What’s Wrong With Sales Management Training

    by Michelle Vazzana

    Date

    October 1, 2014 at 6:00 AM

    overwhelmed_ladyRight off the bat, I’ll suggest that the title of this piece is a bit of a misnomer. Why? Because most sales managers don’t receive training at all, much less the wrong training.

    Exemplary sales representatives often get promoted to sales managers,

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    The Reason You Don’t Have Time to Coach Your Reps

    by Tom Stanfill

    Date

    September 30, 2014 at 11:00 AM

    running_out_of_timeSimply put, you’re coaching the wrong people.

    Maybe this sounds a little assumptive, but I’m basing this bold statement on 18 years of sales consulting.

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    90% of Companies Successful With Sales Gamification [Infographic]

    by Emma Snider

    Date

    September 30, 2014 at 8:00 AM

    foosball-6First gamification was the coolest new thing: A tactic to get employees to be more productive that sounds more like play than work? Sign us up.

    Then the hype balloon got deflated by industry experts, analysts, and early adopters who warned

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    Is Social Selling All Hype? [Data]

    by Emma Snider

    Date

    September 30, 2014 at 6:00 AM

    busy-sales-exec-social-media-747486-editedIn our recently released research report The State of Inbound 2014-2015: Sales Edition, we asked salespeople to weigh in on their top priorities for the coming year. The number one response wasn't terribly surprising -- over 30% of those surveyed placed closing more deals on top of the to-do list, followed by improving the efficiency of the sales funnel

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    Are You Letting “Happy Ears” Lead to Sad Sales Results?

    by Ryan L. Ball

    Date

    September 29, 2014 at 11:00 AM

    happy_ears“They loved the presentation! They loved me! They can’t wait to get started!” 

    I can’t tell you how many times I’ve heard these sorts of exclamations from reps over the last few years … and how often I’ve immediately written off the deal as a result. If you’ve ever been a sales rep, you can relate

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