2015 Sales Jumpstart Series: Building a Bridge towards Revenue Growth

Bernadette McClelland

2015 Sales Jumpstart Series: Building a Bridge towards Revenue Growth So the New Year begins, sales kick-offs are underway, everyone is refreshed and ready for a full year ahead. Ground plans have been sorted, territories allocated, budgets have been set. […].

Benefits of Territory Mapping Software


Let’s cut to the chase–if you’re not using data to drive your sales territory mapping, your territories might be hurting your sales performance more than they are helping it. Sales territory mapping software offers more benefits than sales managers may realize.

Sales Data Or Insight Driven?

The Pipeline

One example is territory optimization, and not just in the traditional sense, but by matching types of buyers with types of sellers. By Tibor Shanto – tibor.shanto@sellbetter.ca . The other day I go a resume that had a familiar phrase in it, “John Smith – A Data Driven Sales Professional.

Data 310

Are you Open Ended Questions Leading to Closed Ended Results? – Sales eXecution 316

The Pipeline

But having enough knowledge, confidence and curiosity to help your buyer navigate uncharted territories to get to their objectives. By Tibor Shanto – tibor.shanto@sellbetter.ca . Often the best sales books are not about sales or by sales experts.

7 Must-Have Automated Documents for Sales Success

source, territory, or industry vertical—to make quick. If your organization utilizes different account planning strategies based on rep role, territory, deal size, or some other parameters, you may need multiple, purpose-built templates. 2015.) The 7 must-have automated.

What to do With a Nice Rep Who Just Can’t Sell?

Steven Rosen

Yet, they have little impact on their customers or the performance of their territory. I love sales managers. They are great people who are dedicated to helping salespeople succeed and drive sales performance/sales in organizations.

ACT 313

Announcing Our 3rd Annual Guide to the Best Sales Acceleration Tools #TopSalesTools

Smart Selling Tools

Territory Management & Quota. Now is the time to take action and it just got a whole lot easier with the Top Sales Tools of 2015 Guide. If you’re seeking smart tools to drive sales performance, I’ve got great news for you.

Tools 138

Finding the Right Sales Performance Management Vendor


The 2015 SPM Vendor Guide is an informative resource offering detailed information around technology vendors in the space and helps organizations understand and evaluate what options they have to improve efficiencies. Territory and Quota Management.

Teach Them How To Answer

The Pipeline

It is when you can get them to think outside their self-imposed limits, and they begin to think things through and often out loud, that you can understand why they are stuck on the current state, and what you need to do to move them into unchartered territory for them, to the future state.

How To 287

7 responsibilities sales managers must own

Sales and Marketing Management

If you want to thrive in this new era of sales, it is now up to you as a sales manager to view territories, customers and products as if assessing a financial portfolio that you are responsible for investing. Issue Date: 2015-03-16. Author: Tom Searcy.

Predictions to Results

The Pipeline

This will impact reps’ individual plans for their territories and accounts, as well as their execution. By Tibor Shanto – tibor.shanto@sellbetter.ca . “I may make you feel but I can’t make you think” (Gerald Bostock IA).

Sales Eagles Sore! Turkeys Get Consumed.

Steven Rosen

If you are chasing your 2015 sales numbers you need to return from this holiday weekend highly energetic, focused and ready to sprint to the finish line. By taking the time to do a SWOT analysis you can take an objective look at your territory/region.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]


This is the question I posed: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months.

To Manage Sales You Must Manage Sales Leads


It wastes 75-90% of the marketing budget, contributes to sales territory turnover, and makes pipeline management an oxymoron. They are too far out of my territory. “Why,” I was asked, “must you manage sales leads in order to manage sales?

Leads 254

The Year in Review: Top Posts of 2015

The Brooks Group

2015 was a big year for The Brooks Group, and we’re going to brag a little. Top 7 Articles of 2015 . The Sales Territory Planning Workshop coaches salespeople on the best strategies for developing sales plans that they can implement, track, and measure for success.

"New Sales. Simplified." A Must-Read!


Several weeks ago I sat in on the 2015 Virtual Sales Kickoff hosted by S. A while back we dealt with a sales rep whose territory was Warner Robins Air Force base. Anthony Iannarino and Jeb Blount.

The sales rep said, “I never got a lead yet that turned into a sale.”


Everybody wanted to get out, hit the lobby bar and trade stories about high prices, the lack of new products, how their new quotas were too high and their territories too small. She had a big territory, but there were small cities, far apart and with fewer buyers.

Leads 247

Key Sales Management Actions to Prepare for 2015

Fill the Funnel

If you lead a sales team or are in a senior level role at your company, you are probably actively engaged in the planning process to ensure you have a successful 2015. Original article: Key Sales Management Actions to Prepare for 2015 ©2014 Fill the Funnel.

Sales Lead Management Leads to a Lower Cost of Sales


Quota attainment leads to better territory management and a lower turn-over in the sales ranks. “Cost of sales is determined by a lot of things,” Jake said, “But lead management isn’t one of them.” And with that the sales manager slapped the table with his hand to emphasize his words.

Sales Performance Management: Not Your Parent’s Compensation Calculator


There are a number of key aspects that are evolving in the SPM world, making operations and processes more efficient: Stand-alone Territory & Quota Management Modules are now being incorporated into systems.

Sales Tips: How to Setup Your 2015 for Success

Customer Centric Selling

Sales Tips: How to Setup Your 2015 for Success. Still, other than those opportunities you bring with you, where will your 2015 business come from? The time to begin developing your Territory Sales Plan is now ! Personal Income Requirement - what do you want to make in 2015?

Sales managers and the story of the “super salesperson syndrome”

Sales Training Connection

This is particularly frequent and easy to execute when our S 3 sales manager is a recently promoted sales rep from the same territory. 2015 Sales Momentum, LLC. Sales Manager. How can we diagnose someone with “super salesperson syndrome”(S3)?

IsThis Common Sales Training Presumption Your Increase Sales Barrier?

Increase Sales

One of my sales coaching clients just shared he and his team secured one of the largest accounts for his territory because of The Results Tool™.

3 Sales Myths You Don’t Want to Fall For

Smart Selling Tools

The outcomes of the meetings are what matters and whether they’re meeting with the right people at the right time to maximize the revenue from their territory. Sales has institutionalized many tenets since the time it became an organized profession in the late 1800’s.

Quota 138

3 Reasons Why Thinking-Outside-the-Box is Harmful to Sales Productivity

Smart Selling Tools

You can over-complicate matters and end up with under-performing reps or territories. Think outside the box. Outmaneuver and outsmart. Outfox and outwit. In our zeal to out -shine the competition there’s a lot of pressure to outdo yourself.

Five Keys to Accelerated Lead to Money


Territory and Quota Solutions. As someone that works in the world of Marketing, I have seen first hand that marketing and sales working together can sometimes be like trying to mix oil and water.

Leads 70

Nancy’s Sales App of the Week: @CallidusCloud #CALDC3

Smart Selling Tools

It can route the leads based on territories and pipelines to ensure optimized distribution. CallidusCloud helps you optimize productivity and performance across your entire sales organization from lead, to revenue and that’s why we’ve name it one of our Top Sales Tools of 2015.

Smart Selling Visions: Up-Close with Top Revenue Leader K.V. Rao, CEO of @AvisoInc

Smart Selling Tools

Incentive compensation and territory assignment plans are becoming more sophisticated to take into account this longer term view of the account. This post is part of a series of Executive Interviews of top sales and marketing solutions company executives.

10 Reasons Why Inside Sales Will Displace Field Sales Teams by 2015


When you step out in the year 2015, and the landscape may look quite different. 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. Josiane Feigon is President of TeleSmart Communications and author of the business bestseller, Smart Selling on the Phone and Online. To read an excerpt from her latest book, Smart Sales Manager , click here.

YOU Are the CEO!

A Sales Guy

You see, unlike most other types of jobs, in sales we have a LOT of autonomy and therefore in essence we ARE the CEO of our sales territory. YOU Are the CEO. Hey CEO?! Yea you! Yes, I said CEO, What? You’re not the CEO? Ahh, you might want to check again.

Hire High Performance Sales Teams # 2

Your Sales Management Guru

Experience in opening new territories. He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. Hiring High Performance Sales Teams. Follow this formula to hire sales superstars.

Sales managers – it’s time to assess your performance and adapt!

Sales Training Connection

Sales managers are starting the new year setting sales goals and reviewing their territories for opportunities. 2015 Sales Momentum, LLC. Sales managers. A few years ago we published a blog on the importance of sales managers assessing their prior year’s performance and incorporating the results of that self-assessment into their plans for the new year.

Delivering On Your Sales Promises


Holistically, you need to look across the breadth of sales performance management to identify the areas that are working or not working (including talent acquisition, development, the sales process, territory and quota, and comp plan design and administration).

Smart Selling Tools: Value Selling & ROI Tools Key Characteristic for Innovative Organizations

The ROI Guy

Value Selling & ROI Tools were in use at 42% of surveyed firms, and more had deployed these tools than sales contract management, territory and account planning, performance and compensation management, eSigning and gamification.

Tools 89

Four Ways Talent Management Can Help Your Organization


Forrester Research has published a great report that provides details on how HCM solutions , especially talent management applications, are paving the way for higher employee engagement and performance in 2015. Talent management applications are on the rise!

Sales People Build Your Personal Brand And Thought Leadership!

Partners in Excellence

I’ve wondered why a sales person with a Small and Medium Business Territory in St. The objection is really based on having sales people focus their time and efforts on their own customers, markets and territories.

Getting Things Done Though Our People

Partners in Excellence

In virtually every case, what separated you from everyone else was the ability to get things done and produce results in your territory.

Attention To Detail Or Micromanagement?

Partners in Excellence

That they are developing and executing high impact call plans, developing territory and account plans to maximize growth and share, that people are prospecting as effectively as possible.

Sales Manager Or Sales Person?

Partners in Excellence

Or there’s the variation of that, the sales manager who knows more about the deal and the territory, sitting behind a desk, than the sales person who’s actually out in the territory meeting with customers. Managing a territory is a full time job.

Sales Tips: Making Sense Of Vague Advice

Customer Centric Selling

I’ll never forget the advice he shared after assigning my quota and territory: Call high, stay high and don’t lead with product. The first few months I made terrible calls on business owners in my territory. Sales Tips: Making Sense of Vague Advice.