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Being a sales manager today is an impossible task. The future is bright though.

Posted by James Pember on 4/11/16 5:38 PM

I was watching a video from global consulting firm BTS the other day, and I was particularly struck by something that Lou Schachter said.

The importance of “fun” inside a sales environment

Posted by James Pember on 3/17/16 11:23 AM

If your sales organization is crushing it, but no one is enjoying themselves, if no one is laughing, if few people are having fun, you haven’t built a world class organization. You’ve built a sales factory and nothing more and that’s nothing to be proud of.” A Sales Guy

For sales teams, transparency is the new black

Posted by James Pember on 3/8/16 8:00 AM

I was reading a great article on TechCrunch the other day entitled, Digital Transformation Requires Total Organizational Commitment. It touched on people, digital change and how enterprises need to adapt to the changing business environment that technology has forced upon us.

The 12 Factors that influence Sales Rep Engagement

Posted by James Pember on 3/1/16 7:13 PM

 

I’ve written a lot about engagement in this newsletter, but I recently stumbled across an image which really makes it crystal clear what employers need to do to foster engaged employees.

As I wrote about a few months back, sales rep engagement is directly correlated with success.

"Top-performing sales people are twice as likely to be “engaged” in their work and there is as a strong statistical correlation between an engaged representative’s confidence in their company and their sales results. Engaged reps produce new revenue at almost double the pace than those who are not as emotionally vested". (Source: Rewards and Recognition: Employee Engagement)

The image below outlines 12 core factors that drive engagement.


As a sales leader - are you over performing on the 12 criteria outlined in the image above? 

If not, it’s time to start thinking about them!

What do sales reps get out of sales competitions?

Posted by James Pember on 2/16/16 9:27 AM

Sales competitions are one of the most commonly used tools for boosting engagement, motivation and of course our results inside our sales organisations. Competitions are effective because they tap into what really motivates our staff - competitive spirit, recognition and progress, and they create short-term spikes in focus and enthusiasm.

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. 

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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