SBI Growth

OCTOBER 6, 2013

This post is for Sales and HR Leaders planning 2014 Sales Compensation. It provides a number of common Sales Compensation complaints. Something you’ll need to go with this post is the Sales Compensation Complaint Checker. Something you’ll need to go with this post is the Sales Compensation Complaint Checker.

Compensation 293

Compensation Territories Incentives Incentive 293

Pointclear

MAY 14, 2018

Momentum in sales and sports is a strange phenomenon. For salespeople and sales managers, few understand the Prime Directive of Sales Management: Enhance Sales Momentum (Never Interrupt It). Sales momentum isn’t about sales skills. It’s measured as a product of its mass and velocity of your sales efforts.

Territories 124

Territories Quota Sports Compensation 124

SBI Growth

AUGUST 1, 2013

This time of year, Sales Ops leaders are often faced with a pressing question. We’re nearly 60% through 2013. Today’s post is about a simple approach to improve efficiency with current sales resources. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014 : A Sales Strategy You Can Execute."

Ideal Customer Profile 317

Ideal Customer Profile Tools Scale Hiring 317

SBI Growth

SEPTEMBER 5, 2012

As if the looming year end wasn’t pressure enough for a sales leader trying to meet sales quota, will the loss of top sales reps pile on? The HR Leader can take some concrete steps to stop the exit of sales reps and therefore the loss of revenue. Immediate Help for Sales. But how do you know?

Sales Talent 288

Sales Talent Hiring Lead Rank Lead Scoring 288

SBI Growth

SEPTEMBER 20, 2012

Congratulations, your organization is launching a new product in 2013! As the leader of sales operations, I am sure you are working on: Updating CRM systems with new product information. Revising or building a new sales process to enable sales reps. What about the sales compensation plan? How do we drive change?

Compensation 244

Compensation Incentives Incentive Penetration 244

Mindtickle

AUGUST 28, 2023

The intricacies of pharmaceutical products, stringent regulatory guidelines, and the critical role healthcare professionals play in decision-making create a complex environment for sales reps. With those unique circumstances in mind, the importance of effective sales training cannot be overstated.

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

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. The word has come down - sales costs need to remain flat next year. Sitting with the Regional Sales VP, the scowl returned to his face. The sales team on the street delivers the revenue.

Segment 288

Segment Customer Territories Penetration 288

Understanding the Sales Force

JANUARY 27, 2014

Understanding the Sales Force by Dave Kurlan This kind of story doesn''t happen every day. They had to go door-to-door, sell an overpriced luxury item, in the same market, over a 3-day period. They had to go door-to-door, sell an overpriced luxury item, in the same market, over a 3-day period.

Case Study 288

Case Study Study Lead Rank Lead Scoring 288

SBI Growth

DECEMBER 16, 2012

And Sales Leaders are handed their 2013 goals by the CEO. At SBI, our findings indicate that over 65% of Sales Goals are driven by Executive and Corparate expectations. We looked at a report from one of the leading thinkers in the industry,” the CEO coolly replied, “this market is expected to grow 50% in the next 3 years.”.

Quota 282

Quota How To Territories Guidelines 282

Score More Sales

MAY 27, 2013

If you haven’t already had amazing things happen by being online, you will see how you can be blown away by the prospects, former customers, and soon-to-be-strategic partners just waiting for you to define yourself, your market niche, and the value you add to doing business with others. It may not be easy, but it is do-able.

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230

Pointclear

JULY 17, 2013

To read an excerpt from her latest book, Smart Sales Manager , click here. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations. Should they keep their expensive sales duo: inside sales AND field sales?

Field Sales 245

Field Sales Inside Sales Hiring Face-to-face 245

Understanding the Sales Force

MAY 9, 2014

Understanding the Sales Force by Dave Kurlan When most sales bloggers write about selling, we almost always discuss direct B2B sales. Channel sales is quite different. Retailers are a great example of this channel and the work they do is marketing and display centric. This is more like traditional B2B sales.

Channels 221

Channels Retail Hotels Territories 221

Understanding the Sales Force

DECEMBER 9, 2013

Understanding the Sales Force by Dave Kurlan Eventually, most antiquated models are replaced by more up-to-date, efficient, and sometimes exciting models. Outside sales is being replaced by inside sales but not in the way that most people think. The people in outside sales aren''t being replaced by the people in inside sales.

Inside Sales 268

Inside Sales Outside Sales Telemarketing Travel 268

SBI Growth

OCTOBER 20, 2012

HR leaders, get ready for the 2013 Sales Kickoff by fixing the flaws in your compensation plan today. And get your hands on a Competency Grader for compensation assesement providers as part of SBI's "Make The Number 2013.". Technology Company: More than 60% of the sales force are on a trajectory to miss their number.

Compensation 267

Compensation Incentives Incentive Lead Rank 267

Fill the Funnel

JANUARY 7, 2013

I’ve been a Sales VP and a President of a company. I’ve also been a sales rep in various levels and industries most of my life. It is typically a time with lots of NEW in the air – new quotas, new territories, new comp plan, new prospects and new optimism. It is time to start ripping off the duct tape.

Tools 123

Tools InsideView Top of Funnel Marketing 123

Understanding the Sales Force

JULY 31, 2013

Understanding the Sales Force by Dave Kurlan The Growing Power of Inside Sales appeared on the Harvard Business Review Blog on July 29. The authors listed four scenarios where a move to inside sales could be effective: By market segment, By stage of the buyer engagement process, By geography, and. By product or service.

Inside Sales 211

Inside Sales SAP Sales Talent Lead Rank 211

SBI Growth

APRIL 30, 2013

Yet many front-line sales managers are slow to respond. Because speed requires more time and effort from a sales manager. The average sales manager will avoid these requirements. This post will explore ideas sales managers can implement to increase their speed. Jeff has been a sales manager for 5 years.

Promotion 308

Promotion Quota Social Media Territories 308

A Sales Guy

OCTOBER 16, 2012

The 4th quarter is the most critical quarter for sales. Head of sales, (EVP’s, SVP’s or VP’s) have two responsibilities in Q4. In Q4 head of sales is responsible for closing out the year successfully AND making sure the organization is prepared for next year. There are no more chances. What’s the cycle?

Margin 117

Margin Territories Channels Sports 117

Understanding the Sales Force

JANUARY 28, 2014

Understanding the Sales Force by Dave Kurlan. This is the 10th article in a January series on the Architecture of the Sales Force. Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Who are they? Where can they be found?

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

A Sales Guy

DECEMBER 5, 2012

2013 is just around the corner. We are rapidly closing the books on 2012 and if we haven’t already, we are starting to look towards executing on 2013. For sales leaders, this means identifying and executing on a new set of sales strategies to make our new number. Grow the sales organization (hire more people).

Strategy 116

Strategy Hiring Penetration Churn 116

Understanding the Sales Force

DECEMBER 9, 2013

Understanding the Sales Force by Dave Kurlan Eventually, most antiquated models are replaced by more up-to-date, efficient, and sometimes exciting models. Outside sales is being replaced by inside sales but not in the way that most people think. The people in outside sales aren''t being replaced by the people in inside sales.

Outside Sales 178

Outside Sales Telemarketing Inside Sales Travel 178

SBI Growth

OCTOBER 22, 2012

If you aren’t able to answer YES to all 3 questions then sign up today for our Q3 Tour Research: How your Peers are allocating People, Time and Money in 2013. His tool on measuring sales management impact can help you figure out where you stand. He wonders if you can assign reps to the right territories to be successful.

Territories 316

Territories Follow-up Meeting Tools 316

Crunchbase

FEBRUARY 25, 2021

About Calendly: Founded in 2013 by Tope Awotona , Calendly is an automated scheduling tool that takes the work out of connecting with others so that its users can accomplish more. The company’s latest raise puts it squarely in unicorn territory. Funding: Raised a $350 million Series B on Jan. Lead Investor: OpenView.

Company 95

Company Automotive Sales Qualified Lead Software 95

SBI Growth

OCTOBER 2, 2012

Turnover is a fierce headwind for leaders of Sales and HR. It is impossible to outrun the drag of vacant territories. Here is their success story and an invitation to learn more best practices from SBI's “ Make the Number 2013 Tour.”. Together, they assessed Cincom’s people to identify traits of successful sales reps.

Hiring 306

Hiring Ideal Customer Profile Face-to-face Oracle 306

Sales Training Connection

JUNE 19, 2013

Medical device sales and sales managers. The medical device market faces transformational market challenges – decision criteria shifting from clinical to economic, decision-making moving from local hospitals to IDNs, the rise of GPOs, and the dramatic impact of new governmental regulations.

Pivotal 100

Pivotal Health Care Hiring Sales Management 100

Sales Training Connection

OCTOBER 16, 2013

Medical device sales success. The medical device market faces transformational market challenges – decision criteria shifting from clinical to economic, decision-making moving from local hospitals to IDNs, the rise of GPOs, and the dramatic impact of new governmental regulations. Some Sales 2.0 How do you train KAMs? .

Health Care 108

Health Care Territories Selling Skills Ideal Customer Profile 108

SBI

JANUARY 29, 2014

One of the Oldest Tenets in Sales is Just Plain Wrong ” debunking the myth (or at least disputing it) that people decide with emotion and justify with logic. This week, I took part in a webinar hosted by DocuSign to debunk some of 2013’s most prevalent myths. Myth #1: Sales is a Numbers Game. Sales is not a numbers game.

Lead Rank 139

Lead Rank Lead Scoring Quota Lead Qualification 139

Sales Training Connection

AUGUST 27, 2014

The medical device market faces transformational market challenges – decision criteria shifting from clinical to economic, decision-making moving from local hospitals to IDNs, the rise of GPOs, and the dramatic impact of new governmental regulations. Key Account Managers (KAMs) in Medical Device Sales . Some Sales 2.0

Health Care 82

Health Care Pharmaceuticals Territories Selling Skills 82

Delicious Sales

MAY 2, 2012

Sales (12918). Marketing (6398). Sales Management (2614). Inside Sales (849). Outside Sales (81). Sales Process (1775). 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? Is your sales process slow or fast? Topics Major Topics. Tools (2872).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Allego

AUGUST 14, 2019

We could share winning stories among wholesalers at the regional level, but doing this across the entire sales force was not possible. I have a seasoned and grizzly sales force and they’re not always so quick to want to try new things. That’s why our sales team stands ready to help you grow your business in 2019.

Hiring 59

Hiring Insurance Insurance Face-to-face 59

Velocify

JANUARY 29, 2013

According to a 2012 Bridge Group study [1] , from 2009-2011 the number of inside sales jobs grew 124% in the U.S. This evolution means an increasingly mature buying market that is driving new CRM-related needs for sales and marketing teams. For the field sales team, relationships, often built face-to-face, are critical.

Inside Sales 71

Inside Sales CRM Leads360 Eloqua 71

SBI

AUGUST 13, 2013

“Inside Sales now generates more than 50% of company revenue and is being tasked with more responsibilities and expectations—to grow territories, form partnerships, and generate new business. In 2009, there were 800,000 inside sales departments. By the end of 2013 there will be 2.3 Customer 2.0 Customer 2.0’s

InsideSales 129

InsideSales Hiring Inside Sales Webinar Metrics 129

Your Sales Management Guru

MAY 6, 2013

This week I thought I would use this forum to let my readers know of Two Sales Leadership training programs in May that you should plan to attend. The first is Friday May 10 th , Building Predictable Revenue: Sales Management Systems. The second is May 28 th , 1pm EST: Creating Sales Compensation Plans for High Performance.

Compensation 74

Compensation Forecasting Penetration Sales Leadership 74

Understanding the Sales Force

JULY 24, 2013

Understanding the Sales Force by Dave Kurlan On the heels of The Top 5 Sales Leadership Articles of 2013 comes the Top 10 Sales Leadership Tips of 2013. Each of these tips are excerpts from articles I wrote during the first six months of 2013. I guarantee that 74% of them will suck at sales too!

Sales Leadership 240

Sales Leadership Cold Calling Sales Qualified Lead Guarantee 240

SBI Growth

JANUARY 18, 2013

Talent management is a top priority for HR leaders who support sales organizations. But a recent interview with a HR leader revealed another level of sales leader support. At first, it may not seem like an HR leader would be involved in shaping sales force structure. It is to align the talent to where the market will be in 2014.

Retention 292

Retention Compensation Ideal Customer Profile Channels 292

Jonathan Farrington

JUNE 20, 2013

Never a “gentle amble” for me) with all of the financial uncertainty that we are still destined to face on a daily basis, the organizations that are surviving - even thriving - are the ones that have demonstrated that they are willing to adapt and be prepared to change direction when market conditions dictate that they should.

Sports 46

Sports Face-to-face Buying Cycle Construction 46

Sales Training Advice

MARCH 11, 2013

That’s not to say that other aspects aren’t equally important — should you consider mobile marketing (yes), is an HR audit appropriate (maybe), are staffing and compensation plans adequate (potentially), but to me the key question is this: how much are you going to sell next year and where will that business come from?

Revenue 40

Revenue Compensation Social Media Territories 40