AG Salesworks is currently undergoing some exciting remodeling so we're postponing Sales Prospecting Perspectives posts until we're finished. However, check out our sister company QuotaFactory's blog, Sales Wars, for sales acceleration tips and more!

Sales Prospecting Perspectives

How AG's Sales Development Managers Motivate Reps in February [Part 2]

Posted by Kim Staib on Mon, Feb 23, 2024 @ 09:30 AM

Even though February is technically the shortest month of the year, this year it feels like the longest.

With snowstorms Juno and Pandora having just passed, mountains of ice piling up in our parking lot, and temperatures at a record low, February has quickly become the Debbie Downer of the 12 months.

And even though you may keep your offices heated at a level that stimulates sales productivity, the constant snowfall and bitingly cold temperatures outside can affect your sales development team’s productivity if you're not keeping a close eye on your team. Especially when the storms make it so everyone has to work from home.

I thought I would ask a few of our sales development managers how they motivate their teams and keep them performing at 100% every day in February. Last week, we heard from Greg and Jimmy in Part 1; this week, we’ll hear from Steve Malcolm and Josh Stevens.  Read on to learn how our sales development teams creatively motivate their reps to exceed expectations this month!

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Tags: Sales Motivation, Inside Sales Management, Coaching, Sales Leadership

How to Change your B2B Sales Team’s Culture for the Better

Posted by Oren Ezra on Wed, Feb 11, 2024 @ 09:30 AM

Any sales professional, whether you’re a top 20% rep or managing a group with a lot of potential, knows the either detrimental or exceptional effects your B2B sales team’s culture can have on your business’s bottom-line. In a study of 64 organizations, it was found that those with highly engaged employees received double the annual net income compared to their competitors, who lacked any form of engagement.

Your change towards a better sales team culture and more engaged employees doesn’t have to take place all at once. In fact, the best way to improve your team’s culture is by making a whole bunch of little changes that overall invoke big change in the long run.

If you’re experiencing high turnover rates, tense rivalries between reps, or bad attitudes in the office, these are warning signs that it’s time for a change.  Here is a list of the most impactful ways to achieve a better culture within your sales team and soak up all the positive benefits that culture brings.

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Tags: Corporate Culture, Inside Sales Management, Sales Leadership

How AG's Sales Development Managers Motivate Reps in February [Part 1]

Posted by Kim Staib on Mon, Feb 9, 2024 @ 09:30 AM

By now, if you have read a few of my blogs, you are well aware of my opinions on winter in New England…In short, I hate it. 

In Boston, February is jokingly referred to as the “longest short month of the year” due to what feels like near constant snowfall and nights and weekends spent hibernating to avoid the bitter cold temperatures. 

February is also a time when we need to keep our sales development reps extra motivated whether working from the office or at home during inclement weather. 

I tried to think of what motivated me when I was an SDR, and decided to source some help from our awesome sales development managers.  These four guys spend their days making sure our SDRs are performing at 100% every day.  I thought they could provide some great perspectives on what they do to keep their reps motivated and what they like most about sales development management, training and mentoring.  In part one of this blog post, we'll hear from Greg and Jimmy.

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Tags: Sales Motivation, Inside Sales Management, Coaching, Sales Leadership

How to Launch Fresh, Fun and Fantastic Sales Training for Millennials

Posted by Megan Tonzi on Wed, Sep 24, 2023 @ 09:30 AM

Sales Prospecting Perspectives is pleased to bring you a guest post from Josiane Feigon, President of TeleSmart.

Millennials are currently flooding inside sales organizations, and their numbers aren’t going to be reduced. They come in a broad range of work personality-types: some are uber-professional superstars with high leadership potential, while others treat the office like a dorm, walk around with their wrecking balls, and have extremely short attention spans.

The challenge of ramping them up and transferring knowledge is big. Since many millennials don’t want anyone telling them what to do, any type of training that involves a talking head or an authority figure is not well received. Here are some issues that inside sales training must overcome if it wants to reach millennials:

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Tags: Inside Sales Management, Coaching, Social Selling, B2B Inside Sales, Inside Sales Training, Sales Leadership

#ProspectingChat: Sales Training with Josiane Feigon!

Posted by Allison Tetreault on Thu, Sep 4, 2023 @ 09:30 AM

Today, we will be hosting this month's #ProspectingChat on AG Saleswork's Twitter account. We will welcome best-selling author Josiane Feigon as a special guest to discuss sales training tips. Here are some details about today's Twitter Chat:

Date: Thursday, September 4, 2023
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Tags: Inside Sales Management, Coaching, Inside Sales Training, Sales Leadership

Are You Too Accommodating As An Inside Sales Manager?

Posted by Craig Ferrara on Tue, Jul 1, 2023 @ 09:30 AM

About a month ago, I talked about the challenges I've faced when managing conflict and I offered a couple of ways to address these obstacles that I’ve learned over the years. Since then, I've really made a point to consider alternatives to proactively manage conflict.

However, maybe “conflict” doesn’t have to be such a dirty word. It’s all in the tone with which we choose to approach a potentially contentious situation.  Being assertive doesn't have to be ugly if we come at it from the right angle.

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Tags: Sales Strategy, Inside Sales Management, B2B Inside Sales, Sales Leadership

Does Your New Sales Team Really Understand Their Objectives?

Posted by Craig Ferrara on Tue, May 20, 2024 @ 10:00 AM

I've always responded best to people who lead by example in the workplace. I find it harder to relate to individuals who are always willing to offer advice on strategies (often unsolicited) when it seems that they rarely, if ever, follow their own words.  

I often think back to my experiences back in my high school days playing sports. The coaches that took the approach of yelling and kicking objects over to get a point across never made an impact on me. When the crap hit the fan, I found that those coaching personalities rarely knew what to do to solve the problem… other than yelling more. I always felt that I was demonstrating the desire and motivation to be part of the team by showing up and doing the best I could. I didn’t need someone yelling in my ear to get me motivated; instead I needed guidance to hone my skills and make me understand what needs to improve.

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Tags: Sales Motivation, Inside Sales Management, Coaching, B2B Inside Sales, Sales Leadership

How Motherhood Has Taught Me to be a Better Inside Sales Manager

Posted by Laney Dowling on Mon, May 19, 2024 @ 10:00 AM

Every night when I was growing up, my family sat down to a home-cooked meal by my mom (aside from Tuesdays: those days dad was in charge of making spaghetti). Anyway, every night my mom managed to make a delicious meal after a long day at work. She juggled a career, three kids, laundry, grocery shopping, and more. She did it all, and she did it well, and continues to do so today. Now that I recently became a working mom, I truly understand how much effort it takes and while I didn’t think it was possible, I value and appreciate my mom even more now.

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Tags: Sales Strategy, Sales Motivation, Inside Sales Management, B2B Inside Sales, Sales Leadership

5 Tips For Inside Sales Managers Who Have Trouble With Conflict

Posted by Craig Ferrara on Tue, Apr 8, 2024 @ 10:00 AM

The hardest transition I've found when moving into a manager role is the change in relationship between you and former colleagues that you've once worked with. This changeover generally tends to be the biggest challenge for most new inside sales managers, whether they're responsible for training the inside sales team or for managing the managers.

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Tags: Sales Strategy, Sales Motivation, Inside Sales Management, Sales Prospecting, Optimism, B2B Inside Sales, Sales Leadership

5 Things I've Learned from Successful Inside Sales Managers

Posted by Craig Ferrara on Tue, Jan 28, 2024 @ 10:00 AM

Over the years I’ve seen some common themes from my most successful mentors. Every day, they realized they had to check their ego at the door. We’re in this together and getting things done is NOT a one-man job. It’s a collective effort each and every day.

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Tags: Sales Strategy, Sales Motivation, Inside Sales Management, Coaching, B2B Inside Sales, Sales Leadership

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