the past customer data would come from sales people engaged directly with customers and prospects or via marketing campaigns....
View ArticleDo You Have Enough Sales Data From Your Reps To Make Business Decisions?
A July 2011 Aberdeen study titled “Sales Forecasting” found that one barrier to effective sales forecasting is having insufficient data entered by sales people into the CRM. The study of 304 end-user...
View ArticleEnkata study finds recoverable lost workplace productivity may be as large as...
Enkata recently concluded a workplace performance study, looking at the productivity of over 500 back office workers, divided between remote and office-based workers. The results indicated that...
View ArticleFriday is When People are Most Productive
Friday isn’t the slacker day in the office after all. In a potentially counter-intuitive finding, Enkata’s employee productivity data shows that per hour productivity peaks for people on Fridays. In a...
View ArticleFriday is When People are Most Productive
Friday isn’t the slacker day in the office after all. In a potentially counter-intuitive finding, Enkata’s employee productivity data shows that per hour productivity peaks for people on Fridays. In a...
View ArticleFour Life Hacks That Make Sales People More Productive
There are a lot of ways people can improve sales effectiveness, from new sales playbooks to better funnel management. Some things are just simple small changes that have an outsized impact on results....
View ArticleThree Ways to Help New Sales Hires Ramp Faster
Ramping new sales hires quickly is one of the most important things a sales manager can do. It’s also frequently overlooked as managers get pulled into activities more directly related to making the...
View Article3 Reasons Sales Management Needs Data Intelligence Instead of Sales Metrics
Sales teams are always looking for ways to better use information to become more successful. There are dozens of products on the market that claim to do just that, with better reports or graphs or...
View ArticleWhat Do Pilots, NASCAR Drivers and Sales People Have in Common?
Certain professions require an uncanny ability to simultaneously manage time in a continuously changing environment: pilots, NASCAR drivers, and yes, sales people. They all have tremendous amounts of...
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