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The sales management formula

The sales management formula

Metrics-driven sales coaching. Pick one skill at a time to focus on. Use metrics to find which skill will have the biggest impact on a salesperson’s performance.

Motivate through sales compensation plans and contests. There are many ways you can develop your commission plan. However, it is best to let it evolve as your business grows. To keep salespeople motivated, run monthly contests.


410 reads


The four components of making sales scalable

  1. “Hire the same successful salesperson every time.” (The Sales Hiring Formula)
  2. “Train every salesperson in the same way.” (The Sales Training Formula)
  3. “Hold our salespeople accountable to the same sales process.” (The Sales Management Formula)


1.02K reads

The sales hiring formula

The sales hiring formula

  • Create a theory of the ideal sales characteristics, then score every candidate for each characteristic on a scale of 1 to 10.
  • Define an evaluation strategy for each characteristic. Consider what behavioural questions to ask.
  • Score can...


705 reads

Marketing and Sales Service Level Agreement (SLA)

Marketing and sales can measure their performance and hold each other accountable.

  • Marketing teams should define how many leads in each buyer persona they are passing on to sales and should be able to calculate the implied value.
  • The sales team...


471 reads

Sales is in a strategic spotlight

Sales is in a strategic spotlight

Sales face unprecedented challenges for organisations and salespeople. 

  • One reason is the massive increase in competition. The average company today has twice as many competitors as five years ago.
  • The other reason is that rel...


1.15K reads

How to find top-performing salespeople

  • Find quality passive sales candidates on LinkedIn. Use filters to improve search results, such as Zip code, job title, school, company. Screen the search results using the candidate’s LinkedIn Profile. Look at longevity at their employers, alignment between the prospect’...


500 reads

The demand generation formula

The demand generation formula

Convert from cold calling to inbound. To make this transition, salespeople should position themselves as thought leaders using blogs and social media.

Once the leads come, do not send every lead to sales. Instead, create a buyer matrix to understand who is ...


438 reads

The five traits great salespeople have

  1. Coachability: The ability to absorb and apply coaching.
  2. Curiosity: Understanding a potential customer’s context through effective questioning and listening.
  3. Prior Success: Does the candidate have a history of top performance ...


649 reads

Sales training formula

Sales training formula

Three elements of the sales methodology:

  • The buyer journey: It increases the likelihood that the buyer’s need will remain centre during all aspects of the selling process. 
  • Sales process: The sales team can step back and reflect on how to accel...


475 reads

Create a training curriculum

Sales coaching is vital to drive sales productivity.

  • Start with the buying journey. Look into examples of the questions buyers ask at each stage of the buying journey.
  • Add exams that focus on factual information, such as product knowledge and c...


432 reads





A useful book to figure out a framework for the sales process.


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