Category: Work.com

The truth about building teams is that every one of your hires is not going to be a rockstar from day one. There will always be employees who close more deals, bring in more new business, and manage relationships better than other employees. But instead of giving up on those... Read More»

One of the biggest investments of B2B companies is in the compensation of their sales force. Money traditionally has been considered the number one motivator and productivity booster for sales teams. But what if money isn't enough? How do you take the performance of your team to your next level?... Read More»

A giant gap exists in most organizations between the highest performing sales reps and everyone else. How is it possible that in the same environment and under the same conditions, some reps achieve outstanding results while others struggle to just make their quota? The answer depends on the most critical... Read More»

Keeping sales people motivated is easier said than done. But when motivation is done correctly, it can have a big impact on overall sales team performance. Money is important, but other factors can't be ignored. Coaching, career development, feedback, and tiered incentives make a huge difference. Check out the infographic... Read More»

This excerpt is part of the "9 Disciplines to Create Sales Breakthroughs in Turbulent Times" guide by Walter Rogers, CEO of CloudCoaching International. -- “It isn’t the things I know that cause my problems; it is the things I think I know that just ain’t so.” -Will Rogers - Famous... Read More»

Will Nourse is CIO at Citizen Schools, a salesforce.com customer. He is also a Salesforce MVP. At Citizen Schools, the non-profit for which I work, we’re placing increased emphasis on performance management, particularly in alignment of, and managing to, business goals. We’ve found that the system that we currently use... Read More»

It’s time to retire outdated performance reviews so sales teams can spend less time writing essays about one another and more time doing what they do best: selling. Sales reps face daunting challenges today. With ever-increasing demands to meet quota and drive revenue, reps are seeking new ways to be... Read More»

Selling is a numbers game, and all sales organizations keep track of certain sets of numbers. It is easy to obsess over the obvious numbers like monthly or quarterly revenue or close rates. Unfortunately, those numbers simply give you the “final score,” without telling you anything about how your team... Read More»

The best sales leaders today are the ones that are able to align their teams, motivate them and recognize those teams for the accomplishments they have made. Watch the videos below and hear how these three elements will make your sales team successful. The videos feature some of the top... Read More»

by Elay Cohen, Senior Vice President of Productivity at salesforce.com Improving Sales Productivity is a Top Priority Many CEOs and executives I meet share their productivity challenges and emphasize that improving the effectiveness of their sales organizations is their number one priority. The traditional ways of driving productivity — communications,... Read More»