Hubspot Sales

MARCH 7, 2018

KPIs for Sales Managers. Sales Volume by Location. Sales managers -- and particularly field sales managers -- can often feel like they are trapped in a fog. The survey asks participants to rank the likelihood of a recommendation on a scale of 0-10. New Leads/Opportunities. Competitor Pricing.

Lead Rank 144

Lead Rank Lead Scoring Sales Management Scale 144

Sell Integrity

JUNE 23, 2020

In their new roles as sales managers, these individuals’ success would now depend on how well they could rally their teams. And everyone knows that in a fast-moving industry like, for example, SaaS , you have to dive in and figure it out. And there’s one specific management responsibility that can unlock all three: coaching.

Coaching 85

Coaching Sales Management Company Face-to-face 85

LeadFuze

FEBRUARY 23, 2021

Tap on a topic below to jump to a specific section in the article: What is sales process automation? Do’s and don’ts of sales process automation. Sales automation pros and cons, plus the pitfalls to avoid. Examples of where to implement a successful automation. The final word on sales process automation.

Examples 52

Examples Sales Process Scale Top of Funnel 52

Partners in Excellence

FEBRUARY 8, 2022

LinkedIn is filled with surveys about, “What is the highest priority focus for [Fill In Your Favorite Role]?” ” There are surveys asking for the one area sales managers should focus on. There are surveys for sellers covering things like prospecting, pipeline management, closing, sales process.

Survey 101

Survey Territories Hiring Incentives 101

Your Sales Management Guru

DECEMBER 10, 2012

Guest Posts for Your Sales Management Guru. Ken: We have two posts today, first How to Manage Manipulative Sales Employees and a BONUS Sales Compensation Survey to help you plan. How to Manage Manipulative Sales Employees. BONUS Sales Compensation Survey. report at no cost.

Compensation 80

Compensation Survey Policies Incentives 80

Xactly

SEPTEMBER 5, 2018

Management by Objectives, aka MBOs, are goals set for employees to improve overall sales performance, as agreed up on by sales manager and rep. MBOs can be an extremely useful tool in addition to your sales commission structure because they give each rep individual goals to strengthen the overall sales organization.

Examples 78

Examples Compensation Incentives Incentive 78

Sales and Marketing Management

OCTOBER 26, 2020

And this dynamic has merely accelerated a long-term trend of B2B companies shifting their sales capacity from field-based to virtual models. Myth 1: Field sales reps sell primarily in person. Respondents reported that half of sales interactions already took place virtually, not in person, even before the pandemic.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Partners in Excellence

SEPTEMBER 26, 2018

They are separated by only about 2.1%–perhaps within the range of survey error, which means there is relatively little difference between top and bottom performers in meeting plan. For example, an organization that is keeping a flat plan, versus an organization growing double digits are very different. What’s this mean?

Sales Management 77

Sales Management Hiring Quota Comparison 77

Sales Training Connection

MARCH 5, 2014

There has been much written and many perceptions about Baby Boomers, Gen X and Gen Y – what they want and how to manage them. Likewise there has been a temptation to paint the generations with a broad brush – for example: Gen Y has a sense of entitlement – they expect too much for too little. ©2014 Sales Momentum ®.

Sales Management 114

Sales Management Study Coaching Survey 114

Janek Performance Group

SEPTEMBER 5, 2023

When you consider the process, including interviews, questionnaires, and surveys, it can be a lot. These include: Sales process Buying process Competition Marketing Product development Finance A win-loss analysis can reveal your customer’s perspective of your sales process. For example, avoid closed-ended questions.

Analysis 62

Analysis Decision Maker Scale Survey 62

Gong.io

MARCH 30, 2020

So, one of the things I try to do as a leader pretty consistently is get feedback from my team through surveys. A lot of sales managers will come to me and say, “Hey, this rep, they’ve really been struggling. And what we did is, we broke out each territory under a manager. What could we do better?

Sales Management 62

Sales Management Lead Rank Territories Hubspot 62

Sales Hacker

MARCH 28, 2019

To address the disparity between men and women in sales, a good start is to change your hiring practices , and update your company policies. In a recent survey by D2L , an online survey company, 64% of men said that they received access to training resources, while only 48% of women said they did.

Coaching 80

Coaching Training Hiring Sales Management 80

No More Cold Calling

AUGUST 14, 2019

By chance, they were conducting a customer satisfaction survey with 50 of their best clients. The survey was several rounds. To this day, I have no idea where the question came from, but that survey was the genesis of my business. The survey had a seven-point scale, with seven being high. Was this company asking?

Referrals 291

Referrals Cold Calling Survey Scale 291

Understanding the Sales Force

OCTOBER 16, 2013

Here''s the premise: Companies that have been rigorously enforcing sales process should stop doing so because it is resulting in longer sales cycles, decreased conversion rates, unreliable forecasts and depressed margins. Their survey data is limited to 2,500 salespeople at 30 member companies. It was a survey!

Sales Process 249

Sales Process Margin Survey Forecasting 249

Highspot

MARCH 12, 2024

They receive one unified message from enablement that’s then reinforced by the other GTM leaders and frontline sales management. Speaking of sales management, they’re the key to driving the adoption of any enablement initiative. To start, many enablement teams will track participation metrics and associated survey data.

Scale 115

Scale Engineering Maximizer Lead Rank 115

Steven Rosen

FEBRUARY 2, 2017

HBR quotes a survey where more than 400 global CEO’s found that business execution excellence was the number one challenge facing corporate leaders. In an informal survey of 12 Business Unit Directors where they were asked if they had a formal marketing plan in place, they laughed and said it was a given. Business Execution Process.

Face-to-face 326

Face-to-face Survey Sports Follow-up 326

Sales and Marketing Management

JANUARY 6, 2020

While many companies will focus all of their planning on the meeting itself, it’s what companies do before and after a sales kickoff that can make the difference between “meh”. Everything from food, to venue, to training, content and entertainment should be included in sales kickoff surveys. .

Meeting 177

Meeting Retention Sales Enablement Guidelines 177

Mindtickle

FEBRUARY 6, 2024

While 2024 is bound to have its fair share of challenges, many sales leaders have kicked off the new year feeling cautiously optimistic. How exactly will these sales leaders approach the year ahead? Recently, we surveyed more than 750 sales leaders to get a better idea of what’s happening in their world.

Revenue 52

Revenue Top of Funnel Sales Enablement Funnel 52

Sales 2.0

MAY 15, 2023

Dave is also the author of the “ Sales Manager Survival Guide.”​ We did a, a survey for a very large company about time available for selling, and we found that their salespeople only had 9% time available for selling! This interview is with Dave Brock. More selling time…if you want it. That’s a funny thing.

Ideal Customer Profile 221

Ideal Customer Profile Up-Sell Buyer Survey 221

Zoominfo

FEBRUARY 5, 2024

Here’s how to effectively execute outbound lead generation, with examples and definitions to get you started on a new or refreshed strategy. Lead data must then be cleaned for use and enriched with information from live data sources — buyer intent data, for example. This process should be managed through a CRM.

Lead Generation 130

Lead Generation Outbound Lead Rank Sales Qualified Lead 130

Allego

OCTOBER 1, 2021

A recent survey of 250 companies found that 87% of salespeople want more coaching. While salespeople of all levels desire more coaching, sales leaders and coaches say they are already stretched too thin and do a lot of coaching as it is. >> Watch on-demand: Getting Real About Sales Coaching.

Sales Coaching 87

Sales Coaching Coaching Scale Hiring 87

Sales Evangelist

OCTOBER 15, 2021

For example, do you want to know which SDRs are talking too much when interacting with customers? Complete our two-minute survey here: thesalesevangelist.com/survey. Understanding the technology and how it works together can seem daunting, but you’ll find much more success by leveraging it than you otherwise would.

Sales Management 40

Sales Management Survey Software Software 40

Sales Evangelist

OCTOBER 15, 2021

For example, do you want to know which SDRs are talking too much when interacting with customers? Complete our two-minute survey here: thesalesevangelist.com/survey. Understanding the technology and how it works together can seem daunting, but you’ll find much more success by leveraging it than you otherwise would.

Sales Management 40

Sales Management Survey Software Software 40

Zoominfo

JULY 13, 2023

By setting clear and aligned goals, sales reps have a target to strive for and their activities remain closely tied to corporate objectives. Custom sales manager reports can provide valuable insights into the team’s progress toward sales goals. Measuring progress.

Strategy 130

Strategy Customer Hiring How To 130

Sales Evangelist

OCTOBER 15, 2021

For example, do you want to know which SDRs are talking too much when interacting with customers? Complete our two-minute survey here: thesalesevangelist.com/survey. Understanding the technology and how it works together can seem daunting, but you’ll find much more success by leveraging it than you otherwise would.

Sales Management 40

Sales Management Survey Software Software 40

SalesFuel

MAY 17, 2024

Photo by: Afif Ramdhasuma SalesFuel - Sales Credibility | Sales Research | Sales Hiring | Sales Management | Sales Enablement It’s past time your client added video game ads to their digital marketing solutions.

Video 52

Video Advertising Advertising Marketing 52

Miller Heiman Group

JULY 28, 2020

LinkedIn and Korn Ferry recently took a deep dive into the impact of the coronavirus on sales organizations. Sales organizations are using data-driven insights in just about every aspect of their business. And the gap between the traits that buyers expect in sellers and the traits that sales managers prioritize is widening.

Trends 85

Trends LinkedIn Lead Rank Lead Scoring 85

SBI Growth

SEPTEMBER 27, 2013

Millennial Branding recently conducted a survey of 233 HR professionals from various industries. Development Dimensions International recently surveyed 1,987 HR professionals and 12,423 business leaders of various ages. Gen Y leaders surveyed placed a greater emphasis on personal development plans than other generational groups.

Sales Talent 300

Sales Talent Conversion Survey Salary 300

Janek Performance Group

JUNE 4, 2024

For example, Fluent Support notes 37% of marketers shy away from cross-selling. Most likely, this stems from negative sales stereotypes. For example, a salesperson who sells financial services may cross-sell life insurance. For example, upselling a client who buys widgets to extra-durable widgets. A year can be forever.

B2B 62

B2B Hubspot Case Study Insurance 62

SBI Growth

SEPTEMBER 22, 2013

Stop kidding yourself when you say you involved the sales team. Asking a couple of sales reps does not constitute understanding the buyer. Having one sales manager on the implementation team is just checking the box. Example – Companywide Communications Program. User buyer examples: Sales reps by vertical.

Eloqua 316

Eloqua Marketo Buyer Persona Collateral 316

Hubspot Sales

NOVEMBER 28, 2023

Enablement Content Enablement content sits at the crux of successful sales and marketing alignment. Let’s take a closer look with some examples: Product datasheets. Sales, with their in-depth customer insights, suggest refinements that emphasize points that resonate most with potential buyers.

Lead Rank 105

Lead Rank Top of Funnel Marketing Qualified Lead Ideal Customer Profile 105

Partners in Excellence

OCTOBER 21, 2020

My good friend, George Bronten, posted a survey on LinkedIn. He posed the question, “Which of the following workflow is more important, Prospecting, Opportunity Management, Account Development, Partners.” Opportunity management is key to hitting our numbers. Or reduced our sales cycle.

Top of Funnel 118

Top of Funnel Face-to-face Social Media Account 118

Showpad

JUNE 29, 2021

Sales effectiveness is the domain where enablement collaborates with sales management to translate enablement efforts into tangible sales results. Sales effectiveness is where enablement efforts translate into sales results. Sales effectiveness is where enablement efforts translate into sales results.

Face-to-face 96

Face-to-face Study Survey Coaching 96

Zoominfo

APRIL 29, 2021

For example, a leaderboard is a great way to show that an AE sold $1 million during a quarter. Think of a sales rep scorecard as a more granular report card. At ZoomInfo, sales managers started to realize that reps weren’t performing consistently or as well as they could. However, a scorecard adds context to that number.

Lead Rank 130

Lead Rank Lead Scoring Examples Data 130

Janek Performance Group

OCTOBER 25, 2023

Instead, consider the following: Surveys Interviews Testimonials Win-Loss Analysis Surveys can be anonymous or identified, but they should include relevant questions. This provides options for participants to rate their level of satisfaction, for example, from one to 10. Also, consider survey tools, such as SurveyMonkey.

Account 62

Account Survey Analysis Scale 62

Allego

SEPTEMBER 15, 2022

And if you have younger people on your team, they want—even expect—to receive feedback, according to a global survey of millennial professionals conducted by Harvard Business Review (HBR). Only 46% of those surveyed by HBR said their managers delivered on their expectations for feedback. But there’s a problem.

Sales Coaching 62

Sales Coaching Coaching Remedy Call-back 62

Mindtickle

MARCH 24, 2021

Sales teams have not been exempt from the challenges of prioritizing and maintaining their mental health and wellbeing. A recent survey estimates that more than 40% of sales workers struggle with their mental health. That’s two out of every five members of your sales team. Don’t just take our word for it.

Lead Rank 105

Lead Rank Lead Scoring Networking Survey 105