How to perform a sales analysis (step-by-step with methods & metrics)

Close.io

If you want to achieve your sales goals month after month, then guesswork and intuition aren’t your best friends. You need cold hard data, and your sales CRM must capture all necessary information on the deals closed by your reps. Importance and benefits of sales analysis. ?

A Beginner's Guide to Running a Comparative Market Analysis

Hubspot Sales

A home’s current worth can be difficult to pinpoint, and the best and most common way to find out how much a home is actually worth is by running a comparative market analysis. A Comparative Market Analysis (CMA) is an in-depth report on a home’s current value.

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Make More Calls or Better Calls? Sales 101

Adaptive Business Services

Not that long ago I was reading an article on “sales data” that was written by a man who I highly respect … David Brock. As David pointed out … sales has more data points to analyze than ever before. Does their analysis lead to the most effective solutions? Need higher sales?

The Six Skills of Great Sales VPs

Sales Benchmark Index

Not all “A” Player sales reps were meant to be managers. If you’ve been in sales long enough, you’ve seen this mistake unfold. He neglects his skill development and sales initiatives. Frequently, the top manager gets the nod for the VP of Sales.

Five Tips for Transitioning Into a Sales Leadership Role

Sales and Marketing Management

Author: Chris Mason So many of us begin our sales careers as representatives of a company, product, service or all the above. Others opt for the management route, taking on leadership roles and overseeing teams of sales reps. How will a leadership role differ from being a sales rep?

5 Steps to an Effective Sales Strategy

Sales Benchmark Index

The board is not happy with the results of your last strategic sales initiatives. Cost of sales is rising and no revenue lifts to show. In addition, you made sure you built the proper consensus between sales and marketing. Common Signs of Poor Sales Strategy.

10 Sales Proposal Templates to Automate the Closing Process

Hubspot Sales

Sales teams at HubSpot and our customers have used templates from PandaDoc to create proposals, accelerating the way they transact and close deals. Sales Proposal Templates. Sales Proposal Template. Construction Proposal Template. Sales Closing

8 Ways to Integrate Social Media Into Your Sales Strategy

Hubspot Sales

While your marketing team does a great job maintaining your brand’s overall presence on social, implementing social media into your sales strategy can lead to impressive results. And when I say using social media to drive sales, I don’t mean sliding into people’s DM’s asking for the sale.

The Sales Leader's Guide to Performance Management

Hubspot Sales

As a sales leader, your ability to develop and retain your sales reps is important to your company’s bottom line and future success. Employee retention in the sales field continues to be an issue. In 2018, the average sales professional tenure was reported to be 1.5

The step-by-step guide to building an effective sales strategy

Zendesk Sell

In construction, it’s impossible to erect a building if you don’t have one critical document — a blueprint. In this post, we’ll break down what a sales strategy actually is and how you can create your own. What is a sales strategy? Identify sales goals.

Can Your Marketing Team Increase Sales Productivity?

Zoominfo

It’s no secret, sales and marketing teams don’t always work well together. In fact, research shows that 53% of sales professionals are unhappy with the support they get from marketing ( source ). Aligning sales and marketing leads to 38% higher sales win rates.

Increase Sales Forecast Accuracy and Speed Up Your Pipeline

Zoominfo

Are your sales forecasts tied to reality? Is sales forecast accuracy more of a pipedream within your sales organization? Does the speed of your sales pipeline resemble molasses? In fact, less than half of all forecasted sales opportunities actually result in a sales win.

Sales Role Agility

Partners in Excellence

It enables us to build models and constructs. We characterize and categorize sales people–putting the different types into boxes–hunters/farmers, lone wolves, consultative, connectors, challengers, relationship builders, conductors, builders, transactors, and so forth.

7 Things to Look for When Hiring Sales Reps with No Experience

CloserIQ

Hiring candidates for entry-level sales positions can feel like a perilous endeavor. Most candidates lack sales experience, and that tends to make hiring managers nervous. A lack of sales experience doesn’t necessarily mean that the candidate doesn’t have relevant work experience.

Learn How to Increase Sales with These 5 Behavioral Asssessments

Increase Sales

The goal to increase sales is always front and center especially as the year begins to wrap up. Marston’s book, Emotions of Normal People, provided the means for a later industrial psychologist, Walter Clarke, to construct the DISC assessment based upon his theory of DISC.

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7 skills you’ll need to become a sales manager

Close.io

So you want to become a sales manager ? Making the leap from sales practitioner to sales manager doesn’t have as much to do with being a rockstar that boasts the highest close rate on your team—as it’s concerned with your ability to motivate, lead and elevate others to achieve more.

New Managers: Here's How to Build a Sales Process For Your Team

Hubspot Sales

How to Build a Sales Process for a New Team. At the heart of every high-growth predictable revenue machine is a strong sales process. It enables accurate forecasting and lets sales and marketing work together constructively. In each case, sales process is a focal point.

How Sales Can Turn The Tables On The Competition

Pipeliner

Construct their strategic game plan and the priorities that you see them pursuing. What sales tactics do they use? Look for comments on sales. Does it expose sales weaknesses, pricing problems or product reliability issues? Put together a small team of sales and marketing people to act like your competitor — include service people on the team as well. The post How Sales Can Turn The Tables On The Competition appeared first on SalesPOP!

My Favorite Sales Books

Partners in Excellence

Particularly to a group of outstanding people, many of whom are friends–authors of sales books. At this moment, I’m writing “blurbs” for several soon to be published books, by friends, on selling and sales management. Learning Professional Sales Sales Training

14 Sales Presentation Techniques That Will Help You Close More Deals Today

Hubspot Sales

What makes a good sales presentation? Hate the thought of doing sales presentations ? But the best reps have sales presentations down pat, even if it’s not their favorite activity. The best sales reps know that when done right , sales presentations are a high-earning skill.

New hire sales training – an investment worth making

Sales Training Connection

New hire sales training. A short quiz for sales leaders – How much has the buying process changed in your market in the last five years? Question two – Have you taken a serious look at updating your new hire sales training to keep up with the changes? Scenario Analysis.

New hire sales training: it’s important, it’s underemphasized, and it’s different – A STC Classic

Sales Training Connection

A short quiz for sales leaders – How much has the buying process changed in your market in the last five years? Question two – Have you taken a serious look at updating your new hire sales training to keep up with the changes? Scenario Analysis. Use of Sales Simulations.

The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How

Pointclear

I challenged marketing and sales leadership involved in 2016 planning to pause and consider conducting the assessment before making any decisions for next year. Step 3 – Data Analysis. Marketing & Sales Alignment

Sales Manager Clean Slate Checklist for the New Year

Braveheart Sales

One filled with hope and promise – a clean slate – and, yes, new sales goals. Here is a quick checklist for sales managers to make sure you have everyone focused correctly. Each individual salesperson must know what’s expected of them regarding sales. It’s a new year!

8 Great Sales Enablement Systems

Pipeliner

Having the right people at the helm and in every support position on your sales team leads to great wins. In addition to basic HR items, members of the sales team need to be trained on company products and services, sales processes, as well as marketing and sales tools to name a few. In addition to initial training, ongoing weekly coaching and mentoring is critical to ensuring long-term sales success. System Three: Sales/Buying Process.

Why Business Acumen is Key to Sales Success (And How to Get It)

Hubspot Sales

What sets sales leaders apart from everyday reps? In today’s hyper-connected world, the “lone-gunslinger” model of sales is no longer effective. Share this analysis with your sales manager and impress them with your proactive approach. Network Beyond the Sales Department.

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Sales Analytics: 10 Types of Sales Data Growing Sales Teams Need to Track

Chorus.ai

For sales leaders, data isn’t everything. Having too little data makes optimizing your sales team’s performance deeply inefficient. Use them to form the basis of a powerful sales analytics program. They’ll allow your growing sales team to thrive without burying them in numbers.

When Business Is Slow, It's Time to Work on These 13 Things

Hubspot Sales

However, that tendency in startups can lead to burned-out sales reps and a business ill-prepared to scale. There are times when business is slow for a sales department. Your sales department can be experiencing slow business for a variety of reasons. Pipeline Sales Metrics.

Analysing the impact of the ‘Amazon Effect’ on B2B Sales

Artesian Solutions

The Consumerisation of B2B: Analysing the impact of the ‘Amazon Effect’ on B2B Sales. Whilst in days gone by the B2B purchasing process was limited to in-person sales interactions, today more and more business buyers are growing to expect consumer-like experiences. Perfecting Post Sale.

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Sales Automation: Friend or Foe?

DialSource

It’s no secret that sales automation can increase productivity, cutting 8-12% of production costs and increasing sales by 10-30%. It’s simply not possible to automate every aspect of sales, but that doesn’t mean you shouldn’t automate anything at all.

Can Your Team Become Challenger Types?

Braveheart Sales

Ever since CEB (now Gartner) published The Challenger Sale in 2011, the book has attracted much publicity. Constructing Tension. The disconnect is that the Challenger sale is not a process at all. Through the help of OMG’s research and analysis on over 1.6

Website Activity: The Tools and Tactics to Track It

Hubspot Sales

In this case, your product and sales efforts are your experiment, your website is your tri-fold board, and you have the option to keep a pulse on where to improve both by tracking your website activity. It also contains resources for comprehensive web activity analysis.

Gartner Sales & Marketing Conference Recap

LeveragePoint

Last week I attended Gartner’s Sales & Marketing Conference where I joined leaders in sales, marketing, and sales enablement to discuss latest trends, Gartner research, and the future of these functions. If they don’t work, bring in the sales engineers!

How to Setup a Commission Plan in Six Steps

Xactly

Motivating your sales reps is one of the key factors of sales success. In most sales organizations, the sales commission plan is the best way to do this. Your sales commission plan is a portion of your sales compensation plan. Optimize Your Sales Plan.

Hiring Best Practice: Test Before You Offer

Sales Benchmark Index

Some sales candidates look great during the hiring process. HR has worked hard to find capable talent, and Sales has committed time and money to ramp the new hire. If you’re a Sales or HR leader, this may be happening all too often. Sales can learn a lesson here.

Can Your Team Become Challenger Types?

Women Sales Pros

Ever since CEB/Gartner published The Challenger Sale in 2011, the book has attracted much publicity. The book also presents the concept of Challengers building “constructive tension” using three elements: Teach – Offers unique perspective and maintains two-way communication.

Creating the Right Agenda for Data-Backed Quarterly Business Reviews

Openview

Many organizations have adopted the practice of hosting Quarterly Business Reviews (QBRs) with each of their sales professionals to review what happened the previous quarter and to, perhaps more importantly, look ahead to future quarters. Introduction and Pipeline Review (Sales Leader).

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Warning: Your Lack of Data Insight is Killing Your Career

Sales Benchmark Index

Your credibility, value and career in Sales Ops hinges on your use of data. Below, I offer the Sales Ops Analytics Guide to help. Let’s take a hypothetic scenario involving two Sales Operations analysts. Big Brain Bill supports eastern US sales.

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New Hire Training for Salespeople: The Ultimate Guide

Hubspot Sales

So how do you maximize the investment you’re making in sales new hires? But the payoff is salespeople who understand your business, your customer, and your sales methodology -- a wicked combination that leads to bigger returns, faster. Onboarding Checklist for Sales New Hires.

Weekly Roundup – October 23, 2019

CloserIQ

We’ve compiled some of our favorite reads to help you advance in your sales career and build top sales teams. 9 Qualities of a Modern Sales Leader. Successful sales leaders are competitive, energetic, driven, passionate, communicative, inspiring, etc.