Monthly Archives: April 2014

How to beat your team’s sales quota, part four: Culture, managing and coaching

This is the fourth part in a series on beating your team sales quota. Part one is on hiring new sales reps, part two is on onboarding the reps, part three covers setting the quota and the last part is on aligning sales and marketing. “You can’t teach a kid to ride a bike at a seminar.” –David Sandler, […]

Lies, damned lies, and sales and marketing statistics

“There are three kinds of lies: lies, damned lies, and statistics.” – Disraeli, as quoted by Mark Twain These are all statistics about sales and marketing that I’ve run across recently. I think that they’re pretty much useless… Inbound marketing practices produce 54% more leads than traditional outbound practices. It takes an average of five […]

How to beat your team’s sales quota, part three: Setting the quota

This is the third part in a series on beating your team sales quota. The other parts are on hiring new sales reps, onboarding the reps, culture, managing and coaching, and aligning sales and marketing. Okay: so you’ve hired good people and given them a thorough onboarding and training. However, if most individual reps and teams […]