Understanding the Sales Force

MAY 28, 2013

What if we could not only predict whether a sales candidate will succeed in your business, selling your offerings at your prices to your prospects against your competition, with your challenges, but also project how their history would translate in terms of likely revenue? Don''t get too excited though because we aren''t there yet.

Revenue 199

Revenue Groups Objections Competition 199

Understanding the Sales Force

JULY 13, 2016

Greg says, "Empirical evidence shows that you get at least four times the market value for a dollar of profit that comes from revenue growth versus a dollar of profit that comes from cost reduction.". Let's discuss some of the ways that you can achieve the desired revenue growth. Isn't that a great quote? But it's more than a quote.

Scale 120

Scale Revenue Coaching Up-Sell 120

Understanding the Sales Force

MAY 28, 2013

What if we could not only predict whether a sales candidate will succeed in your business, selling your offerings at your prices to your prospects against your competition, and with your challenges as we currently do, but also project how their history would translate in terms of likely revenue? However, that is my next ambitious project.

Revenue 196

Revenue Sales Leadership Groups Objections 196

Understanding the Sales Force

OCTOBER 22, 2018

My wife and I have been watching 24 for the last few months and we've made it to season 7. Once in a while, one or both of us falls asleep during late-night episodes but we are always saved by: PREVIOUSLY ON 24. With that in mind, I will save you if you didn't happen to read last week's article which is a pre-requisite for this one.

Data 267

Data Decision Maker Revenue Groups 267

Understanding the Sales Force

SEPTEMBER 18, 2012

Experience has demonstrated that there are three areas where companies tend to compromise with sales candidate assessments and those compromises always lead to revenue shortages: 1. Want to learn more? I'll be discussing What's Preventing Your Sales Force From Over Achieving in a SMMConnect Webinar on Wednesday, September 26, at 1 PM ET.

Revenue 188

Revenue Hiring Licensing Decision Maker 188

Understanding the Sales Force

NOVEMBER 5, 2014

Today I learned that an article I wrote back in November of 2013, Increase in Social Selling Yields No Increase in KPI''s , was named Top Sales Article of the Month for October 2014 by Top Sales World. While I''m always honored to win awards for my Blog, this time around I don''t really deserve it.

Social Selling 256

Social Selling Revenue Inbound Face-to-face 256

Understanding the Sales Force

AUGUST 11, 2017

"That wasn't what I expected!". You might say that after reading an awesome book, waiting for months and years in anticipation of the movie version, only to be extremely disappointed when the much hyped film failed to live up to what you remembered feeling when turning the pages.

Film 195

Film Revenue Sales 195

Understanding the Sales Force

APRIL 27, 2020

We are in week 6 of lockdown, week 8 of voluntary work-from-home, while adapting, guiding and directing companies who still need to sell their products and services to generate revenue. At this point sales is about so much more than generating revenue for profit or to keep employees working. Forget uncertainty!

Revenue 413

Revenue Tools Sales Strategy 413

Understanding the Sales Force

MARCH 21, 2017

Jeb Blount's eagerly awaited new book goes on sale today and I recommend that you order it!

Revenue 136

Revenue Sales 136

Understanding the Sales Force

MARCH 21, 2022

Revenue Sensitivity - a rant on the lack of correlation between top salespeople and revenue. All but three of the videos are three-minutes or less, one is six-minutes, one is ten-minutes and one is eight-minutes. Topics include: 1. On Sales Process and Methodology - the difference between popular sales processes and methodologies.

Video 296

Video Forecasting Cold Calling Consultative Selling 296

Understanding the Sales Force

OCTOBER 27, 2015

I've written about our son around 30 times over the past 10 years and in those articles where I mentioned sports, the sport was always baseball. For the last three years his fall sport has been cross-country and in the past two months he has won 6 meets. This year he transitioned from participating in to winning his events.

Sports 120

Sports Revenue Meeting Company 120

Understanding the Sales Force

AUGUST 10, 2022

You may have read that the latest legislation out of Washington DC provides $80 billion for the hiring, arming and training of close to 80,000 new IRS (Internal Revenue Service is the US Tax Agency) agents to nearly double the size of the agency. Did you catch the part about arming IRS agents?

Hiring 296

Hiring Company Revenue Closing 296

Understanding the Sales Force

MARCH 12, 2020

We're not going to discuss any of those threes today but we will talk about the three things companies must do, right now, in this quickly disintegrating economy, to drive revenue.

Company 332

Company Revenue SalesForce Consultative Selling 332

Understanding the Sales Force

APRIL 3, 2024

million sales professionals shows that sales managers who coach consistently realize a 28% increase in revenue from their coachable salespeople and when they are also effective with their coaching, the revenue increase is 43%. The data from Objective Management Group’s (OMG) assessment of 2.5

Data 130

Data Construction Coaching Face-to-face 130

Understanding the Sales Force

APRIL 20, 2022

In almost every case, it's because the salesperson manages more revenue than anyone else, but isn't the one who sold those accounts. The most common pushback occurs when someone they have inappropriately labeled as a top performer does not evaluate very well. A good account manager, but not a producer.

Account 296

Account Groups Objections Revenue 296

Understanding the Sales Force

DECEMBER 10, 2018

I remember it well as revenue at Objective Management Group dropped by more than 30%, almost overnight. But during a slow crawl back to respectability between 2010 and 2016, and soaring revenue during 2017-2018, the percentage of reps making quota has not only remained flat, but the percentage hasn't even returned to pre 2008 rates.

Quota 252

Quota Groups Objections Revenue 252

Understanding the Sales Force

OCTOBER 25, 2023

Even worse, some of these ineffective salespeople lead their sales teams in revenue because they inherited the biggest and best accounts, well-established large territories, have years in their industry and/or territory and are viewed as an expert.

Outsourcing Services 193

Outsourcing Services Territories Proposal Sales Methodology 193

Understanding the Sales Force

APRIL 15, 2024

While every company, sales team and salesperson will be subject to the exact same conditions, you have a choice as to which of the following three approaches you will take: Wait it out (you are cash rich and can withstand a 10-33% drop in revenue) Go on defense (hope your salespeople will continue to find opportunities and discount to win) Go on offense (..)

Hiring 182

Hiring Discount Decision Maker Call-back 182

Understanding the Sales Force

SEPTEMBER 6, 2018

I have read and even reported that sales leaders who coach their salespeople see a boost in revenue of around 27%. You must have heard the joke that 73.6% of statistics are made up! It sounds like a realistic number but I have not seen any science to back it up. Check this out!

Coaching 326

Coaching Sales Coaching Report Revenue 326

Understanding the Sales Force

APRIL 11, 2024

How they scored in all 21 Sales Core Competencies, are they coachable, do they have the incentive to change, can they can improve, by how much, what it will take, and how long it will take are important data points for making strategic decisions to significantly growing revenue. You can get started for free here.

Coaching 203

Coaching Decision Maker Scale Hiring 203

Understanding the Sales Force

JANUARY 4, 2024

Those goals determine what your earnings must be and earnings will dictate the revenue you must generate, number of new accounts you must close, and the activities required to accomplish that. Your goals for the new selling year should start with the things you want to have, places to you want to see, and things you want to do.

Distribution 170

Distribution Exercises Course Call-back 170

Understanding the Sales Force

FEBRUARY 2, 2018

There are traditional lagging indicators, like revenue generated, and there are traditional forward looking indicators, like new meetings, pipeline value and pipeline quantity compared to a prior period.

Sales Cycle 209

Sales Cycle Pipeline Coaching Revenue 209

Understanding the Sales Force

FEBRUARY 6, 2019

Not only do you start the process all over again in several months, but the lost opportunity and lost revenue create negative territory momentum, where the pendulum swings to favor the competition. If you rush to hire someone, anyone, and get it wrong, three things happen. If you are selective instead of impulsive, good things can happen.

Hiring 263

Hiring Territories Sales Cycle Competition 263

Understanding the Sales Force

NOVEMBER 10, 2023

Funding doesn’t really belong on the list because anything that improves revenue generation is a good investment. Everyone is afraid of change and most find it difficult to change. Nobody wants their lack of knowledge, experience and competence exposed. The Solution Where to begin?

Company 212

Company Hiring Scale Forecasting 212

Understanding the Sales Force

SEPTEMBER 17, 2021

The only way to figure it all out was to draw a table on the white board and start filling it in. When we were done it looked like the monstrosity below:

Compensation 170

Compensation Jigsaw Guarantee How To 170

Understanding the Sales Force

JANUARY 19, 2016

A few small tweaks to your targets can have a huge impact on revenue! In sales, when we talk about targets, most people immediately think about revenue and profit targets, and sometimes product units and/or shipment targets. How about targets? Targets are obvious but at the same time, misunderstood.

Sales Cycle 156

Sales Cycle Revenue Course Sales 156

Understanding the Sales Force

FEBRUARY 26, 2018

That brings us to the question to be answered in today's article: If most salespeople become eager learners and embrace good sales training, why don't all companies experience the same tremendous revenue growth as a result of sales training?

Training 185

Training Decision Maker Revenue Industry 185

Understanding the Sales Force

JANUARY 9, 2013

Significant increases to revenue and profit. Them: Our plan for 2013 is to maintain revenue where it is. Even if the industry is shrinking, maintaining revenue isn't exactly a win. How did everyone feel in 2009 when revenue tanked? But it does apply to 74% of all salespeople and 82% of all sales managers. Ready for this?

Commission 203

Commission Revenue Course Sales Cycle 203

Understanding the Sales Force

FEBRUARY 5, 2014

Just don''t base your contest on revenue. When a contest is based on revenue, everyone knows, well in advance, who the likely winner will be. So if not revenue, then what? Most new sales (that''s number of new sales closed, not revenue). Let''s begin with how you get them to believe they can win. Finding new business?

Incentives 173

Incentives Incentive How To Sports 173

Understanding the Sales Force

APRIL 17, 2017

Amazon generated almost $44 Billion in net revenue last year and it had to come from somewhere. Image Copyright AdrianHancu. That's not $44 Billion that people wouldn't have spent if not for Amazon. It's money that people would have spent, at some retailer, probably within an hour of their home or office, but chose to buy from Amazon instead.

Retail 180

Retail B2B Company Revenue 180

Understanding the Sales Force

NOVEMBER 3, 2016

Let's take John, who is being paid a $75,000 base salary and earns commissions of 10% on the revenue generated in the territory. As part of this change, John will lose 10 accounts, worth $500,000 in revenue, to the new salesperson and initially, his total comp will be reduced by $50,000! John will not be a happy camper.

Compensation 120

Compensation Commission Territories Salary 120

Understanding the Sales Force

NOVEMBER 26, 2012

Sales and revenue can materialize very quickly. So what does it take for sudden sales, monumental momentum and rediculous revenue? The same fortune can be realized by a salesperson, sales team or company, even when it seems that none is forthcoming. That's the point of today's post. Consistency.

Lead Rank 247

Lead Rank Lead Scoring Sales Qualified Lead Pipeline 247

Understanding the Sales Force

JANUARY 28, 2014

It clearly shows them what is required in order to generate $1 million in annual revenue. Revenue - Next, the model should identify what a typical customer would spend in the course of a year, as well as the product make-up on which they would typically spend it. Target - A useful sales model should start with your ideal customer.

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

Understanding the Sales Force

JANUARY 7, 2013

That leads to your KPI's (Key Performance Indicators) or metrics that drive revenue. It's the sweet spot that will lead them to their goals for revenue and profitability but any customer will count as a new sale. If you collect these now via a daily huddle that's terrific; let's tighten them up.

Sales Qualified Lead 186

Sales Qualified Lead Leads Marketing Qualified Lead Forecasting 186

Understanding the Sales Force

FEBRUARY 21, 2013

Was that new sales manager really that effective as a salesperson or was this individual simply managing greater revenue than anyone else? It's often the less visible salespeople who are the best producers, bringing in new business, one deal at a time, but growing their revenue just the same. (c) That brings us to the next problem.

Hiring 242

Hiring Sales Management Territories Analysis 242

Understanding the Sales Force

MARCH 11, 2015

Here''s the slide: Dave Kurlan sales force evaluation sales growth sales prospecting objective management group revenue growth OMG Assessment' This particular slide answered the question, "Why Aren''t We Generating More New Business?".

Groups 120

Groups Objections Revenue Sales 120

Understanding the Sales Force

JANUARY 7, 2013

That leads to your KPI's (Key Performance Indicators) or metrics which drive revenue. It's the sweet spot which will lead them to their goals for revenue and profitability, but any old customer will count as a new sale. If you collect these now via a daily huddle that's terrific; let's tighten them up.

Sales Qualified Lead 191

Sales Qualified Lead Leads Marketing Qualified Lead Cold Calling 191