Do you know why your sales team can’t gain traction?

Across the industry, sales organizations have been losing ground for almost a decade. Quota attainment is down, win rates are down, and turnover is up. Sales leaders complain that they just can’t seem to get ahead. A changing sales environment is partly to blame, as is the shifting role of technology in sales.
https://www.membrain.com/blog/do-you-know-why-your-sales-team-cant-gain-traction

The six signs of ineffective sales management

The consequences of ineffective sales management can be costly – and cause a ripple effect of inefficiency throughout your organisation. Here are six warning signs to look out for:
https://www.membrain.com/blog/the-six-signs-of-ineffective-sales-management

How this one old problem degrades your pipeline

When we first meet, almost no sales director I talk to is thrilled with the quality of their sales pipeline. They may have a few superstar salespeople who are bringing home the bacon, but it’s rare that they have good visibility into when that will happen or where. Even rarer is the organization that can accurately measure KPIs related to pipeline quality across their organization.
https://www.membrain.com/blog/how-this-one-old-problem-degrades-your-pipeline

How To Develop A First Class Sales Team

Pick up a typical sales report and what words do you find? Verbs like analyse, forecast, plan, assess and schedule, are used in pursuit of organisations that are efficient, productive and predictable...
https://www.membrain.com/blog/how-to-develop-a-first-class-sales-team

It’s not rocket science! No, maybe sales is more complex...

A brain surgeon, an astrophysicist, and a salesperson walk into a bar. The brain surgeon says, “Man, I’ve had such a long day in the operating room. That last surgery was so complex I had to have three nurses, two anaesthesiologists, and an orderly help me.”
https://www.membrain.com/blog/its-not-rocket-science-no-maybe-sales-is-more-complex

7 Questions to Find Out How to Best Motivate a Sales Rep

The motivational tactic that resonates best with one salesperson might actually demotivate another. Motivation is highly personal, so sales managers should take the time to understand the specific preferences and drivers of each member of their team.
https://www.membrain.com/blog/7-questions-to-find-out-how-to-best-motivate-a-sales-rep

It’s Time to Stop Trashing Millennials and Embrace Their Gifts

Don’t click on this article if you want to party a while longer with your Millennial-bashing troop. As for me, I’m tired of it. For some time now, we’ve been awash in “Why Millennials Suck” or “How Millennials are Killing Sales” headlines, and the truth is: Millennials don’t suck, and they’re not killing sales.
https://www.membrain.com/blog/its-time-to-stop-trashing-millennials-and-embrace-their-gifts

Business Simplification – The Number 1 Job Of Sales Enablement

Most people talking about the Sales Enablement function agree the goal of Sales Enablement is to improve the productivity and overall performance of front line sales professionals. But after that, a lot of the discussion starts going a little haywire—at least to me.
https://www.membrain.com/blog/business-simplification-the-number-1-job-of-sales-enablement

How to build Salesforce dashboards that don’t suck [Interview with Gary Smith]

Gary Smith is the Chief Executive of The Gary Smith Smith Partnership (GSP). Gary writes frequently and expertly on the topic of sales dashboards and sales metrics. We caught up with him recently and asked him to share his secrets to creating sales dashboards that don’t suck. Here’s what he had to say.
https://www.membrain.com/blog/how-to-build-salesforce-dashboards-that-dont-suck