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BEN VONWILLER
PARTNER, MCKINSEY & COMPANY

 MARIA VALDIVIESO 

PARTNER, MCKINSEY & COMPANY

“Inside sales should already be a big part of your go-to-market model and should only get bigger over time.””

Ben Vonwiller | Partner, McKinsey & Company
 
 

Territories are the foundation that fuels success for any sales organization. Discover Salesforce's 3-step approach for sales territory management and planning.

Sanika Goleria — Senior Director Business Planning, Salesforce

 
 

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Core to better relationships between account executives (AEs) and sales managers are regular 1-on-1 meetings. Here are 12 recommendations on how to set one-on-o...

Colin Nanka — Senior Director, Enablement for Commercial Sales, Salesforce

You can’t manage what you don’t measure. It sounds obvious, but any successful sales organization must know how to track the following sales metrics.

Patrick Blair — EVP, Salesforce, CRO Quip (Formerly)

Most companies spend between 5% to 15% of revenue on sales. Learn the core components of sales excellence to ensure optimal usage of that investment.

Bertil Chappuis — Senior Partner, McKinsey & Company

Matt Kraft shares his experiences rebuilding a sales and marketing organization and how it led to a more than 40 percent increase in sales within two years.

Quotable

Sales hiring requires matching tactical & emotional capabilities with the right environment. Gauge emotional intelligence with these 10 interview questions.

David Priemer — Founder of Cerebral Selling

Setting your goals serves two purposes: to highlight what is important in the 12 months ahead, and to put metrics and dates in place to hold you accountable.

Colin Nanka — Senior Director, Enablement for Commercial Sales, Salesforce

 
 
 

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