Helen D'Abreo

Consistent benchmarking of reps against the top performers within a sales org. This could help assess coaching needs on a regular basis and also identify any talent gaps ...

Good question. I have seen these people in my time as a leader as well. However, not all sellers fall in to this bucket, so KPIs should be in place to support the rest of...

KPIs that are looking at the length of a sales cycle can identify bottlenecks in the pipeline and highlight opportunities that have been in the pipeline for too long. For...

Consistently reviewing and analyzing KPIs can be crucial in helping your sales team adapt to change. For example, if you are moving in to a new market the KPIs will not l...

Expanding and developing your network in the vertical you would like to break in to is key. A referral will always be more powerful than applying direct to roles without ...

In order for us to keep up with the AI evolution in sales we need to build AI in to the training of sales people and the sales processes. It needs to be managed in an eas...

I strongly believe that a mindset of preparation and curiosity is essential. We must always be prepared for the unexpected and look forward to the challenges that arise, ...

Effectively breaking down the quarterly/annual sales goals across all levels within the sales org is the most effective way to get buy in. Be transparent about the role e...

Those that are not reflective of your business or the products your reps are expected to sell. AOVs vary across businesses as do sales cycles. One size doesn't fit all! I...

Having been someone who has expanded an office in a new region I can certainly empathize with anyone who is in this situation at the moment and I totally understand the h...