What is Fractional Sales Management?

Sales Manager Now

In 2006 I discovered the practice of Fractional Sales Management before it became an emerging industry. They had hit the ceiling with their sales levels.… … The post What is Fractional Sales Management? appeared first on Sales Manager Now.

Maybe an Example Would Help

The Ultimate Sales Executive Resource

Let us look at the list of opportunities our sales person Chris is currently working on. Deal Name Order Amount [ k$ ] Close Date Deal 1 500 09/25/2006 Deal 2 300 09/30/2006 Deal 3 800 10/10/2006 Deal 4 200 08/31/2006 Deal 5 900 09/21/2006 Deal 6 300 09/24/2006 Observant Sales Managers see right away, that there is a problem in this list. Chris will now have to assign a sales stage to each deal. You want to forecast orders received for September 2006.


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Readers’ Feedback and Comments

The Ultimate Sales Executive Resource

They found the entries to the point, they confirmed that they had made similar observations and some could already see how this Blog develops in a good reference to find answers to Sales Management related questions and problems. He has observed that what could be considered reasonable business plans are toped up to suit management or shareholders dreams. Managers did not trust the new system and they had no incentives to abandon their current practices.

Whither Forensic Forecasting?

The Ultimate Sales Executive Resource

You might agree with me, that sales people cannot be left alone when it comes to forecasting. There needs to be management adjustment. However as a sales executive be warned. You take the known sales number from the previous period and declare this the forecast for the next period. Forecasting is one of your key ingerdient of your sales manager’s toolbox. You reduce the time your sales people can spend in front of the customer.

"American Icon" Has It Right for Sales Managers

Anthony Cole Training

Alan Mulally was an unlikely hero in American Industry when he took over Ford in 2006. If you read the book, American Icon , you will enjoy a great story about guts, determination as well as unbelievable leadership and management. I stopped reading, highlighted the passage and made the following note: “This pertains to sales managers and sales professionals in their relationship AND should also be applied to sales professionals and buyer relationships!”.

Vote the Best Top Article on Sales and Sales Management

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan This is a pretty exciting time for us. We reviewed 1,000 articles which I've posted on this Blog since 2006 in an effort to present you with the Top 15 Sales Articles of the past six years, and later this week, the Top Sales Article of the last six years. What's the Difference Between Sales Commitment and Motivation? 10 Sales Competencies of Steve Jobs. Selling Power Hits and Then Miss the Mark on Sales.

Heavy Hitter Sales Blog: The Worst VP of Sales

HeavyHitter Sales

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Martin: Heavy Hitter Sales Linguistics: 101 Advanced Sales Call Strategies for Senior Salespeople. Sales Career Advice. Sales Tips.

A Strategic Guide Through the Perfect Storm for Sales Management

The Ultimate Sales Executive Resource

Changed customer behavior and increased negotiation power of the customer induced by technology together with the tough economic conditions create the conditions for a perfect storm that hardly can be weathered by sales management with tried and trusted old tactics. The book “Rethinking Sales Management” by Beth Rogers is,as the subtitle suggests, “a practical guide for practitioners” how to become more strategic to cope with the challenges of these new normal times.

Want to be an “A” student?

Sales 2.0

Back in 2006 I coined the term “Sales 2.0” (see the logo on this website). My concept of Sales 2.0 was, and is, “taking the sales profession to the next level”. In my opinion we’ve come a long way since 2006 but we still have a long way to go. The posts on this blog are going to continue to be about how sales people can sell more, and sell more easily, by using techniques and tools they may not be using today. million professional sales people in the U.S.,

Quota 160

8 Must-Have Qualities for Achieving Sales Success

Paul Cherry's Top Sales Techniques

What’s the secret for achieving sales success? For the past 20 years, I have dedicated by life’s work to helping individuals achieve and surpass their sales performance goals — I’ve helped over 1,200 organizations in all sorts of industries, across the country. That’s why I founded my own company, Performance Based Results, in 2006. At PBR we interviewed 400 highly-experienced business-to-business sales professionals.

Sales Leadership – The Talent of Developing Others

Increase Sales

As sales managers to small business owners look forward to 2013, this sales leadership talent of developing others will probably become even more critical. Finding qualified sales people is an ongoing struggle for many small businesses. Then keeping those sales people is the next challenge. This struggle to find qualified sales people has been documented by many staffing to consulting firms such as Manpower’s 2012 Talent Shortage.

Women Sales Leaders: From Pioneers to Modern-Day Trailblazers

No More Cold Calling

Who paved the way for women in sales? Yet, even with gender biases and cultural norms working against them, there were women trailblazers in every century, including women sales leaders. Blazing a Trail for Women in Sales. Donate to help young women build a sales career).

Texting While Walking—Not Worth the Risk

No More Cold Calling

That number has doubled each year since 2006, according to a study by Ohio State University. Associations Enterprise Sales Management Salespeople Small Business Apple wants to make it safer to walk while texting. I have a better idea. The Silicon Valley Business Journal headline—“Apple files ‘transparent texting’ patent to make walking while texting safer”—would have been laughable, had it not been so appalling. Can you believe it? Safer?

You Should Go Native With Salesforce – Here’s Why


AppExchange was officially launched in 2006 and has exploded into the #1 business app store in the world! LevelEleven is the go-to native app for your sales management needs. Advice for Sales Managers Marketing Salesforce Salesforce Adoption Salesforce Developers TechnologyOver 70% of Salesforce customers are using apps created in or acquired through the vast AppExchange marketplace. The question is: are all apps created equal?

3 New Sales Article Series, A Holiday Tradition and Future Blog #1000

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan As we prepare for the holiday and year-end, I'm also preparing for this blog's 1,000th article. That's right; since 2006, I've posted nearly 1,000 articles. The next series contains all I've written on sales process. And the last series contains all where I've debunked a famous study or publication covering sales. Sales Motivation (very motivational). Sales Training Impact (very important).

What “Salesforce Native” Means (and why it’s important)


Salesforce’s AppExchange officially launched in 2006 and has since evolved into the #1 business app store in the world. Native solutions must also abide by best practices established by the CRM giant and the security settings managed by your system administrator. LevelEleven is the leading sales management system for Salesforce.com. Advice for Sales Managers Marketing Salesforce Salesforce Adoption Salesforce Developers Technology

PODCAST 134: What Great Teams and Great Leaders Hold in Common with Ilan Jacobson

Sales Hacker

If you missed episode 133, check it out here: How to Go From Startup to Pre-IPO: Unexpected Lessons From a 20-Year Sales Veteran with Jim Donovan. Subscribe to the Sales Hacker Podcast. The qualities of a great management team [15:53]. Welcome to the Sales Hacker Podcast.

Sales Blogging - Do As I Say, Not as I Do

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan It''s a big problem with many of the sales blogs you read. One-person sales consulting firms, self-appointed experts, telling, but not doing, what they say. If you were to read through each of the 1,150 articles I have posted on this blog since 2006, and organize, sort, create a flow and edit it all into a Sales Management Bible, we would have one enormous how-to guide. Improve your sales coaching capabilities.

PODCAST 127: Leadership Lessons From 10 Years of Democratizing Youth Sports w/ Brian Litvack

Sales Hacker

Today on the show, we’ve got Brian Litvack, the first person that ever hired me as a sales consultant and my fast friend. Subscribe to the Sales Hacker Podcast. At the moment, sales enablement is easy. The result, more sales meetings.

Sales Candidate Shortage - More Proof That Sales Isn't Dead Yet

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan As you probably know, many people have been writing premature obituaries about the impending death of selling. Of course, that''s been going on since at least 2006 when I posted my first rebuttal to this silly claim, and as recently as last month when I posted my latest rebuttal. The article said that in June, "the number of jobs in sales and related occupations jumped a whopping 445,000 to a four-year-high of 15.8

When Plagiarism is NOT Flattering

Your Sales Management Guru

The following blog is from a friend of my from TOP Sales Experts, a group of International consultants in Sales and Sales Management. Michael is highly skilled in effective, strategic management of sales, operations, administrative, and consulting professionals in addition to full operations and profit and loss (P&L) management… &# Etc. When Plagiarism Is NOT Flattering.

Celebrating 25 Years in Referrals: My Story

No More Cold Calling

I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan. My entire career had been sales and sales management, and my best business had always come from referrals.

Why Accidental Sales Training Works More Effectively

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Back in the early 90's, we had a Golden Retriever named Bloomie. First, please read this 2006 memorial which talked a little about her role in sales calls. What does all that have to do with sales and sales training? Simply that regardless of who you hire to conduct your sales training, your salespeople will be told what they need to do.

How to Find a Sales Mentor

Score More Sales

I first met Jill Konrath after reading her new book, Selling to Big Companies in early 2006. Perhaps how I stumbled into finding great mentors in the B2B sales world might inspire you to find mentors and inspiration yourself. Jill Konrath is THE top name in B2B sales thought leadership today due to a 2nd best-seller, SNAP Selling – and her talented writing and videos regularly produced to a worldwide audience. Here’s what I know about finding a sales mentor: 1.

How To 229

How Much Selling Do You Really Do?

Janek Performance Group

There’s a statistic floating around the internet that says the average inside sales rep only spends 33% of their time actively selling. I’m not sure if I agree with that figure but time management is an undervalued skill among sales reps. As sales reps, that number is likely low.

Becoming a SalesTech Entrepreneur: One Man’s Journey with Ankesh Kumar


When he came to town, I took the opportunity to bring him along on an important sales call with a large defense manufacturer. John asked a lot of questions during the meeting, none of which seemed to advance the sale. The idea dawned upon me at a sales conference in San Diego.

Sales Tech Game Changers: How to Drive Effective Relationship Management


In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Lyamen: PipelineDeals was founded in 2006 with the mission to give any business the power to build game-changing relationships. As our name alludes to, our software is designed with the sales pipeline in mind.

Contradicting opinions on who generates leads

The Ultimate Sales Executive Resource

In contrast to this, CSO Insights in their Sales Performance Optimization – 2009 Survey and Analyzes, report that about 52% of the leads salespeople are working on, are self generated by the salespeople. In 2006 only 40% of the leads were self generated. One possible explanation for this discrepancy could be that a shift has already occurred how field sales forces are used. Lead Generation Sales Enablement Sales Management

How Getting Fired Actually Launched My Referral Business

No More Cold Calling

Just like that, my manager gave me the news. Three days before I was to leave, my manager made me an offer. I would work with small-to-medium companies to craft their sales strategy. As I reflected on my career in sales and sales management, I realized my best business had come from referrals. I did my “feet on the street” research and interviewed sales leaders and salespeople. The book was published in 2006, and it’s selling even better today.

HubSpot is too expensive: Saving money on software without losing features


” HubSpot has been around since 2006 and is a frontrunner in the marketing space. If you’ve ever Googled any sales or marketing tips, you’ve more than likely seen its content. Then we pay an additional $800/month for marketing hub and $400 for sales hub … We have 5 users.”.

Thank You

No More Cold Calling

It’s been 10 years since No More Cold Calling ™ was published on April 14, 2006. Then they write and tell me their sales organizations have been transformed, with a close rate of well more than 50 percent. In the meantime, check out my March blog posts for more on the power of asking for referrals: It Takes 3 Things for Women in Sales to Be Bulldogs. Director of sales strategy at a large B2B software company, Amy is tenacious. But sales reps have work to do as well.

The One Proven Strategy to Move Your Sales Team Performance Bell Curve

Sales Hacker

As a sales manager, your success is determined by the success of your reps. In fact, the majority of today’s sales teams consist of average performers. This drastically affects your over sales team performance bell curve. Back in 2006, the Harvard Business Review published an article entitled The New Science of Sales Force Productivity. By auditing the performance of your top reps, you can apply your findings to the entire sales process.

The Advanced Guide to Inside Sales: Strategy, KPIs, and Tools for Success

Sales Hacker

Inside sales jobs are growing at a staggering rate, and it’s not hard to see why. Most companies offer uncapped commissions for their inside sales positions. Almost any lifestyle you can imagine for yourself is possible with an inside sales role. Why inside sales?

The Ultimate List of YouTube Channels for Sales Professionals


With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like prospect research, sales outreach, and professional development. Today, we do the same for sales reps. So, if you’re in need of some new sales motivation , keep reading. Now, on to the ultimate guide to the YouTube channels producing the best sales content today!

The Subtle Art of Follow-up

A Sales Guy

Everything that happens after your customer says “yes” is what separates sales leaders from the rest of the pack. In many cases a salesperson will work for weeks or even months to secure a piece of business; a process that likely includes several meetings, a number of presentations, and a host of additional sales calls before he/she finally reaches the finish line and wins the sale. Once a sale is made, salespeople can easily be intimidated by customer complaints.

The Sales Assessment Client Who Didn't Renew after All These Years

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan He has been a client of Objective Management Group (OMG) for over 20 years. He had a license to use OMG's Sales Candidate Assessments and, as most clients do, had renewed it each year. When we met for breakfast recently, he told me that he had a new VP of Sales and would not be renewing his license this year. OMG Sales Candidate Assessment.

Air National Guard Wins 3rd Annual Stevie® Award for Hiring and Recruiting Program of the Year

The Brooks Group

The Brooks Group remains among the sales professional's elite companies. The competition at this year's annual awards for sales and customer service once again featured some of America's top sales professionals and forward-thinking organizations. The Brooks Group and its IMPACT Selling® System were recognized as a finalist for Sales Process of the Year™ during the celebration hosted at Las Vegas' famed Caesar's Palace.

Air National Guard Wins 3rd Annual Stevie® Award for Hiring and Recruiting Program of the Year

The Brooks Group

The Brooks Group remains among the sales professional's elite companies. The competition at this year's annual awards for sales and customer service once again featured some of America's top sales professionals and forward-thinking organizations. The Brooks Group and its IMPACT Selling® System were recognized as a finalist for Sales Process of the Year™ during the celebration hosted at Las Vegas' famed Caesar's Palace.

A Conversation With Cory Bray: Developing Sales Enablement Methodologies


Cory Bray , coauthor of The Sales Enablement Playbook , Sales Development , and the recently released Triangle Selling. With a background in sales, finance, and operations, he’s crafted his experiences into a career in sales enablement. In 2013, Cory hired a sales coach and has been receiving coaching ever since right up until the day before our conversation. What is The Sales Enablement Playbook about and why did you write it? Demo management.

X-Factor Compensation Leaders: How to Be Incredible at Incentive Planning (Palo Alto Networks)


Sales compensation is one of the most important components of sales planning. Sales operations and compensation professionals must compile a team to piecing together metrics and goals, which carries an incredible amount of responsibility. The resulting incentive plan must develop a compensation process that will motivates the right sales behaviors to achieve goals, all while driving growth. Time in sales compensation: 11 years. Comp Planning Sales Comp