Sales Management Blog

Sales management tips and advice on how to improve your sales team.

Guest Blog

This is a bucket account for posts from guest bloggers. Please see the posts for names and contact info of individual authors.

Recent Posts

How Your Sales Team Can Identify Their 4 Buyers on LinkedIn

Posted by Guest Blog on Thu, Jun 18, 2015 @06:30 AM

Editor's Note: We haven't often used guest posts on our blog, but this is one I thought our readers would find particularly helpful. This post comes courtesy of Celina Guerrero of It is a modified version of a post that was originally published on the SocialtoSales Blog. This version is designed specifically to help sales managers guide their sales teams towards more effective social selling methods. Let us know in the comments if you find it helpful!  

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Tags: Sales Performance

Crazy Sales Figures From A Must-Read Blog Post by OMG's Dave Kurlan

Posted by Guest Blog on Thu, Apr 04, 2013 @03:42 PM

I welcome you to read the following Dave Kurlan post taken from his blog Understanding the Sales Force as it reports interesting sales figures that every sales manager should know.

Did you know that "6% of new reps exceeded expectations and 48% failed"?

Top 5 Insights From Latest Sales Organization Studies

Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.

The folks over at IKO Systems were nice enough to send me a collection of infographics which they call 66 Crazy Sales Figures.  I finally had a chance to read through it and found 5 sales figures which, after I combined them, are quite interesting:

  1. Only 63% of salespeople made quota last year.
  2. Only 6% of new reps exceeded expectations and 48% failed.
  3. 75% of salespeople believe that their approach differentiates them, but only 3% of their customers agree.
  4. Top-performing companies invest 63% more on sales training.
  5. The top 2 sales initiatives for companies were access to more information (42%) and CRM (40%).

Do you see what I see?

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Tags: Sales Management, Sales Performance

Loyal Customers Are Always Best, Right?

Posted by Guest Blog on Thu, Feb 21, 2013 @04:09 PM

I wanted to share this document written by Michael Smith of The Ohio State University’s Fisher College of Business. Smith is the Director of Corporate Partnerships and is a Senior Lecturer in Marketing and Logistics. I welcome you to read this article and take a look into the details of loyal customers.

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Tags: Sales Development, Sales Force Effectiveness

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