SBI Growth

JANUARY 9, 2013

Our 2012 sales leader research finds it is still a big fear for 2013. If your company isn’t looking for sales leadership today, just wait. The average tenure of a Sales VP is 19 months! This post explores what HR leaders can do to develop top internal sales leaders. Managing multi-generational sales forces.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

SBI Growth

OCTOBER 11, 2012

Sales teams are getting their 2013 numbers. For the Sales Leaders who learned how to set quotas at the SBI Make the Number tour ( register now! ), the results will be quite different. 2013 results will uncover some long-hidden flaws in the sales force. This blog is NOT about how to correctly set your sales quotas.

Quota 257

Quota Compensation Commission Margin 257

SBI Growth

AUGUST 15, 2012

What data can we mine to generate insights about our customers? Typically the focus is on blocking and tackling: basic execution of a compensation plan, sales dashboards, sales crediting, and territory/customer assignments. As Joe presents his findings and recommendations, questions begin to flow from the VP of Sales.

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

HeavyHitter Sales

DECEMBER 17, 2012

management thinkers. Here’s one of my recent Harvard Business Review articles titled “TOP TEN SALES TRENDS FOR 2013.”.   What are the top business-to-business sales trends for 2013? For 2013, it’s not only what you say, but equally important, how you say it.

Trends 153

Trends Decision Maker Territories Analysis 153

The Sales Hunter

SEPTEMBER 24, 2013

Sales managers without even trying are very good at taking profit right out of their company. They do this because of how they handle things with their salespeople who in turn offer customers discounts. When a sales manager places pressure, they need to do it with guidance as to how the salesperson should handle things.

Sales Management 217

Sales Management Discount Face-to-face Consultative Selling 217

The Sales Hunter

OCTOBER 18, 2013

If and Then : The two words no sales manager ever wants to hear. ” The reasoning goes like this: “ If we could cut our price, then I know I could close more sales.” “ I f only we could do it this way, then I know I would have more customers.” ” Sales Motivation Blog.

Sales Management 232

Sales Management Consultative Selling Selling Skills Motivation 232

SBI Growth

SEPTEMBER 2, 2012

In fact, when asking Sales Operations Leaders what qualitative data they had gathered, here are their responses: Conducted internal win/loss debrief on large opportunities. Interviewed VP of Sales, Product Leaders, and Sales Manager to understand what they were seeing in the market.

Data 267

Data Analysis Sales Operations Buying Cycle 267

Your Sales Management Guru

OCTOBER 1, 2012

Preparing for 2013. I thought I might simply highlight a few points from both sessions since there are pertinent for everyone as we move into 2013. Acumen Management Group Ltd. operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Panel Discussion.

Sales Management 71

Sales Management Top of Funnel Hiring Lead Rank 71

The Sales Hunter

AUGUST 16, 2013

Let’s do a quick review of some of the key activities the typical sales manager — or sales leader — does. Sales managers put them together properly, adding information where necessary, and send them up the chain of command on time. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Management 212

Sales Management Selling Skills Sales Leadership Sales 212

Understanding the Sales Force

MAY 22, 2014

Assessments are the logical choice, but it should be more and more obvious that a personality assessment can''t possibly measure the different sales capabilities that would cause one to be effective in one of these roles and ineffective in another. Image Copyright: harishmarnad / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan'

Sales Management 240

Sales Management Top of Funnel Decision Maker Webinar Metrics 240

SBI Growth

NOVEMBER 22, 2012

Today’s post is the first of three directed to Sales Operations leaders. Resource allocation is critical to success for sales. Customer/prospect segmentation is a key first step in making wise allocation decisions. The third of four regional stops to nail down 2013 budgets for the Sales EVP and the CFO.

Segment 288

Segment Customer Territories Penetration 288

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. They represent the freshest, most innovative thinking on sales currently on the market and take into consideration the changing sales climate and competitive realities every sales rep and sales leader is facing. Top Sales Books to Read in 2013.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

The Sales Hunter

SEPTEMBER 20, 2013

One of the easiest things sales managers and senior management can do is to call every person they know at a client company. First is to get the name of your company back in front of the customer/prospect, even though the person might not be our buyer. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Management 202

Sales Management Cold Calling Closing Consultative Selling 202

The Sales Hunter

FEBRUARY 25, 2013

If that’s the case, then why are you acting like a customer service person? I’m not bashing customer service people. They play a key role in the sale process, but I believe strongly salespeople and customer service people are to be doing two different tasks. That is what I see as the primary role of sales.

Customer Service 251

Customer Service Customer Discount Maximizer 251

Understanding the Sales Force

MARCH 3, 2014

As usual, this argument got me thinking about sales management (the coaches) and salespeople (the players). Sales management tends to take the same wimpy approach with its best salespeople, just trying to keep the peace and keep their business rolling in. c) Copyright 2013 Dave Kurlan'

Sales Management 196

Sales Management Travel Sports Coaching 196

Keith Rosen

OCTOBER 24, 2013

Keith Rosen’s company, Profit Builders, was named one of Selling Power’s Top 20 Training Companies for 2013. ” Representatives for the publication say that editors assembled the list for the benefit of sales leaders that want to reach higher levels of productivity and performance. .”

Company 119

Company Training Sales Coaching Coaching 119

Understanding the Sales Force

MARCH 13, 2013

Sales Management must spend 50% of their time coaching salespeople like this: An enormous part of developing salespeople these days is helping them to differentiate themselves from your competitors. A salesperson told me he met with a customer that had taken their business to a competitor because of price. Customer: “Exactly.”.

Coaching 264

Coaching Sales Management Decision Maker Competition 264

Increase Sales

JANUARY 10, 2013

As I listened to her, I realized that even today with all the management and sales training; the countless books and webinars; and the availability of small business coaches and consultants, there are far too many short sighted sales managers and small business owners. as per your existing sales agreements.

Small Business 151

Small Business Small Business Sales Management Epiphany 151

SBI Growth

OCTOBER 31, 2012

He had only been VP of Sales for 6 months. He rose from junior sales associate to become his division’s top rep. Then, as sales manager, he turned around a struggling team. In Robert’s company, Sales VPs reported to the CSO. We observe the moment of truth when they engage your customers.

Influencer 282

Influencer Strategy Policies Lead Gen 282

Your Sales Management Guru

DECEMBER 3, 2012

Sales Leadership: 2013 Sales Theme. Last week I was speaking at a conference on: “ Building and Maintaining Sales Motivation ”, after the program several individuals came up to discuss my concept of a “Drive Statement. Then engage several team members to assist you in developing a sales theme or Drive Statement.

Sales Leadership 82

Sales Leadership Incentives Incentive Motivation 82

The Sales Hunter

APRIL 11, 2013

Provide senior management in advance an agenda of the meeting that includes the following: Key items we need to cover, including a copy of the presentation you will be giving on the call. Items of concern the customer may bring up. Brief overview of the customer’s performance with your company.

Meeting 213

Meeting Customer Cold Calling Consultative Selling 213

The Sales Hunter

APRIL 6, 2013

Too many salespeople and sales managers are “asking” a customer for a price increase. You need to confidently tell the customer you are taking a price increase. If telling a customer you’re taking a price increase seems difficult, then trust me on this… you can learn these skills.

Video 197

Video Discount Consultative Selling Customer 197

Sales Training Connection

SEPTEMBER 18, 2013

Sales Manager Tip. Each year sales managers spend a substantive amount of time and effort helping their sales team use their time with the customer more effectively. What they often fail to do is make a commitment to help them have more time to spend with their customers. ©2013 Sales Momentum ® LLC.

Top of Funnel 116

Top of Funnel Funnel Sales Management Coaching 116

Understanding the Sales Force

JUNE 26, 2014

Yes, they sold me, for a second straight time, that flying United is not a good experience, their people don''t care, putting their own needs first, ahead of their customers. United is not the only company guilty of deplorable customer service. Customer service has a very important selling role. Want a good sales book to read?

Airlines 204

Airlines Customer Service Customer Cancellation 204

Sales Training Connection

FEBRUARY 25, 2013

Sales Coaching. Front-line sales managers are the “pivotal job” for improving sales productivity. That means – if companies want to improve sales revenue and optimize sales profitability, they should do everything they can to make sure front-line sales managers are doing what they should be doing.

Sales Management 132

Sales Management Coaching Pivotal Sales Coaching 132

Partners in Excellence

DECEMBER 2, 2013

There was also an “executive” track where I could hear a number of researchers, analysts, and other talk about new buying trends, behaviors, shifts in sales and marketing, new skills and capabilities we need to develop to more effectively engage our customers.

Lead Rank 79

Lead Rank Meeting Conference Marketing 79

Pointclear

APRIL 24, 2013

Jim is Managing Partner at CSO Insights, a research firm that specializes in benchmarking how companies are leveraging people, process, and technology to optimize the way they market to, sell to, and service customers. Jim has over 29 years of sales and marketing management experience. organization, but has sales 1.0

Customer 240

Customer Sales Qualified Lead Lead Generation Trends 240

Sales Training Connection

OCTOBER 9, 2013

Sales Managers – it’s what you say and how you say it. A hallmark of a great sales manager is being a good communicator. For example, front-line sales managers are the critical screens through which messages travel from top management to the sales team. ©2013 Sales Momentum ®.

Sales Management 124

Sales Management Face-to-face Sales Leadership Quota 124

Sales Training Connection

MAY 6, 2013

It’s easy to manage a sales team when there’s consensus on where you’re going and how you’re going to get there. That’s when sales managers face some challenges. But if agreement can’t be reached even at that level, then the sales manager makes the call. ©2013 Sales Horizons, LLC.

Sales Management 119

Sales Management Hiring Face-to-face Sales Leadership 119

SBI Growth

JANUARY 2, 2013

But you can excel in 2013 because of your shortcomings in 2012. And with these answers come chances for improvement in 2013. Talent Assessment of Sales Leadership and Sales Reps. Build specific competency and accountability based scorecards for Sales Leadership and Sales Reps. Not the sales rep’s eyes.

Lead Rank 267

Lead Rank Lead Scoring Sales Qualified Lead Lead Gen 267

Sales Training Connection

JUNE 6, 2013

Sales rep to sales manager transition. You were a top sales person. You’ve just been promoted to sales manager – you have a team of 12 sales reps. The good news is you now have the pivotal job for improving the sales effectiveness of your organization. Remember you are now a sales manager.

Sales Management 124

Sales Management Top of Funnel Pivotal Coaching 124

SBI Growth

NOVEMBER 3, 2012

One of the biggest problems a VP of Sales faces is prioritization. Prioritization through 3 lenses: What sales productivity problems should you fix in 2013? This post is written for the VP of Sales trying to determine which sales productivity problem to prioritize and which ones to ignore. H ow to Sequence.

Scale 282

Scale Face-to-face Promotion Lead Rank 282

Understanding the Sales Force

JANUARY 13, 2014

Understanding the Sales Force by Dave Kurlan It’s an interesting question and one that has more than one answer. I wrote an article back in September of 2013 that asked the question, Are Sales and Sales Management Candidates Getting Worse? Consider the way that most companies hire people for sales roles.

Hiring 267

Hiring Face-to-face Groups Webinar Metrics 267

DiscoverOrg Sales

DECEMBER 4, 2017

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. Map your strategy to the customer journey. Streamlining the sales process.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Sales Training Connection

MARCH 27, 2013

Second, most people agree that coaching is a must-do for developing a superior sales team. Some don’t do it because they think their sales managers are experienced so they know how to coach. Others pass because their sales managers are busy, so coaching training is not viewed as a good use of time.

Coaching 115

Coaching Sales Management Training Consultative Selling 115

Sales Training Connection

JANUARY 14, 2013

Sales managers. A year ago, we published a post on the importance of sales managers to assess their prior year’s performance and to incorporate the results of that self-assessment into their plans for the new year. Good managers are always asking themselves and others about what they could do better or differently.

Sales Management 114

Sales Management Face-to-face Coaching Construction 114

SBI Growth

AUGUST 6, 2012

Are your sales resources properly aligned with growth opportunity ? The Sales Leader is about to receive the 2013 Revenue Number. He will rely on you, the Head of Sales Operations, for sales strategy advice. Customer Spend: Calculate the ideal revenue from your prospects. Follow @DanKorten.

Opportunity 316

Opportunity Strategy Banking Territories 316