6 min read

Sales Management Tactics To Help You Become a Better Frontline Leader

By Roque Versace on Apr 16, 2020 9:00:00 AM

Frontline managers have some of the most difficult jobs in sales.

You manage anywhere from four to eight sales reps on a day-to-day basis, helping them win deals and grow their careers. Meanwhile, you’re handling exceptions, monitoring the pipeline, reporting sales forecasts up to executives, and bringing new initiatives back to the team.

Exceptional frontline managers do all of that and more, all while hitting their numbers. But we know from experience that it’s not easy.

To help sales management get ahead, we talked with customers and our own frontline leaders about their challenges. Then, we brainstormed some tactics you can use to:

Topics: Best Practices Sales Leaders Sales Process Sales Enablement
6 min read

Why Your MEDDIC Implementation Will Fail (and What to Do About It)

By Roque Versace on Apr 15, 2020 9:00:00 AM

You dedicated your 2020 sales kickoff to rolling out MEDDIC. Everything went off without a hitch. Your sales team hit the ground humming about the new sales methodology. Then, one month out . . . crickets.

Or perhaps you spent over $30,000 bringing in a sales trainer to get your team up to speed on MEDDIC. The trainer was a big hit with your sales reps and managers. Yet, three weeks later, only a handful of your reps are filling out MEDDIC fields, and managers are back to their old ways. Sound familiar?

It doesn’t matter how you roll out MEDDIC to your sales team. If you ignore these oft-overlooked challenges (and how to sidestep them), your MEDDIC initiative will inevitably fail.

*Note: While this article focuses on implementing MEDDIC, the challenges and recommendations we bring up also apply to many other sales methodologies.

Topics: Growth Sales Leaders Sales Process Sales Enablement
6 min read

MEDDIC vs MEDDPIC vs MEDDPICC: Does It Really Matter?

By Roque Versace on Apr 14, 2020 3:22:13 PM

In the past few years, Zendesk brought its sales forecasts from 25% accuracy to beat the 5% industry standard and achieve an astonishing 1%. How?

The company owed the improvement in large part to implementing MEDDPICC, a variation of the MEDDIC sales methodology. Along with a second variation, MEDDPIC, each methodology provides a powerful foundation and common language for qualifying sales opportunities.

All three methods help sales teams home in on the best deals and make sure they close, but in slightly different ways.

Topics: Best Practices Growth Sales Leaders Sales Operations Sales Process Sales Enablement
6 min read

Using Troops to Stay Agile and Effective During COVID

By Scott Britton on Apr 9, 2020 4:46:44 PM

The word that keeps coming up again and again on every leadership call I’ve been on is “agility.”

Topics: Sales Strategy Sales Leaders Sales Operations Remote Work
2 min read

Hey '19: Another year of making work easier with Troops

By Dan on Dec 30, 2019 7:14:30 PM

When we started Troops we told people we wanted to make work easy. Turns out, when you’re building a company from scratch, it’s anything but easy. But over the past year, the Troops team kept marching on towards our mission and we’ve made great progress with hundreds of partners and thousands of people using Troops each and every day.

At Troops, we still want to make work easy and make work more human. As we enter a new decade, more than ever, the tools we use at work and the software we interact with to do our jobs should adapt to humans instead of requiring humans to adapt to outdated, hard to use software. 

Topics: "Troops News" Troops Slack Product Troops Updates Sales Leaders Sales 2019 Year in Review
11 min read

How to Roll Out a New Sales Process (So That It Actually Works)

By Scott on Sep 23, 2019 3:00:11 PM

Many sales organizations spend a small fortune implementing a new sales process. For example, expect to pay a trainer $10,000-50,000 to teach the new process to a team of about 25 people for a few hours over a couple of weeks.

Once training’s over, it’s not uncommon for everyone to get excited about the new things they learned, only to eventually revert to their old ways without the sweeping changes you hoped for.

Sound familiar?

In speaking with our customers and other industry leaders, we discovered that getting sales teams to effectively adopt the new sales methodology once it’s rolled out is one of the biggest challenges sales leaders struggle to overcome.

Thankfully, there are ways to make adopting a new sales process easier for teams and leaders alike.

Proper documentation, proactive prompts, frequent inspections, leadership oversight, and automated workflows help ease some of the most common pitfalls that come with transitioning to a new sales process.

Topics: Sales Strategy Sales Development Sales Leaders
9 min read

How to Keep Your Team Accountable to Pre-Meeting Research

By Scott Britton on Aug 27, 2019 6:33:43 PM

We’ve discussed this in previous posts, but the average discovery meeting costs over $700. In some enterprise environments, this number is a lot higher.

Topics: Sales Strategy Best Practices Sales Development Sales Leaders Sales Ops
8 min read

Revenue Operations vs. Sales Operations: What They Do and When to Hire for Each

By Scott Britton on Aug 27, 2019 5:48:12 AM

In the tech industry, we’ve seen plenty of absurd job titles such as “Full Stack Magician” and “Chief Heart Officer.” And let’s not forget copious use of the word “Ninja.”

Today, we’ve mostly outgrown titles such as the above. But new ones still continue to emerge often due to the requirements of the market and new functional skills.

Topics: Sales Strategy Sales Development Sales Leaders
1 min read

eBook: The Definitive Guide to Account Based Collaboration: Part 1

By Scott on Aug 7, 2019 3:43:03 PM

Companies that are winning are about delivering the ultimate customer experience.

Topics: Sales Leaders Sales Ops
6 min read

Troops Raises $12 Million Series B And Launches Deal Rooms to Increase Account Based Collaboration In Sales

By Dan on Apr 23, 2019 2:25:34 PM

We’re excited to announce an additional $12m Series B funding round led by Aspect Ventures. Since closing the round, Troops has focused on R&D to build products that help sales teams work better together. Today we’re proud to introduce a new way to sell as a team by using Troops Deal Rooms to help win and expand your biggest accounts.

Topics: Troops Slack Sales Strategy Best Practices Growth Product Sales Leaders