Latest insights

Sales rep tracking isn’t just about looking for the whereabouts of your sales team. It’s also about tracking sales performance and finding ways to improve. Field sales teams must always ensure they cover their bases to stay ahead in today’s competitive landscape. Granted, sales managers can only do so much to get there. When managing sales team members, keeping track of what everybody is doing is often difficult. This is especially true when they’re all out on the

A sales manager’s ultimate goal is to get their entire sales team to deliver. When a sales accountability culture is introduced, it means everybody pitches in and pulls their weight. If the company plans to achieve its target, everybody from the junior salesperson to the senior sales executive does everything possible to deliver results. However, more eager sales representatives may deploy less-than-savoury tactics to hit their numbers. This includes

Sales is one of the most important divisions in any business. Even the greatest products will collect dust without adequate sales efforts. The better you can empower your sales team, the more inventory they can push. These soaring sales numbers begin with company leadership learning the ins and outs of managing sales team expectations. You can make an immediate difference if you adopt the right sales toolkit, which must have detailed

Rising inflation, market volatility, increased unemployment, and shrinking GDP contribute to growing global recession fears. Unprepared businesses are especially worried, and with good reason. If you’re unsure of how to handle the customer, labour, and financial challenges of recessions, you aren’t alone. Let’s explore what a recession means, how to spot one, and how you can prepare to weather the storm. Is your business seeing the signs of a global recession? A

When things are going well, it’s easy to sit back and stay the course. This is especially true with your sales team. Why rock the boat when you’re sailing smooth? Most managers start pushing if their teams haven’t hit their targets or they see more potential. But shouldn’t effective leaders empower their sales teams in both bad times and good? Of course, they should. Empowering your team is always the right move. Research confirms that empowering employees

Mental health challenges have reached a new global high. 42% of adults worldwide say they feel a lot of worry. 41% report high stress, and 28% experience unhappiness. Burnout is also on the rise, with 49% of people suffering from these symptoms at work. Hybrid working is adding to people’s stress by increasing a sense of isolation. Fear and uncertainty of the modern world making us ever more anxious. With mental health challenges now being the norm among employees across all organisational levels, people are talking about mental health at

Businesses across all sectors leverage digital tools and platforms to grow. This is because more and more customers are flocking to the digital space every day. Better yet, they’re doing so with the intent to engage with brands that can effectively and efficiently alleviate their pain points. However, with stiff competition just a search away, it’s not enough to simply offer a solution. Businesses must ensure that their B2B online ordering systems are aptly designed to deliver what their target customers need – and then some. Of course, similar to

Mentorship could be the game-changer South African entrepreneurs need, especially as 70% of mentored businesses experience a five-year increase in survival rate. Sam Clarke, CEO of Skynamo, says entrepreneurs are needed now more than ever since they see opportunities, capitalise on these, and, in doing so, create the businesses of the future. But they urgently need support if they are to succeed. He explains that not only do entrepreneurs create jobs, but they also boost economic growth through the development of innovative technologies, products, and services. “Where

Customer relationship management (CRM) software and sales management software are two of the strongest tools a modern sales team should have. Both can drive sales and customer retention, but are they necessary if you already have a strong sales force? With information readily available on the internet, consumers do their own research instead of relying solely on salespeople to solve their problems. A recent study by Gartner shows 44% of buyers prefer a seller-free sales experience, with

Micromanagement is something many do, but few admit. It’s one of the foremost examples of good intentions with often negative consequences. Especially in field sales management, micromanaging is rarely necessary. Despite its overwhelmingly negative press, micromanagement remains an uncomfortable reality in many organizations. Managers tend to gravitate to a micromanagement style when they’re under pressure to deliver results or to follow exact procedures. When this management style does deliver the expected results, everybody can tolerate it a bit more. After all,