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Prevent ‘A’ Player Turnover

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Article Corporate Strategy Sales Strategy "A-Player

Three Ways Sales Management Can Move ‘C’ Players to ‘A ‘Players

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Did you know that with the right coaching that 15% of you ‘C’ turn out to be your best ‘A’ players? Coaching them is extremely important. The first step is to find out how many ‘C’ Players you have on your team. .

Why the Deal Went Dark

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Article Marketing Strategy Sales Strategy SBI on Demand buyer personas buyer process maps deal went dark sales sales opportunity

Love Your Losses (and No Decisions)

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Article Corporate Strategy Marketing Strategy Sales Strategy SBI on Demand loss interview loss review sales leader win loss interview

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

Autopsy of a Failed Sales Process Implementation

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Article Sales Strategy failed failed sales process implementation sales process sales process failure sales process implementation

SPIN Selling Mistakes and How to Fix Them

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Article Sales Strategy buyer alignment Buying process Neil Rackham sales process sales strategy Spin selling

What ‘A’ Players Want From You

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Losing an ‘A’ Player causes significant pain and disruption for you. As a VP of Sales, you pride yourself on taking care of your best. SBI’s annual research survey received insights from over 2,200 ‘A’ Player Sales Reps. They told us what.

6 Reasons You Should Rethink Inside Sales

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Article Sales Strategy coverage models inside sales inside sales rep inside vs. field sales inside vs. outside Sales Coverage sales leader

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

3 Steps to Understand How Executives Make Purchase Decisions

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Article Marketing Strategy Sales Strategy SBI on Demand b2b buying journey buyer persona buyer research Buyer Segmentation buying decision process executive buyer executive decision making purchase decisions

The Anatomy of a Sales-Driven CEO

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A sales-driven CEO is a CEO whose strategy is based on having the best sales force in the industry. He, or she, has determined to win by outselling the competition.

4 Signs You Have an ‘A’ Player in the Interview

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Article Sales Strategy "A-Player" A-Player Interview identify an a-player sales talent

10 Reasons Why Channel Partnerships Fail (and What to Do About It)

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Article Sales Strategy Channel Marketing channel optimization channel partners Channel Strategy channels Sales Channels selecting channel partners

5 Tips for Cultivating a World-Class Sales Team

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Finding great sales talent isn’t hard. The real challenge is persuading the best talent to work for you. Assuming you have a good company culture, you’re respected in your industry, and your leadership team has a vision your employees can. Sales Strategy Video

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

Expand the Reach of Your Sales Team with SDRs

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Article Marketing Strategy Sales Strategy heather young Sales Development Rep Sales Development Representative sales leads SDR SDR compensation SDR incentive SDR management SDR onboarding

Why Your Reps Abandon The Sales Process

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Article Sales Strategy adapt sales process broken sales process deal size is my sales process broken sales sales process

A Sales Process Worth Following

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Article Sales Strategy SBI on Demand adoption buyer journey buyer process buyer-centered chuck yeager early adopter sales process sales process adoption

Know Exactly How Top Competitors Are Selling Against You

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By masterfully blending strategy and execution, the world’s top growth leaders consistently outpace their competition and their industries in revenue expansion. It starts with picking the right strategy: operational excellence, product leadership, or customer intimacy. When you have no product.

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Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

How to Increase New Sales Rep Productivity

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Article Sales Strategy SBI on Demand new sales rep orientation new sales reps onboarding onboarding sales reps training

3 Ways to Move ‘B’ players to ‘A’ players in Less than 3 Months

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Article Sales Strategy "A-Player" A-Players sales talent talent development

5 Classic Mistakes in New Hire Sales Training

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Article Corporate Strategy Sales Strategy new reps new sales on-boarding onboarding onboarding new sales reps sale talent sales sales training

7 Steps to a Quota-Busting Sales Force

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Article Sales Strategy allocate territories incentive plan lead nurturing maximize selling time quota busting sales quota talent development

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Are Your New Reps Prepared for the Real World?

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Article Sales Strategy

Why Your Sales Leader Needs to Understand CAC and CLTV

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The ratio of Customer Acquisition Cost (CAC) to Customer Lifetime Value (CLTV) is the clearest indicator of how your go-to-market investment is creating shareholder returns. Companies with high CLTV:CAC ratios enjoy a robust sales and marketing ROI. Low-ratio companies spend.

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3 Ways Sales Management Can Coach and Develop Sales Reps

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SBI conducts hundreds of field observations and interviews with sales reps and managers every quarter. We call these Day in the Life Of, or Dilos. There is a major theme consistent across most sales forces: The Coaching and Developing of front.

The Secret Sauce for Sales Enablement

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Today we’re going to demonstrate how to drive revenue per sales head up, and time to productivity for new sales hires down. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017.

3 “A” Players Who Aren’t Really “A” Players

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Article Corporate Strategy Sales Strategy A-Players hiring a players sales sourcing a players underperformance

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The Most Critical Mistake a Sales VP Can Make

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Article Corporate Strategy Sales Strategy firing rainmaker mark cuban quota sales sales manager walt disney worst sales decisions worst sales mistakes

4 Ways to Identify Sales Strategy Gaps with Win/Loss Analysis

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Article Sales Strategy sales strategy win loss review win/loss review

Who Owns Sales Enablement – Sales or Marketing?

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Article Sales Strategy sales enablement sales enablement function sales enablement organization

Sales Prospecting: Fill the Funnel with Real Sales Opportunities

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Article Sales Strategy SBI on Demand sales prospecting

How Successful CEOs Manage Their Marketing and Sales Leaders

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Article Corporate Strategy ceo ceo guidance manage sales leader marketing leader

The Rise of Social Selling

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It’s getting harder for your sales reps to get at bats these days. It didn’t used to be that way. Not long ago, you could cold call and email your way to appointments. Now, it seems you have to fight to get into every deal. As a result, your sales team is missing out on revenue opportunities.

CMO: Enable Reps with the Right Content at the Right Time

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Sales reps want solid materials to support them in sales campaigns. Today this means having the right content at the right time. Having the right content enables the sales rep to have the best chance to make a sale. How does this happen?

3 Reasons ‘C’ Players Must Go

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Article Sales Strategy SBI on Demand Talent Strategy sales talent talent assessment

6 Top Reasons Sales Leaders are Scared of Social Selling

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Trust is the name of the game in sales. 84% of B2B decision makers begin their buying process with a referral. You are the SVP of Sales at your company. Consider this scenario: you need a new personal financial advisor. After much frustration you’ve decided your current guy is costing you money.

10 Essential Answers to Build a Sales Operations Department

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Today’s article is about how to build a sales operations department from scratch. The best growth executives understand that sales ops is the most strategic sales function in the company. They understand that when deployed correctly, sales ops can impact revenue.