(888) 815-0802Sign In
revenue - Home page(888) 815-0802
The ability to track sales metrics and KPIs is the closest thing that sales leaders get to having a crystal ball. The right metrics can instantly reveal which reps are most active, which are most efficient and which need additional coaching in order to hit goals. But beyond merely revealing insight into reps’ performance, tracking […]
I know. It sounds like there should be a pill for that. Have you heard of the Dunning-Kruger effect? It’s a well-known phenomenon named after the social psychologists who first documented it. (That would be Prof Dunning and Prof Kruger from Cornell.) The first part of the Dunning-Kruger effect, to put it in sales terms, […]
Sales enablement shouldn’t be aimed at the lowest common denominator. If you think the objective of sales enablement is just to enable sellers to sell, then you’re missing the point. I’ve met very few sellers over the past decades who haven’t been enabled to sell. However, for the most part that weren’t enabled to achieve. […]
After a recent call to the customer service department of a major airline, I was presented with a single simple automated yes/no question: “If you ran a customer service department, would you hire the rep who just helped you?” My answer was a resounding yes, but it presented an interesting question. From the inside of […]
The onboarding of sales development representatives (SDRs) is one of the most challenging, and sometimes underserviced parts of a business. Sales development roles are commonly treated as entry-level positions. SDRs are given as little as a week of onboarding, and are expected to get by with on-the-job learning. This, combined with steep quotas, mean the […]
Sales managers must juggle many responsibilities, but out of all of them, coaching makes the greatest impact on an organization’s bottom line. After all, managers are responsible for the development, inspiration, and growth of their sales teams. None of this is easily accomplished without proper training. Sadly, 18.6 percent of sales organizations provide no training […]
At Revenue.io, we spend a lot of time with inside sales, sales development, and business development teams. Our product is core to their success, so we invest in these teams by listening to their problems, needs, and goals, and then maximizing their benefit from our solution. We keep a close watch on the trends across […]
The sales slump is a dangerous place to be. It can happen to everyone, from a first-time sales rep all the way to a veteran enterprise salesperson. It is especially worrisome when the team’s top performer falls into a slump. It can affect whether the entire team meets goal, and damage the morale of the […]
Athletes are known for the pre-game rituals they use to prepare themselves for each game. These activities equip them to perform their best and (hopefully) win the game. Sales is no different. It’s important to prepare and be at the top of your game each day to ensure peak productivity. Your morning routine acts as […]
Conversation analytics is the detailed examination and evaluation of live or recorded phone conversations between two or more people. It uses technology to capture the conversation and generate reports on the structure, words used, emotions, and outcomes. Conversation analytics software is typically comprised of multiple components. First, it captures dialogue via call recording, then uses […]
By “everyone,” I mean not all sales managers, directors, or even executives are fit to become sales coaches. There are plenty of reasons why this may be the case, but you might find yourself in a position where you’re wondering if you should become the resident sales coach in your organization. What are some vital […]