SBI Growth

AUGUST 4, 2013

Converting to Agile Performance Reviews will help you Make the Number in 2014. Unfortunately, none of these apply to a modern sales organization. Meanwhile, Agile is spreading everywhere in Sales - to onboarding , sales management, and sales training. Changes to Territory coverage. Follow @jdkenney.

Territories 282

Territories Lead Rank Lead Scoring Demand Generation 282

Sales Training Connection

APRIL 4, 2014

Sales manager with a new sales team. As most in sales leadership would share – the front-line sales manager is the pivotal job for building and sustaining sales success. And, perhaps the most critical time for any sales manager is when first taking over a new sales team.

Sales Management 119

Sales Management Pivotal Coaching Sales Coaching 119

The Sales Hunter

MARCH 7, 2014

You blame your lack of success on your territory and how you would be more successful if you had a better territory. You think your sales manager is stupid. Copyright 2014, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. You think all customers are stupid.

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

SBI Growth

SEPTEMBER 27, 2013

Entering 2014, Sales and HR leaders face new trends causing turnover with top talent. It’s especially true for sales roles where the timing to change jobs is predictable. When new territories and quotas are assigned, other pastures look temptingly green. The challenge for sales is unique. Author: John Kenney.

Sales Talent 300

Sales Talent Conversion Survey Salary 300

SBI Growth

AUGUST 7, 2013

However, we frequently see Sales VPs still stuck in the sales manager mindset. An ill-prepared sales manager damages his region. A Sales VP focused on the wrong things can ruin the entire company. They cross collaborate with manager peers, their reps, and the VP. He helps the new reps ramp up quickly.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

Hubspot Sales

JULY 22, 2020

This tool allows sales managers to analyze the email productivity of their reps. Anaplan provides several cloud-based planning tools for sales: territory and quota planning, incentive compensation planning, sales forecasting, configure price quote optimization, and trade promotion planning. EmailAnalytics.

Tools 108

Tools Closing Territories Hubspot 108

SBI Growth

JULY 26, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Hank''s DLA experience: DLA hired engaged a consulting firm to help with sales rep onboarding. An initiative to align territories based on sales rep potential attracts A players. Failure here.

Hiring 267

Hiring How To Sales Qualified Lead Face-to-face 267

Janek Performance Group

SEPTEMBER 29, 2021

A 2019 study by Xactly that researched 100,000 women in sales roles, including sales reps, account managers, and sales managers, found that 86% of women achieved quota, compared to only 78% of men. Even though women make up 50% of the population, most companies’ sales forces only include about 25% women.

Hiring 118

Hiring Travel Promotion Sales Leadership 118

Chorus.ai

DECEMBER 20, 2019

Just ask former math teacher Grace Tyson, who, in 2014, was struggling to define the unknown in a very important equation: Grace + [X] = new career. I sold for the company in the United States for a few years before selling in EMEA and eventually, I became an International Sales Manager. Current Chorus User?

Sales Management 73

Sales Management Hiring Automotive Scale 73

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. Give historical context to the territories/accounts. Be present when the new rep’s Sales Manager is not available. Process Coaching: Teach the new sales rep how to use the CRM.

Training 282

Training Buyer Persona Hiring How To 282

SBI Growth

AUGUST 31, 2013

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. Sales Turnover - A Symptom of a Low Performing Sales Culture. Revised sales territories.

Hiring 310

Hiring Transportation Follow-up Lead Rank 310

Customer Centric Selling

JANUARY 13, 2014

Sales Training Article: The Sales Manager''s New Year''s Resolutions. By George De Los Reyes, Sales Benchmark Index (SBI) I am big on New Year''s resolutions. In this post I want to recommend three ideas to raise your game in 2014. Every sales manager is time starved. Lack of quality leads.

Sales Management 49

Sales Management Face-to-face Decision Maker Travel 49

Understanding the Sales Force

MAY 28, 2014

Also in the June issue are the Top Sales Article and Top Blog Article for May. They announce who are the Top 50 Sales Influencers of 2014. For the last 6 years I have been coaching and/or managing youth baseball teams and personally coaching our son since he could stand. More on Baseball and Sales. See it here.

Training 246

Training Coaching Comparison Territories 246

Your Sales Management Guru

SEPTEMBER 29, 2014

Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. The question is, as a sales manager how should you structure your sales team’s expectations around prospecting?

Prospecting 92

Prospecting Lead Rank Lead Scoring Real Estate 92

Understanding the Sales Force

JANUARY 28, 2014

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. Do Technical Salespeople Need Sales Training? I will be speaking at the Sales 2.0

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

SBI

MAY 6, 2014

Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. Pipeline Management & Deal Flow. Sales & Marketing Content. Sales Enablement. Territory & Account Planning. Mobile Selling. Power Prospecting.

Sales Tools 57

Sales Tools Tools Revenue InsideSales 57

SBI

MAY 6, 2014

Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. Pipeline Management & Deal Flow. Sales & Marketing Content. Sales Enablement. Territory & Account Planning. Mobile Selling. Power Prospecting.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

SBI

OCTOBER 1, 2014

They’ll all be participating in this year’s Dreamforce 2014 event at the Mosconi Center in San Francisco. Sales managers love ClearSlide for the insight it offers into their team’s activities, and sales people love the automatic activity logging. That’s me with Sassy. Bloomfire ToolSkool. CallidusCloud.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Sales Training Connection

APRIL 11, 2014

Sales Team Turnover. Sales leaders spend a fair amount of time and effort reviewing issues related to the cost of sale. The issues can vary from travel policies and territory designs to compensation structures and bonuses. More attention to sales training and development is a great first step.

Sales Leadership 110

Sales Leadership Compensation Report Pivotal 110

Sales Training Connection

MAY 12, 2014

Senior sales leadership spends a great deal of time thinking about how to improve sales productivity. They invest in sales training . They change compensation systems and territorial designs. Although this idea will probably lead to more over all sales people, each group is spending time on what they do best.

Top of Funnel 112

Top of Funnel Sales Qualified Lead Funnel Inside Sales 112

Customer Centric Selling

SEPTEMBER 9, 2013

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. Revised sales territories.

Training 53

Training Hiring Transportation Territories 53

LeadFuze

DECEMBER 31, 2021

There is also a four-way division which can be grouped by: Geography/ territory. Geography & Territory Structure. The Sales Development Rep is responsible for making initial contact with potential clients through email and phone calls. The AE will meet with the sales manager to go over goals and how they can be met.

Hiring 52

Hiring Lead Rank Scale How To 52

Sales Hacker

JUNE 9, 2020

We went public in 2014. Why don’t you run sales operations?” Finally convinced our CEO to give me a sales territory because I was determined to go do this thing. And he finally relented and gave me a sales territory, made my number, did well. Sam Jacobs : Wow. That’s a long time.

SalesForce 78

SalesForce Video Call-back LinkedIn 78

SBI Growth

NOVEMBER 16, 2013

You are finalizing plans for 2014. Many of the answers to a sales leader’s execution problems are in the market. You spend time with one of your ‘A’ player managers and say “if only everybody executed like that?” No Coaching—If you don’t have sales management coaching and reinforcing the process, execution fails.

Hiring 308

Hiring Call-back Face-to-face Buyer 308

SBI

APRIL 28, 2014

Leslie: CallidusCloud provides organizations with the leading sales and marketing effectiveness cloud software. Nancy: What do you think is the biggest underlying theme or trend for sellers and/or marketers in 2014? Nancy: What would you challenge sellers and/or marketers to think about for 2014? .

Up-Sell 54

Up-Sell Closing Lead Generation Revenue 54

Hubspot Sales

JULY 14, 2020

Between 2014 and 2019, the increase in influencer marketing spend mirrored the decrease in print advertising spend. Dan Tyre , Sales Director, HubSpot. "I I had 35 years of experience in sales, sales management, and executive sales before I started publishing content in 2010.

Influencer 82

Influencer Industry Hiring Social Media 82

Sales Hacker

APRIL 28, 2020

Sam Jacobs: We’re excited to have on the show, Lori Richardson, a really well-known thought leader and speaker in the sales community. Why it’s important to have diversity in sales [15:55]. Sam Jacobs: I do want to ask you about women in sales. The rep was a guy. Do you want to know who’s on it?

Sales Leadership 71

Sales Leadership Hiring Lead Rank Lead Scoring 71