The Brooks Group

DECEMBER 28, 2015

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. Top 20 Sales Training Company, Training Industry.

Journal 40

Journal Territories Groups Coaching 40

Sales and Marketing Management

MARCH 16, 2015

Issue Date: 2015-03-16. 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. Author: Tom Searcy.

Sales Management 120

Sales Management Territories Up-Sell Sales 120

Pointclear

OCTOBER 20, 2016

At the start of 2016, we were brought in to support a group of sales reps who did not make their numbers in 2015. To date in 2016, these same territory reps have exceeded their numbers. Snatching support away from these territories will cause what I call a ‘bubble in the funnel.’ Their “reward”? No more support in 2017.

Top of Funnel 100

Top of Funnel Funnel Account Based Marketing Sales Qualified Lead 100

Mindtickle

AUGUST 28, 2023

Mobile-ready A mobile-friendly delivery of content and training for reps to complete as they commute across their territories. Ensure this platform supports offline browsing so that reps can access training and content even in remote areas or while commuting across their territory.

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

The Pipeline

SEPTEMBER 15, 2014

As a sales person, your territory is “your business”, and when you look at successful business people, one of the things executives do well is delegate. There could be a question of priorities and changing objectives; a host of factors that could make someone ready now that may have hesitated in February or March. What’s in Your Pipeline?

Outsourcing Services 306

Outsourcing Services Closing Hiring Social Selling 306

Score More Sales

DECEMBER 29, 2014

If you can reward your reps for clean, updated territory lists, that can go a long way. What can you put in place in 2015 to help sales reps be more effective in starting with the best data possible? This is not so much a clean data issue but is so critical in moving your sales opportunities forward that it needs to be mentioned.

Data 193

Data Policies Ideal Customer Profile Guidelines 193

Hubspot Sales

NOVEMBER 3, 2017

unless you find one that’s not in your territory. Editor's note: This post was originally published in August 2015 and has been updated for comprehensiveness and maximum auditory awesome. Enter Green Day. 16) “Welcome to the Jungle” -- Guns N’ Roses. Growth is a team sport, but prospecting isn’t. Like these songs?

Motivation 145

Motivation Energy Sports Territories 145

Hubspot Sales

OCTOBER 5, 2020

Timing — He says, "Only a very small percentage of your territory is in an active buying cycle and looking for your product. Editor's note: This post was originally published in September 2015 and has been updated for comprehensiveness and accuracy. Be mindful of what your actions and effort can do for you long term.

Hubspot 135

Hubspot Intent How To Buying Cycle 135

OpenSymmetry

JULY 15, 2015

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. Similar to last year edition, the 2015 Vendor Guide expands into the following areas: Business Intelligence.

Vendor 40

Vendor Territories Compensation SalesForce 40

Steven Rosen

JANUARY 22, 2018

CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate. Other areas can include product knowledge, territory management, and key behavioral competencies. Time in field: 17% increase in performance. Coaching improves sales rep engagement. Coaching Day Planner and Tracker.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

Steven Rosen

JANUARY 22, 2018

CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate. Other areas can include product knowledge, territory management, and key behavioral competencies. Time in field: 17% increase in performance. Coaching improves sales rep engagement. Coaching Day Planner and Tracker.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

Steven Rosen

AUGUST 22, 2016

As compared to the 2015 survey, there was a significant drop in the support for new sales managers making the transition. They want to get up to speed about their reps territories. What we saw in 2016 was that: Only 32% of organizations had training to support the transition from sales rep to sales manager. Asking questions like…….

Sales Management 120

Sales Management Promotion Sports Territories 120

Steven Rosen

NOVEMBER 23, 2015

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. Most of your customers will shut down in less than 4 weeks.

Consumer 120

Consumer Analysis Territories Account 120

Your Sales Management Guru

SEPTEMBER 29, 2014

and as the discussion of “territory development” evolved several of the salespeople simply didn’t feel it was their responsibility to prospect because of the futility of cold calling/phone calling and event marketing. Are you territory based or open territories? What is your sales process? Care to share?

Prospecting 92

Prospecting Lead Rank Lead Scoring Real Estate 92

SBI

MAY 11, 2015

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. That’s it for this week’s ToolSkool.

Hiring 50

Hiring Territories Compensation Distribution 50

OpenSymmetry

MAY 23, 2016

While, incentive compensation administration is still a main piece, the broader SPM technology concept is expanding more holistically to include other key aspects which directly impacts how a sales team might perform, including talent development, sales enablement, and territory and quota management. Steps to Success.

Territories 40

Territories Vendor Incentives Incentive 40

Bernadette McClelland

JANUARY 11, 2017

As sales leaders you need to be able to ‘defend’ your territory even at times when there is no reason to fight, or if you want to buy time or slow down a process, or if there is no opportunity to proceed the sale at this point in time: Develop – how do you put yourself in a favorable position for future opportunities?

Strategy 150

Strategy How To Competition Energy 150

SBI

MAY 7, 2015

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. Predictive Sales Analytics. Value Selling & RO. Social Selling. Prospecting & Sales Intelligence. Pipeline Management & Deal Flow. Contract Management & eSignatures.

Tools 50

Tools Territories Compensation Inside Sales 50

DiscoverOrg Sales

JUNE 14, 2017

In the fall of 2015, the young sales rep was burned out, disheartened, failing to meet his quota, and on the verge of losing his job. As DiscoverOrg found itself in uncharted territory, learning a new tech stack with a newly divided sales team, AJ also found himself in a new landscape – with new opportunity. “As

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

Pointclear

MARCH 17, 2015

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. Simplified.: The Essential Handbook for Prospecting and New Business Development. I have a perfect example from my own experience.

Handbook 100

Handbook Face-to-face Outbound Inbound 100

Pointclear

SEPTEMBER 24, 2015

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.

Account Based Marketing 100

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Lead 100

Sales Hacker

FEBRUARY 8, 2019

employees reported working remotely all or some of the time in 2017, compared to just 23 percent in 2015 and 19 percent in 2003 , per the Bureau of Labor Statistics. For remote sales reps, it’s imperative to drill crystal clear understanding of territory assignment, outreach protocol, and targeting and follow-up processes.

Customer Service 64

Customer Service Lead Rank Lead Scoring Guidelines 64

Sales Training Connection

FEBRUARY 2, 2015

Sales managers are starting the new year setting sales goals and reviewing their territories for opportunities. ©2015 Sales Momentum, LLC. Consider this …. While these activities are definitely necessary, top performing sales managers have shared with us an additional good idea for getting a great kick-start to the new year.

Sales Management 50

Sales Management Construction Sales Leadership Territories 50

Sales Hacker

NOVEMBER 4, 2020

When I landed in Dublin in 2015, I was a bright-eyed, bushy-tailed 26-year-old who had severely under-estimated and oversimplified the work in front of me. When launching in a new country or territory, do a tremendous amount of customer research, and go into it with an open mind. I’ll leave that for another post.

Hiring 99

Hiring Scale Ideal Customer Profile Lead Rank 99

Sales Training Connection

APRIL 27, 2015

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. In order to make sure they get what they think is the desired amount of selling time, they will retain a limited number of personal accounts.

Sales Management 50

Sales Management Sales Coaching Coaching ACT 50

Tony Hughes

MARCH 4, 2018

It's unclear if ERP firms even understand ERP and it's 2015. For sales, there needs to be an acknowledgement that there are different types of sellers – inside salespeople, key account managers, territory salespeople, and other specialties that have unique skill sets. Again, the case for 100% decision and buying cycle complete.

Hiring 68

Hiring Top of Funnel Lead Rank Lead Scoring 68

Sales Training Connection

MARCH 9, 2016

This notion was reinforced by a December 2015 research report released by McKinsey & Co on the digital revolution involving 150 companies from around the world. That challenge is made more difficult because customer demands about what they buy, how they buy, and what they are willing to pay for it are changing in new dynamic ways.

Hiring 50

Hiring Training Territories Compensation 50

Your Sales Management Guru

AUGUST 10, 2016

But before I detail their actions, the three things they did not do were: Add more VAR’s into territories creating too much competition. 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. Do I have your attention YET?

Channels 40

Channels Lead Rank Lead Scoring Strategy 40

OpenSymmetry

JULY 20, 2015

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). Click here to view the recording.

SalesForce 40

SalesForce Webinar Metrics Scale Quota 40

Pointclear

JULY 26, 2012

Click to start video at this point — In response to a question about how the demand waterfall addresses different target tiers like enterprise and named accounts, Tony comments, “What’s the role of marketing going to be vis-à-vis a global account vs. a territory account vs. an SMB account, and for your channel?

Lead Rank 145

Lead Rank Video Inbound Lead Scoring 145

OpenSymmetry

FEBRUARY 22, 2015

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. Trust me, if you have the opportunity to read the entire report , it is definitely worth it.

Scale 40

Scale Compensation Report Twitter 40

LeadIQ

APRIL 24, 2018

My connection to organ and tissue transplantation began in September of 2015. By virtue of transplant donation taking place after a death occurs, it naturally comes with the territory that you will witness the scope of human suffering firsthand. All stats provided by Donate Life America. My wife and I had recently moved from St.

Face-to-face 75

Face-to-face Call-back Software Software 75

Crunchbase

MARCH 1, 2023

In 2015, she founded a community called Women Sales Pros that supports all of the B2B women in sales groups, events and resources. Richardson spent 16 years in B2B sales and launched sales consultancy Score More Sales, which helps company leaders evaluate their existing sales team and hire in stronger sellers by analyzing data.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

Your Sales Management Guru

SEPTEMBER 1, 2015

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. Because you need to focus on key responsibility areas that drive success. Bright, articulate. Regional sales experience. Specific industry expertise.

Hiring 40

Hiring Ideal Customer Profile Scale Analysis 40

Hubspot Sales

MARCH 25, 2019

Suddenly, the PFX sales team went from four to zero reps, despite having just doubled its territory beyond the New England region for the first time in the company's history. The PFX team in one of the company's warehouses in 2015. I thought it best for the business that we go cold turkey.". He let them go. Growing Pains.

Incentives 89

Incentives Incentive Motivation Company 89

Hubspot Sales

JANUARY 3, 2018

According to Docurated’s State of Sales Productivity 2015 , salespeople spend roughly one-third of their day creating content. Without a sales playbook, your reps are forced to learn this information ad hoc -- usually by shadowing other reps, who may be making mistakes. Second, a playbook frees up time for selling.

Ideal Customer Profile 121

Ideal Customer Profile Buyer Persona Guidelines Lead Rank 121

OpenSymmetry

FEBRUARY 26, 2015

Interested in learning about this topic or getting a Gartner’s 2015 Magic Quadrant readout? How can organizations use technology to their advantage, reduce the pain in their every day operations, and really be set up for success, no matter what that definition of success might be? Success is: being best in class.

Hiring 40

Hiring Incentives Incentive Sales Talent 40