To enable ongoing sales growth, your salespeople need a mindset of continuous improvement, and a range of sales development support. Just as markets, competitors and buyer trends continue to evolve, so must your salespeople if they are to stay relevant and resourceful in the eyes of your customers. Sales training plays an important part in the sales development process, but as a stand-alone its effectiveness is greatly diminished.

Continue reading this article to learn how to define and leverage key sales accountabilities as a means of informing dependent activities such as setting proper expectations during the sales hiring process, developing the “right sales metrics” and how to utilize them to coach for success, and creating a sales culture that promotes self-directed sales execution and accountability.

Leadership buy-in for any forecasting tool depends on whether the dashboard behind it earns their trust. Forecasts only influence decisions when the data is visible, reviewable, and tied to the business outcomes owners care about most.

Sales leaders know reps waste 70% of their week on admin—not selling. Here's the playbook to cut that by 40% with AI, reclaim hours, and crush quotas.

Accurate sales forecasting transforms your CRM from a passive data repository into a strategic revenue engine. With reliable projections, leaders can confidently plan inventory, hiring, and pricing decisions without guesswork.

For decades, B2B sales coaching has relied on the traditional "ride-along" - a sales leader spending an entire day in the car with a rep, attending back-to-back customer meetings. While valuable, this approach is time-intensive, geographically limited, and increasingly misaligned with how modern selling actually happens. The good news? Technology has transformed what's possible. Today's sales leaders can coach more effectively, more frequently, and with greater flexibility than ever before.

Your sales team just closed another strong quarter. Revenue targets were met, celebrations are in order, and leadership is pleased. But three months later, you're staring at a dangerously thin pipeline wondering, "How did we get here?" This scenario plays out in organizations everywhere. It's a direct result of managing sales performance through the rearview mirror. The solution? Predictive sales metrics that give you visibility into future performance before it becomes past results. 

Sales success is like loading the wood bin: small, consistent actions today create the heat you’ll need tomorrow. An action plan for sales improvement isn’t about hacks, it’s about habits.

Top-performing sales organizations align skills with customer needs by mapping specific sales skills to each stage of the customer journey, using dual-perspective assessments from both sellers and managers. They integrate skill gap findings into quarterly review processes and take targeted corrective actions through development and restructuring, focusing on building consultative partnerships rather than merely transactional order-taking.

Closing is the finish line, but your ability to win is determined by how well you’re filling the sales funnel. Just like a soccer team can’t score without midfielders or a marathoner can’t finish without training, sales success depends on the work you put in at the top of the funnel.

Effective sales skill training transforms your team’s performance by turning vague goals into clear, measurable behaviors tied directly to your sales process. Learn practical steps to define, demonstrate, practice, and apply sales skills with data-driven coaching that drives real business results and scales across your organization.

You need to understand why your customer picks you over a competitor to truly stand out amongst the crowd. The only way to get this level of insight is by understanding your customers’ buying motivators and behaviors. While it is possible to create an effective sales and marketing strategy without conducting customer interviews, doing so leaves out “voice of the customer” perspective from your strategy formation. Before getting into the details, here's what you need to know about conducting effective customer interviews…

Value propositions are the foundation of successful sales strategy. They are the unique advantage that sets businesses apart from their competitors and helps them to stand out in today's competitive market. Consider these things as you assess the strength and positioning of your value proposition…

The difference between good and great sales performance often comes down to a few critical process adjustments that most leaders overlook. The key takeaways in this article are to: identify the three critical triggers that indicate your sales process needs refinement to accelerate growth; learn how to diagnose root causes behind stalled prospects and recurring competitive losses; and discover proven strategies to leverage expanded teams, resources, and tools for maximum sales impact. 

Discover how a structured, data‑driven sales force evaluation can unlock hidden revenue potential, improve forecast accuracy, and strengthen team performance. This guide gives sales leaders a proven framework to assess, develop, and lead their teams with confidence in today’s competitive market.

Sales performance metrics are more than numbers. They’re a strategic compass for revenue growth. Discover the 10 essential metrics every leader should track, how to implement them effectively, and the common pitfalls to avoid so you can turn data into decisive action.

A healthy sales pipeline is essential for hitting revenue goals consistently. Learn the four key signs that show whether your pipeline is strong or at risk, with actionable insights to improve deal flow, velocity, win rates, and deal size.

Setting clear, incremental sales benchmarks transforms vague revenue goals into manageable milestones, enabling sales teams to track progress in real time, identify issues early, and drive consistent growth. Learn how breaking down your sales process into measurable steps fosters transparency, accountability, and a healthy pipeline—turning ambitious targets into achievable success.

If you’re thinking about investing in marketing technology for your small B2B business, pause before you spend a dime. The most important investment isn’t software—it’s a clear, practical sales playbook. Discover why building your playbook first helps every tool work better and sets you up for sustainable growth.