Three bad things that happened to you in 2016 and how to make 2017 better

If you’re like most sales organizations, 2016 is unlikely to go down in history as a banner year for you. We’ve seen declining effectiveness across the board for nine years running, and there have been no major shake-ups to reverse that trend.
http://www.membrain.com/blog/three-bad-things-that-happened-to-you-in-2016-and-how-to-make-2017-better

What Makes a Great Sales Coach?

For managers, developing others' abilities is indeed critical - it's the emotional competence most frequently found among those at the top of their game. This is a person-to-person art and the effectiveness of counseling hinges on empathy, as well as the ability to focus on our own feelings and share them.
http://www.membrain.com/blog/what-makes-a-great-sales-coach

Why you will not meet your sales goals

It’s that time of year again: goal setting. We do it every fourth quarter, and every first quarter we launch into the new year with high hopes. On what basis do we place these high hopes? Certainly not on past attainment, if industry-wide statistics are to be believed.
http://www.membrain.com/blog/why-you-will-not-meet-your-sales-goals

3 Letters That Will Change The Way You Sell: WLR

“I’m sorry but we’ve decided to go with Company X, instead of you. Thanks for all your hard work”. As a sales professional, hearing this statement from a prospective client can be a bitter pill to swallow, particularly after a long and complex sales cycle.
http://www.membrain.com/blog/3-letters-that-will-change-the-way-you-sell-wlr

How to stop the sales department hire and fire cycle

Early in my sales leadership career, I struggled to improve performance on my sales teams. Like many people responsible for sales teams, I hired and fired repeatedly, looking for the rock star performers who could make the organization succeed.
http://www.membrain.com/blog/how-to-stop-the-sales-department-hire-and-fire-cycle

Can Sales Process Win the Hearts and Minds of Sellers?

The concept of ‘winning the hearts and minds’ of your sales force is becoming popular in the world of sales training. Winning the hearts and minds of sellers happens when you give salespeople decision-making tools that remove ambiguity, create clarity of task for each seller, and equip them with tools, resources, and coaching that is highly targeted and relevant.
http://www.membrain.com/blog/can-sales-process-win-the-hearts-and-minds-of-sellers

What Your Salespeople Really Think About Your CRM

It’s no secret that user adoption is one of the biggest obstacles to a successful CRM implementation. According to a survey made by Merkle, approximately 63% of large CRM implementations fail, and 49% of those failures are due to slow user adoption.
http://www.membrain.com/blog/what-your-salespeople-really-think-about-your-crm

Why You Should Stop Tracking Win Rates (And What To Track Instead)

Traditionally, after gross revenue, tracking win rates is one of the most widely measured metrics in sales. Many studies and research projects focus on tracking win rates as a key performance indicator, and the prevailing vision is "the higher, the better." And any of my clients routinely track win rates, too.
http://www.membrain.com/blog/why-you-should-stop-tracking-win-rates-and-what-to-track-instead

You need to know these win/loss analysis secrets

When I ask sales leaders about win/loss analysis, nearly everyone agrees that it is important. But when I ask them whether their company engages in them consistently and effectively, very few answer with a confident “yes.”
http://www.membrain.com/blog/you-need-to-know-these-win/loss-analysis-secrets