3 Fundamental KPIs for Sales Leaders

    by Richard April


    November 26, 2014 at 11:00 AM

    data-1Businesses have thousands of moving parts, and keeping track of what is actually important can seem like an insurmountable task for managers and small business owners. The reality of the situation is that every organization is unique, and an aspect of a business that is vital to one company may be completely useless to another. So how can managers gather all of the information they need to make impactful decisions? 

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    How to Manage Sales Managers

    by Alice Heiman


    November 26, 2014 at 6:00 AM

    kayakThere’s a lot of content out there on how sales managers should manage their reps. But what about how the sales managers themselves should be managed? Not as much.

    From my perspective, the relationship between sales managers and their managers

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    How to Turn Around a Sales Slump

    by Phil Harrell


    November 25, 2014 at 11:00 AM

    slumped_shouldersA sales slump can quickly spiral. When a rep is struggling, customers can hear the desperation in their voices, and it turns them off. With the rep’s power to close weakened by shaken morale, a bad sales week can easily turn into a bad sales month. Or quarter. Or year.

    What pulls a rep out of a slump is ironically the hardest thing

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    3 Reasons Introverts Make Great Sales Leaders

    by Ritika Puri


    November 25, 2014 at 8:00 AM

    introverted_womanI am, by all accounts, a shameless extrovert. When I attend events, I feel compelled talk to everyone. When I’m on sales calls, I need to ask about my prospects’ entire lives. I thrive on the energy of the people who surround me. 

    But while extraversion is my strength, it’s also

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    12 Questions on the Social Buyer's Mind

    by Matt McDarby


    November 25, 2014 at 6:00 AM

    question_marksHave you grown weary of all the talk about social selling? I understand. So let's forget about social selling for a little while. Instead, let's talk about social buying.

    Back in the late '80s, Neil Rackham wrote about a model for buying behavior

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