Career

Working in sales is competitive and challenging. Research shows that 57% of sales reps missed their quotas in 2018. You’ve probably heard about the 80/20 rule: 80% of sales are made by 20% of sales reps. Sales recruitment agency Aaron Wallis performed a study on Forbes’ 2020 Billionaires list, to find out that most billionaires started their career as sales reps. The bottom line? Sales is a hard job but if you do it right, you can become highly successful. Working hard in sales doesn’t necessarily lead to making millions. What makes some salespeople become really successful is working smart. But what is it....

If you’ve watched major golf tournaments over the years, you’ve probably seen how quickly everything can go from on track to suddenly off the rails. One bad shot and your favorite golfer is hopelessly stuck in a sand trap, their score for the entire round of golf in jeopardy.  The life of a salesperson isn’t much different when attempting to meet their sales goals.  Think of every round of golf as a sales quarter for an Account Executive.  Quotas that we set at the beginning of a year for each quarter help to ensure that we hit the overall revenue....

A sales manager’s responsibilities include leading a team of sales representatives in an organization, and guiding them toward a common goal - but a truly successful sales manager does much more than that. It's common for some sales managers to complain that their teams aren’t achieving goals set by the organization. But having a top performing sales team depends largely on the type of manager they have.  Some traits make all the difference between a mediocre sales manager and a successful sales manager.  Here are the 7 things a successful sales manager should never do: Never Overwork Your Reps There....

There are thousands of different leadership styles.  They are the subject of college coursework, unlimited journal articles, and countless books. Supervisors, managers, and executives all develop unique leadership styles, whether they’re on factory floors, in I.T., H.R., or marketing and sales. Great leaders are essential for the success of any business, but let’s face it: revenue is mostly generated by sales. And sales success is dependent on those sales reps who find leads, nurture them, and ultimately seal the deal. To do this, they rely on their own skill sets, but also on the training, direction, coaching, and support of....