Archives for: Tag: sales performance

Key Success Factors for Implementing Sales Enablement

Author: Dailah Lester
2 / 23 / 2016
Data and Analytics

Enabling sellers to be more efficient and impactful is difficult. Technology is one aspect of sales enablement that is helping companies increase productivity. The challenge is identifying the technology vendor that will provide the performance improvements for your business and will be easy to deploy. In a recent webinar hosted by Smart Selling Tools—Jen Winter, […]

Turn Your Sales Team into Super Heroes

Author: Jen Winter
11 / 5 / 2015

Our recent infographic on the Death of the Sales Funnel spurred many lively conversations with sales leaders.  In my discussions, I wanted to understand how sales leaders are changing to meet the challenge of more informed buyers who are often engaging late in the sales process, armed with a significant amount of information, and in control of their buying journey. […]

How Sales Operations Increases Sales Productivity

Author: Dailah Lester
8 / 17 / 2015

I’ve been following the rise in sales enablement technologies and the latest trends in sales optimization, but yet clients still come to me asking why their sales teams are not more productive than they were before these sales improvements.  Docurated recently released a report on the State of Sales Productivity in 2015.  The research revealed […]

Annual Sales Quota Setting: Key Factors When Assigning Sales Quotas

Author: Dailah Lester
10 / 10 / 2011

As we enter Q4, many organizations begin planning for the fiscal next year. At the top of every Sales Executives’ mind is “What are going to be my revenue targets and how am I going to achieve them?” That in turn poses the question, “How am I going to convert that into quotas for the sales reps?”

Calculating Sales quotas is a tricky science. When determining quotas, how do you know what will work best for your sales team? What is the best algorithm to use? How do you ensure they motivate the right behaviors? The quotas that you are preparing need to balance the need for the organization, but they also need to be attainable and motivating to the sales rep. How do you successfully achieve both?