Understanding the Sales Force

DECEMBER 19, 2012

We have "appointment setters" that have a quota of 16 appointments per quarter. We have the sales process dialed in and we are training on it now. Until such time, salespeople must be trained to become more effective while marketers must be trained to develop stronger leads. Sales complains that the leads suck.

Follow-up 228

Follow-up Incentives Incentive Sales Qualified Lead 228

Understanding the Sales Force

APRIL 7, 2014

They are quota carrying salespeople responsible for the entire sales cycle but doing it from the comfort of a desk. This is all fairly simple in concept but executing is more difficult because inside salespeople have been trained to be efficient, not consultative. This is technically "inside" but the comparison to inside stops there.

Consultative Selling 297

Consultative Selling Inside Sales Top of Funnel Funnel 297

Understanding the Sales Force

SEPTEMBER 26, 2014

These salespeople have consultative selling skills, make it look easy, and close the majority of their fully qualified opportunities, crashing through goals and quotas. Wouldn''t you like to know whether or not you have future #4s that simply need to be better trained and coached. You can view the 20-minute presentation here.

Hoovers 228

Hoovers Hiring Sales Qualified Lead Lead Rank 228

Understanding the Sales Force

JANUARY 28, 2014

Do Technical Salespeople Need Sales Training? Getting a Sales Organization to Buy-In to Sales Training. After you have identified the ratios to sell one, they should be multiplied by the number of accounts, deals or sales that each salesperson must achieve this year in order to hit their quotas or expected revenue.

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

Understanding the Sales Force

APRIL 26, 2012

In some sectors, fewer than 25% of all salespeople will make quota in 2012. Even best-in-class companies are lucky when fewer than 80% of their salespeople make quota. Are you OK with it when your own salespeople fail to make quota? Sales Strategies can play a role in salespeople failing to make quota.

Quota 216

Quota Territories Compensation Sales Cycle 216

Understanding the Sales Force

APRIL 4, 2024

Sales Pipeline Data Shows That Most Late Stage Opportunities Just Aren’t Top 10 Keys to an Effective Sales Hiring Process The Correlation Between Milestones, Sales Process and Sales Success Companies Rush to Get This One Thing in Place for their Sales Teams Before January 62% Less Turnover and 80% Higher Quota Attainment When You Hire Salespeople the (..)

Hiring 149

Hiring Sales Leadership Sales Forecasts Forecasting 149

Understanding the Sales Force

MAY 30, 2023

They won’t improve unless you have them trained on cold-call delivery. Get them trained on how to reach decision makers. Get your salespeople trained on how to take a consultative approach and get your sales managers trained on how to coach up your salespeople. Get your salespeople trained on how to be the value.

Decision Maker 156

Decision Maker Hiring Proposal Sales Cycle 156

Understanding the Sales Force

FEBRUARY 6, 2013

I finally had a chance to read through it and found 5 sales figures which, after I combined them, are quite interesting: Only 63% of Salespeople Made Quota last year. Top Performing Companies Invest 63% More on Sales Training. Only 6% of New Reps Exceeded Expectations and 48% Failed. Do you see what I see? Don't get me wrong.

Hiring 218

Hiring Study Lead Rank Lead Scoring 218

Understanding the Sales Force

FEBRUARY 6, 2013

I finally had a chance to read through it and found 5 sales figures which, after I combined them, are quite interesting: Only 63% of salespeople made quota last year. Top-performing companies invest 63% more on sales training. Only 6% of new reps exceeded expectations and 48% failed. Do you see what I see? Don't get me wrong.

Hiring 203

Hiring Study Lead Rank Lead Scoring 203

Understanding the Sales Force

OCTOBER 15, 2013

While a customized, structured, optimized, formal sales process and targeted, effective, and integrated sales training and coaching will address and improve all of those metrics over time, you also must assume that your assumptions with regard to metrics for next year are wrong. But how will you know which ones are most likely to be wrong?

Top of Funnel 271

Top of Funnel Margin Sales Cycle Retention 271

Understanding the Sales Force

JANUARY 8, 2021

In the US, sales teams are coming off three robust years of sales growth and while revenue was up during that time, the percentage of salespeople hitting quotas was not. Making predictions isn't easy. That means the top 20% were not only carrying the load, they carried more of the load.

Government 220

Government Quota Up-Sell Revenue 220