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. Bottom-Up Quota Setting: Validating quota from a Sales Rep & Sales Management perspective. Sometimes this metric is all that matters.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

SBI Growth

DECEMBER 10, 2013

At this point, your 2013 sales number is essentially decided. It’s foolish to spend additional money on someone who will end up missing quota yet again in 2014. 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

OCTOBER 6, 2013

To get this tool, sign-up here. Let’s say sales weren’t spectacular in 2013. Reps give up and learn to live off of base salary. If it’s been the same year after year, it might be time to shake things up. Territory design and account assignments could also be a cause. This may very well be a real complaint.

Compensation 293

Compensation Territories Incentives Incentive 293

SBI Growth

NOVEMBER 22, 2012

The third of four regional stops to nail down 2013 budgets for the Sales EVP and the CFO. Good segmentation will also give you the following: Exactly which customers have up-sell and cross-sell potential? Then you have to design a plan that reps, managers, directors all follow to maximize the up-side.

Segment 288

Segment Customer Territories Penetration 288

SBI Growth

SEPTEMBER 5, 2012

Here are 4 immediate and then 3 longer-term things the HR leader can do to help out: (Sign-up for the Make the Number Tour for more in-depth discussion). This tool (along with many others) is available by signing up for the SBI Make The Number Tour where peers from top companies will learn how to make the number in 2013.

Sales Talent 288

Sales Talent Hiring Lead Rank Lead Scoring 288

Pointclear

MAY 14, 2018

Territory Adjustments. Salespeople expect there may be territory adjustments at the beginning of a year. Yet, when done across the board in many territories, especially mid-year, you can expect a major hiccup in sales momentum as salespeople judge the consequences, adjust their schedules, meet new accounts and prospects, etc.

Territories 124

Territories Quota Sports Compensation 124

Understanding the Sales Force

MAY 28, 2014

Jonathan Farrington interviews Jill Konrath on her new book, Agile Selling. Translation from Baseball to Selling. If we translate all of that baseball to selling, the only two things that change are the activity and the age of the people being coached and trained. Some of them just shouldn''t be selling! The Talent Warp.

Training 246

Training Coaching Comparison Territories 246

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. I thought it would be helpful to expand on item #5, Persistence, because selling requires more persistence than ever before. c) Copyright 2013 Dave Kurlan'

Territories 268

Territories Exercises Video ACT 268

SBI Growth

SEPTEMBER 20, 2012

Congratulations, your organization is launching a new product in 2013! To learn more about sales enablement and obtain our product launch sales compensation checklist sign up for our Q3 Make The Number Tour. The key lies in changing the compensation plan to drive the sales force to sell the new product. How do we drive change?

Compensation 244

Compensation Incentives Incentive Penetration 244

Mindtickle

AUGUST 28, 2023

Onboarding and ramping up new sales representatives quickly and effectively, ensuring they have a comprehensive understanding of the product portfolio, can be a big challenge. Furthermore, with compliance requirements changing regularly, pharmaceutical companies must ensure their field team has the most up-to-date versions of collateral.

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

Score More Sales

DECEMBER 27, 2013

If it is a new plan, or new territory – find the upside to it and see how you can make it work for you. There are services that do it which you can get to pick the documents up at your door, or you can bring in a temp or a student to do this at your offices. Then, and only then, can you break it down into smaller pieces.

Lead Rank 255

Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

SBI Growth

SEPTEMBER 19, 2012

The owner said: “They can’t sell”. Sign up for our Making the Number Tour to discuss this in detail with your company and customize a SM measurement system. Lost Selling time (a.k.a: Open Selling Weeks) : You can’t make the number if you have open sales territories. They went on to found Home Depot. He is lazy.”

Hiring 308

Hiring Lead Rank Lead Scoring Quota 308

Understanding the Sales Force

JANUARY 27, 2014

They were assessed with OMG''s tools, and assembled into 5 teams, all selling the exact same product. They had to go door-to-door, sell an overpriced luxury item, in the same market, over a 3-day period. They had to go door-to-door, sell an overpriced luxury item, in the same market, over a 3-day period.

Case Study 288

Case Study Study Lead Rank Lead Scoring 288

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. Ignored in all of these articles are those clients and companies that sell through channels. Some channel salespeople simply sell to the channel and the channel does all of the work.

Channels 221

Channels Retail Hotels Territories 221

Understanding the Sales Force

DECEMBER 9, 2013

Understanding the Sales Force by Dave Kurlan Eventually, most antiquated models are replaced by more up-to-date, efficient, and sometimes exciting models. Inbound Marketing - following up on internet-driven leads. Selling by phone is not the same and if they don''t change, they will end up where the buggies ended up - in museums. (c)

Inside Sales 268

Inside Sales Outside Sales Telemarketing Travel 268

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 ? Remember back when you were a kid growing up. Typically expert panels are made up of top sales representatives. Are you changing the compensation plan? What about quotas ? Frustrated?

Compensation 317

Compensation Survey Field Sales Quota 317

Pointclear

JULY 17, 2013

Josiane Feigon is President of TeleSmart Communications and author of the business bestseller, Smart Selling on the Phone and Online. Structuring a global workforce and creating geographic territories will be a thing of the past because today’s salespeople work virtually, socially, and inter-culturally.

Field Sales 245

Field Sales Inside Sales Hiring Face-to-face 245

Understanding the Sales Force

JUNE 30, 2014

But even though salespeople will tell you that "If you can sell, you can sell anything", that statement is only true some of the time. They were the best at selling components to OEM''s until they went to work for a company where they had to sell conceptual services and were lost without a product to demonstrate.

Sales Cycle 217

Sales Cycle Distribution Territories Up-Sell 217

Score More Sales

MAY 27, 2013

It doesn’t happen without the up front effort of building out your social profile in all the right places. Not During Prime Selling Time. Yes, I know how busy you are – I was a seller with a quota and territory for many years. Gain Insight. It may not be easy, but it is do-able. Increase Opportunities.

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230

A Sales Guy

OCTOBER 16, 2012

Starting the new year right, and in this case 2013, means having the right structure, people, processess, and strategies in place. It means identifying, understanding and responding to the gap between your current environment and what is expected in 2013. To prepare for 2013 starts with understanding the goal(s). revenue growth.

Margin 117

Margin Territories Channels Sports 117

Score More Sales

JUNE 3, 2013

One reason this happens is that they seem to like you, and you don’t want to stir things up by calling someone else in the company who might not be as fond of you as your other contact. It’s funny how territorial people can get at their job, isn’t it? You think they could even shut your efforts down.

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Decision Maker 213

Understanding the Sales Force

DECEMBER 9, 2013

Understanding the Sales Force by Dave Kurlan Eventually, most antiquated models are replaced by more up-to-date, efficient, and sometimes exciting models. Inbound Marketing - following up on internet-driven leads. Selling by phone is not the same and if they don''t change, they will end up where the buggies ended up - in museums. (c)

Outside Sales 178

Outside Sales Telemarketing Inside Sales Travel 178

Understanding the Sales Force

JANUARY 28, 2014

Revenue - Next, the model should identify what a typical customer would spend in the course of a year, as well as the product make-up on which they would typically spend it. On the other hand, a new salesperson in a new territory might have to make cold calls in order to quickly make progress. In what vertical can they be found?

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

Crunchbase

FEBRUARY 25, 2021

And, if you’re a founder looking to get discovered, make sure your company is registered in Crunchbase , and your Diversity Spotlight tags are up to date. 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.

Company 95

Company Automotive Sales Qualified Lead Software 95

SBI

JANUARY 29, 2014

This week, I took part in a webinar hosted by DocuSign to debunk some of 2013’s most prevalent myths. Decision makers listen to only 9 seconds of a cold-call voicemail before they hang-up. A sales friend of mine sells industrial furnishings. It’s been a super-hot topic of 2013. It tells you what reps should be selling.

Lead Rank 139

Lead Rank Lead Scoring Quota Lead Qualification 139

Delicious Sales

MAY 2, 2012

Selling Skills (528). 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? MORE >> THE SALES INSIDER AUGUST 13, 2013 What Shakespeare Can Teach You About Predictive Analytics Predictive analytics and Shakespeare have more in common than you think. Training (4995). Prospecting (4539).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Sales Training Connection

JULY 10, 2013

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. Sales reps – what’s their style? We thought Steve’s ideas met those criteria.

Territories 108

Territories Maximizer Groups Training 108

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. In 2013, 37 percent of sales teams reported widespread use of CRM systems. While CRMs have evolved, their reputation hasn’t yet caught up.

CRM 64

CRM Data Tools System 64

Sales Training Connection

JUNE 26, 2013

During the last several years companies have used sales simulations to address a wide variety of training needs ranging from training new hires in selling fundamentals to advanced programs for National Account Executives. ©2013 Sales Horizons, LLC. When would it be a good idea to use a sales simulation?

Hiring 110

Hiring Face-to-face Scale Decision Maker 110

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. By the end of 2013 there will be 2.3 In 2009, there were 800,000 inside sales departments. Customer 2.0’s

InsideSales 129

InsideSales Hiring Inside Sales Webinar Metrics 129

Sales Hacker

NOVEMBER 6, 2017

Ultimately, when you put competitive people together in a transparent environment, it drives the entire organization up and to the right. Aaron is the #1 best-selling author of Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com, and the Founder of Predictable Revenue Inc.

Hiring 90

Hiring Lead Rank Lead Scoring Oracle 90

Jonathan Farrington

MAY 15, 2014

In a recent post I highlighted the need to focus – and I mean really focus – on your existing accounts, for a reasonable percentage of your scarce selling time. It should have been a non-sales event, which would allow you to discover what business might be forthcoming from each client/customer in 2013. This is folly.

Customer 47

Customer Face-to-face Account Margin 47

Jonathan Farrington

JUNE 20, 2013

I also believe that smaller companies are more capable of building stronger, sustainable relationships with their customers, and we can certainly say that 2013 is the year of “Customer Focus” – it’s what me learned colleague Colleen Francis refers to as “ Love the one you are with”. But what exactly does “Customer Focus” mean?

Sports 46

Sports Face-to-face Buying Cycle Construction 46

Customer Centric Selling

SEPTEMBER 9, 2013

A Culture Creation tool is available by signing up for the SBI Making the 2014 Number tour. Revised sales territories. High-Performance Sales Culture Traits Hank learned from Dani that he couldn''t show up with just the problem. You can get this tool along with many others by registering for the SBI Making the 2013 Number tour.

Training 53

Training Hiring Transportation Territories 53

Jonathan Farrington

FEBRUARY 11, 2013

In yesterday’s post I highlighted the need to focus – and I mean really focus – on your existing accounts, for a reasonable percentage of your scarce selling time. It should have been a non-sales event, which would allow you to discover what business might be forthcoming from each client/customer in 2013. This is folly.

Customer 45

Customer Face-to-face Account Margin 45

Sales Training Advice

MARCH 11, 2013

That’s not to say that other aspects aren’t equally important — should you consider mobile marketing (yes), is an HR audit appropriate (maybe), are staffing and compensation plans adequate (potentially), but to me the key question is this: how much are you going to sell next year and where will that business come from?

Revenue 40

Revenue Compensation Social Media Territories 40

The Sales Association

NOVEMBER 23, 2011

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. ► 2013. (1). We really do need you and are willing to reciprocate by paying well those who serve us well. Posted by Jeff Arnold.

Pharmaceuticals 32

Pharmaceuticals Meeting Customer GoldMine 32