Janek Performance Group

SEPTEMBER 29, 2021

The evidence clearly shows that a gender-diverse sales team historically outperforms a non-diverse sales team. A 2019 study by Xactly that researched 100,000 women in sales roles, including sales reps, account managers, and sales managers, found that 86% of women achieved quota, compared to only 78% of men.

Hiring 118

Hiring Travel Promotion Sales Leadership 118

SBI Growth

AUGUST 7, 2013

However, we frequently see Sales VPs still stuck in the sales manager mindset. An ill-prepared sales manager damages his region. A Sales VP focused on the wrong things can ruin the entire company. They cross collaborate with manager peers, their reps, and the VP. He helps the new reps ramp up quickly.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

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. Learn from the example of leading sales organizations.

Territories 282

Territories Lead Rank Lead Scoring Demand Generation 282

SBI Growth

AUGUST 23, 2013

There is a better way to differentiate your sales force from the competition. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Learn why a customized sales process is the ultimate competitive advantage. Not Just a Regular Sales Process.

Top of Funnel 276

Top of Funnel Competition Buyer Sales Methodology 276

Hubspot Sales

FEBRUARY 9, 2021

To help you understand which strategies aren't worth your time, we reached out to some experts to offer their takes on sales tactics that brands should avoid, going forward. According to HubSpot Sales Manager Korina Ortiz , sales professionals need to avoid holding onto outdated positioning statements in 2021.

Case Study 135

Case Study Cold Calling Hubspot Ideal Customer Profile 135

No More Cold Calling

SEPTEMBER 18, 2014

A new research study unlocks the key to using social media for sales. Is it just another term to check off your buzzword bingo card at the next sales meeting you attend? The newly-released “ 2014 10th annual Lead Management & Social Engagement ” report uncovered an emerging trend in B2B sales this year: social engagement.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

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 task is to create and deliver a winning sales presentation. The Proving Ground.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

Your Sales Management Guru

APRIL 29, 2015

Sales Management: The need for creativity! This past week I had opportunity to work with a great client at their worldwide sales conference in Miami. Learn about different things: study a language, read a book, take a course, get active. What was the most creative sales tactic you have used? The good news?

Sales Management 40

Sales Management Hiring Conference Sales Leadership 40

No More Cold Calling

AUGUST 18, 2015

Check out Richard’s advice for sales leadership: “Sales managers have a tendency not to focus on their top performers. There are many reasons: Top sales performers don’t demand as much from their sales managers, and sales managers believe their superstars can handle whatever on their own.

Hiring 120

Hiring Scale Cold Calling Compensation 120

Sales Training Connection

OCTOBER 6, 2014

The Becker Hospital Review which shared the results of a 2014 Insigniam study that focuses on middle managers. Insigniam asked middle managers to think about what they find most motivating in the job environment, whether external factors that encourage top results or internal motivations that give them drive to succeed.

Motivation 98

Motivation Chemicals Lead Rank Lead Scoring 98

Steven Rosen

JANUARY 12, 2016

Coaching also has an impact on an organization’s financial performance; according to an ICF and HCI study, 60% of respondents from organizations with strong coaching cultures report their revenue to be above average, compared to their peer group. A recent Gallup study revealed that just 13% of employees worldwide are engaged at work.

Hiring 136

Hiring Coaching Lead Rank Sports 136

Miller Heiman Group

JANUARY 21, 2020

The latest Sales Operations & Technology Study from Miller Heiman Group found that roughly two-thirds of sales organizations have a dedicated sales operations team, indicating that this function continues to mature and play an increasingly integral role in a company’s sales success. Sales Planning Support.

Sales Operations 75

Sales Operations Forecasting Sales Forecasts Sales Technology 75

Sales Training Connection

JUNE 9, 2014

Developing sales talent. Sales managers, like many other managers, have a tendency not to focus on their top performers. Yet when we ask those same sales managers, “What’s your reaction when you find out that one of your superstars is moving on?” How can you minimize this happening on your sales team?

Sales Talent 112

Sales Talent Hiring Sales Leadership Compensation 112

Steven Rosen

JANUARY 12, 2016

Coaching also has an impact on an organization’s financial performance; according to an ICF and HCI study, 60% of respondents from organizations with strong coaching cultures report their revenue to be above average, compared to their peer group. A recent Gallup study revealed that just 13% of employees worldwide are engaged at work.

Hiring 120

Hiring Coaching Lead Rank Sports 120

Sales Training Connection

JULY 11, 2014

As it turns out – maybe a lot according to a recent study. Two types of motives were studied. As the study authors (Amy Wrzesniewski and Barry Schwartz) report: “The stronger their internal motives were to attend West Point, the more likely cadets were to graduate and become commissioned officers. ©2014 Sales Momentum, LLC.

Motivation 103

Motivation Compensation Study Coaching 103

Understanding the Sales Force

MAY 28, 2014

Also in the June issue are the Top Sales Article and Top Blog Article for May. They announce who are the Top 50 Sales Influencers of 2014. For the last 6 years I have been coaching and/or managing youth baseball teams and personally coaching our son since he could stand. More on Baseball and Sales. See it here.

Training 246

Training Coaching Comparison Territories 246

No More Cold Calling

NOVEMBER 21, 2013

If so, you can forget about exceeding quota in 2014. Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in a year, but only 1.28 Message to Management: The 2 Biggest Coaching Mistakes You’re Making Right Now.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

Sales Training Connection

NOVEMBER 21, 2014

A study by Millennial Branding and American Express , for example, reported that 61 percent of managers surveyed felt that soft skills were more important in new hires than hard skills, or even technical skills. The study goes on to report six soft skills most often cited as critical to success. ©2014 Sales Momentum ®.

Hiring 125

Hiring Face-to-face Lead Rank Study 125

Zoominfo

APRIL 16, 2018

He’s skied more than 1 million vertical feet in 2013 and 2014 at Vail Colorado and more than 600K vertical feet each season since then. Reason Number Five: He runs A Sales Guy U. Keenan runs a company aptly named A Sales Guy U. Keenan is a PSIA Certified Level 2 ski instructor. Their tagline?

Journal 171

Journal Case Study Influencer Sports 171

Sales Training Connection

FEBRUARY 12, 2014

So you are not going to find cause and effect RIO studies. Second, if one went looking for that same level of research in regard to compensation frameworks, CRM systems, or needs assessments the same lack of data would be the outcome – that is sales has some good company. Business Case for Sales Training. Performance results.

Training 108

Training Quota Study Report 108

No More Cold Calling

JANUARY 8, 2015

Android and iPhone users age 18 and over spend 30 hours and 15 minutes using apps each month—a full half-day more than in 2011—according to a 2014 Nielsen study. But the same study shows that people should be making eye contact 60 to 70 percent of the time to create a sense of emotional connection.

Fashion 120

Fashion Twitter Small Business Small Business 120

Sales Training Connection

NOVEMBER 14, 2014

Women in Sales. Kiran Snyder conducted a study for Fortune.com, reporting these differences between workplace performance reviews given to men and women: Amount of negative feedback. Managers (whether male or female) gave female employees more negative feedback than they gave to male employees. ©2014 Sales Momentum ®.

Face-to-face 84

Face-to-face Coaching Sales Coaching Sales Management 84

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

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

APRIL 11, 2014

A more involved approach for understanding the “why” is conducting a 360 assessment with your front-line sales managers. Salespeople expect an investment in their development and it works for reducing sales turnover. More attention to sales training and development is a great first step. ©2014 Sales Momentum, LLC.

Sales Leadership 110

Sales Leadership Compensation Report Pivotal 110

Your Sales Management Guru

SEPTEMBER 15, 2014

On page 100 she quotes an Aberdeen Group study on the use of social intelligence: 21.4% Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. increase in top-line revenue. annual increase in the number of salespeople who make quotaWhy? Buy this book.

Social Media 87

Social Media Up-Sell Networking Influencer 87

SBI

JUNE 4, 2014

Qstream’s analytics engine captures hundreds critical data points based on reps’ responses then instantly transforms them into actionable management insights, such as targeted coaching opportunities. This helps sales management to proactively manage and measure team strengths.

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

Miller Heiman Group

OCTOBER 17, 2019

That evolution is what will strengthen relationships between buyers and sellers and bring success to sales organizations as we face an increasingly challenging global economy. The article also cites other studies agreeing that sales strategies based on building relationships are critical for closing deals.

Customer 51

Customer Face-to-face Scale Journal 51

Your Sales Management Guru

AUGUST 5, 2014

Do you have existing Case Studies that fit their need? This kind of smart work will help you target sell more effectively, reduce your wasted telephone prospecting time, increase your odds to develop new account relationships and open the doors to exceed your 2014-15 quotas. Acumen Management Group Ltd. Acumen Mgmt.

Networking 84

Networking Jigsaw Cold Calling Ideal Customer Profile 84

Pipeliner

JUNE 13, 2018

He is the Managing Director of Specialized Sales Systems and founder of United Sales Resources. s origins, in 2014 when he wrote Simple Rules for Leading Sales Teams in the Social Selling Era , which garnered a significant amount of views considering the magazine’s infancy. His contributions date back to SalesPOP!’s

Lead Rank 58

Lead Rank Cancellation Sports Coaching 58

Your Sales Management Guru

MAY 18, 2015

Obviously I am drawing the analogy back to you as the sales leader. I see many times where the executive or sales manager are caught off guard; missed forecasts, someone leaves the team unexpectedly, marketing programs are unsuccessful or salespeople cannot accurately sell products/services or your company.

Hiring 40

Hiring Lead Rank Lead Scoring Forecasting 40

No More Cold Calling

MAY 21, 2015

Measure the right sales activities, manage to those activities, and coach your reps on the behaviors that turn those activities into revenue. percent of sales reps made quota in 2014, according to the CSO Insights Sales Performance Optimization study. That’s 5 percent less than in 2012.

Referrals 120

Referrals Sales Qualified Lead Hiring Ideal Customer Profile 120

LevelEleven

SEPTEMBER 11, 2018

According to a 2014 APA survey of the U.S. In fact, i n the same study, they found that only 51% of working Americans said they felt valued by their employers. Boredom and lack of recognition is a big deal to your employees and if you want to keep them around, you need to shake things up. Recognition – A Science.

Motivation 48

Motivation Sports Survey ACT 48

Your Sales Management Guru

JANUARY 19, 2015

In the Conclusion chapter he summaries the prior chapters by using a case study of a situation where companies have focused on the Soft Edges and where they have not-and the results. Buy this book for each member of your management team and weekly, discuss one chapter at your management team meetings.

Company 40

Company Case Study Conference System 40

SBI

APRIL 8, 2015

However, several research studies have all shown that the average B2B salesperson spends less tha n 35% of her time selling (defined as interacting with a prospect). That means, of the total number of 215 selling days (our available sales capacity) 140 days are used for something other than talking with a prospect.

Revenue 50

Revenue SAP Decision Maker Proposal 50

SBI

JUNE 3, 2014

Qstream’s analytics engine captures hundreds critical data points based on reps’ responses then instantly transforms them into actionable management insights, such as targeted coaching opportunities. This helps sales management to proactively manage and measure team strengths.

Up-Sell 57

Up-Sell Revenue Closing Buying Cycle 57

SBI

JANUARY 13, 2015

This week I interview Adam Hollander, CEO of Fantasy Sales Team. What problem/s are you solving for sales and/or marketing organizations? Adam: FantasySalesTeam helps sales managers run more engaging and higher performing sales contests with their reps. Most traditional sales contests have three problems.

Up-Sell 50

Up-Sell Closing Incentives Incentive 50