SBI Growth

OCTOBER 4, 2013

To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. The review presents findings from SBI’s market research in 2013. Bottom-Up Quota Setting: Validating quota from a Sales Rep & Sales Management perspective. These include Territory Vacancy Rate and Talent Level (sales rep).

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

SBI Growth

SEPTEMBER 5, 2012

Help the sales leader identify any reps that are at risk of leaving. This should actually be an ongoing task of the HR leader to have frequent discussions with Sales Directors and Sales Managers to keep pulse on which Reps may be at risk for leaving. Has any documented issues of “disconnect” with sales management.

Sales Talent 288

Sales Talent Hiring Lead Rank Lead Scoring 288

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. It is your job to equip sales management with these figures. What is wrong with this picture?

Opportunity 316

Opportunity Strategy Banking Territories 316

Pointclear

MAY 14, 2018

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. Territory Adjustments. See item 5.

Territories 124

Territories Quota Sports Compensation 124

SBI Growth

NOVEMBER 22, 2012

The third of four regional stops to nail down 2013 budgets for the Sales EVP and the CFO. Then you have to design a plan that reps, managers, directors all follow to maximize the up-side. Deliver the estimated up-sell potential for all customers by territory. Heading into 2013, use this information to set quotas.

Segment 288

Segment Customer Territories Penetration 288

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

SEPTEMBER 19, 2012

Over 42% of all Sales Managers don’t make their yearly number. A VP of Sales first thought is to terminate those Sales Managers. Who needs a Sales Manager if they can’t make their number?”. You need to ask yourself: How are you measuring your sales managers? Are you thinking the same?

Hiring 308

Hiring Lead Rank Lead Scoring Quota 308

Sales Training Connection

JUNE 19, 2013

Medical device sales and sales managers. The cornerstone for making the adjustment will be the front-line sales manager. The same report showed the sales difference between the top 25% and bottom 25% of sales managers was a stunning 80%. Get serious about sales training and development.

Pivotal 100

Pivotal Health Care Hiring Sales Management 100

Understanding the Sales Force

JUNE 4, 2014

While persistence has always been important in sales, we are in uncharted territory. And then, when they can''t get their prospects to return calls, they blame the prospects when the real problem was that the salespeople sucked, their sales process sucked, their sales management sucked and as you would expect, their results suck.

Territories 268

Territories Exercises Video ACT 268

Understanding the Sales Force

MAY 28, 2014

YOUR top salespeople, when compared with the rest of the sales population outside your industry, might only be B or C Players. That makes it nearly impossible for them to apply it in the field unless they are also getting extremely effective coaching from their sales managers. More on Baseball and Sales.

Training 246

Training Coaching Comparison Territories 246

Understanding the Sales Force

JANUARY 27, 2014

Just as important, we were able to neutralize the effect of good versus bad sales management and coaching. There simply wasn''t any sales management and the coaching they received was consistent. Finally, we were able to remove the impact of territories, product lines, and competition. It''s quite the opposite.

Case Study 288

Case Study Study 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. Product A Sales projections / Total sales Projections for the year.

Compensation 244

Compensation Incentives Incentive Penetration 244

SBI Growth

DECEMBER 22, 2012

Since the world didn’t end, you still need to recruit Sales personnel. Q1 of 2013 is a busy time to refill empty Sales territories. Sales leaders want replacement Reps FAST. We advise that Sales have benches of qualified candidates ready to call upon. Not all Sales teams have followed this advice, however.

Hiring 275

Hiring Territories LinkedIn Groups 275

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

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.

Channels 221

Channels Retail Hotels Territories 221

Mindtickle

AUGUST 28, 2023

Pharmaceutical sales training faces several unique challenges that require tailored approaches and solutions. These challenges include: No insight into field activities Traditionally, it has been difficult for sales managers to gain visibility into the daily activities of their sales reps in the field.

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

Understanding the Sales Force

JULY 31, 2013

How about these: By sales talent - What roles are your salespeople best suited for? By location of the sales talent - Where can you find the ideal sales talent for your company? It may not be where the territory is or where the company is located. c) Copyright 2013 Dave Kurlan'

Inside Sales 211

Inside Sales SAP Sales Talent Lead Rank 211

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. As many as 100 million people are expected to telecommute to work by the year 2013.

Field Sales 245

Field Sales Inside Sales Hiring Face-to-face 245

A Sales Guy

OCTOBER 16, 2012

To stop the cycle, sales leaders and the CEO need the discipline to spend Q4 focusing on the team and the organization in addition to Q4 revenue and closing out the year. Starting the new year right, and in this case 2013, means having the right structure, people, processess, and strategies in place. What is the 2013 sales strategy?

Margin 117

Margin Territories Channels Sports 117

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

Understanding the Sales Force

JANUARY 28, 2014

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. Do Technical Salespeople Need Sales Training? I will be speaking at the Sales 2.0

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

Understanding the Sales Force

JUNE 30, 2014

They were the best at finding and selling new accounts for a local company until they went to work for a national firm and had to do the same thing, in a brand new territory, working from their home. I reviewed OMG''s data on a random set of 4,500 recent sales candidate assessments and only 12% were suitable for working remotely.

Sales Cycle 217

Sales Cycle Distribution Territories Up-Sell 217

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.”. Steve Storer is a seasoned business leader at Cincom Systems, Inc. , Beyond Hiring.

Hiring 306

Hiring Ideal Customer Profile Face-to-face Oracle 306

SBI Growth

AUGUST 31, 2013

Modified the sales compensation and quotas. Revised sales territories. Shifted around Sales Managers. Gather input from your sales force. You can get this tool along with many others by registering for the SBI Making the 2013 Number tour. She''s tweaked the hiring profile.

Hiring 310

Hiring Transportation Follow-up Lead Rank 310

Delicious Sales

MAY 2, 2012

Sales (12918). Sales Management (2614). Inside Sales (849). Outside Sales (81). 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? Is your sales process slow or fast? In 2009, there were 800,000 inside sales departments. Topics Major Topics.

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Sales Training Connection

JULY 10, 2013

Sales reps – what’s their style? Over the years there have been many frameworks introdued to distinguish different types of sales reps – hunters vs. farmers , top performers vs. underachievers, and territory sales reps vs. national account executives. ©2013 Sales Momentum ® LLC.

Territories 108

Territories Maximizer Groups Training 108

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.

Compensation 74

Compensation Forecasting Penetration Sales Leadership 74

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

InsideSales 129

InsideSales Hiring Inside Sales Webinar Metrics 129

SBI

JANUARY 29, 2014

This week, I took part in a webinar hosted by DocuSign to debunk some of 2013’s most prevalent myths. Keeping in mind that we only had one hour, my co-presenters on the panel, Lori Richardson of Score More Sales , and Matt Heinz of Heinz Marketing , narrowed our choices down to three apiece. Myth #1: Sales is a Numbers Game.

Lead Rank 139

Lead Rank Lead Scoring Quota Lead Qualification 139

Sales Hacker

NOVEMBER 6, 2017

Managing a sales team is definitely a challenge, but until you have managed or been on a sales team building revenues at +20% MoM AT SCALE, you may be in for a swift and rude awakening. 12 Expert Tips For Managing a Successful Sales Team. 500 list of Fastest Growing Companies for 2013.

Hiring 90

Hiring Lead Rank Lead Scoring Oracle 90

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. c) Copyright 2013 Dave Kurlan' Read Article. Read Article.

Sales Leadership 240

Sales Leadership Cold Calling Sales Qualified Lead Guarantee 240

Customer Centric Selling

SEPTEMBER 9, 2013

Modified the sales compensation and quotas. Revised sales territories. Shifted around Sales Managers. Gather input from your sales force. You can get this tool along with many others by registering for the SBI Making the 2013 Number tour. She''s tweaked the hiring profile.

Training 53

Training Hiring Transportation Territories 53

Sales Training Advice

MARCH 11, 2013

But if you build them and manage the execution, you’re sure to hit your numbers in 2013 and beyond. Build a good sales team. Sales drives marketing , not the other way around. Here are a few other things I consider fundamental to a healthy bottom line: 1. If you don’t hold all seven cards, get them.

Revenue 40

Revenue Compensation Social Media Territories 40

The Sales Association

NOVEMBER 23, 2011

Sharing best practices in sales and sales management www.salesassociation.org. Just as an aside, I have worked with online marketing and advertising for new business development and increased sales for over four years. Supporting sales associations and sales professionals. Sales Jobs. ► 2013. (1).

Pharmaceuticals 32

Pharmaceuticals Meeting Customer GoldMine 32

Understanding the Sales Force

MAY 7, 2014

On the other end of the argument, veteran salespeople who come from the industry, territory, or vertical, and are simply new to the company, may not ever need to make a single cold call to reestablish themselves. Sales Candidate Shortage - More Proof That Sales Isn''t Dead Yet. Sales, Sales Force, Sales Call - More Death.

Cold Calling 290

Cold Calling Sales Qualified Lead Networking Territories 290

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. Much of the territory is sparsely populated with businesses far apart from each other.

Cold Calling 34

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

Understanding the Sales Force

JULY 22, 2013

To keep it simple, let''s take a macro look here: The candidate must have both strong desire and strong commitment for sales success. How consistent is your sales recruiting process? Use this free sales recruiting process grader and find out. (c) c) Copyright 2013 Dave Kurlan' None of it!

Hiring 209

Hiring Face-to-face Territories Selling Skills 209