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The Territory Optimization Revolution

OpenSymmetry

A critical element that is relatively new is territory optimization and we will examine the case for this in this article. In order to maximize performace at the 100m, athletes train and diet – you will find that some do it through drugs, but that is like lying to the customer. The territory optimization and alignment element of salesforce effectiveness is vital for three reasons.

7 Ways to Become the CEO of Your Territory

Modern B2B Sales

These are the people who are given added responsibility, and entrusted with the larger deals and better territories. You can achieve this by thinking of yourself as CEO of your own territory. Being CEO of your territory means finding a way to achieve your sales number no matter what. Here are seven ways to become the CEO of your territory: . Manage your perception.

How to optimize your sales training investment

Sales Training Connection

Sales Training Investment. How much money are companies spending on sales training? As reported in a research report by Sales Performance International – “In the United States alone, industry estimates for corporate expenditures on sales training and performance improvement are more than 5 billion dollars annually.” This, as they say, is the easy part.

No Sales Territory, No Sales

Sell More and Work Less

Is your sales team a territory free-for-all? In this podcast I share why not organizing into territories is a terrible decision that’s stunting your sales growth. Is your sales team a territory free-for-all? In this podcast I share why not organizing into territories is a terrible decision that’s stunting your sales growth. Podcast Series: The Sales Leader 3D Sales Training System Colleen Francis Engage Selling Solutions Lead Up! Sales Coaching The Sales Leader

A 2026 excursion to the future of sales training

Sales Training Connection

Sales Training – 2026. As a way of exploring the future of sales training, let’s time travel to the year 2026 and examine the major trends of the day. A number of the authors writing back in 2016 suggested that sales training was at an inflection point. In the past, there was a tendency to design and execute sales training in isolation. Sales training providers.

Key account sales training

Sales Training Connection

Key Account Executives Sales Training. Over the years we have had the opportunity to design sales training initiatives for numerous companies having Key Account sales teams. The skill set required of Key Account sales executives is not just more of the same as compare to the one for territory sales people. One additional insight relates to the nature of the sales training.

How to Design a Fast Ramp Training Program

Sales Benchmark Index

Step 2: Identify Training Needs and the Training Program. Your training program should incorporate different modalities, topics and methods. Training should be focused on helping your sales reps identify prospects and close deals. Different ways to think about your training program: Training Modality: Sales training should be on multiple platforms and modalities.

Etch a sketch sales force – implications for sales training

Sales Training Connection

Adapting a sales team so that it is aligned with the customer base requires fine-tuning along a variety of dimensions from sales strategy, territory design, and structure to the performance skill sets of the account executives. For this blog let’s restrict our discussion to the performance skills of sales people and examine what the “adaptation” requirement means for sales training.

Key account sales training

Sales Training Connection

Key Account Executives Sales Training. Over the years we have had the opportunity to design sales training initiatives for numerous companies having Key Account sales teams. The skill set required of Key Account sales executives is not just more of the same as compare to the one for territory sales people. One additional insight relates to the nature of the sales training.

New hire sales training – an investment worth making

Sales Training Connection

New hire sales training. Question two – Have you taken a serious look at updating your new hire sales training to keep up with the changes? Here we are talking about sales skills training not product or welcome-to-the-company training. Great new hire sales training can make a difference on some of those bottom-line issues like retention, early wins, and motivation.

10 More Things I Would Train Salespeople On Instead of Social Selling

The Sales Blog

Earlier this year I wrote a list of 15 things I would train salespeople on instead of social selling. Here are 10 more skills I would develop before I would worry about training social selling. Prioritize their prospects and territory : Not all prospects are created equal. There are a lot of ways to plan your territory. The digital gatekeeper is an obstacle. Go get some.

How You Trained Yourself to Take No for an Answer

The Sales Blog

Slowly, imperceptibly, you have trained yourself to take “no” for an answer. If you keep giving up every time a prospect says “no,” how long will it be before you eliminate all of the dream clients in your territory? The post How You Trained Yourself to Take No for an Answer appeared first on The Sales Blog. And then you stop calling this prospect. They’re just too difficult.

New hire sales training: it’s important, it’s underemphasized, and it’s different – A STC Classic

Sales Training Connection

Question two – Have you taken a serious look at updating your new hire sales training to keep up with the changes? Here we are talking about sales skills training not product or welcome-to-the-company training.). Great new hire sales training can make a difference on some of those bottom-line problems that have been the focus of attention. A Classic - '63 Corvette.

"Everyone" is Not Your Prospect: Boost Sales Success with a Segmentation Strategy

Sales Result

A common mistake made by sales leadership is not including segmentation in their territory planning process and overall sales strategy. vp of sales sales sales management ceo sales consulting sales vision sales training sales leadership sales goals sales efficiency sales effectiveness territory planning sales segmentation tailored approach sales strategy lead generation

Medical device sales success – an urgent need to do something different – An STC Classic

Sales Training Connection

Before we examine some of the advantages, it is important to note that KAMs are not just territory sales reps with another label. How do you train KAMs? . Sales training for KAMs is not just more of the same. So, let’s explore the next step – Sales Training 2.0. A Classic – ’63 Corvette. Key Account Managers (KAMs) in Medical Device Sales . Some Sales 2.0

Sales Training Article about Taking the Path of Least Resistance

Customer Centric Selling

Sales Training Article: Taking the Path of Least Resistance. Proactively when sellers (lead gen or general territory) reach out to prospects. Take a look at the sales training workshops available to you and improve sales performance. Read more sales training articles from CustomerCentric Selling® - The Sales Training Company A new approach may be needed.

Finding the Right Sales Performance Management Vendor

OpenSymmetry

Coaching and Training. Territory and Quota Management. Each of the vendors listed help organizations address common business problems including, but not limited to, territory alignment, driving the right sales behaviors, planning and forecasting, and most importantly, help organizations drive and sustain growth and profitability. Candidate Assessment and On-Boarding.

The Etch a Sketch Sales Force

Sales Training Connection

Adapting a sales team so that it is aligned with the customer base requires fine-tuning along a variety of dimensions from sales strategy, territory design, compensation and structure to the performance skill sets of the salespeople. For this blog let’s restrict our discussion of “reinvention” to sales training and the performance skills of sales teams. Etch A Sketch Sales Force.

New hire sales reps – some tips for getting out of the gate

Sales Training Connection

After the excitement wears off of being assigned to that first sales territory, reality begins to set in. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Technorati Tags: new hire sales training , new sales reps , sales best practices , sales training blogs. New sales reps.

The Pipeline ? 25% Increase in Sales Training ROI ? Sales.

The Pipeline

25% Increase in Sales Training ROI – Sales eXchange – 115. Some aspects of sales training are easy to measure others not so, but it is a fair question when I am asked what they can expect from an ROI standpoint. Companies have shown selectivity with other training or development programs. The key function with the C’s is to manage them out, so why train them?

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Sales Tips: How to Determine WHERE Your 2017 Revenue Will Come From

Customer Centric Selling

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. I realized very quickly that if I was going to fulfill my revenue obligation to my employer and earn the amount of money I wanted to make, I was going to have to come up with a plan - a Territory Sales Plan. The time to begin developing your 2017 Territory Sales Plan is NOW.

Sales simulations – why sales reps like them

Sales Training Connection

Think back to the sales training programs you’ve attended. It’s likely that the great sales training programs had two characteristics in common – the same characteristics that have salespeople excited about sales simulations. For a sales training program to be great, salespeople must have the opportunity to wrestle with the challenges they face everyday. Summary.

Sales force turnover – a problem that demands addressing

Sales Training Connection

What happens when a sales territory is left uncovered for several months? How fair is the sales goal setting process and does it take into account territorial differences? How effective is the company’s sales training program? If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Compensation package.

The Pipeline ? Shrink Your Way To Success

The Pipeline

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. A common concern I hear from sales leaders across all verticals is that they don’t feel that reps are fully covering their territories. logically shrink territories.

Territory and One-on-One Meetings

Empowered Sales

Territory Meetings. This regular sit-down should focus on the market and territory development. The key objectives are to ensure success in the territory and early detection of any significant challenges. Key questions to be answered in a territory meeting include: What is the current objective (sales goal) of the territory? One-on-One Meetings. That’s OK.

A sales leadership red flag – sales turnover matters

Sales Training Connection

The issues can vary from travel policies and territory designs to compensation structures and bonuses. However one across-the-board intervention with a proven track record is sales training and development. More attention to sales training and development is a great first step. Technorati Tags: sales best practices , sales training , sales turnover. Sales Team Turnover.

The Pipeline ? The REAL Problem with Sales Training

The Pipeline

The REAL Problem with Sales Training. Stored in Guest Post , Productivity , Sales Leadership , Sales Success , Sales Training , e-book , execution. It seems that every week we are being told that sales training is not working in a very high percentage of cases – 85-90% was one statistic I read just yesterday. The REAL Problem with Sales Training [link] #news #sales.

The Pipeline ? Talking Long-Term ? Acting Short-Term ? Sales.

The Pipeline

One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. One of the things I hear most often from people we train is that they want to create “urgency” in their buyers. Sales Training. Territory Alignment. Dave Kahle – Sales Training. From The Heart Sales Training Blog.

The #1 Reason Why New Sales Managers Fail

Steven Rosen

Without strong coaching and training, you are sending a lamb to the wolves. What we saw in 2016 was that: Only 32% of organizations had training to support the transition from sales rep to sales manager. In essence, two-thirds of new sales managers are given no formal support or training. They want to get up to speed about their reps territories. Asking questions like…….

Craft sales strategy by thinking ahead and reasoning back

Sales Training Connection

Selling in major accounts is not simply about doing more of what it takes to succeed in territory accounts – it is about doing something different. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Craft sales strategy. Large organizations are not just big little organizations. They think strategically.

Sales Training Insight into Bus Dev as a Process or Random Activity

Customer Centric Selling

Sales Training Article: Business Development Efforts - Process or Random Activities? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Register for one of our sales training workshops to learn more business development skills to help engage more customers. Target Key Player titles with business issues. Send the email and collateral.

10 tips for B2B salespeople to win the sales call execution challenge

Sales Training Connection

As salespeople settle into the new year, analyze their territories and their new comp plans, their focus will begin to shift to individual accounts and how they can achieve their 2014 sales goals. Technorati Tags: face-to-face selling , sales best practices , sales call execution , sales strategy , sales training. 10 tips to win the sales call execution challenge.

Sales person to sales manager transition – A STC Classic

Sales Training Connection

A Sales Training Connection Classic. The new sales manager now is responsible for setting direction for the sales team, structuring territories, holding people to deadlines, allocating resources, and assessing performance. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. So, what happens?

What's Wrong With Your Sales Training Program

HeavyHitter Sales

Here’s one of my recent Harvard Business Review articles titled “What’s Wrong With Your Sales Training Program.”.   Somehow, “successful” sales training has become associated with a thick binder of material the salesperson lugs home from the class (never to open again). Many sales training programs today share the same fundamental flaw.   1.   2.   3.

Key account managers (KAMS) – is it time to adopt Waigaya?

Sales Training Connection

With this shift in how large customers are buying and in particular in their demands to achieve cost savings across product lines, the classic individual territory sales reps is no longer the way to go. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Key Account Managers – KAMS – and Waigaya.

Sales productivity – it’s the time, stupid

Sales Training Connection

They invest in sales training . They change compensation systems and territorial designs. Sales Training. Sales Training can help sales reps both become more effective and more efficient. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Increasing sales productivity. Adding Channels.

The Pipeline ? ?But we're not IBM?

The Pipeline

If you are in sales and your mandate is to sell to companies within your geographical territory, you have probably faced a scenario similar to the one that follows. Sales Training. Territory Alignment. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. link].

Sales strategy – playing to win … not playing to lose

Sales Training Connection

These sales reps are looking to maximize the productivity of their territory. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Technorati Tags: sales best practices , sales strategy , sales training , sales training articles , sales training blogs. Sales strategy - playing to win.

Medical device sales success – an urgent need to do something different

Sales Training Connection

Before we examine some of the advantages, it is important to note that KAMs are not just territory sales reps with another label. How do you train KAMs? . Sales training for KAMs is not just more of the same. So, let’s explore the next step – Sales Training 2.0. Medical device sales success. Key Account Managers (KAMs) in Medical Device Sales . Executive level meetings.

Are You Deserving of the Title “Sales Leader?”

Sales and Management Blog

Most companies don’t train their new sales managers. Although the management problems start with the selection of the new manager, more important is the “training” most new managers undergo—none. One of the most common training formats companies have is upon promoting the new manager, the new manager is given a day or two training on hiring and firing procedures, how to handle sexual harassment issues, and how fill out payroll paperwork. Uncategorized sales leaders sales leadership Sales Management sales manager training The Visitor. Need help? Need advice?

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