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James Pember

Recent Posts

The difference between good and great salespeople

Posted by James Pember on 2/10/16 9:38 AM

I was part of a sales workshop / training event last night, hosted by Mikael Arndt, one of Sweden’s most popular speakers on sales - and his session last night on Goal Setting was fantastic.

Here's your template for dealing with underperforming sales reps

Posted by James Pember on 2/4/16 2:54 PM

This week I want to focus on underperforming sales reps, and what to do with those reps as a sales leader. I've also put together a free Word template that you can use straight away to build a Sales Performance Improvement Plan. 

Sales Coaching Is Broken - Here's Why

Posted by James Pember on 1/26/16 8:49 AM

Today I'm going to look at sales training, why it often fails to impact results and the 4 things you can do to improve your sales training, today.

"The Trophy Generation": Managing salespeople when everyone wants to win

Posted by James Pember on 1/18/16 1:53 PM

Today we’re going to take a closer look at motivating “millennials”, i.e. those born between 1980 and 2001, who are now starting to become a material part of our workforces. This generation of people are often referred to (somewhat critically I must add) as the “Trophy Generation”, so we’re going to look at the origins of that term and what it means for those of us managing sales teams.

What is “The Trophy Generation”?

“The Trophy Generation” is a somewhat derogatory term applied to the generation born between 1980 and 2001, other times referred to as Millennials.

The term touches on the “nice try, way to go, you’ll get it next time” style of parental encouragement that many children born between the aforementioned dates experienced, and hints at the fact that many people in that age group received trophies and awards just for participating, or “showing up”.

Opponents of “Trophy parenting” claim that this style of parenting has produced a generation that is entitled and always wondering “where the hell is my god damn trophy - I'm here aren't I?!” - and unable to function without constant feedback and recognition.

On the other hand, many feel that this style of encouragement has built a generation of risk-takers, free-thinkers and ambitious entrepreneurs who don’t just tow the line or accept the status-quo.

To save myself from moving into child-behavioral-psychology territory, quite simply an area I know far too little about, I’m going to focus this article on why this phenomena is important for sales leaders to be thinking about.

Participate in our annual “The State of Motivating Salespeople” survey

Posted by James Pember on 1/13/16 9:31 AM

Hello everyone and welcome to 2016. I truly hope 2015 was a successful year for you in terms of sales, and I trust you have big plans to go a step further in 2016. I'd like to invite you to participate in our annual sales motivation survey - we'll use the data collected to provide insights into how we are working as an industry when it comes to motivating our sales staff, and of course how we can improve in order to take our results to the next level in 2016 and beyond. 

The impact of sales force engagement on rep turnover, quota attainment and sales performance

Posted by James Pember on 11/26/15 6:22 PM

“We work for the money, but we live for the strokes.” Unknown

Using sales competitions to execute upon and follow your sales playbook and methodology

Posted by James Pember on 10/27/15 8:00 AM

 

Does your sales team have a formal sales process? A Sales Playbook? A methodology that determines how you sell? A clear and documented way of selling that you use to onboard all new sales recruits?

 

If you don't - you're already lagging behind.

 

According to a study conducted by the Harvard Business Review, companies that follow a strict sales process consistently generate more revenue than those who don't.

 

What's holding back the business gamification industry?

Posted by James Pember on 10/19/15 3:18 PM

Business gamification was one of 2011’s biggest buzzwords in tech, software and the business world in general. Early movers in the business gamification space made a quick impact, raising big rounds of venture capital and signing up some big enterprise customers. In addition, consumer apps such as Runkeeper, Fitbit and Foursquare attracted millions of users to their apps that used levels, badges and rewards to engage and excite.

Sales Gamification and Millenials: A Winning Combination

Posted by James Pember on 7/15/15 9:54 AM

Whether you prefer to call them "millennials" or "Generation Y," those individuals born in the 1980s and 1990s will represent the dominant chunk of the workforce by the year 2025, meaning that even if they don't make up the main body of your sales team now, they undoubtedly will soon enough.

You may find, however, that traditional motivators don't seem to work on your millennial salespeople. Fortunately, there's a relatively new technique that can massively motivate this particular demographic -- sales gamification. Let's look at why and how gamifying our sales processes can spark new levels of interest and competition among our millennials.

Expressen conduct 20% more meetings per month with the help of Sparta

Posted by James Pember on 5/21/15 3:46 PM

On the 20th of May, Expressen were recognised as the "Swedish Sales Organisation of the Year", at the Stockholm Media Awards. We're super proud to not only have Expressen as a Sparta customer, but that we've also helped contribute to their success. 

What is Sparta?

Sparta is an end-to-end sales performance solution that helps you coach, train and drive your team into higher performance.

Create sales competitions, set collabarative team targets and inspire your team to crush their goals! 

Click here to request a demo today.

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