SBI Blog Revenue Growth Insights

Effectively managing the progression of opportunities and accurately predicting future sales performance is critical for...

Senior sales leaders become frustrated when their sales managers, many of whom were promoted from the sales ranks, focus...

Hiring and onboarding new sales hires can be extremely challenging especially for sales managers who lead, manage, and c...

Sales organizations continue to invest in customized sales training but are often challenged when it comes to demonstrat...

Establishing clear and consistent expectations is the bedrock of a successful sales team. They provide direction, foster...

For years, there has been skepticism about whether top sellers can become great coaches. While promoting top sellers int...

If you are in a sales slump, the good news is that you have likely experienced sales success in the past and can get bac...

Salespeople, like professional athletes, face the inevitable highs and lows of their profession. During a sales slump, y...

Staying ahead of the competition requires a skilled and knowledgeable sales team. Opting for sales training is an invest...

As buying behaviors continue to change, so does the market. To stay competitive, organizations need to find ways to maxi...

Success in sales demands more than a distant target. It requires a clear roadmap and smaller victories along the way, or...

Sales forecasting is not just another corporate chore. It is the cornerstone of informed decision-making and the financi...

Given that one of the most important differentiators for sales professionals is how they sell, it is natural to want to ...

With buying behaviors turning more conservative, sales velocity has slowed, presenting new challenges for sales leaders....

Managing underperforming sales reps can be a daunting challenge, but it is not insurmountable. As a sales leader, you ca...

Identifying the root cause of underperformance allows managers to take proactive measures and provide targeted support t...

Effectively managing the progression of opportunities and accurately predicting future sales performance is critical for...

Why do some sales managers hesitate to coach their teams? What's stopping them from embracing a practice that can transf...

With many companies facing economic headwinds, sales leaders are looking for ways to grow revenues without adding headco...

Sales coaching is crucial in improving sales reps' performance and selling skills. However, many managers don't prioriti...

Salespeople often spend too much time on opportunities that aren't qualified. So what can you do to help them better qua...

Are you being asked to do more with less? Today’s economic reality has companies looking carefully at budgets, especiall...

Over the last few months, economic uncertainty has increased significantly due to a combination of factors including geo...

Sales Coaching is the most important way a manager can improve how their sales team sells. The power of sales coaching i...

Improving win rates is a priority for sales organizations because too much time and energy are spent on opportunities th...

Sales managers are responsible for managing, coaching, motivating, and measuring the performance of their teams. Unfortu...

One key takeaway from the pandemic is the heightened importance of how sales managers communicate with their teams. Sinc...

Achieving sales goals is an essential part of sales management. While an annual sales goal may be “imposed” on a sales m...

Given the number of challenges sales organizations have encountered during the Covid pandemic, it is easy to lose sight ...

Pipeline management is an ongoing challenge for sales managers. While it may seem that a pipeline with more opportunitie...

For some people, the word “sales” comes along with its own set of baggage and negative connotations. Your point of refer...

In our research report 5 Hallmarks of High-Impact Sales Organizations, we identified sales coaching as the top sales man...

Many sales organizations have become overly reliant on their top sales performers to achieve their goals. While it is co...

The success of a sales training initiative is based on multiple considerations as noted in my prior blog posts: How to C...

When companies experience sales challenges, they often view sales training as the solution. While training can impact sa...

With in-person, instructor-led training off the table for over a year, companies had to innovate and leverage technology...

Managing your team’s sales pipeline is both an art and a science – and that’s why it’s one of the most challenging aspec...

Sales leaders often express that their sales teams need to close more business. While these leaders may be frustrated wi...

One universal challenge of managing a remote sales team can be summed up with the simple question, “What do my sales rep...

For decades, the annual Sales Kickoff (SKO) has served as the premier event for companies to bring their sales teams tog...

How sales managers communicate and interact with their teams is crucial to building a winning culture, and keeping the s...

Sales managers play a critical role in the psyche and success of their sales teams and that's especially true during the...

The COVID- 19 pandemic is creating profound changes in how sales professionals engage with clients. While some sales pro...

I recently presented to the Women Business Owners (WBO) association on this topic. It was interesting to share thoughts ...

As we start 2015, there are many reasons to be optimistic. The US economy continues to expand, unemployment rates are at...

As your company begins to hire new sales reps and looks for ways to accelerate their ramp-up time, while we would all li...

Traditionally the sales professional has been viewed with cynicism based on the perception of self-serving salespeople w...

I’m often asked by prospective clients, “what does good sales training cost?”. Although, the correct and straightforward...

As sales organizations plan their training initiatives for 2020, here are my thoughts on the biggest drivers for success...

I recently had the opportunity to co-host a webinar on the Future of Sales Coaching (access recording here) with Jake Mi...