— Content focused on strategies and best practices for leadership roles in sales organizations. It covers team management, performance metrics, and fostering a successful sales culture. —
In his first sales leadership role at Everbridge, Bryan Evans made two classic rookie mistakes: trying too hard to be friends with his former peers and focusing excessively on underperformers. Taking a prideful approach, he invested his energy in trying to turn his lowest-performing reps into club a
If you have ever set a goal by working out what feels achievable rather than what is actually possible, this conversation will make you rethink that habit — in sales and well beyond it.
Managing a cleanup crew of several hundred reps dialing campaigns with conversion rates as low as 0.01%, a young call center area manager built a deliberate lead-sequencing system — burning through the weakest prospects at the start of each month, then releasing higher-converting leads as momentum b
If sales training keeps failing to stick at your company, Weinberg's argument is that you're looking at the wrong problem — and the right one is one floor up.
Rather than treating artificial intelligence as a replacement for human connection, one senior sales leader fed multiple dashboards and Excel performance readouts into an AI engine at the close of a fiscal year and instructed it to identify standout performances, cross-market comparisons, and celebr