SBI Growth

SEPTEMBER 23, 2012

Can you count on your current Sales Rep behaviors to “Make the Number” in 2013? HR has a stake in this as the governor of company-wide behavior modification, including the Sales Department. Sign up for our Make the Number tour to learn more about how top performing companies will change Sales in 2013.

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

SBI Growth

JANUARY 9, 2013

Our 2012 sales leader research finds it is still a big fear for 2013. If your company isn’t looking for sales leadership today, just wait. The average tenure of a Sales VP is 19 months! This post explores what HR leaders can do to develop top internal sales leaders. Better to be ready for the day when it occurs.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

Understanding the Sales Force

MAY 5, 2014

In no particular order they are: Top 10 Sales Competencies. Top 10 Sales Management Functions. Top 10 Indicators That You Have a Trustworthy Sales Prospect. Top 10 Tips for Hiring Salespeople for Your Sales Force. Top 5 Reasons You Don''t Get More Strong Sales Candidates. 10 Sales Coaching Examples.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

Understanding the Sales Force

SEPTEMBER 9, 2013

With all that, shouldn''t the quality of sales, sales management and sales leadership candidates be on the rise? The darker dotted line is the trend for the percentage of sales management candidates that were recommended by Objective Management Group for the same time period. Yes, it should.

Sales Management 288

Sales Management Hiring Compensation Trends 288

Understanding the Sales Force

OCTOBER 7, 2013

Understanding the Sales Force by Dave Kurlan One of the comments on my article, The Validiation of the Sales Assessment Validation , mentioned the reluctance of CEOs and Presidents to redeploy or terminate ineffective sales managers. Lack of overall sales performance is an easily recognized problem.

Sales Management 269

Sales Management Hiring Forecasting Promotion 269

The Sales Hunter

OCTOBER 18, 2013

If and Then : The two words no sales manager ever wants to hear. ” The reasoning goes like this: “ If we could cut our price, then I know I could close more sales.” Thinking they’re strategic is the last thing that comes into the sales manager’s mind. ” Sales Motivation Blog.

Sales Management 232

Sales Management Consultative Selling Selling Skills Motivation 232

SBI Growth

SEPTEMBER 2, 2012

In fact, when asking Sales Operations Leaders what qualitative data they had gathered, here are their responses: Conducted internal win/loss debrief on large opportunities. Interviewed VP of Sales, Product Leaders, and Sales Manager to understand what they were seeing in the market. Author: Joshua Meeks.

Data 267

Data Analysis Sales Operations Buying Cycle 267

Your Sales Management Guru

OCTOBER 1, 2012

Preparing for 2013. Last week I had the opportunity to participate in another conference (14th of the year), they are always great times when you can hear other speakers, learn new ideas and meet new people. I thought I might simply highlight a few points from both sessions since there are pertinent for everyone as we move into 2013.

Sales Management 71

Sales Management Top of Funnel Hiring Lead Rank 71

The Sales Hunter

JULY 27, 2013

A sales manager can help tremendously if they occasionally go on sales calls with their salespeople. I call this the “four-legged sales call.” ” Problem is too managers won’t do this at all — or when they do it, they do it wrong. ” Sales Motivation Blog. .

Video 192

Video Sales Management Consultative Selling Motivation 192

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. They represent the freshest, most innovative thinking on sales currently on the market and take into consideration the changing sales climate and competitive realities every sales rep and sales leader is facing. Top Sales Books to Read in 2013.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

Understanding the Sales Force

MARCH 13, 2013

Sales Management must spend 50% of their time coaching salespeople like this: An enormous part of developing salespeople these days is helping them to differentiate themselves from your competitors. The salesperson was foolishly calling on purchasing instead of an actual decision maker who owned a problem or an opportunity.

Coaching 264

Coaching Sales Management Decision Maker Competition 264

The Sales Hunter

SEPTEMBER 20, 2013

One of the easiest things sales managers and senior management can do is to call every person they know at a client company. Second, the discussion between the senior level person and the customer may very well uncover new opportunities you the salesperson were not aware of. ” Sales Motivation Blog.

Sales Management 202

Sales Management Cold Calling Closing Consultative Selling 202

Your Sales Management Guru

DECEMBER 3, 2012

Sales Leadership: 2013 Sales Theme. Last week I was speaking at a conference on: “ Building and Maintaining Sales Motivation ”, after the program several individuals came up to discuss my concept of a “Drive Statement. This statement is reinforced at every potential opportunity.

Sales Leadership 82

Sales Leadership Incentives Incentive Motivation 82

Anthony Cole Training

MARCH 19, 2013

There are several GREAT speakers in the general sessions, but it is not a conference where you will find constant discussions about the art and science of selling or sales management. Whenever I hear a talk, a message or a point of view, I find myself automatically translating it to sales and sales management.

Hiring 198

Hiring Banking Survey Conference 198

Sales Training Connection

FEBRUARY 11, 2013

You need a superior sales team and maintaining a superior sales team requires f ront-line sales managers who coach and who are good at it. But for sales managers to be good at coaching, feedback must run both ways. From the sales rep perspective the feedback can take two very different forms: 1.

Sales Management 117

Sales Management Coaching Sales Coaching Training 117

SBI Growth

JANUARY 2, 2013

But you can excel in 2013 because of your shortcomings in 2012. And with these answers come chances for improvement in 2013. Talent Assessment of Sales Leadership and Sales Reps. Build specific competency and accountability based scorecards for Sales Leadership and Sales Reps. What about a “qualified lead?”

Lead Rank 267

Lead Rank Lead Scoring Sales Qualified Lead Lead Gen 267

SBI Growth

NOVEMBER 22, 2012

The third of four regional stops to nail down 2013 budgets for the Sales EVP and the CFO. They alone have the most opportunity and need more headcount, not less. What is the revenue opportunity from prospects? Is the segmentation based on data that predicts revenue opportunity? Between A Rock & A Hard Place?

Segment 288

Segment Customer Territories Penetration 288

Sales Training Connection

JANUARY 14, 2013

Sales managers. A year ago, we published a post on the importance of sales managers to assess their prior year’s performance and to incorporate the results of that self-assessment into their plans for the new year. Good managers are always asking themselves and others about what they could do better or differently.

Sales Management 114

Sales Management Face-to-face Coaching Construction 114

Sales Training Connection

MARCH 27, 2013

Second, most people agree that coaching is a must-do for developing a superior sales team. Some don’t do it because they think their sales managers are experienced so they know how to coach. Others pass because their sales managers are busy, so coaching training is not viewed as a good use of time.

Coaching 115

Coaching Sales Management Training Consultative Selling 115

SBI Growth

AUGUST 17, 2012

Want to know what marketing leaders are going to do differently in 2013? Register HERE for our 6 th annual research project, Making the Number: How your Peers are Allocating People, Money & Time in 2013. In a recent survey conducted via LinkedIn, we asked marketing leaders around the globe what their focus will be in 2013.

Sales Qualified Lead 244

Sales Qualified Lead Marketing Qualified Lead Top of Funnel Leads 244

The Sales Hunter

MAY 2, 2013

I spend a lot of time with division heads, sales managers and salespeople, and it’s not unusual for the topic of sales training to be discussed — especially in context of how important it is or isn’t. . Does sales training really deliver better outcomes for sales teams?

Training 206

Training Sales Management Motivation Sales 206

Understanding the Sales Force

JANUARY 27, 2014

Understanding the Sales Force by Dave Kurlan This kind of story doesn''t happen every day. One of Objective Management Group''s (OMG) most successful partners had an opportunity to work with young business leaders that had never sold. There simply wasn''t any sales management and the coaching they received was consistent.

Case Study 288

Case Study Study Lead Rank Lead Scoring 288

Score More Sales

JULY 31, 2013

As a younger sales manager, I was wrong 75% of the time when hiring who I thought would be a stellar sales producer using my gut. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips. Increase Opportunities. Expand Your Pipeline.

Hiring 183

Hiring Lead Rank Lead Scoring Compensation 183

SBI Growth

AUGUST 8, 2012

Sign up for our Make the Number Tour if you would like to see how your peers are allocating people, money and time in 2013. Over the last 12 months we: Surveyed over 10,000 sales representatives. Surveyed over 4,500 sales managers. Reviewed over 5,000 documents from with some the world’s best B2B sales organizations.

Quota 276

Quota Demand Generation Agencies Marketing Demand Generation 276

SBI Growth

NOVEMBER 14, 2012

66% of Sales Reps believe that increasing the time invested by sales managers would help to increase their sales. Don’t wait for your manager to come to you. You’re at a point in the year where you are discussing 2013. Your manager obviously wants you to succeed and hit these numbers.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

SBI Growth

SEPTEMBER 14, 2012

The most common mistake is failing to look at the job opportunity through the eyes of the candidate. HR can help the Sales leader to improve recruiting results and play a vital role in making the sales number in 2013. HR and Sales leaders often fail in the execution of convincing the top talent to make the career move.

Sales Talent 312

Sales Talent Territories Compensation Quota 312

Understanding the Sales Force

NOVEMBER 6, 2013

When salespeople have good plans but poor time management. When salespeople are regularly unable to reach closure on their opportunities. I didn''t send you to that article to modify your sales process; only to embrace the power of qualification. c) Copyright 2013 Dave Kurlan'

Sales Qualified Lead 275

Sales Qualified Lead Hotels Hubspot Decision Maker 275

SBI Growth

MARCH 22, 2013

In particular, the front-line Sales Manager - a critical role responsible for marshaling a team of revenue makers. This post includes a downloadable Sales Leader Curriculum. This tool is perfect for HR Business Partners who serve the Sales function. It will help to prevent vacant Sales Management positions.

How To 312

How To Sales Leadership Exercises Proposal 312

Understanding the Sales Force

APRIL 17, 2013

Non-Supportive Buy Cycle (the way that salespeople buy things doesn''t support ideal sales outcomes). Their sales managers are not holding them accountable for qualifying. If they attempt to qualify, they might learn that the opportunity is not qualified. Oh no - they''ll have to find another opportunity to work on!

Decision Maker 268

Decision Maker Consultative Selling Buying Cycle Proposal 268

Understanding the Sales Force

NOVEMBER 25, 2013

An effective sales cycle not only will be shorter, but opportunities will convert from stage to stage with higher frequency. While there is an advantage to closing the same percentage of opportunities in less time, the greater benefit is closing a larger percentage of opportunities in less time. Integration is key.

Study 243

Study Sales Cycle Follow-up Account 243

Score More Sales

OCTOBER 9, 2013

This panel session is part of the Sales Management Summit on BrightTALK. Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for sales strategies, tactics, and tips in selling. Increase Opportunities. Joanne Black, No More Cold Calling. Tamara Schenk, T-Systems International.

Webinar Metrics 214

Webinar Metrics Closing Strategy Lead Rank 214

Understanding the Sales Force

JANUARY 28, 2013

Their appearances provided opportunities to coach current players. The real problem is that the CEO's, Presidents, Owners, Sales VP's, Sales Directors and Sales Managers to whom these veteran salespeople report are simply afraid of them. Then the formal sales process is introduced. Increase their income.

Face-to-face 208

Face-to-face Margin Coaching Proposal 208

Understanding the Sales Force

SEPTEMBER 17, 2013

Most of our sessions include a significant amount of spontaneous roleplaying that provide ample opportunities for us to coach the salespeople who are participating. I''ll be speaking at the EcSell Institute Fall Sales Coaching Summit in Chicago next week. c) Copyright 2013 Dave Kurlan' More on that in a moment.

Coaching 201

Coaching Exact Webinar Metrics Sales Leadership 201

The Sales Hunter

AUGUST 2, 2013

A sharp sales manager who is a strategic thinker and has clout in the company. No micro-managing. They don’t have time for petty stuff and especially for a sales manager or anyone else who wants to pick apart everything and insist on over complicating everything. Opportunity to be recognized and respected.

Hiring 238

Hiring Motivation Compensation Selling Skills 238

SBI Growth

NOVEMBER 7, 2013

Last year you got your 2013 quota in mid-February. This caused mass confusion, frustration and demotivation on your sales team. Do you have enough sales people to cover the new quota? Set up a planning session with your sales managers immediately. How many actual opportunities by sales person is that?

Quota 296

Quota Demand Generation Targets Demand Generation Negotiation 296

The Sales Hunter

FEBRUARY 25, 2013

This is business customer service would have little opportunity to be a able to get. Sales managers, what behavior are you rewarding? Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. In my book, that is the role of customer service.

Customer Service 251

Customer Service Customer Discount Maximizer 251

Understanding the Sales Force

JANUARY 28, 2014

This is the 10th article in a January series on the Architecture of the Sales Force. Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Do Technical Salespeople Need Sales Training? Qualified Opportunities 1.35

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240