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

Understanding the Sales Force

FEBRUARY 21, 2013

Understanding the Sales Force by Dave Kurlan An interesting article, Secrets to Developing Successful Sales Managers , by Xactly's CEO, Christopher Cabrera, was posted on Selling Power's 2/19/13 blog. Here's why: He said to hire for characteristics and train for competencies. c) Copyright 2013 Dave Kurlan Selling skills!

Hiring 242

Hiring Sales Management Territories Analysis 242

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

JULY 22, 2013

As a sales professional, you cannot rely on others managing you – you need to self manage. Think of yourself as an entrepreneur of your territory, or niche, or product line. Feeling out of control and not having enough time to get everything done are the biggest issues many sales reps have. Increase Opportunities.

Inside Sales 203

Inside Sales Guidelines Lead Rank Lead Scoring 203

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

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 5, 2013

If you’re caught totally unprepared, the territories are vacant for months. Don’t be the Sales VP who misses the number before the year begins. Sign up for our 2013 Tour and receive the Talent Retention Checklist to start planning for your new year. Poach from the top sales personnel in lesser roles.

How To 296

How To Territories Hiring Quota 296

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. Some channel salespeople sell by pulling sales through their distributors. This is more like traditional B2B sales.

Channels 221

Channels Retail Hotels Territories 221

Sales Training Connection

AUGUST 19, 2013

New sales reps. After the excitement wears off of being assigned to that first sales territory, reality begins to set in. And, fortunately people that go into sales tend to be smart, confident, and hard working. With that said what are some tips that might make the new hire sales rep journey a little less rocky.

Hiring 127

Hiring Territories Training Sales 127

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

Score More Sales

MAY 27, 2013

An example would be a sales rep in telecommunications understanding where their telecom and data prospects (and customers) spend time online – so they can see and hear them talking about what’s new with employees bringing devices from home and how that might factor into data issues at their clients’ corporate offices.

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230

Score More Sales

JUNE 3, 2013

A common issue among newer remote (inside) sales pros is that we tend to latch on to one person within a company to call on. This is one of the TOP issues I see when meeting with an inside sales team or with individual sellers. It’s funny how territorial people can get at their job, isn’t it? Increase Opportunities.

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Decision Maker 213

Sales Training Connection

JUNE 26, 2013

Sales simulations. Think back to the sales training programs you’ve attended. It’s likely that the great sales training programs had two characteristics in common – the same characteristics that have salespeople excited about sales simulations. Realistic and Relevant. Practice and Feedback.

Hiring 110

Hiring Face-to-face Scale Decision Maker 110

Sales Training Connection

OCTOBER 16, 2013

Medical device sales success. Key Account Managers (KAMs) in Medical Device Sales . Before we examine some of the advantages, it is important to note that KAMs are not just territory sales reps with another label. This level and type of conversation is now a requirement for sales success. How do you train KAMs? .

Health Care 108

Health Care Territories Selling Skills Ideal Customer Profile 108

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

Sales Training Connection

AUGUST 27, 2014

Key Account Managers (KAMs) in Medical Device Sales . Before we examine some of the advantages, it is important to note that KAMs are not just territory sales reps with another label. This level and type of conversation is now a requirement for sales success. How do you train KAMs? . Some Sales 2.0

Health Care 82

Health Care Pharmaceuticals Territories Selling Skills 82

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. So, as we being the new year, we thought it may be a good time for sales managers to take another look.

Sales Management 114

Sales Management Face-to-face Coaching Construction 114

Allego

NOVEMBER 9, 2021

In 2013, Kate started one of the first completely virtual, fee-only, monthly retainer (no AUM) financial planning businesses in her quest to change the profession and live her happiest life. I was determined to build a business that fit around living an amazing life rather than squeezing my life around my business.”.

Travel 77

Travel Google Pivotal Lead Rank 77

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

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

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.

Tools 123

Tools InsideView Top of Funnel Marketing 123

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

Delicious Sales

MAY 2, 2012

Sales (12918). Training (4995). 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

Sales Hacker

NOVEMBER 6, 2017

If you want to learn how to manage a sales team, you’ve come to the right place. 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.

Hiring 90

Hiring Lead Rank Lead Scoring Oracle 90

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

Miller Heiman Group

APRIL 30, 2019

By tracking contacts, activities and opportunities, CRMs lent transparency to sales operations, allowing companies to better forecast revenue. In 2013, 37 percent of sales teams reported widespread use of CRM systems. Today’s CRMs evolved beyond those awkward early steps. Why does seller adoption of CRM remain low?

CRM 64

CRM Data Tools System 64

Hubspot Sales

SEPTEMBER 19, 2018

businesses in 2013 were owned and operated by sole proprietors or sole traders. A health and safety training for opening a daycare. 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.

Licensing 122

Licensing Banking Insurance Insurance 122

Sales Training Advice

MARCH 11, 2013

More often than not, I see what I call victim-selling: companies cast a wide net and scramble to do all kinds of things hoping it will generate sales, and they take what falls their way. But that doesn’t provide a consistent way of generating sales and revenue. Build a good sales team. That’s the short version.).

Revenue 40

Revenue Compensation Social Media Territories 40

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

The Sales Association

NOVEMBER 23, 2011

Sharing best practices in sales and sales management www.salesassociation.org. Bernadette McClelland mentors and teaches salespeople within B2B markets in Australia, NZ and India to sell more effectively, step up their sales leadership skills and become trusted advisors. Wednesday, November 23, 2011. Posted by Jeff Arnold.

Pharmaceuticals 32

Pharmaceuticals Meeting Customer GoldMine 32

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. Let’s take a look at that difference.

Account 98

Account Training Territories Margin 98

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 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. Let’s take a look at that difference.

Account 78

Account Training Territories Margin 78

Sales Training Connection

JANUARY 18, 2013

Yet, one potential possibility continues to be underleveraged or neglected – bridging the gap between Marketing and Sale s. As one frustrated VP of Sales once shared – “Our Sales and Marketing departments are like two trains passing in the night.” Bridging the gap between Marketing and Sales needs to be a priority.

Marketing 121

Marketing Analysis Lead Rank Territories 121

LeadFuze

DECEMBER 1, 2021

In Chapter 13 of their new book, Aaron Ross and Jason Lemkin talk about how to make a startup succeed despite their attrition sales. Sales culture is different than any other because companies assume that most people will sink or succeed on their own. Beating the Odds On Sales Team Churn Rates. It†s Not You, It†s Me.

Churn 52

Churn Hiring Scale Salary 52

Sales Training Connection

JULY 22, 2013

Major accounts are not just big little accounts – they’re fundamentally different than territorial accounts. In major accounts the sales person is only one member of the business development team. In major accounts, the sale is no longer to one or two individuals inside an account. ©2013 Sales Momentum ® LLC.

Account 106

Account Negotiation Government Lead Rank 106