Blog

Top Skills Sales Managers Assess Based on In-Depth Data

In my last post, I discussed that having the ability to close was the number one skill top sales managers assessed in salespeople. This was the most important metric for 70% of sales managers. And it’s easy to see why given how critical closing deals is to profitability and the overall success of a company.  […]

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Published on Jun 7, 2021

Use This Tool to Accelerate New SaaS Salesperson Ramp Time By 20-50%

I talk about SaaS sales rep onboarding a lot for one simple reason. It’s insanely important.  Research has found that effective onboarding can increase your win rate by 15% and quota achievement by 14%. Further, leading SaaS companies with A+ onboarding practices experience 39% higher employee engagement, which not only translates into much better performance […]

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Published on May 17, 2021

6 Red Flags to Look Out for When Screening Sales Reps

Screening sales reps isn’t easy, and 74% of SaaS companies have said they’ve made a wrong hire at some point. While there’s no magic bullet that ensures you’ll pick the right sales rep every single time, there are some concrete steps you can take to get close.  One of those is simply knowing which red […]

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Published on May 10, 2021

How to Manage a SaaS Sales Team That’s 100% Remote

Prior to COVID, 17% of US SaaS sales reps worked from home five or more days per week. After COVID that number more than doubled to 44%.  While a portion of salespeople are transitioning back into the physical workplace, managing reps remotely has become the new norm for many SaaS companies. In fact, many now […]

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Published on Apr 26, 2021

Average SaaS Salespeople Ask Leads 6 or Less Questions. Top Performers Ask 11-14: Why Discovery Call Questions Are Essential

In a previous post, I mentioned that 88% of today’s leads are only willing to buy when they see the salesperson as a trusted advisor. I also pointed out that hyper-aggressive sales tactics often turn leads off and can be potential deal-breakers.  One of the best ways to assume the role of trusted advisor is […]

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Published on Apr 12, 2021

Track the Most Important Aspects of Your SaaS Sales Team’s Performance with These Essential KPIs

Data is power in the SaaS sales world. It’s really that simple.  “High performing sales teams (the top 24% of more than 2,900 sales professionals surveyed) are 1.5x more likely to base forecasts on data-driven insights,” explains Tiffani Bova of Salesforce. On the other hand, low performing sales teams are 1.7x more likely to base […]

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Published on Apr 5, 2021

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