SBI

JUNE 23, 2020

Sales teams have faced a long list of challenges this year due to the pandemic. Travel restrictions and meeting cancellations have put quotas at risk. Sales managers leading geographically dispersed sellers are doubling down on the fundamentals. Relying on PowerPoint and video conferencing tools such as Zoom isn’t enough.

Hiring 143

Hiring Scale Face-to-face Collateral 143

Nutshell

MAY 16, 2019

Do you dream of leaving your sales associate desk behind and stepping up to a sales management position? There are some significant perks to becoming the boss: less travel, more money, maybe a private office. Then we’ll give you eight actionable tips to make your sales management dreams a reality.

Hiring 96

Hiring Sales Management How To Promotion 96

Gong.io

JULY 11, 2022

Inside sales reps sell from their office, in stark contrast to outside sales, where sales reps travel to visit clients and close deals on the road. Inside sales teams use phone, email, video, and social media messaging to sell to potential customers. . Outside sales reps, by contrast, sell on the road.

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

Mindtickle

APRIL 9, 2024

By 2025 0 % of B2B sales interactions will happen via digital channels When it comes to inside sales, you may have questions like: What is inside sales? How is it different from outside sales? What skills and tools do reps need for success? What is inside sales? What do inside sales reps do?

Inside Sales 52

Inside Sales Face-to-face Hiring Outside Sales 52

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

Allego

JULY 26, 2022

Today’s Sales Teams Need a Learning Ecosystem. Sales teams need modern tools that deliver continuous learning, micro-learning, and learning in the flow of work. Further, organizations that can enable collaboration will see a bigger impact on revenue. Sales Teams Need More than an LMS. Location Independence.

Competition 117

Competition Collateral Software Software 117

Tony Hughes

FEBRUARY 22, 2018

Then viable territories and targets, the right levels of support, training and enablement tools, demand generation leadership, and remove internal roadblocks. In one of my posts I provide guidance to sales managers on who belongs in their sales team and how do they decide who needs to be managed-out?

Sales Management 86

Sales Management Hiring Demand Generation Agencies Territories 86

SBI Growth

DECEMBER 23, 2013

When your territory is changed, it opens a lot of questions for Sales Reps. Good Managers can provide answers, but typically from the “big picture” perspective. Total revenue potential, changes in quota, expected numbers of new customers are common themes. But can you, the Sales Rep, make a living in this new patch?

Territories 276

Territories Quota Travel Maximizer 276

Vengreso

DECEMBER 2, 2020

Contrary to popular belief, you don’t have to be a born leader to devise a master marketing plan or hit your sales objectives. The best sales manager isn’t measured by how many degrees they have or accolades received. revenue metrics and performance goals for the individual(s) and the team(s). Let’s face it.

Ideal Customer Profile 120

Ideal Customer Profile Top of Funnel Hiring Segment 120

Distribution Pricing Journal

OCTOBER 9, 2023

Striking an optimal balance between remote and on-site work can bolster effective decision-making and foster a cooperative atmosphere among pricing managers and their teams. At the risk of alienating some of our sales managers in our audience – bear with us – pricing managers don’t always trust direct feedback from individual reps.

Meeting 52

Meeting Face-to-face Distribution Ideal Customer Profile 52

Sales 2.0

FEBRUARY 1, 2023

This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. This first interview is with Oliver Churchill , the founder and CEO of Acuity Sales Decision Science. I was curious to hear what he thinks. They took on and beat Google.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Nutshell

AUGUST 29, 2023

Define your hospitality company pipeline stages Effective hospitality pipeline management starts with having clear, definable stages. Your pipeline stages represent how far through the pipeline your leads have traveled. Not to mention, leads will take longer to convert and generate revenue when your sales cycle is drawn out.

Pipeline 62

Pipeline Lead Rank Lead Scoring Company 62

Customer Centric Selling

JANUARY 13, 2014

Sales Training Article: The Sales Manager''s New Year''s Resolutions. By George De Los Reyes, Sales Benchmark Index (SBI) I am big on New Year''s resolutions. Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ''A'' players on the team.

Sales Management 49

Sales Management Face-to-face Decision Maker Travel 49

Allego

FEBRUARY 22, 2021

What is Sales Enablement? At its core, sales enablement is the ongoing process of maximizing revenue per rep, by ensuring sellers convey the right concept using the right content throughout each stage of the buying process. Sales enablement extends not only to sales reps, but also to sales managers.

Exact 93

Exact Sales Enablement Hiring Face-to-face 93

Allego

MAY 27, 2021

There are many new barriers to productivity including canceled meetings and travel restrictions, a lack of face time with reps and prospects, difficulty collaborating with colleagues, and more. How are hybrid sales teams adapting to learn and collaborate successfully? Asynchronous Sales Communication Correlates With Growth.

Hiring 102

Hiring Harvest Distribution Video 102

Allego

NOVEMBER 24, 2020

What is Sales Enablement? At its core, sales enablement is the ongoing process of maximizing revenue per rep, by ensuring sellers convey the right concept using the right content throughout each stage of the buying process. Sales enablement extends not only to sales reps, but also to sales managers.

Sales Enablement 87

Sales Enablement Hiring Face-to-face Maximizer 87

Hubspot Sales

JANUARY 9, 2018

A business plan lays out your goals -- a sales plan describes exactly how you’ll make those happen. Who writes sales plans? Entrepreneurs, sales executives, and sales managers all benefit from writing sales plans -- whether for their business, department, or team. What is a sales plan template?

Buyer Persona 145

Buyer Persona Referrals How To Commission 145

Sales Hacker

OCTOBER 22, 2019

How Catie Got Into Sales [11:20]. The Differences Between Sales & Sales Leadership [14:00]. What Catie Would Say to New Sales Leaders [17:24]. Aligning Revenue Strategy [24:02]. Women in Sales & Sales Leadership [33:46]. Aligning Revenue Strategy [24:02]. Sam’s Corner [40:34].

Lead Rank 41

Lead Rank Marketing Qualified Lead Revenue Strategy 41

Xactly

JUNE 13, 2018

Unbalanced sales territories can negatively impact your compensation plan and lower sales performance. When your sales territories are poorly planned, it can result in: Drops in revenue earnings and failed quota achievement. Lower sales rep morale and decreased motivation. Higher frequencies of sales burnout.

Territories 49

Territories Travel Webinar Metrics How To 49

Sales Hacker

JUNE 12, 2020

We’ve seen on a daily basis that salespeople, by embracing the tenets of virtual selling, have been able to connect with their customers in a meaningful way — even with face-to-face meetings unlikely, travel curtailed, and in-person conferences postponed. 7 Lessons Learned from Successful Sales Organizations.

Lead Rank 77

Lead Rank Lead Scoring Leads Marketing Qualified Lead 77

Sales Hacker

MARCH 30, 2021

This week on the Sales Hacker podcast, we speak with Neil Ringers , EVP of Revenue Grid. Neil’s experience includes a long history of sales leadership, primarily in the Salesforce ecosystem, and is now running revenue for Revenue Grid. How Revenue Grid enables smarter selling. powered by Sounder.

Oracle 103

Oracle Scale SalesForce Incentives 103

BrainShark

JUNE 28, 2023

Increases sales capacity and productivity Sales coaching is integral to increasing your sales capacity (what your sales team is actually capable of achieving within a given period) and making quota consistently despite fluctuating headcount or market conditions. Revenue At the end of the day sales coaching delivers ROI.

Sales Coaching 62

Sales Coaching Coaching Scale Hiring 62

Mereo

OCTOBER 1, 2020

The Beginnings of Sales Enablement Programs. Travel back to 1999, perhaps in a cubicle-lined office or around a rectangular conference table, John Aiello and Drew Larsen strategized a new approach to sales operations and management. And let’s be clear that means sales reps but also front-line sales managers.

Sales Enablement 71

Sales Enablement Face-to-face Scale Travel 71

Salesmate

JUNE 23, 2020

Every business is revenue-driven. Smart tools, such as CRM, or automation software can ease the manual labor and let you focus more on the business process. With the ability to assign tasks manually sales managers and SaaS owners can create a sense of responsibility and transparency within the team.

CRM 126

CRM Hiring Software Software 126

Partners in Excellence

AUGUST 1, 2018

There are other worrisome signs—spending on SE increasing at a rate greater than revenue growth. Increases in spending on SE, yet not seeing the concurrent increases in percent of sales people making quota. SE metrics are getting disconnected from Sales’ metrics. But what about the Front Line Sales Manager?

Sales Enablement 48

Sales Enablement Coaching Travel Sales 48

Your Sales Management Guru

OCTOBER 3, 2016

After a full day of discussing a wide variety of topics around becoming a major college head basketball coach John Wooden said at the very end of day that Dale could have saved LSU a lot of money in travel expenses because there are just only three secrets. His blog has been rated in the sales blogs in the world! Ken@AcumenMgmt.com.

Hiring 92

Hiring Travel Compensation Coaching 92

Hubspot Sales

JUNE 5, 2019

In a channel sales model, a company sells through third partners -- affiliate partners (who get commission on each purchase), resellers, value-added providers (who typically bundle your product with their own), or another entity that doesn't work for it directly. One of the biggest challenges to scaling revenue?

Channels 101

Channels Lead Rank Hiring Lead Scoring 101

Xactly

AUGUST 2, 2018

A territory can be defined by sales potential, history, geography, or a combination of the above. The objective is to make sure sales territories are balanced to help increase revenues. . As a result, sales territory design is a critical process for your sales performance management (SPM). Take Assessment.

Territories 68

Territories Demographics Travel Distribution 68

DialSource

JULY 15, 2020

While many companies have already implemented the tools and resources they need to drive their sales team, for those who have not fully ironed out all of the details, there is a silver lining. You still have access to the human capability, tools, and solutions you need to conduct business. Inside Sales vs. Outside Sales.

Outside Sales 41

Outside Sales Inside Sales Travel Lead Rank 41

Sales Hacker

AUGUST 7, 2020

VP New business – Sales leader. Regional Vice President of Sales. Vice President of Sales. Sales Manager. Regional Vice President of Sales. Empowering Sales Development. VP, EMEA Sales. Sales Manager – Upsell Team. Head of Sales, Emerging Business. Milly Gadd.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121

Showpad

MAY 7, 2021

The present and future of sales is virtualization. . Traditionally, sales has been an on-the-go profession, with reps often traveling between client meetings and pitches. The result is a fundamental shift in how sales operates. Streamlined content management solutions. Video conferencing support.

Hiring 59

Hiring Survey Trade Show Webinar Metrics 59

Closer's Coffee

APRIL 23, 2020

Sales Representatives, Services – 2,046,120 ppl. Sales Representatives, Wholesale and Manufacturing – 1,663,160 ppl. Advertising, Marketing, Promotions, Public Relations, and Sales Managers – 717,220 ppl. Other Sales and Related – 616,650 ppl. Inside Sales Reps.

Outside Sales 64

Outside Sales Inside Sales Face-to-face Comparison 64

Hubspot Sales

JUNE 5, 2019

sales are growing and are projected to hit five million dollars in five years. With this information at hand, sales management can set hiring goals and review sales strategies to ensure they meet their projected growth. This will highlight to your sales team the exact type of customer they should be pursuing.

Hiring 94

Hiring Strategy Buyer Persona Ideal Customer Profile 94

Janek Performance Group

SEPTEMBER 7, 2021

Without question, the top thing sales pros can do to boost productivity is to have a coach. In addition to skill development and helpful tips, which are certainly important, coaching provides the opportunity to review and reflect, bounce ideas off their coach/sales manager, and see the sales process from a different perspective.

Lead Rank 62

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 62

Salesmate

JUNE 12, 2020

Well, you might have been taught by sales managers in your induction program that closing sales deals is an art and it is really simple. You have to be prepared, show up for your sales meetings, leave a mark on your prospects, navigate through their objections, pitch your proposal, and follow-up! Seems so simple right?

Closing 96

Closing Top of Funnel Ideal Customer Profile Face-to-face 96

PandaDoc

OCTOBER 3, 2023

Developing an AI strategy should involve identifying pain points, setting goals, assessing infrastructure, calculating ROI, researching solutions, piloting tools, training staff, and tracking performance. Sales professionals must direct AI tools, validate outputs, provide context, and maintain ethical standards.

Lead Rank 52

Lead Rank Sales Process Lead Scoring Outsourcing Services 52

DialSource

JULY 15, 2020

While many companies have already implemented the tools and resources they need to drive their sales team, for those who have not fully ironed out all of the details, there is a silver lining. You still have access to the human capability, tools, and solutions you need to conduct business. Inside Sales vs. Outside Sales.

Outside Sales 36

Outside Sales Inside Sales Travel Lead Rank 36