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

MARCH 13, 2024

Not only that, their responses are limited to what they have heard from controlling, territorial, price-sensitive, procedure-dedicated, power-hungry procurement people who don’t play nice with salespeople. Unfortunately, those responses never fit the new dialog we share with them.

Decision Maker 193

Decision Maker Data Hiring Proposal 193

Understanding the Sales Force

NOVEMBER 3, 2016

Nearly every company gets to the point where they must realign territories, accounts or roles. 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. Image Copyright 123RF Stock Photo. John will not be a happy camper. How could this have been avoided?

Compensation 120

Compensation Commission Territories Salary 120

Understanding the Sales Force

SEPTEMBER 11, 2023

Whether that’s in a territory, over the phone or by Zoom or Teams is less important than not having to drive to an office. Remote Control – One of the big differentiators between clients who are getting plenty of applies versus those who aren’t is the opportunity to work remotely. If your On.

Hiring 203

Hiring Top of Funnel Company Funnel 203

Understanding the Sales Force

JUNE 27, 2016

As a matter of fact, when Objective Management Group (OMG) measures this, only 45% of the sales population have 80% or more of the possible supportive sales beliefs and only 6% (elite territory) have better than 87% of the possible supportive sales beliefs!

Territories 136

Territories Analysis Groups Objections 136

Understanding the Sales Force

APRIL 11, 2016

If you are in territory sales, is there a competitor salesperson gunning for you? For example, my company, Objective Management Group (OMG) , is universally hated by an entire vertical! I'll share that with you but first, I must ask you a question. Have you taken business away from anyone? Do they hate you?

Microsoft 120

Microsoft Company Territories Groups 120

Understanding the Sales Force

APRIL 16, 2012

16% want to achieve more balanced territories. And when revenue is suffering, why spend any time at all on administrative, compensation and territory balance when working on those things won't fix your problems? Despite those business pressures, these initiatives were put in place: 53% want higher margins. 15% want to reduce turnover.

Hiring 188

Hiring Territories Compensation Forecasting 188

Understanding the Sales Force

FEBRUARY 21, 2013

Companies routinely mislabel salespeople as being top producers when the reality is that they're usually great account managers who've inherited the best accounts or territory. Were they existing accounts which were being managed or were new accounts being brought in? c) Copyright 2013 Dave Kurlan

Hiring 242

Hiring Sales Management Territories Analysis 242

Understanding the Sales Force

JUNE 4, 2014

While persistence has always been important in sales, we are in uncharted territory. I thought it would be helpful to expand on item #5, Persistence, because selling requires more persistence than ever before.

Territories 268

Territories Exercises Video ACT 268

Understanding the Sales Force

MAY 9, 2014

And, as one of my clients learned recently, if the distributors are very large, control too much territory, your product is not part of their core business, and there isn''t a commitment from the distributor''s ownership and management to proactively increase the focus and visibility of the product and/or brand, you''re in trouble.

Channels 221

Channels Retail Hotels Territories 221

Understanding the Sales Force

JULY 31, 2013

It may not be where the territory is or where the company is located. 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? By location of sales management - Do you have managers where the sales talent is located?

Inside Sales 211

Inside Sales SAP Sales Talent Lead Rank 211

Understanding the Sales Force

DECEMBER 9, 2013

Outside sales has traditionally been associated with a territory, assigned accounts, and/or new business development, where customers would place orders with inside salespeople between visits. Traditional Inside Sales - talking with existing customers, quoting, order taking.

Inside Sales 268

Inside Sales Outside Sales Telemarketing Travel 268

Understanding the Sales Force

JANUARY 27, 2014

Finally, we were able to remove the impact of territories, product lines, and competition. Just as important, we were able to neutralize the effect of good versus bad sales management and coaching. There simply wasn''t any sales management and the coaching they received was consistent. It''s quite the opposite.

Case Study 288

Case Study Study Lead Rank Lead Scoring 288

Understanding the Sales Force

MAY 28, 2014

It''s just not that unusual to discover that the top salespeople in some companies aren''t at the top because of their skills, but because of the accounts or territory they were assigned or their expertise or tenure in the industry. It''s important to note that studies show you will get the best bang for your buck when you train your B''s!

Training 246

Training Coaching Comparison Territories 246

Understanding the Sales Force

JUNE 30, 2014

They were the best at finding and selling new accounts for a local company until they went to work for a national firm and had to do the same thing, in a brand new territory, working from their home.

Sales Cycle 217

Sales Cycle Distribution Territories Up-Sell 217

Understanding the Sales Force

DECEMBER 9, 2013

Outside sales has traditionally been associated with a territory, assigned accounts, and/or new business development, where customers would place orders with inside salespeople between visits. Traditional Inside Sales - talking with existing customers, quoting, order taking.

Outside Sales 178

Outside Sales Telemarketing Inside Sales Travel 178

Understanding the Sales Force

JANUARY 28, 2014

On the other hand, a new salesperson in a new territory might have to make cold calls in order to quickly make progress. The reality today is that this model might not require any cold calls to generate those 31 Conversations each week. 6 conversations per day could be achieved in a number of ways without having to make cold calls.

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

Understanding the Sales Force

MAY 7, 2014

On the other end of the argument, veteran salespeople who come from the industry, territory, or vertical, and are simply new to the company, may not ever need to make a single cold call to reestablish themselves.

Cold Calling 290

Cold Calling Sales Qualified Lead Networking Territories 290

Understanding the Sales Force

JULY 24, 2013

Companies routinely mislabel salespeople as top producers when the reality is that they''re usually great account managers who''ve inherited the best accounts or territories. Read Article. 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.

Sales Leadership 240

Sales Leadership Cold Calling Sales Qualified Lead Guarantee 240

Understanding the Sales Force

APRIL 26, 2012

The Quotas themselves are often unrealistic and based not on a salesperson's capabilities, but rather on how much a territory or vertical should grow in the next 12 months, or on what a company needs from each salesperson. This article by Jason Schwartz provides a great example of one of the many things that salespeople do wrong.

Quota 216

Quota Territories Compensation Sales Cycle 216

Understanding the Sales Force

JULY 22, 2013

It doesn''t matter what a candidate has achieved to this point in time: They could have struggled and be at the point where they can make a tremendous contribution; They could have succeeded and be at the point where they can''t do it (build a territory, book of business or customer base) again; They could have struggled and, because little has changed, (..)

Hiring 209

Hiring Face-to-face Territories Selling Skills 209

Understanding the Sales Force

MARCH 5, 2012

He was assigned a remote territory! Assessment was nearly identical to Salesperson #1 but with additional skills that went beyond top of the funnel. Assessment showed that he lacked direction - no goals, plan, tracking and would be unable to work independently.

Hiring 228

Hiring Top of Funnel Licensing Face-to-face 228

Understanding the Sales Force

SEPTEMBER 10, 2014

If you or your salespeople sell in a territory and you use an Android phone then Google tracks your every move. Some of that can be accomplished through the use of tools, but as with all automation, if you don''t have a good manual process, the automated process probably won''t help.

Google 130

Google Travel Exact Video 130