Sales Training Connection

JANUARY 8, 2013

Key Account Executives Sales Training. Over the years we have had the opportunity to design sales training initiatives for numerous companies having Key Account sales teams. The skill set required of Key Account sales executives is not just more of the same as compare to the one for territory sales people.

Account 98

Account Training Territories Margin 98

SBI Growth

DECEMBER 10, 2013

At this point, your 2013 sales number is essentially decided. There are some ‘B’ Players who have already tapped out and won’t contribute more than they did in 2013. Build out a plan for training them and turning them into ‘A’ Players ASAP. ‘A’ Are they in the right territories? Put them into the absolute best territory.

Territories 300

Territories Scale Guidelines Groups 300

SBI Growth

OCTOBER 4, 2012

Unfortunately, no one on their sales team was qualified to do the work; a territory design project. Not only this, but this territory design will need to be updated year after year. You’re faced today with some projects you need to get completed going into 2013. Get a copy of the tool for free at this event.

Sales Qualified Lead 267

Sales Qualified Lead Hiring Face-to-face Territories 267

SBI Growth

NOVEMBER 5, 2013

If you’re caught totally unprepared, the territories are vacant for months. Sign up for our 2013 Tour and receive the Talent Retention Checklist to start planning for your new year. Start training them two to three months prior to year end. Replant these seedlings in a ripe territory when necessary.

How To 296

How To Territories Hiring Quota 296

Understanding the Sales Force

FEBRUARY 21, 2013

Here's why: He said to hire for characteristics and train for competencies. And when we train for competencies, that should be fine-tuning, not wholesale development. c) Copyright 2013 Dave Kurlan I thought that the second half was as bad as the first half was good. So, what are the correct competencies?

Hiring 242

Hiring Sales Management Territories Analysis 242

Score More Sales

JULY 22, 2013

Think of yourself as an entrepreneur of your territory, or niche, or product line. Hopefully you have a great manager and leadership in your company with lots of direction, vision, and goals clearly stated. If not: Create a plan – guidelines – and metrics. Don’t let poor management stop you from being a great seller.

Inside Sales 203

Inside Sales Guidelines Lead Rank Lead Scoring 203

Sales Training Connection

JANUARY 11, 2013

Key Account Executives Sales Training. Over the years we have had the opportunity to design sales training initiatives for numerous companies having Key Account sales teams. The skill set required of Key Account sales executives is not just more of the same as compare to the one for territory sales people.

Account 78

Account Training Territories Margin 78

Score More Sales

DECEMBER 27, 2013

If it is a new plan, or new territory – find the upside to it and see how you can make it work for you. If this is your new quota, or new list of contacts or achievements you must accomplish in your position, we’d just encourage you do to one step at a time, with forward motion going every day.

Lead Rank 255

Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

SBI Growth

SEPTEMBER 20, 2012

Congratulations, your organization is launching a new product in 2013! Organizing and scheduling product training sessions. When designing the quota for 2013 sales reps, incorporate the new product into the compensation plan. If you are launching a new product in 2013, review your sales compensation plan. Call to Action.

Compensation 244

Compensation Incentives Incentive Penetration 244

Fill the Funnel

DECEMBER 13, 2013

I was in awe during a recent training webinar I was presenting when I was watching the attendees arrive into the GoToWebinar panel. A very humbling experience and significant motivator to nail the training. If you have a national or worldwide territory keep it open it a tab so it is always available. All Rights Reserved.

Top of Funnel 134

Top of Funnel Webinar Metrics Funnel Territories 134

Sales Training Connection

AUGUST 19, 2013

After the excitement wears off of being assigned to that first sales territory, reality begins to set in. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2013 Sales Momentum ® , LLC. New sales reps. How am I going to appear credible to the customers?” “Am

Hiring 127

Hiring Territories Training Sales 127

Understanding the Sales Force

MAY 9, 2014

When we work with companies selling through channels, the sales processes, metrics, sales management, sales coaching, sales training, messaging and coaching must be different from what we do with direct B2B sales forces. Copyright: blueximages / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan' Channel sales is quite different.

Channels 221

Channels Retail Hotels Territories 221

Score More Sales

MAY 27, 2013

Yes, I know how busy you are – I was a seller with a quota and territory for many years. Remember that positioning yourself online, finding strategic partners, and listening for insight into your niche should not compete with calling or connecting time. It may not be easy, but it is do-able. And you must do it to get ahead.

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230

Allego

NOVEMBER 9, 2021

In 2013, Kate started one of the first completely virtual, fee-only, monthly retainer (no AUM) financial planning businesses in her quest to change the profession and live her happiest life. I was determined to build a business that fit around living an amazing life rather than squeezing my life around my business.”.

Travel 77

Travel Google Pivotal Lead Rank 77

Sales Training Connection

JANUARY 18, 2013

As one frustrated VP of Sales once shared – “Our Sales and Marketing departments are like two trains passing in the night.” What does the analysis mean as far as territory design, allocation of sales resources, and the need for new sale skill sets? ©2013 Sales Horizons, LLC. The image is striking and stark.

Marketing 121

Marketing Analysis Lead Rank Territories 121

Sales Training Connection

OCTOBER 16, 2013

Before we examine some of the advantages, it is important to note that KAMs are not just territory sales reps with another label. How do you train KAMs? . Sales training for KAMs is not just more of the same. So, let’s explore the next step – Sales Training 2.0. ©2013 Sales Momentum ®.

Health Care 108

Health Care Territories Selling Skills Ideal Customer Profile 108

Sales Training Connection

JULY 10, 2013

Over the years there have been many frameworks introdued to distinguish different types of sales reps – hunters vs. farmers , top performers vs. underachievers, and territory sales reps vs. national account executives. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Territories 108

Territories Maximizer Groups Training 108

Understanding the Sales Force

JANUARY 28, 2014

Do Technical Salespeople Need Sales Training? Getting a Sales Organization to Buy-In to Sales Training. On the other hand, a new salesperson in a new territory might have to make cold calls in order to quickly make progress. Image credit: johnkwan / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan'

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

Sales Training Connection

JUNE 26, 2013

Think back to the sales training programs you’ve attended. It’s likely that the great sales training programs had two characteristics in common – the same characteristics that have salespeople excited about sales simulations. For example: Aligning the sales training to business goals. Sales simulations.

Hiring 110

Hiring Face-to-face Scale Decision Maker 110

Score More Sales

JUNE 3, 2013

It’s funny how territorial people can get at their job, isn’t it? The main reason this works well is that they know that I am calling on others within their company and they won’t be surprised or feel that I’m going over their head.

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Decision Maker 213

Sales Training Connection

AUGUST 27, 2014

Before we examine some of the advantages, it is important to note that KAMs are not just territory sales reps with another label. How do you train KAMs? . Sales training for KAMs is not just more of the same. So, let’s explore the next step – Sales Training 2.0. ©2013 Sales Momentum ®.

Health Care 82

Health Care Pharmaceuticals Territories Selling Skills 82

Sales Training Connection

JUNE 19, 2013

The Sales Executive Council , for example, reported a four-fold difference in top-line territory growth of sales reps under “star sales managers” (top 10%) compared to sales reps under weak sales managers (bottom 10%). Get serious about sales training and development. ©2013 Sales Momentum ® LLC.

Pivotal 100

Pivotal Health Care Hiring Sales Management 100

Sales Training Connection

JANUARY 14, 2013

Here it is … Sales managers are starting the new year, making plans to meet (and hopefully exceed) sales goals and reviewing their territory for sales opportunities. As I mentioned, we’ve written a lot about sales management and sales management coaching in the Sales Training Connection. ©2013 Sales Horizons, LLC.

Sales Management 114

Sales Management Face-to-face Coaching Construction 114

Delicious Sales

MAY 2, 2012

Training (4995). 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? MORE >> THE SALES INSIDER AUGUST 13, 2013 What Shakespeare Can Teach You About Predictive Analytics Predictive analytics and Shakespeare have more in common than you think. Topics Major Topics. Sales (12918).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Customer Centric Selling

SEPTEMBER 9, 2013

Sales Training Article: 11 Traits of a High Performing Sales Culture. Revised sales territories. You can get this tool along with many others by registering for the SBI Making the 2013 Number tour. Take a look at the sales training workshops available to you and improve sales performance. Shifted around Sales Managers.

Training 53

Training Hiring Transportation Territories 53

Sales Training Connection

JULY 22, 2013

Major accounts are not just big little accounts – they’re fundamentally different than territorial accounts. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2013 Sales Momentum ® LLC. Business development in major accounts.

Account 106

Account Negotiation Government Lead Rank 106

Fill the Funnel

JANUARY 7, 2013

It is typically a time with lots of NEW in the air – new quotas, new territories, new comp plan, new prospects and new optimism. Most indicators point to 2013 being a much improved sales environment, and if true, will expose those who have not invested in the training and deployment of the new generation of web tools.

Tools 123

Tools InsideView Top of Funnel Marketing 123

SBI

AUGUST 13, 2013

“Inside Sales now generates more than 50% of company revenue and is being tasked with more responsibilities and expectations—to grow territories, form partnerships, and generate new business. By the end of 2013 there will be 2.3 Determine the appropriate training curriculum for your team of Millennial Inside Sales Superheroes.

InsideSales 129

InsideSales Hiring Inside Sales Webinar Metrics 129

Your Sales Management Guru

MAY 6, 2013

This week I thought I would use this forum to let my readers know of Two Sales Leadership training programs in May that you should plan to attend. The first is Friday May 10 th , Building Predictable Revenue: Sales Management Systems. The second is May 28 th , 1pm EST: Creating Sales Compensation Plans for High Performance.

Compensation 74

Compensation Forecasting Penetration Sales Leadership 74

LeadFuze

DECEMBER 1, 2021

That means you need to hire (and train and ramp) an extra 25 per year just to stay afloat. It’s the responsibility of managers to design and implement quotas, incentives, territories, roles and responsibilities. In 2013, I heard that Salesforce.com lost 750 of their 3,000 salespeople (25% attrition). See the pattern here?

Churn 52

Churn Hiring Scale Salary 52

Allego

AUGUST 14, 2019

Although the retirement division’s use of Allego as a sales content tool drove measurable improvements within their business, the firm’s use of the platform as a training and knowledge sharing platform has generated the biggest returns. billion in revenue—a $328 million increase over the year prior.

Hiring 59

Hiring Insurance Insurance Face-to-face 59

Miller Heiman Group

APRIL 30, 2019

In 2013, 37 percent of sales teams reported widespread use of CRM systems. To date, the software has focused on tasks like aligning territories, managing pipelines, winning opportunities and generating forecasts, not informing individual seller moves that win specific deals. How can companies motivate sellers to use CRM technology?

CRM 64

CRM Data Tools System 64

Sales Hacker

NOVEMBER 6, 2017

500 list of Fastest Growing Companies for 2013. “Training matters”- David Baga. Make continuous learning part of the culture; emphasize and invest in training and professional development. Arjun is the Chairman of the Board and Founder of ReTargeter, where he bootstrapped the company to be in the top 100 of the Inc.

Hiring 90

Hiring Lead Rank Lead Scoring Oracle 90

Hubspot Sales

SEPTEMBER 19, 2018

businesses in 2013 were owned and operated by sole proprietors or sole traders. A health and safety training for opening a daycare. But be careful not to step into “ hobby business ” territory with the IRS. The United States Small Business Administration reported over 70% of U.S. A federal license for transporting animals.

Licensing 115

Licensing Banking Insurance Insurance 115

The Sales Association

NOVEMBER 23, 2011

While acting as the Sales Training Manager for 35 sales representatives. ► 2013. (1). while at the Cooking and Hospitality Institute of Chicago. Additionally, I sold Negative Pressure Wound Therapy Devices and DME while a student at Loyola University Chicago. Supporting sales associations and sales professionals. Sales Jobs.

Pharmaceuticals 32

Pharmaceuticals Meeting Customer GoldMine 32

Sales Training Advice

MARCH 11, 2013

But if you build them and manage the execution, you’re sure to hit your numbers in 2013 and beyond. But your reps need a playable hand including these seven cards — the right marketplace, a competitive offering, adequate territory, a good compensation plan, good management, realistic goals and enough time to hit them.

Revenue 40

Revenue Compensation Social Media Territories 40

Score More Sales

MARCH 13, 2014

It is not enough in selling anymore to just show up and be effective at working a sales territory. You need to plan, strategize, and prepare for success. You also need to be aware that a number of strategies will get you closer to prospective customers – not just one.

Referrals 238

Referrals Lead Rank Lead Scoring Ideal Customer Profile 238