Understanding the Sales Force

FEBRUARY 28, 2014

Understanding the Sales Force by Dave Kurlan For double article Friday, in addition to my Sales Pipeline Nazi article, I have the following bonuses for you: For those of you who wanted to attend the Webinar on the Sales Candidate Analyzer, here is a link to the recording. The Sales Pipeline Nazi. And we can.

Forecasting 188

Forecasting Pipeline Sales Forecasts Webinar Metrics 188

Your Sales Management Guru

JULY 30, 2012

Sales Leadership: Impacting Your 2013 Revenue. Yes, I am fully aware it is still 2012 and there are five months left in this year to exceed your quota and hopefully you are well positioned from a pipeline, marketing and headcount to achieve your goals. Many organizations are starting early stage strategic planning at this stage.

Sales Leadership 68

Sales Leadership Revenue Hiring Compensation 68

Sales 2.0

AUGUST 19, 2014

Great post for sales managers from two great people. I’ve come to learn that having a pipeline of candidates and making good sales hires is a critical part of a sales managers job. ZipRecruiter’s VP of Inside Sales, Kevin Gaither , was tasked with hiring 25 inside sales reps in just three months.

Hiring 207

Hiring Scale Inside Sales Lead Rank 207

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. Pipeline: Know what is coming up in the near future. Are your current accounts being undersold?

Opportunity 316

Opportunity Strategy Banking Territories 316

Score More Sales

OCTOBER 9, 2013

Could you use a powerhouse team of sales experts to help you with deals in your pipeline? Q4 is here, for those of you working in sales and working off of a calendar year. Sales leaders want to drive as much revenue as possible from their sales team – is that you? Expand Your Pipeline. Register now.

Webinar Metrics 214

Webinar Metrics Closing Strategy Lead Rank 214

Understanding the Sales Force

MAY 15, 2014

Understanding the Sales Force by Dave Kurlan Yesterday I was on three separate calls with sales managers whose salespeople needed to fill their pipelines but hadn''t. If you''re a sales manager, give these salespeople permission to fail. They will fail. It''s a catch-22. So what can you do?

Telemarketing 259

Telemarketing Pipeline Course Meeting 259

Understanding the Sales Force

OCTOBER 16, 2013

Understanding the Sales Force by Dave Kurlan It''s amazing what Harvard Business Review will print on their pages when it comes to the subject of sales. The November 2013 issue featured an article titled Dismantling the Sales Machine. c) Copyright 2013 Dave Kurlan' It was a survey! 5 Steps don''t make a process.

Sales Process 249

Sales Process Margin Survey Forecasting 249

Score More Sales

JULY 31, 2013

As a younger sales manager, I was wrong 75% of the time when hiring who I thought would be a stellar sales producer using my gut. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips. Expand Your Pipeline. Increase Opportunities.

Hiring 183

Hiring Lead Rank Lead Scoring Compensation 183

SBI Growth

NOVEMBER 7, 2013

Last year you got your 2013 quota in mid-February. This caused mass confusion, frustration and demotivation on your sales team. Do you have at least 3x quota in the pipeline? Do you have enough sales people to cover the new quota? Set up a planning session with your sales managers immediately.

Quota 296

Quota Demand Generation Demand Generation Targets Negotiation 296

SBI Growth

JULY 22, 2013

You have to make the rest of 2013 with the sales heads you have.” There are 10 best practices Sales VPs have taken to ensure this doesn’t happen. Below are five of the 10: Sales Manager/VP field sales rides : Participating with your sales reps on more field calls leads to increased revenue.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

SBI Growth

JULY 13, 2013

He did it as a District Sales Manager. Dave became VP of Sales for the Americas. In the first 6 months he: Did monthly pipeline reviews with every sales manager. In the first 6 months he: Did monthly pipeline reviews with every sales manager. Dave had some huge deals in the pipeline.

Promotion 310

Promotion Fashion Trends B2B 310

Score More Sales

JULY 17, 2013

Devon McDonald – Director of Sales & Marketing Support at OpenView Partners. Anthony Iannarino – B2B sales coach and consultant, The Sales Coach Blog. Every sales manager should periodically be on the phones – understand the pain of prospecting and building the pipeline”. Expand Your Pipeline.

Hiring 192

Hiring B2B Video Lead Rank 192

SBI Growth

SEPTEMBER 14, 2012

HR can help the Sales leader to improve recruiting results and play a vital role in making the sales number in 2013. HR and Sales leaders often fail in the execution of convincing the top talent to make the career move. Making the sales number in 2013 depends on upgrading your sales talent.

Sales Talent 312

Sales Talent Territories Compensation Quota 312

Score More Sales

SEPTEMBER 9, 2013

This was a tip I learned from one of the most favorite of my 21 sales managers over my selling career – a former IBM top sales rep and leader who would say this so regularly that it was ingrained in my 20-something brain and has been there ever since. Think of the best sales person you know. Expand Your Pipeline.

Inside Sales 222

Inside Sales Lead Rank Lead Scoring Buyer Persona 222

No More Cold Calling

DECEMBER 7, 2017

But they will definitely miss quota if sales managers continue to focus on the wrong behaviors and don’t shift their priorities. They have short-term thinking: They task account based sales teams with finding new sales leads, building qualified pipelines, and closing deals. Collapse the sales process.

Account 189

Account Referrals Sales Qualified Lead Quota 189

SBI Growth

AUGUST 10, 2013

I was lucky enough to be introduced to a sales team’s top performer for 2013. Julie’s Sales Operations leader thought I could learn a lot from her. Her pipeline was full of opportunities likely to close this quarter. Her sales manager knew her potential and sent her to a weeklong sales training.

Training 293

Training Top of Funnel Hiring Hotels 293

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. Or at least a few of them.

Promotion 308

Promotion Quota Social Media Territories 308

Score More Sales

JULY 8, 2013

Looking back over my sales career I would have to say that my focus, for the role I had at any given time, varied due to a number of things – external and internal to the company I worked for. I have also managed sales teams. Expand Your Pipeline. We’d love to hear your tips and suggestions that work.

Inside Sales 218

Inside Sales Lead Rank Lead Scoring Distribution 218

Understanding the Sales Force

JANUARY 28, 2013

The real problem is that the CEO's, Presidents, Owners, Sales VP's, Sales Directors and Sales Managers to whom these veteran salespeople report are simply afraid of them. Then the formal sales process is introduced. You'll need to take some action now if you want change in 2013. (c)

Face-to-face 208

Face-to-face Margin Coaching Proposal 208

Understanding the Sales Force

MAY 9, 2014

When we work with companies selling through channels, the sales processes, metrics, sales management, sales coaching, sales training, messaging and coaching must be different from what we do with direct B2B sales forces. Channel sales is quite different. Do you sell through a channel?

Channels 221

Channels Retail Hotels Territories 221

Understanding the Sales Force

JUNE 18, 2014

Identify the changes that need to be made under the hood to bring in more new business, increase the win rates, shorten the sales cycle, and determine the increase in performance that will come as a result. Install the most useful and helpful sales applications, pipeline management and analytics to drive performance.

Hiring 228

Hiring SAP Consultative Selling Forecasting 228

Score More Sales

MAY 6, 2013

Go now to Top Sales Academy and if you are a sales leader or aspire to be one, and join in on the first group of ten sessions about Sales Management and Leadership. Then join me for the Internal (Inside) Sales Series. Expand Your Pipeline. May 7th is the date of the first session. Increase Opportunities.

Education 194

Education Lead Rank Lead Scoring Outbound 194

Understanding the Sales Force

FEBRUARY 28, 2014

Understanding the Sales Force by Dave Kurlan For double article Friday, in addition to my Sales Pipeline Nazi article, I have the following bonuses for you: For those of you who wanted to attend the Webinar on the Sales Candidate Analyzer, here is a link to the recording. The Sales Pipeline Nazi. And we can.

Forecasting 120

Forecasting Sales Forecasts Webinar Metrics Pipeline 120

Understanding the Sales Force

APRIL 21, 2014

Group 2 is the training group and they get the optimized sales process, their sales managers are trained to coach, and the salespeople are trained on both sales process and methodology. When it comes to sales selection, make sure science is on your side.

Hiring 258

Hiring Groups Exact Face-to-face 258

Delicious Sales

MAY 2, 2012

Sales (12918). Sales Management (2614). Inside Sales (849). Outside Sales (81). Sales Process (1775). Pipeline (1320). 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.

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Steven Rosen

SEPTEMBER 19, 2012

In sales and sales management that rule applies. In his new book New Sales. The Essential Handbook for Prospecting and Business Development (AMACOM: 2013) Mike makes it very apparent that selling is not a highly complicated activity. He works with sales executives to develop high performance sales organizations.

Handbook 246

Handbook Face-to-face Exercises Coaching 246

No More Cold Calling

NOVEMBER 21, 2013

The only way to keep your pipeline full of HOT, qualified leads is to prospect through referrals. To learn all about the role of technology and referrals in sales, get your copy of my new book: Pick Up the Damn Phone!: It’s been nominated as the “ 2013 Top Sales and Marketing Book ” by Top Sales World.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

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. Question 3: Are you making your number? Where do You Stand?

Territories 316

Territories Follow-up Meeting Tools 316

Understanding the Sales Force

JANUARY 28, 2013

The real problem is that the CEO's, Presidents, Owners, Sales VP's, Sales Directors and Sales Managers that these veteran salespeople report to are simply afraid of them. Then the formal sales process is introduced. Increase sales. You'll need to take some action now if you want to change things in 2013. (c)

Face-to-face 130

Face-to-face Margin Coaching Proposal 130

Understanding the Sales Force

JUNE 18, 2014

Identify the changes that need to be made under the hood to bring in more new business, increase the win rates, shorten the sales cycle, and determine the increase in performance that will come as a result. Install the most useful and helpful sales applications, pipeline management and analytics to drive performance.

Hiring 147

Hiring SAP Consultative Selling Forecasting 147

SBI Growth

OCTOBER 2, 2012

Here is their success story and an invitation to learn more best practices from SBI's “ Make the Number 2013 Tour.”. As the strategic HR partner to multiple sales leaders, Steve is responsible for recruiting and retaining top talent. Last week I talked with two Steves who faced this challenge and developed a sustainable solution.

Hiring 306

Hiring Ideal Customer Profile Face-to-face Oracle 306

Score More Sales

APRIL 30, 2013

A TOOL JUST FOR SALES MANAGEMENT? They think it is simply for management’s benefit. So do these two things with your sales reps: Show them the value of the one or two reports that will benefit them greatly. Expand Your Pipeline. Increase Opportunities. Close More Deals.

CRM 291

CRM Revenue SugarCRM System 291

Your Sales Management Guru

JUNE 16, 2013

Each sales meeting schedule is defined by date/time, topics and assignments-as to who is training on what topics. With the 4 th of July and Summer time upon us, here’s a fun idea to launch your summer sales training plans. Simply have them go to www.YouTube.com and in the search bar enter: sales training. But what about July!

Training 90

Training Video Meeting Sales Leadership 90

Your Sales Management Guru

NOVEMBER 26, 2012

On my flight to Seattle I was pondering what this week’s blog might contain; it occurred to me that in reflecting on the past year and looking forward towards 2013 a quick summary of a few basic actions sales leadership must take to succeed would be of value. Recruiting is sales leadership’s marketing campaign for sales leads.

Journal 77

Journal How To Sales Leadership Pipeline 77

Keith Rosen

JANUARY 16, 2013

Target Audience: This webinar is for any CEO, executive, VP, sales manager and every people manager. I’m delivering one of about 2 free webinars in all of 2013 and next week’s webinar is one of them! The webinar description is below: Sales training does not develop sales champions.

Webinar Metrics 113

Webinar Metrics Coaching Retention ACT 113

Understanding the Sales Force

MARCH 5, 2014

Many small companies do not have sales managers, leaving the Presidents, CEO''s and owners serving in that role on-demand. When sales management is provided only as required, new salespeople will take 3 times longer to ramp-up (now do you understand the importance of the 3 instances of coaching and training?)

Hiring 130

Hiring Conference Coaching Up-Sell 130

Your Sales Management Guru

MAY 6, 2013

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. This is one of 10 Sales Management Training programs from Top Sales Management: read below. REGISTER: https://m360.salesassociation.org/event.aspx?eventID=74422.

Compensation 74

Compensation Forecasting Penetration Sales Leadership 74