Sales team management

A successful go-to-market strategy requires good communication from the C-suite.

Create a more personalized, realistic approach to growth.

Salespeople with a purpose beyond making money outsell those who are focused exclusively on targets and quotas.

Here’s what to look out for.

The role has one of the shortest tenures of any in the C-Suite and is often blamed for below-target growth. But recent research shows firing the CRO can cause more problems than it solves.

Lessons from 1,000 transformation projects over the past 25 years.

Three obstacles to digital adoption — and a playbook for overcoming them.

The benefits — and challenges — of bringing these tools onboard.

Too many companies still assign quotas and commissions, which results in overpaying some reps and underpaying others.

How to navigate the three phases of identifying and onboarding the tools your team really needs.

Historically, creating relevant messaging required a lot of leg work and research. New tools make it much easier.

By closing the loop between sales and operations, they can generate more cash and profits.

According to research, salespeople who feel overwhelmed by technology are 43% less likely to meet quota.

A quick retrospective can not only help sales, but also marketing, product, and finance teams.

This technique, adopted from agile, can help sales teams achieve long-term strategy shifts, while still driving results.

There’s a delicate balance between finding potential customers and signing them up.

In the U.S., it’s a $6 trillion opportunity that most large multinational companies fail to capture.

Connecting existing systems that track applicants, onboard employees, and monitor performance can help improve your team’s productivity and performance.

Shifting mindsets create new risks — and new opportunities.