SBI Growth

SEPTEMBER 23, 2013

You know you need to begin planning for 2014 now. VPs of Sales are asking the question “What have I done before?”. VPs of Sales are asking questions like: Is our Sales Process good enough? Steve asked us to stress test his 2014 sales plan. Sales training. This is flawed.

Compensation 325

Compensation Social Media Incentives Incentive 325

SBI Growth

AUGUST 13, 2013

Remaining effective as a sales force means continuous improvement. This might be a new buyer-aligned sales process. Or training to add emerging practices to your sellers’ skill sets. Or sales recruiting to staff a new go-to-market channel. HR and Sales leaders will often tie funding to the type of improvement.

Hiring 288

Hiring Incentives Incentive Benefit 288

The ROI Guy

NOVEMBER 22, 2013

In your 2014 plans, you likely have some significant revenue growth targets for the New Year. The #1 reason sales reps do not achieve quota goals is not a lack of leads, products, CRM or training – but a failure to effectively communicate value to today’s more frugal / skeptical prospect.

Hiring 67

Hiring Revenue Lead Rank Lead Scoring 67

Allbound

JANUARY 22, 2020

When Hubspot first launched its partner program in 2014, it generated 33% of its revenue and made up 42% of its customers, all within the first quarter. Knowledge of sales process. Keep in mind that there will be a training period for your partners. Leveraging relationships significantly reduces marketing and sales costs.

Scale 74

Scale Hiring Channels Microsoft 74

Partners in Excellence

MARCH 4, 2014

CSO Insight’s 2014 Performance Optimization Survey shows continued performance declines with 58.2% of sales people making quota (down from the previous year at 63%), and 83.9% They had the same sales deployment strategies, they had the same sales processes (when I looked at the documentation, it was dated 1998).

Compensation 88

Compensation Incentives Incentive Engineering 88

Customer Centric Selling

DECEMBER 9, 2013

Sales Training Article: The Sales SVP Guide to Finishing the Fiscal Year. By Mark Synek, Sales Benchmark Index (SBI) For most of us, the fiscal year ends just 29 days from today. How should the top sales leader in the company utilize this limited time? Download the SBI Sales SVP New Year''s Guide here.

Training 45

Training Policies Channels Incentives 45

Partners in Excellence

OCTOBER 27, 2014

While there’s some variance, I tend to see the following: Sales Training. Sales Process/Methodology. Systems/Processes/Tools. Marketing/Sales Integration. Sales Automation/Tools. Sales Effectiveness/Sales Efficiency. Incentives/Compensation. Buying Process Alignment.

Fashion 90

Fashion Face-to-face Analytics Social Media 90