SBI Growth

NOVEMBER 21, 2013

Sales gets off to a fast start at the beginning of the year. Come Q4, that lead has evaporated and now sales is threatening to miss the number. Your sales leaders will frantically try every trick in the book. The victims here are your potential customers who have to deal with a barrage of sales tactics. Best Practices.

Decision Maker 320

Decision Maker Maximizer Buying Cycle Top of Funnel 320

Understanding the Sales Force

MAY 28, 2014

Understanding the Sales Force by Dave Kurlan Before we discuss how to improve sales training, a quick promo for the latest and greatest taking place over at the ever improving Top Sales World. The June issue of Top Sales Magazine has been published and you can download it here. More on Baseball and Sales.

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Training Coaching Comparison Territories 246

SBI Growth

JANUARY 24, 2014

Chances are you have just returned from your annual Sales Kickoff (SKO). SKO’s are great to re-energize and learn about sales direction for the upcoming year. But what about that sales training you received? How will you use them to top the Leader Board in 2014? Four Steps to Monetize Sales Training.

Sales Qualified Lead 120

Sales Qualified Lead Compensation Call-back Energy 120

Sales 2.0

JULY 8, 2022

Meanwhile most high tech companies accept this level of productivity in their sales departments. Before you can go setting up meetings, you need to figure out who you need to meet. You are trying to get meetings with people, so we need to think about who these people are. Is it a good time to talk about this?

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

SBI Growth

OCTOBER 29, 2013

There is nothing more stressful than Q4 for a VP of Sales. Couple that with preparing for 2014 and you are maxed out. Schedule a review of your 2014 plan at your office here. We will use Sales Leader’s Q4 Critical Path Guide. Your Talent — How to improve your sales manager’s performance. Don’t miss it.

Territories 308

Territories Compensation Buyer Google 308

Sales Hacker

SEPTEMBER 6, 2022

When setting sales goals for your retail employees — or for any employee, really — there are usually two things to keep in mind: Those goals need to be realistic and clearly defined. I’ve been leading sales teams since 2014, and believe me when I say I’ve seen a few things. Improve sales numbers” is not specific.

Retail 109

Retail Motivation Training Incentives 109

SBI Growth

JANUARY 1, 2014

Every year, a Sales Enablement leader is faced with the same problem. Ramping new sales reps. Make a change in 2014. Step 2: Identify Training Needs and the Training Program. Your training program should incorporate different modalities, topics and methods. Design a program that will do that.

Training 282

Training Buyer Persona Hiring How To 282

Your Sales Management Guru

SEPTEMBER 23, 2013

First Quarter 2014. But as budget planning begins and business strategies begin to be set, it is your responsibility to be ready for 2014. What are your revenue objectives by each quarter for 2014? a. Sales skills. d. Sales planning. When do you need them fully up and trained? Outside training?

Scale 80

Scale Compensation Hiring Lead Rank 80

The Sales Hunter

MARCH 15, 2014

Last week, I gave some tips to meeting planners in my video about the best strategy for picking a speaker. If you are in sales leadership or have any responsibility in choosing speakers for your company, this video is a MUST watch. Check out the video… Copyright 2014, Mark Hunter “The Sales Hunter.”

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Video Sales Leadership Motivation Selling Skills 218

The Sales Hunter

MARCH 8, 2014

Are you charged with planning meetings at your company? One fatal flaw that many meeting planners make is they try to find a speaker that will reach 100% of the audience. But check out the video to see what I mean… Copyright 2014, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

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Video Conference Strategy Selling Skills 206

Sales Training Connection

DECEMBER 8, 2014

Sales Training. Unfortunately once decisions are made about the what, how, and when, other important secondary factors impacting the sales training don’t get much attention. One secondary but important factor is: Where will the training be held? Conducting sales training off-site sets a tone from the get-go.

Training 97

Training Face-to-face Proposal Sales Meeting 97

Sales Training Connection

JANUARY 8, 2014

Effective, efficient team sales meetings. To meet these expectations salespeople will need help. So, How can we do a more effective job preparing for team sales calls by conducting better sales call planning meetings? How can we improve how team sales calls are managed in front of the customer?

Meeting 116

Meeting Call-back Distribution Software 116

SBI Growth

DECEMBER 10, 2013

At this point, your 2013 sales number is essentially decided. Your thoughts should now turn to 2014. I speak with many VP Sales who say the same thing every year: “We have some underperformers that are killing us.” Before you really make any decisions, start with these questions: What are my key strategic initiatives for 2014?

Territories 300

Territories Scale Guidelines Groups 300

Keith Rosen

JULY 14, 2014

Selling Power Features Keith Rosen’s company, Profit Builders on the 2014 Top 20 Sales Training Companies List. At least two considerations about the current state of business-to-business (B2B) selling influenced the selection process for the 2014 Top 20 Sales Training Companies list.

Coaching 112

Coaching Training Company Social Media 112

Sales Training Connection

SEPTEMBER 24, 2014

Lessons for sales meetings. Whoever will be hosting the upcoming book club meeting sends out an email with 3 or 4 choices. Realizing this was not the best way to select a monthly read – we now send out an email with the options and have a paper ballot vote at the end of each meeting to select next month’s book.

Meeting 94

Meeting Sales Management Sales Meeting Intent 94

Sales Training Connection

AUGUST 13, 2014

Successful sales calls – ask more questions. Becoming skillful at asking questions is more important than ever for achieving sales success and it is not as easy to become skillful. Meet the asking questions challenge – 4 best practices. Do you want to take a deeper dive into asking questions and other sales skills?

Meeting 108

Meeting Exercises ACT Training 108

Sales Training Connection

MAY 9, 2014

Jason Kanigan at Salestactics.org interviewed Richard about sales training trends earlier this week. Some of the points raised were: Upgrading sales teams is a continuous challenge given the changing sales environment. Most companies have purchased some sales training – especially around basic selling skills.

Trends 115

Trends Training Sales Coaching Coaching 115

SBI Growth

JULY 21, 2013

The sales field is suffering. Sales forces lack buyer-centered tools for success. When will Sales catch up with Marketing? Sales field alignment with the modern day buyer requires more than lip service. This blog is focused on the transformation of Sales to incorporate buyer-centered tools. Customers are suffering.

Marketing 335

Marketing Top of Funnel Decision Maker Infusion 335

Customer Centric Selling

OCTOBER 28, 2013

Sales Training Article: How Realistic Is Your 2014 Sales Quota? By Joel McCabe, Sales Benchmark Index (SBI) Image courtesy of Stuart Miles at FreeDigitalPhotos.net. This blog addresses how sales reps can ensure their quota is realistic and attainable. Need some help with your sales performance?

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Quota Training Analysis Research 45

SBI Growth

OCTOBER 17, 2013

With 2014 on the horizon, new sales targets will soon be set. Your 2014 number will inform decisions about the makeup of your team next year. Many sales leaders think an increase in revenue targets translates to an increase in headcount. Learn how to achieve this with the Sales Rep Productivity Guide.

Hiring 292

Hiring Follow-up Top of Funnel Analysis 292

Steven Rosen

OCTOBER 14, 2014

October 14, 2014 – Star Solutions That Achieve Results Inc. STAR Results) has launched its global 2015 STAR Sales Manager Survey. The Sales Manager Survey seeks opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers.

Survey 273

Survey Sales Management Hiring Pharmaceuticals 273

No More Cold Calling

JANUARY 2, 2014

As you’re planning for 2014, forget resolutions. As you’re planning for 2014 , don’t just give your sales team an annual quota and expect them to make it rain. Instead, give them manageable goals to meet each week or month. When looking for new business, many sales organizations shake the trees and see what falls off.

Referrals 240

Referrals Small Business Small Business Enterprise 240

The ROI Guy

JUNE 4, 2014

If you were able to attend SiriusDecisions’ Summit, the Woodstock for marketing and sales enablement held this year in out hometown of Orlando, you were treated to significant research results as to the biggest challenges Sales faces over the next year. t=a&d=763946139.

Lead Rank 70

Lead Rank Lead Scoring Face-to-face Proposal 70

Customer Centric Selling

NOVEMBER 20, 2013

Sales Training Article: 8 Tips to Help the CSO Prepare for the New Year. By Mark Synek, Sales Benchmark Index (SBI) Sales Leaders hate Q4. Meet Jim Welch. Jim is the Senior Vice President of North American Sales and Field Operations at Motorola Solutions. Watch the rep work - is he using your sales process?

Training 45

Training Hiring Trends Call-back 45

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. Why is this?

Hiring 67

Hiring Revenue Lead Rank Lead Scoring 67

LeadFuze

JUNE 7, 2021

What are Sales Training Programs. Sales training programs are any type of formal or informal training that helps employees sell more effectively. These programs often teach sales forces to “fence” when the new game is mixed with martial arts. Why are Sales Training Programs Important.

Training 52

Training Hiring Trends Retention 52

SBI Growth

SEPTEMBER 2, 2013

We write frequently about aligning your sales process to your ideal customer''s buying process. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Learn why your team ignores your sales process and how to fix it. Team meetings are run by sales managers.

Sales Process 308

Sales Process Webinar Metrics Vendor Energy 308

Sales Training Connection

JUNE 18, 2014

We’ve written several blogs on sales coaching. Second, most people agree that coaching is a must-do for developing a superior sales team. Over the last 30 years we have designed numerous coaching programs for companies engaged in large B2B sales. Training Sales Managers to Coach. Let’s start with the ugly.

Coaching 115

Coaching Sales Management Training Sales Coaching 115

SBI Growth

NOVEMBER 20, 2013

A few years ago, I interviewed Brent for a B2B sales rep job. This post is for HR and Sales Leaders who are seeking to hire the next Brent. It’s also for those who aspire to become top sales reps. This post includes a link to a valuable tool – the Top Sales Rep''s Satisfaction Index. Brent was clearly an “A” player.

Hiring 314

Hiring Social Media Compensation Buyer Persona 314

The Sales Hunter

MARCH 7, 2014

SPS — Sales Prevention Syndrome — is the great killer of salespeople. Every time you meet with your boss, you say something like, “If only we had _, then I would be able to sell a lot more.” ” A desire to spend too much time preparing to make sales calls as an excuse to not actually have to call.

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

Your Sales Management Guru

JANUARY 7, 2014

Sales Planning: Sales Leadership and Sales Execution. This forecast maybe created by product type/vertical/geographic market along with a high, most likely and minimum sales values. In addition this plan should include personal training requirements, selected activity goals and personalized marketing programs.

Forecasting 73

Forecasting Quota Compensation System 73

Sales Training Connection

OCTOBER 29, 2014

Sales Training. companies spend millions of dollars on sales training for their salespeople. And, by sales training we are talking about sales skills training not product training. An equal amount is spent on product training as well. Sales Training Challenge.

Training 96

Training Social Media Media Up-Sell 96

Understanding the Sales Force

MAY 1, 2014

Understanding the Sales Force by Dave Kurlan It''s a big problem with many of the sales blogs you read. One-person sales consulting firms, self-appointed experts, telling, but not doing, what they say. Keeping that in mind, Objective Management Group (OMG) held its quarterly Rockefeller Habits meeting this week.

Hiring 218

Hiring Webinar Metrics Channels Policies 218

Understanding the Sales Force

AUGUST 21, 2014

Understanding the Sales Force by Dave Kurlan. The CEO said, "We really like what you do, your sales force evaluation is exactly what we need, the information, data, science and intelligence you provide is perfect for us, this is the right time to move forward, and we''re ready to go.". Always start with sales management.

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Sales Management Hiring Face-to-face Groups 241

The Sales Hunter

FEBRUARY 6, 2014

Whenever I speak to a group, whether it be a keynote or a training session, one topic I tend to mention is how our goal as salespeople is to impact people positively. When talking about this, I say it goes far beyond what you’re selling and is critical regardless of whether or not you close a sale. ” Sales Motivation Blog.

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Customer Customer Service Motivation Selling Skills 266

Score More Sales

NOVEMBER 6, 2014

There is no argument among sales leaders that finding, hiring, and retaining good sales reps is the biggest challenge in leading an organization to higher profits. But how to hire the right sales reps? Assessment Tool: Objective Management Group Sales Candidate Assessment. Expand Your Pipeline. Close More Deals.

Hiring 229

Hiring How To Lead Rank Lead Scoring 229

SBI Growth

JUNE 30, 2013

In B2B sales, activity leads to results. The correct time to add sales people is when business is soft. More sales people means more sales calls. This means your sales force will be in more deals. You reduce the number of sales reps to cut costs. Training organized in “sprints”. Allow me to explain.

Hiring 308

Hiring Oracle Lead Rank Lead Scoring 308