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BLOG ROUNDUP FROM THE SELLING POWER BLOG Don‘t Make These Motivation Mistakes


We all like to be rewarded for a job well done. Whether it’s a good performance review, a service award, or a contest, rewards motivate teams to stay engaged and do more. Thus, motivation is critical to improving your sales results and increasing your bottom line. There’s no denying that salespeople are naturally competitive. It’s this competitive


RICHELLE TAYLOR VICE PRESIDENT,


STRATEGIC MARKETING ONE10 MARKETING


nature that helps them excel in their sales roles and continues to produce the ROI you desire. However, motivation isn’t as easy as it looks. There’s a science to the art of motivation. If not done properly, attempts at motivating your team could fall flat, leaving you with less-than-desirable results and an unhappy workforce. Here are four motivation mistakes to avoid: Read More >


FROM THE SELLING POWER BLOG The Five Pillars of Sales Performance Management


WARREN BRINKER VICE-PRESIDENT SALES, AMERICAS,


BOARD INTERNATIONAL


In many organizations, sales, marketing, and customer success are siloed functions with disparate processes, technologies, and data sources. The result is a lack of clar- ity and transparency into what’s working – and, perhaps more importantly, what isn’t working – for revenue generation. When these functions are separate, it’s difficult to make any meaningful, reliable decisions that help both the CRO and the CFO accom- plish their goals. Top-performing sales organizations are the ones that recognize the importance of having a single source of truth around revenue operations. When teams are speak- ing one language and working toward one outcome, both morale and productivity increase. Sales performance management can help accomplish this. At its core are five key pillars that are aligned and synced, enabling sales organizations to achieve consis- tent, predictable revenue acceleration for the company. Read More >


FROM THE SELLING POWER BLOG Desire, Drive, and Discipline Set Top Sales Performers Apart


We all want to know what top sales performers do differently to consistently exceed ex- pectations and blow away their quota numbers year after year. As sales professionals, we want to hone our skills and learn tips from the winners. As sales leaders, we want better criteria to hire more top performers – and effective coaching techniques so reps can go from good to great. Selling Power and ValueSelling Associates recently conducted a survey of more


JULIE THOMAS


PRESIDENT AND CEO VALUESELLING ASSOCIATES


than 150 senior leaders in B2B sales to identify the mindsets, attributes, and behav- iors of top-performing salespeople, defined as those who consistently exceed expec- tations. Read More >


12 | JULY/AUGUST 2021 SELLING POWER © 2021 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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