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How to Optimize Inside Sales Territories

Sales Benchmark Index

96% of organizations are increasing or maintaining their investment in inside sales last year. It is a good bet your SVP of Sales is implementing, expanding or considering an inside sales team right now. Are you prepared to optimize the investment in inside sales? (To To learn the latest on why insides sales is on the rise sign up for our Making the Number Tour here.). Over the last two months I have had several in depth conversations with Sales Operations leaders who have been asking, “How do I optimize my inside sales team?”

Why Your Inside Sales Reps Don't Last

Sales Benchmark Index

Throughout our history with the company, we performed multiple projects- Sales Process, Sales Structure, and Channel Management. Register here for a copy of our Inside Sales talent management scorecard to see how Inside Sales Reps should be evaluated. They underwent extensive product training and sales skills reinforcement. I can’t figure it out.”.

Inside Sales Power Tip 115 – Be Social

Score More Sales

An example would be a sales rep in telecommunications understanding where their telecom and data prospects (and customers) spend time online – so they can see and hear them talking about what’s new with employees bringing devices from home and how that might factor into data issues at their clients’ corporate offices. Gain Insight. Gain Connections. Do both.

Inside Sales Power Tip 116 – Call Deep

Score More Sales

A common issue among newer remote (inside) sales pros is that we tend to latch on to one person within a company to call on. This is one of the TOP issues I see when meeting with an inside sales team or with individual sellers. It’s funny how territorial people can get at their job, isn’t it? That’s “your” guy. Right?

Inside Sales Power Tip 150 – Positive Attitude Wins Business

Score More Sales

Remote professional selling, or Inside Sales, is tough – lots of activity and not always a lot of revenue to show for it. Suddenly your first deal closes – or your first deal after a slump – or enough deals to get you to the next level in your comp plan – and wow, is sales great! I highly recommend it because attitude is so important in your sales career.

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

You’ll need a new fuel source if you want to blast sales into the next stratosphere. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. Sales Enablement.

Inside Sales Power Tip 124 – Self Management

Score More Sales

As a sales professional, you cannot rely on others managing you – you need to self manage. Think of yourself as an entrepreneur of your territory, or niche, or product line. Feeling out of control and not having enough time to get everything done are the biggest issues many sales reps have. You know the feeling when you have everything under control. Expand Your Pipeline.

Inside Sales Power Tip 103 – Plan Everything

Score More Sales

A week ago I sat down with a sales professional who told me that when he started at a midmarket big data company in sales, he was given no guidelines, no leads, and very little guidance in getting started with his new sales territory. Follow up with them, and you’ll nurture relationships that turn into sales. He started just one year ago. Get started.

Tips from the Sales Trenches: Is Inside Sales Demeaning?

Score More Sales

We have a very high respect for the Sales Force Effectiveness Blog over at Sales Benchmark Index. They regularly have great and highly valuable content, covering key topics and issues on the minds of sales leaders and C-level leaders around sales and leadership. Stop calling inside sales inside sales. Inside Sales demeaning?

10 Reasons Why Inside Sales Will Displace Field Sales Teams by 2015

Pointclear

To read an excerpt from her latest book, Smart Sales Manager , click here. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations. Should they keep their expensive sales duo: inside sales AND field sales? Or just go with inside sales? The following trends indicate that field sales teams are becoming extinct. Here’s why: Inside sales teams continue to grow at 15% each year. Good question. Step into my time machine.

Skype 69

Sales is (Becoming More of) an Inside Job

Tech Bytes

At a 2013 Inside Sales Virtual Summit , one speaker noted, “Prospects now participate in sales presentations via Skype, web conferencing and video. Inside sales will soon surpass field sales.” Kyle Heller ZS Associates sales force effectiveness territory design ZS Inside Sales High Tech Sales operations

An Inside View of Inside Sales

Dave Stein's Blog

During the past few years, the challenging economy precipitated changes in approach for many sales organizations. There are two that are structural and therefore significant: a greater dependence on reseller/channel partners and a transition in revenue responsibility from field to inside sales. They must realize that sales has undergone a massive transformation. JF: 1.

10 Signs High Maintenance Millennials Are Dominating Your Inside Sales Team

Productivity and Motivational Tips for Inside Sale

Millennials are the future of inside sales. Right now, the inside sales profession is seeing a lot of hungry, ambitious new talent flood into their organizations. But this young generation also comes with high-maintenance challenges that, if left unchecked, can come to dominate your sales team and turn sales managers into full-time babysitters. ” 2.

The Great Migration to Inside Sales - Will You Get it Right?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan The Growing Power of Inside Sales appeared on the Harvard Business Review Blog on July 29. The authors listed four scenarios where a move to inside sales could be effective: By market segment, By stage of the buyer engagement process, By geography, and. How about these: By sales talent - What roles are your salespeople best suited for? By location of the sales talent - Where can you find the ideal sales talent for your company? Should you consider moving some or all of your sales to the inside?

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Why Did The Move from Outside to Inside Sales Take So Long?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Eventually, most antiquated models are replaced by more up-to-date, efficient, and sometimes exciting models. Outside sales is being replaced by inside sales but not in the way that most people think. The people in outside sales aren''t being replaced by the people in inside sales.

Will 2013 be the year that Inside Sales takes LinkedIn SERIOUSLY?

Productivity and Motivational Tips for Inside Sale

Will this be the year that Inside Sales decides to take LinkedIn seriously? LinkedIn just announced 200 million registered users and it’s membership spans more than 200 countries and territories. Some of you may already be ahead of the curve on this, but some late adopters are still not convinced. Here’s the scoop? They’re not. WRONG. The U.S. Congrats!

Bubble in the Funnel

Pointclear

At the start of 2016, we were brought in to support a group of sales reps who did not make their numbers in 2015. To date in 2016, these same territory reps have exceeded their numbers. Snatching support away from these territories will cause what I call a ‘bubble in the funnel.’ The #1 sales execution issue reported by sales execs is the lack of highly qualified sales leads.

Are We Playing Hunger Games? Key Questions Confronting Inside Sales

Pointclear

His new firm, which specializes in strategic positioning and provocative sales messaging, is called Visible Impact. But, when I attended the recent Leadership Summit put on by the American Association of Inside Sales Professionals (AA-ISP), I was reminded that sometimes questions can just lead to more questions. Having recently authored a piece for SandHill.com called Mastering the Virtual Sale , I discovered that the inside sales profession is growing at a rapid clip—far exceeding growth in field sales. I wondered whether this made sense.

Back from Vacation? Time to Get Your Prospecting Mojo Back.

Productivity and Motivational Tips for Inside Sale

So you and your inside sales colleagues are starting to come back from vacation. That’s especially true of one of the toughest job in inside sales: prospecting. Good prospecting requires all the essential skills of inside sales – the same skills that form the basis of my bestselling playbook for teams. They set up for success. A keyboard.

Guest Post: Why Sales Coaching Is Just The Other Part Of Your Sales Force Enablement Framework

Jonathan Farrington

A few months ago, I started to write about one of the missing pieces in many sales enablement discussions – the sales managers. Sales Enablement and Sales Management – Enable Your Sales Managers First. You may ask: “Well, but that’s a sales management, not a sales enablement issue!” See also Miller Heiman Sales Best Practice Study ).

What Are the Real Inhibitors to Effective Selling in Your Organization?

Dave Stein's Blog

When companies come to us to understand how their salespeople can sell more effectively, we don’t just look at sales training. One of the foundation exercises we conduct with sales leaders consists of a look at inhibitors to effective selling at multiple levels. What follows are real examples of those challenges from sales leaders with whom we have worked.

Tricks and Tips for Building and Running a High Performance #InsideSales Team

Smart Selling Tools

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. In 2009, there were 800,000 inside sales departments. is a driving force behind the importance of inside sales organizations in today’s modern business world.

Inside Sales Managers: The Summer FUN Meisters

Productivity and Motivational Tips for Inside Sale

Inside sales managers are spread thin these days: fighting the big battles to justify their teams existence, investing in the shiniest and brightest tools to make their teams more productive, creating strategically and equally aligned territories, designing generous comp plans, and tracking calls, conversion rates, and pipeline. So what’s missing? Yea). Yea). We Innovate!).

To Manage Sales You Must Manage Sales Leads

Pointclear

“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. It was with a slight hesitation that the sales manager added the second sentence about sales lead management being a marketing function. The responsibility for addressing prospects’ needs remains a major part of the sales job.

Rethinking The Sales Organization

Partners in Excellence

In the “old days” the structure of the sales organization was pretty simple. Hire a bunch of people, give them territories with goals and turn them loose to sell. There were variations of that theme, sometimes we used indirect sales organizations, like manufacturer’s reps, resellers, channel partners, and others to sell for us. But it may not include us.

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

You’ll need a new fuel source if you want to blast sales into the next stratosphere. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. Sales Enablement.

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

You’ll need a new fuel source if you want to blast sales into the next stratosphere. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. Sales & Marketing Content.

Inside/Outside, Is It Even Relevant Anymore?

Partners in Excellence

Sometimes I wonder about the discussions I hear about Inside versus Outside/Field/Direct sales. In ancient times, when I started selling (the ’80’s), I started as a direct/field sales person. We tended to think of inside sales as those people sitting in the office, waiting for the phone to ring, just focused on small deals, doing very high volumes.

Hiring a Sales Manager - External or Internal?

Sales Benchmark Index

"Should we hire an external Sales Manager or promote from within?". Open Sales Management positions are bad for sales organizations. Having the wrong Sales Manager (SM) is worse. This post helps you decide between hiring an internal or external Sales Manager. Let''s say Hanna, Sale''s HR Business Partner, must find a new Sales Manager. It depends.

5 Ingredients To Win In Sales

Score More Sales

To win in sales you, and your company, need a recipe for success. The ingredients to win in sales must be pure and of high quality to create a great, high-end, finished product. Here is what we believe it takes to compete with a strong solid sales team that closes the right deals with great sales velocity. Train and coach frontline sales leaders. Close More Deals.

Change Your Sales Teams Bad Habits Before 2013

Sales Benchmark Index

42% is the average amount of time a sales person spends engaging with a customer. We all know improving selling time should increase sales. And what is the value I should receive by actually improving a sales person’s selling time in front of a customer? The rep’s territory potential starts to max out. As a Sales VP, you need to understand how to get back more time. Below is a sample of the actual worksheet we gave to sales reps. The worksheet categories need to be targeted to the industry and sales role. Revenue increased 13% inside of 90 days.

Optimizing Part Of The Selling Function, Sub-Optimizing The Whole

Partners in Excellence

I read an article in which the position was put forth, “Inside sales does not have the responsibility for creating pipeline, only the responsibility for selling. ” The response was, “Someone else… ” The article went on, I realized the speaker was arguing for a very high degree of specialization within the sales function. Recently.

Sales productivity – it’s the time, stupid

Sales Training Connection

Increasing sales productivity. Senior sales leadership spends a great deal of time thinking about how to improve sales productivity. They invest in sales training . They change compensation systems and territorial designs. The authors noted that top performing sales companies have about the same number of people in sales roles as low performing companies.

Three Simple Ways LinkedIn Helps Sales Grow

Score More Sales

There are dozens and dozens of resources showing ways to use LinkedIn to help sales grow. Here is a page I created to help sales professionals with a variety or resources. Now that you have your sales position, change your summary to attract buyers or those who can refer buyers your way, not recruiters. Here is a simple idea to think of this in three areas: 1. Koka Sexton, Sr.

The Key to Terminating Sales Operations Stress

Sales Benchmark Index

My VP of Sales wants me to research trends in inside sales and conduct account segmentation. The sales managers are yelling for updated dashboards and territories. Oh, and Marketing wants to discuss sales enablement improvements. Alex is the VP of Sales Operations at a large technology company. Same goes for sales organizations. I am spent!”.

How To Love Your Sales Role

Score More Sales

When you love being a sales rep, or a business development rep, or a regional account rep, or a national account rep, you know it. First of all, you know that sales is admirable and regardless of the noise about how you should stop selling and start helping, or stop selling and start serving – you have been helping and serving for years. You get it. You are a student of learning.

Top 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14

Smart Selling Tools

More than 1400 sessions, more than 350 exhibitors, 18 keynotes, 20 parties, 2 rock concerts, and 5 opportunities to help charities on site, there is perhaps no bigger event for sales and marketers. Sales is all about pursuit: pursuit of the right prospects, pursuit of the right message, pursuit of the right applications. Sales reps can use DocuSign right from within Salesforce CRM.

Vendor 102

A Sales Leader’s Blueprint for 2014

Sales Benchmark Index

Your Sales Strategy. It is one thing to have a sales strategy. VPs of Sales are asking the question “What have I done before?”. VPs of Sales are asking questions like: Is our Sales Process good enough? Are my Sales Managers good enough? Do This— Start with a Sales Strategy Blueprint. Over 125 sales executives participated in vetting this approach.

Traits of the Best Teleprospectors

B2B Lead Blog

There’s no room to be territorial, because they’re going to be passing leads to someone else who will take them to the next level. in the sales process. Obviously, you’re not going to be able to scan a resume and identify these skills, and you can’t take someone from outside sales, plop them down with a headset and a script, and expect success. The focus to follow process.

Optimizing Lead Distribution for Higher Conversion

B2B Lead Blog

Tweet The management of sales leads is critical to generating marketing ROI. Sadly, sales leads often land on the scrap heap because marketers throw leads over the wall and then expect salespeople to catch them. But when you add sales territories and fairness into the mix, this is far from easy. Qualify all marketing leads as sales-ready before the hand-off. future customer) with expectations of your sales team. You need to qualify and examine each lead as if they are “sales-ready,” meaning they are ready to speak to a salesperson.