BLOG ROUNDUP FROM THE SALES LEADERSHIP BLOG


A Survival Guide for the Chief Revenue Officer: Your First 90 Days on the Job


RUSSELL SACHS CHIEF REVENUE OFFICER


BETTERCLOUD


With one in five Americans planning to change jobs this year, you soon may be one of millions who find yourself at a new company. For those in a high-pressure field like sales, making a move can be particularly stressful, especially as you try to acclimate to the new company. I recently found myself in this situation when I joined BetterCloud as the company’s new chief revenue officer (CRO).


Reflecting on my experience during the first 90 days, I identified three key lessons from stepping into a position leading sales at a startup that I thought would be helpful to share – regardless of what managerial or executive role you may be filling. Read More >


FROM THE SALES LEADERSHIP BLOG


How to Get Peak Sales Performance without Micro-Managing


Nobody likes a micro-manager, because they get in the way of people actually doing their jobs.


JONATHAN WHISTMAN SENIOR PARTNER ELEVATE HUMAN POTENTIAL


In sales management, you might find the sales manager obsessing over the CRM data; constantly monitoring the number of calls, meetings, and emails; or incessantly phoning the salesperson to get an update on what’s happening in the field (even when it’s in the CRM). The urge to micro-manage comes when sales managers know they are responsible for the sales results – and this pressure of responsibility for sales results causes them to want to constantly check the pulse of what is going on with the team. How can you get peak sales performance without micro-managing? Here are a few power tips. Read More >


FROM THE SALES LEADERSHIP BLOG


How to Use Numbers to Increase Your Numbers: The Role of Data in Driving Sales


JOHN TURNER SENIOR VP, SALES TRINET


When my CEO asks me, “How is sales going?” I don’t respond with “good” or even “great.” These words don’t tell him anything. Instead, I give him our sales numbers, our leading indicators, how we’re doing on proposals, the financial successes of our reps, our client retention rate, the number of prospects we have in the pipeline, our penetration of the vertical industries we serve, and development of the general business landscape. The reason I’m sharing all this with you is not to show off how great my team and I


are at math. I simply want to give you the tools to use data to increase your numbers – because a data-focused sales organization works. I know this because the data tells me so. Read More >


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