By Tibor Shanto – email@example.com
Last week I had the opportunity to interview Nick Stein, Senior Director of Marketing and Communication at Salesforce Work.com. Nick shared a number of insights and best practices around driving success through peak sales performance, and creating a proactive sales culture, all in the same environment that reps and front line sales managers use to drive revenues and day to day sales activities.
We discussed alignment, the importance of consistent and constant sales performance management. One interesting point Nick discuss was the power and financial pay-off of one on one coaching; with only 10 minutes of 1:1 coaching, reps increase results by 17%, usually the difference between making or missing goal.
Many organization understand the need for sale performance, but now they have a means of delivering in a way integrated with daily sales realities, rather than as a separate process. The fact remains that knowing and planning don’t always translate to being done, with Salesforce Work.com companies can execute their sales performance management improvement plan, because as with other aspects of sales, it is all about execution – everything else is just talk!
Enjoy, and let us know your reactions and thought:
What’s in Your Pipeline?