SBI Growth

AUGUST 13, 2013

Remaining effective as a sales force means continuous improvement. This might be a new buyer-aligned sales process. Or training to add emerging practices to your sellers’ skill sets. Or sales recruiting to staff a new go-to-market channel. Through an informal or formal assessment, you’ve found sales improvement needs.

Hiring 288

Hiring Incentives Incentive Benefit 288

Sales Training Connection

SEPTEMBER 26, 2014

New sales managers. When front-line sales managers take over a new sales team, the natural tendency is to get things moving – make a mark. For example, it is not uncommon that the “what” turns out to be a bunch of stuff that choruses of those on your sales team are complaining about.

Sales Management 88

Sales Management Sales Leadership ACT Training 88

Sales Training Connection

MAY 9, 2014

Jason Kanigan at Salestactics.org interviewed Richard about sales training trends earlier this week. Some of the points raised were: Upgrading sales teams is a continuous challenge given the changing sales environment. Most companies have purchased some sales training – especially around basic selling skills.

Trends 115

Trends Training Sales Coaching Coaching 115

Sales Training Connection

NOVEMBER 5, 2014

Sales managers and the time sieve. Sales managers universally tell us that time is their most valuable asset – and they also tell us they are continuously “running out of time.”. It is the age-old time management puzzle that sales managers have all the pieces for but never seem to put together.

Sales Management 94

Sales Management Face-to-face Sales Meeting Guidelines 94

Understanding the Sales Force

AUGUST 20, 2014

Understanding the Sales Force by Dave Kurlan One of the most frequent questions we get from clients has to do with the second most important finding on Objective Management Group''s (OMG) sales and sales management evaluations. I''ll give you an example. They always wonder, "How could that be?"

Hiring 249

Hiring Groups Incentives Incentive 249

Sales Training Connection

FEBRUARY 12, 2014

Sales Training. It is not a career risk to be out front advocating your company place a priority on sales training. However, has some solid research been done on what constitutes sales success? Business Case for Sales Training. said their training exceeded expectations. The answer is – Yes!

Training 108

Training Quota Study Report 108

Sales Training Connection

JULY 16, 2014

Sales training investments. Let’s take a look and translate the results to sales training investments. What might this mean for sales training purchasing decisions? During the planning, implementation and post-sales training program, new swing factors are likely to emerge.

Training 94

Training ROI Decision Maker Examples 94

Hubspot Sales

MARCH 2, 2018

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Check out my book on running a human-centric sales process that'll win more customers.

Sales Management 105

Sales Management Hiring Top of Funnel Funnel 105

SBI Growth

SEPTEMBER 2, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Learn why your team ignores your sales process and how to fix it. It’s a customizable example of how to create a reinforcement plan that works. You spend all your energy upstream of the training event.

Sales Process 308

Sales Process Webinar Metrics Vendor Energy 308

SBI Growth

AUGUST 4, 2013

Converting to Agile Performance Reviews will help you Make the Number in 2014. Unfortunately, none of these apply to a modern sales organization. Meanwhile, Agile is spreading everywhere in Sales - to onboarding , sales management, and sales training. Training classes and workshops won''t get it done.

Territories 282

Territories Lead Rank Lead Scoring Demand Generation Targets 282

SBI Growth

JULY 26, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." For example, reduce new-hire ramp time by 20%. For example, set a goal of increasing qualified leads by 10% in 6 months. Sign up for the " How to Make Your Number in 2014 " research tour. Failure here.

Hiring 267

Hiring How To Sales Qualified Lead Face-to-face 267

The Sales Hunter

AUGUST 19, 2013

Many of you are building your 2014 sales goals as you read this, and if you’re not, you need to start. Let’s use an easy example. We’ll say you want to achieve $1 million in sales next year. Sales managers who are reading this need to make sure each salesperson follows through in their pre-planning.

Motivation 219

Motivation Selling Skills Sales Goal Follow-up 219

Understanding the Sales Force

JULY 8, 2014

An example of a successful, but not necessarily busy salesperson, would be the one whose two whale-sized deals generated three times more business than the rest of the sales force combined. Can they be trained to do things more effectively or, if necessary, in a completely different way? Everything is relative.

Top of Funnel 251

Top of Funnel Proposal Coaching Networking 251

Sales Training Connection

DECEMBER 1, 2014

Yet, how does a company effectively, efficiently, and affordably develop and sustain a high performance sales team? Over the years we have written a lot about two obvious initiatives that a companies must get right as starters – sales training and front-line sales management coaching. Sport examples are legendary.

Sports 128

Sports Coaching Training Competition 128

Sales Training Connection

MARCH 10, 2014

For example, the right internal champions can build your credibility with key decision makers, speak for you in places where you can’t go, and advocate for you in meetings you can’t attend. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Greater access.

Competition 114

Competition Decision Maker Lead Rank Lead Scoring 114

SBI Growth

AUGUST 22, 2013

Sales can learn a lesson here. Sign up here to receive a copy of the Sales Job Tryout Toolkit. Read on and you''ll be ready to Make the Number in 2014. Here''s a 7-step overview of a tryout for a sales rep. (To The tryout works well across a variety of Sales roles. An example of past work is not a substitute.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

No More Cold Calling

AUGUST 14, 2019

As I reflected on my career in sales and sales management, I realized my best business had come from referrals. I did my “feet on the street” research and interviewed sales leaders and salespeople. The examples are dated, but the methodology is the same—because it works. Was this company asking?

Referrals 291

Referrals Cold Calling Survey Scale 291

Sales Training Connection

JANUARY 8, 2014

We train and coach and provide salespeople tools in many areas: call execution skills, sales strategy, business acumen, sales negotiations – but we tend to provide less help in how to run a meeting. The quality of sales team meetings we’ve observed vary significantly. Call Management. ©2014 Sales Momentum ®.

Meeting 116

Meeting Call-back Distribution Software 116

Sales Training Connection

MARCH 19, 2014

Applying this proposition to sales training, let’s use role-plays as an example, recognizing that the points apply to other types of exercises, too. A good example of what not to do is everyone’s old favor the “fish bowl” role-play done in front of the room. For discussion let’s pick sales managers.

Lead Rank 117

Lead Rank Training Face-to-face Coaching 117

Sales Training Connection

MAY 5, 2014

Sales role plays. From time to time we hear disparaging words about the use of role-plays in sales training programs. Here are some fundamentals for designing sales role-plays that will create an experience that will be well received by salespeople and sales managers – provide a platform for real behavior change.

Construction 117

Construction Training Groups Buyer 117

Sales Training Connection

NOVEMBER 21, 2014

Develop soft sales skills, too. Crafting sales strategy. Check out any sales training program and you’re likely find some of these sales skills being taught. They are the fundamentals and they are critical to sales success. Yet, how often do the soft skills make the short list for sales coaching ?

Hiring 125

Hiring Face-to-face Lead Rank Study 125

Sales Training Connection

MARCH 3, 2014

Sales coaching – leverage trigger events. Sales coaching – sales leadership talks about it all the time. Sales consultants advocate it and sales managers say they would like to do more of it. The “it” of course is sales coaching. So sales coaching gets put off until Friday and it never happens.

Sales Coaching 105

Sales Coaching Coaching Software Software 105

Sales Training Connection

JULY 11, 2014

For example, motives included a desire to get a good job later in life – considered to be an instrumental motive because the relationship was indirect – and a desire to be trained as a leader in the U.S. What are the implications for how we train , manage and coach , and compensate salespeople? ©2014 Sales Momentum, LLC.

Motivation 103

Motivation Compensation Study Coaching 103

Sales Training Connection

MAY 12, 2014

Senior sales leadership spends a great deal of time thinking about how to improve sales productivity. They invest in sales training . We suggest there is one additional often under used yet effective and affordable strategy – get serious about freeing up the sales team so they have more time for selling.

Top of Funnel 112

Top of Funnel Sales Qualified Lead Funnel Inside Sales 112

Sales Training Connection

AUGUST 22, 2014

Focus on the pivotal job first – the front-line sales manager. When it comes to sales the pivotal job is the front-line sales manager. If a sales force is going to successfully adjust and adapt to continuous change, then the role of the front-line sales manager needs to be the first focus of attention.

Pivotal 89

Pivotal Health Care Trends Training 89

Sales Training Connection

JULY 23, 2014

A best-of-breed example is Sweetspot. Sweetspot is a great tool for sales reps because it provides in-depth, up-to-date information about an extensive variety of industries and the companies within those industries in an easy-to-use format. ©2014 Sales Momentum, LLC.

Conversion 121

Conversion Industry Strategy Education 121

Keith Rosen

JULY 30, 2020

Unfortunately, this is the message I’m hearing from senior leadership to their front line sales managers, as companies fearfully scramble to reinvent themselves. It was day two of delivering my sales leadership coach training course for the talented leaders at Microsoft in São Paulo, Brazil. January 28-29, 2014.

Coaching 157

Coaching Scale Call-back Collateral 157

Hubspot Sales

APRIL 6, 2020

Developing a list of criteria and attributes for sales managers to screen for when interviewing candidates is essential to recruiting and retaining top talent. Sales Strategy Examples from Successful Sales Teams. With an IPO in 2014, HubSpot is now valued at over $6.5 Treat sales as a science, not an art.

Webinar Metrics 114

Webinar Metrics Strategy Hiring Hubspot 114

Your Sales Management Guru

NOVEMBER 17, 2014

In closing, provide examples of solutions accepted by others the persuader respects. During your closing, provide examples of others that have accepted the solution, use a low-key, assumptive close to assist them with their goals; avoid hard, “ask for order” selling and help them to make a positive decision.

Lead Rank 90

Lead Rank Lead Scoring Analytics Benefit 90

Your Sales Management Guru

APRIL 23, 2015

This is what I generally see or hear when I begin to poke at the problem: When you review the pipeline report (CRM/Excel) all the Closing Dates are listed as the end of the month-6/30/15 as an example. The velocity of the sale or length of time it has been in the funnel is 90 days longer than the average velocity for your business.

Forecasting 40

Forecasting Margin Top of Funnel Sales Management 40

Increase Sales

JUNE 4, 2014

When using those “third-party” examples, you need to be specific and detailed. Although lasting trust is developed over time, these three steps will accelerate the process of creating sales-winning credibility with your prospects.

Vendor 135

Vendor Face-to-face Exact Competition 135

Your Sales Management Guru

APRIL 6, 2015

The sales manager began to fully understand not only what the steps in the sales process were, but why each salesperson needed to execute on them. This provided the sales manager a better platform for coaching, mentoring and monitoring opportunities in the pipeline. Need more sales management resources?

Sales Process 40

Sales Process Benefit System Sales Management 40

Hubspot Sales

JANUARY 17, 2018

Make It Happen Mondays -- B2B Sales with John Barrows. The Sales Podcast. After a long day at the office, Netflix is usually more appealing than cracking open a sales book or streaming a sales training video on YouTube. Hosts: Sales trainer Bryan Neale and author, speaker, and coach Bill Caskey.

Scale 145

Scale Sage Lead Rank Lead Scoring 145

LeadFuze

DECEMBER 31, 2021

Sales representatives will know a lot about their industry by the time they’re done with training. Another way to structure a sales team is by industry. For example, if you are in the medical field then it might be best for your company’s health care division to have its own staff. Promotes specialization.

Hiring 52

Hiring Lead Rank Scale How To 52

Your Sales Management Guru

NOVEMBER 3, 2015

2015 Sales Predictions. KEN : I wrote this magazine column last November (2014), I thought it might be fun to hear your thoughts on my predictions. We believe in 2015 the focal points will be on velocity and execution; increasing the speed of the sales cycle and number of orders received.

Face-to-face 40

Face-to-face Trends Margin Sales Methodology 40

Your Sales Management Guru

FEBRUARY 23, 2015

In addition throughout the book they offer strategies to help the executive handle various situations, for example: Strategies for Not Being and Looking Arrogant. If your salespeople network this chapter would make a great sales training meeting, if you managers work events, this chapter is worth a discussion at your managers meeting.

Lead Rank 40

Lead Rank Lead Scoring Networking Influencer 40

Sales Hacker

JUNE 9, 2020

Taking the right approach to training and coaching. Subscribe to the Sales Hacker Podcast. Taking the right approach to training and coaching [28:46]. We went public in 2014. Joined IBM as a sales rep, and then it was a sales manager, sales executive. What You’ll Learn. We’re on iTunes.

SalesForce 78

SalesForce Video Call-back LinkedIn 78