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B2B Sales Executives: Are you a coach or a manager?

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How to Avoid Losing The Inside Sales Team When You Miss Your Goals

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Keeping your B2B sales team motivated during the dog days of summer

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The summer has a reputation among those in the B2B sales world as being a time of massive slowdown. Inside sales and business development representatives get discouraged at the low sales numbers and frustrated when trying to reach leads that seem to be perpetually on vacation. Morale begins to suffer and people end up wasting time in the office.

Encouraging your B2B sales team to keep pressing forward through the summer months can help keep the company in the black and help ensure that everyone hits the ground running when fall arrives. Here are some fantastic and fun ways to keep your sales team successful throughout the summer.

Lively department contests

Since you know that the sales slump is likely to occur during the summer months, use the time leading up to the slow months to build momentum with some fun contests. Learn what matters most to your sales team, such as a new iPad, an extra vacation day, or other type of fun prize. Then invite people to participate in a fun contest that challenges them to keep their numbers high. Some fun ideas for contests might be:

  • prizes for those who complete the most demos
  • prizes for the entire team if customer satisfaction of a particular level (such as 95 percent of polled customers) can be reached
  • prizes for new clients

Some teams might also find success if they assign a particular number of points to different tasks, such as 20 points for a new client, 15 points for a demo and 5 points for a new qualified lead, and having contests to see what team can obtain the most points in a month.

Keeping sales teams engaged when the office is slow

Sometimes, despite the most exciting contests a supervisor can imagine, the office is still slow. Even the most motivated salespeople cannot sell to customers who are on vacation. To keep the office engaged and enthusiastic about their jobs, there a few ideas you can use to help people relax and have fun while also moving towards sales success.

Celebrate small successes

Recognize hard work by celebrating even small successes, such as closing a big deal or the newbie making their first sale. Have a small party so everyone can celebrate and feel reinvigorated.

Screen inspiring movies

There are a variety of fantastic sales movies that can be used for inspiration or just some laughs such as The Boiler Room, The Pursuit of Happyness, The Goods - Live Hard, Sell Hard and Glengarry Glen Ross. Consider screening one occasionally over lunch breaks.

Role-playing and breaking down sales

Pass the time when business is slow by doing some fun role-plays or breaking down past sales. Look for what went wrong, what went right and what sales teams can learn. It is a great way to practice skills even when not speaking with customers

The summer slump is commonly acknowledged in sales circles as people struggle to find clients through the slow, hot months. To keep your sales team motivated and engaged, you have to be creative, but with proper preparation, it is entirely possible. If you find yourself staring down the approaching summer with dread, consider implementing some of the above ideas and keep your team moving forward towards the more productive autumn.

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Sales Productivity Trends - What Sales Executives Need to Know

[fusion_text]Improving sales productivity continues to be a leading concern for senior sales executives. Understanding these concerns and how executives are solving these problems can help sales leaders boost their sales revenue.
Dr. Richard Rocco of DePaul University Center for Sales Leadership shared his findings of over 7 years of research in the field of sales productivity in a presentation earlier this year.

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Tips for Being a Great Inside Sales Manager

Great inside sales talent is hard to find... and even harder to keep. Being a good sales manager can go a long way towards keeping your top sales performers around.The Worst Kind of Managers, a recent article on Time.com, discussed a survey of HR managers which identifed the five attributes of the worst kind of manager.

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About the ConnectLeader B2B Sales Blog

The ConnectLeader B2B Sales blog is written to share productivity tips, tools, news, and other information relevant to managers and senior executives interested in B2B sales productivity, demand gen, inside sales, sales operations, and business development issues.

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