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How CEOs Can Help Sales Managers Beat the # in 2013

SBI Growth

This post is about how CEOs should invest in sales managers to improve revenue growth in 2013. 66% of the respondents “agreed” or “strongly agreed” with the following statement: I believe increasing the time invested by my sales manager in coaching, training and development activities will have a positive impact on my performance.

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Operationalize Personas to Meet Your 2013 Goals

SBI Growth

Do you want to increase sales and meet your 2013 goals? What kind of training will be required to launch the persona? - New habits and skills require training and coaching. To operational personas, you are going to have to deliver persona training and coaching. Revised Sales Process Training that integrates personas.

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Will These 6 Tests Save 2013’s Sales Compensation Plan?

SBI Growth

Let’s suppose HR is fully engaged for redesign of a 2013 Sales Compensation plan. That would make 2013 worse than this year! Here’s an example of culture going untested: A CSO of a large B2B sales force was challenged by his CEO to grow the business. Will a focus on training and coaching be undermined? What can be done?

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How Giving Money to Your CMO Will Save Your 2013

SBI Growth

This year is no different than years prior in that every VP of Sales is getting ready for the annual 2013 sales planning season. Your CMO will love you for it, and furthermore, you can now hold him accountable for delivering the number of opportunities down the funnel that you need to make your 2013 number. The answer: Marketing.

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7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.

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New 2013 Sales Quota = HR Get Ready!

SBI Growth

Sales teams are getting their 2013 numbers. 2013 results will uncover some long-hidden flaws in the sales force. One example: HR will be needed to help deal with the newly found C players. For example, metrics must be in place to monitor Rep performance to the new quota. This is known as Talent Management. Second step?

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VP-Sales: Optimize AEs Time to Make Your 2013 Number

SBI Growth

At this point in the year, you are prepping for SKO 2013. Product Training sessions are conducted. The New 2013 sales strategies are presented. How do you Get your AEs to Stop Grumbling about 2013? Moving Towards World Class in 2013. Example: Are your AEs conducting meetings that don’t create advances?