Understanding the Sales Force

OCTOBER 15, 2013

What if your sales cycle extends by 2 months? While a customized, structured, optimized, formal sales process and targeted, effective, and integrated sales training and coaching will address and improve all of those metrics over time, you also must assume that your assumptions with regard to metrics for next year are wrong.

Top of Funnel 271

Top of Funnel Margin Sales Cycle Retention 271

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. Organizing and scheduling product training sessions.

Compensation 244

Compensation Incentives Incentive Penetration 244

SBI Growth

NOVEMBER 14, 2012

66% of Sales Reps believe that increasing the time invested by sales managers would help to increase their sales. Don’t wait for your manager to come to you. Go to your manger and get the training / coaching that you need and deserve. You’re at a point in the year where you are discussing 2013.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

Understanding the Sales Force

JUNE 18, 2014

Evaluate the Sales Force to identify the real reasons for the underperformance, to what degree the issues are causing problems, and which individual under-performers can be saved. Install the most useful and helpful sales applications, pipeline management and analytics to drive performance. c) Copyright 2013 Dave Kurlan'

Hiring 228

Hiring SAP Consultative Selling Forecasting 228

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 enough sales people to cover the new quota? Set up a planning session with your sales managers immediately. How many actual opportunities by sales person is that?

Quota 296

Quota Demand Generation Demand Generation Targets Negotiation 296

Understanding the Sales Force

JANUARY 28, 2013

On the other hand, veteran salespeople believe that they know everything and everyone and probably could lead the sales training class. 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.

Face-to-face 208

Face-to-face Margin Coaching Proposal 208

SBI Growth

SEPTEMBER 1, 2012

75% of most sales processes fail. Think about this: You just invested a huge amount of time, energy and money in developing and training a buyer centric sales process. Our Making the Number research tells us that your peers feel the toughest part of a new sales process is having the team actually use it. Process Design.

Sales Process 267

Sales Process Top of Funnel Forecasting Construction 267

Understanding the Sales Force

APRIL 21, 2014

Benchmarking can be useful when it comes to training your salespeople. If you have two regions that are performing similarly, selling the exact same products or services to the exact same types of customers, against the exact same competitors, you can benchmark the training.

Hiring 258

Hiring Groups Exact Face-to-face 258

Understanding the Sales Force

MARCH 11, 2014

They also hired a Harrisburg- based (there''s the PA connection) sales training company to train the businessmen (they were all men in the 1920''s) how to sell and then tracked their sales by the day, posting the results on a large billboard in front of the town hall. c) Copyright 2013 Dave Kurlan'

Conference 249

Conference Sales Process Hiring Hotels 249

Understanding the Sales Force

JUNE 18, 2014

Evaluate the Sales Force to identify the real reasons for the underperformance, to what degree the issues are causing problems, and which individual underperformers can be saved. Install the most useful and helpful sales applications, pipeline management and analytics to drive performance. c) Copyright 2013 Dave Kurlan'

Hiring 147

Hiring SAP Consultative Selling Forecasting 147

Understanding the Sales Force

JANUARY 28, 2013

On the other hand, veteran salespeople believe they know everything there is to know, everyone they need to know, and could probably lead the sales training class. 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.

Face-to-face 130

Face-to-face Margin Coaching Proposal 130

Understanding the Sales Force

JANUARY 14, 2014

If a modern-day sales process is milestone-centric (key outcomes that must be achieved during a sales cycle), then a modern-day sales methodology must support those milestones. Last week, Dennis Connelly wrote a good article on another important conversation , the one between the sales manager and the salesperson.

Sales Methodology 269

Sales Methodology Negotiation Proposal Analysis 269

Your Sales Management Guru

OCTOBER 1, 2013

Let’s make this interactive, I will start the list and then it is your job to add to it, let’s all work together to increase each other’s success during the last few months of 2013! These ideas can be designed for sales leaders or individual sales performers. 4) Hold a sales training session on Negotiating in October!

Sales Qualified Lead 97

Sales Qualified Lead Referrals Conference Negotiation 97

Sales Training Connection

OCTOBER 11, 2013

It’s important to get a broad information base about the customer even before your sales process starts and to build upon it early in the sales cycle. In order to think and act effectively throughout the entire sales cycle, your sales strategy requires constant updating. ©2013 Sales Momentum ®.

Account 110

Account Strategy Negotiation Pivotal 110

Understanding the Sales Force

MARCH 4, 2013

Until salespeople can be shown just how ineffective it is to demo and present early in the sales process, and until they realize that presenting is not selling, they will not demand or even embrace change. c) Copyright 2013 Dave Kurlan However, getting them from buy-in to mastery is another story all together. You have to drive it.

Sales Qualified Lead 188

Sales Qualified Lead Journal Consultative Selling Proposal 188

Customer Centric Selling

NOVEMBER 18, 2013

Sales Training Article: How to Survive the Late Release of Your New Quota. By Dan Perry, Sales Benchmark Index (SBI) Last year you got your 2013 quota in mid-February. This caused mass confusion, frustration and demotivation on your sales team. Do you have enough sales people to cover the new quota?

Quota 53

Quota Training Hiring Demand Generation 53

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

LeadFuze

AUGUST 5, 2021

We plan on doing the best sales blogs punchy, to the point, easy-to-implement tactics, drenched with useful visuals. 5 Best Sales Role Play Scenarios to Train Your New Hires. +24 24 Examples of Sales Follow Up Email Subject Line. 46 Best Sales Questions to Ask on a Sales Call. A Post Worth Your Time .

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98

MEDDIC

OCTOBER 19, 2021

But when you are selling more sophisticated products, higher end, Enterprise with longer sales cycle with different people involved, actually closing comes by itself when you do the right things at the beginning. How much do you think you should customize this process for your individual role in sales or role in sales management?

Sales Qualified Lead 52

Sales Qualified Lead Sales Methodology Forecasting Hiring 52

Jonathan Farrington

MAY 29, 2013

By following this system they could potentially reduce the normal sales cycle by 50%! Using Sales Funnel over time helps to plan time required ahead of time. The eventual objective in utilizing the Sales Funnel concept, is to be able to move the various sales opportunities down the Funnel at a steady and predictable rate.

Top of Funnel 39

Top of Funnel Funnel Conference How To 39

The ROI Guy

APRIL 12, 2013

With such low adoption, it should not be a surprise that despite some good wins, your new value-focused sales tools might not be garnering the anticipated usage. So how do you achieve sales tool adoption in 2013? For a program this important, formalized sales tool coaching is a requirement. Step 3: Where we are Going?

Sales Tools 68

Sales Tools Tools Incentives Incentive 68

The Sales Association

NOVEMBER 23, 2011

Sharing best practices in sales and sales management www.salesassociation.org. While acting as the Sales Training Manager for 35 sales representatives. Supporting sales associations and sales professionals. Sharing best practices in sales and sales management.

Pharmaceuticals 32

Pharmaceuticals Meeting Customer GoldMine 32

The Sales Association

NOVEMBER 9, 2011

Sharing best practices in sales and sales management www.salesassociation.org. I know, I know, management provides you with these snazzy Web leads and purchased lists and calls it "warm calling"—whatever that means. Steve Richard is head of training at Vorsight ( [link] ). Sales Jobs. ► 2013. (1).

Cold Calling 34

Cold Calling Top of Funnel Face-to-face Call-back 34

Sales Hacker

OCTOBER 7, 2021

The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world. Lori speaks, writes, coaches and trains company leaders on ways to find, recruit, retain, and promote more women in sales and helps women become part of the best profession – B2B sales.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

OnePageCRM

MARCH 21, 2017

A CRM or Customer Relationship Management tool is software used by sales and marketing teams to track the interactions you’ve made with your contacts and customers, and manage follow-ups. The sales cycle has too many touch points to keep track of. This all sounds easy when you have 5-10 customers (and it is).

CRM 49

CRM Lead Rank Lead Scoring Segment 49

OnePageCRM

MARCH 21, 2017

A sales CRM or Customer Relationship Management tool is software used by sales and marketing teams to track the interactions you’ve made with your contacts and customers, and manage follow-ups. The sales cycle has too many touch points to keep track of. Leads and opportunities are not followed up and lost.

CRM 39

CRM Lead Rank Lead Scoring Segment 39

Sales Hacker

NOVEMBER 10, 2020

Sam Jacobs : When you say you went at it hard from a technical perspective, does that mean that you trained yourself how to be an engineer? But in April of 2013, we were less than a month away from running out of money. ” I just remember I had eight angry sales managers just staring at me and they’re like, “Okay.

Call-back 75

Call-back Scale Compensation Ideal Customer Profile 75