SBI Growth

SEPTEMBER 14, 2012

For HR leaders, a recent Harvard Business Review blog post provides a stark reminder of the difficult challenge of supporting Sales leaders in recruiting top talent. HR can help the Sales leader to improve recruiting results and play a vital role in making the sales number in 2013. Avoid a Myopic Focus. Hot product.

Sales Talent 312

Sales Talent Territories Compensation Quota 312

A Sales Guy

NOVEMBER 27, 2012

There used to be a time when hiring a new sales person, throwing him or her a phonebook and saying hit the streets was adequate. We marveled at the sales people who, with nothing less than determination, a rolodex, a half-baked product and some spit and gum could build a great pipeline and drive business. Today, things have changed.

Sales Qualified Lead 112

Sales Qualified Lead Leads Marketing Qualified Lead Hiring 112

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. It describes over 10 complaints Sales forces have on sales comp.

Compensation 293

Compensation Territories Incentives Incentive 293

SBI Growth

OCTOBER 4, 2013

This blog addresses how sales reps can ensure their quota is realistic and attainable. Many sales reps are forced to accept a quota that is neither. Over 65% of Sales Goals are driven by Executive and Corporate expectations. If their projections are unrealistic, so are the sales reps’ quotas. Bottom-Up Quota Setting.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

SBI Growth

DECEMBER 10, 2013

At this point, your 2013 sales number is essentially decided. I speak with many VP Sales who say the same thing every year: “We have some underperformers that are killing us.” There are some ‘B’ Players who have already tapped out and won’t contribute more than they did in 2013. Are they in the right territories?

Territories 300

Territories Scale Guidelines Groups 300

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.

Sales Talent 288

Sales Talent Hiring Lead Rank Lead Scoring 288

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. This experience has helped me recognize when duct tape is the tool of choice. Sales leaders that have been putting these decisions off run significant risk of being exposed in the near term.

Tools 123

Tools InsideView Top of Funnel Marketing 123

SBI Growth

DECEMBER 22, 2012

It’s especially for HR leaders to increase their Sales recruiting channels. This post will show how to use LinkedIn for some free sales recruiting sources. Plus, you can download a tool to assess your current Reps’ “source-ability” scores. Since the world didn’t end, you still need to recruit Sales personnel.

Hiring 275

Hiring Territories LinkedIn Groups 275

Understanding the Sales Force

JUNE 4, 2014

Understanding the Sales Force by Dave Kurlan The Selling Power Blog published a new article of mine, The Top 10 Steps Salespeople Can Take to Improve. While persistence has always been important in sales, we are in uncharted territory. What about the prospects who are far along in the sales process when they suddenly go missing?

Territories 268

Territories Exercises Video ACT 268

SBI Growth

OCTOBER 4, 2012

Unfortunately, no one on their sales team was qualified to do the work; a territory design project. Not only this, but this territory design will need to be updated year after year. Most often VPs of Sales view this situation as a major hurdle – a problematic hole in their organization. How will you know it’s done right?

Sales Qualified Lead 267

Sales Qualified Lead Hiring Face-to-face Territories 267

Score More Sales

DECEMBER 27, 2013

In the first two posts in this series we talked about gaining visibility to grow sales as well as putting a plan in place. If it is a new plan, or new territory – find the upside to it and see how you can make it work for you. What projects are you going to commit to get done which will lead you to more sales in the coming year?

Lead Rank 255

Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

Understanding the Sales Force

JANUARY 27, 2014

Understanding the Sales Force by Dave Kurlan This kind of story doesn''t happen every day. They were assessed with OMG''s tools, and assembled into 5 teams, all selling the exact same product. Sales DNA is a score that represents the power of the selling strengths possessed by an individual.

Case Study 288

Case Study Study Lead Rank Lead Scoring 288

SBI Growth

AUGUST 31, 2013

How do you know if your sales force is a high-performing one? This post lists some attributes of high-performance sales cultures. A Culture Creation tool is available by signing up for the SBI Making the 2014 Number tour. It lists 11 traits of high performance sales cultures. Modified the sales compensation and quotas.

Hiring 310

Hiring Transportation Follow-up Lead Rank 310

SBI Growth

APRIL 24, 2013

SBI recently accepted nominations for the Top Sales Operations Leaders to Watch in 2013. Each one of these individuals has been identified as an outstanding Sales Ops leader. There''s a good chance you''ll have a new VP of Sales within the next year. That new VP will have certain expectations of his Sales Ops leadership.

Hiring 257

Hiring Buyer Persona How To Ideal Customer Profile 257

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

SBI Growth

JANUARY 6, 2013

How many changes do you have lined up for your sales organization to start 2013? Are you changing account or territory assignments ? Are you changing the sales process ? As a Sales Operations leader part of your role is enabling field sales to adopt change. 3 Keys to Navigating Change Management in Sales.

Compensation 317

Compensation Survey Field Sales Quota 317

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. Download our Quota Metrics Tool to see best in class Quota Setting Guidelines. After all, sales is the division is where rubber meets road.

Quota 282

Quota How To Territories Guidelines 282

Miller Heiman Group

APRIL 30, 2019

When they did get their CRMs up and running, businesses used them as a mere data repository for executives, not as a powerful tool for sellers on the front lines. By tracking contacts, activities and opportunities, CRMs lent transparency to sales operations, allowing companies to better forecast revenue.

CRM 64

CRM Data Tools System 64

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

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. You’ll get access to the tools and information that will give you the ability to answer YES. 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

Industry: Productivity Tools, Scheduling, Software. 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. HQ: Atlanta, Georgia.

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

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

Delicious Sales

MAY 2, 2012

Sales (12918). Tools (2872). Sales Management (2614). Inside Sales (849). Outside Sales (81). Sales Process (1775). MORE >> Tools. 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? Is your sales process slow or fast? ACT (1048).

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

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

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. But how are their sales teams capitalizing on the flow of leads coming their way?

Inside Sales 71

Inside Sales CRM Leads360 Eloqua 71

Customer Centric Selling

SEPTEMBER 9, 2013

Sales Training Article: 11 Traits of a High Performing Sales Culture. By Steve Loftness, Sales Benchmark Index How do you know if your sales force is a high-performing one? This post lists some attributes of high-performance sales cultures. It lists 11 traits of high performance sales cultures.

Training 53

Training Hiring Transportation Territories 53

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. The sales organization must continually adapt.

Retention 292

Retention Compensation Ideal Customer Profile Channels 292

Hubspot Sales

SEPTEMBER 19, 2018

businesses in 2013 were owned and operated by sole proprietors or sole traders. Registration with the state tax authority if you have employees or collect sales tax. But be careful not to step into “ hobby business ” territory with the IRS. The United States Small Business Administration reported over 70% of U.S.

Licensing 115

Licensing Banking Insurance Insurance 115

The Sales Association

NOVEMBER 9, 2011

Sharing best practices in sales and sales management www.salesassociation.org. Just because someone downloads a white paper or attends a Webinar doesnt mean they are even remotely interested in doing a sales call. After all, they got into sales because they like working with people. Wednesday, November 9, 2011.

Cold Calling 34

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

Score More Sales

MARCH 13, 2014

It is not enough in selling anymore to just show up and be effective at working a sales territory. At Score More Sales we call the multiple strategies in prospecting the Sales Pipeline Success Puzzle. Put all the pieces together, and you have the whole picture – which means you have new sales opportunities.

Referrals 238

Referrals Lead Rank Lead Scoring Ideal Customer Profile 238

Sales Training Connection

JANUARY 8, 2013

Key Account Executives Sales Training. In this post, we are focusing on companies who have a separate Key Account sales team. Over the years we have had the opportunity to design sales training initiatives for numerous companies having Key Account sales teams. One aspect of getting it right is sales training.

Account 98

Account Training Territories Margin 98

Sales Training Connection

JANUARY 11, 2013

Key Account Executives Sales Training. In this post, we are focusing on companies who have a separate Key Account sales team. Over the years we have had the opportunity to design sales training initiatives for numerous companies having Key Account sales teams. One aspect of getting it right is sales training.

Account 78

Account Training Territories Margin 78

Jeff Shore

SEPTEMBER 12, 2018

In This Episode of The Buyer’s Mind with Jeff Shore: Andy Paul, of the Accelerator podcast, joins Jeff to talk about the simplicity of sales. While tools and techniques may change, the basics remain the same. If you're trying to be effective in sales, it's still about what happens in that moment when one person talks to another person.

Top of Funnel 65

Top of Funnel Call-back Up-Sell Sales 65

OnePageCRM

MARCH 21, 2017

“I remember the first time I got my own CRM system, nearly 10 years ago” recounts author and sales coach Adam Metz. ” There are two main reasons CRM adoption fails for sales teams trying to increase their performance. As companies and sales teams grow 65% of businesses adopt a CRM within their first 5 years.

CRM 49

CRM Lead Rank Lead Scoring Segment 49