Act!

APRIL 16, 2024

That said, developing and managing successful remote teams comes with several challenges and resolving them before setting up virtual sales teams is critical for success. In this article, we’ll discuss some of the main challenges in running remote sales teams and strategies for effectively handling them.

Strategy 52

Strategy Hiring Top of Funnel Face-to-face 52

Sales and Marketing Management

JULY 26, 2017

With those numbers in mind, if you are a sales manager, HR director, marketing manager or other executive charged with increasing employee engagement or driving customer loyalty, what tools do you think make sense to use as your starting point? Not your father’s incentive program. “We is Engage People Inc. ,

Incentives 209

Incentives Incentive Retail Loyalty 209

SBI

FEBRUARY 23, 2020

Nancy Nardin, Smart Selling Tools. Resources All Awards & Recognition Blog Article Brief eBook ebooks & Guides Funding & Acquisitions Industry News Interview Report Video Video Reviews Webinars. Blog Article. Sales Enablement. Sales Enablement. Where Do Great Sales Enablement Leaders Come From?

Video 128

Video Webinar Metrics Face-to-face eBook 128

Sales Hacker

AUGUST 20, 2020

If you’re managing a remote team, now is not the time to sell your sales contests short. Why Sales Contests? Sales contests are a tried-and-true tool in most sales managers’ arsenals and for good reason. So, let’s get into how you can put together the perfect remote sales contest. Get Buy-In.

Incentives 103

Incentives Incentive Competition Distribution 103

Understanding the Sales Force

JULY 22, 2014

Understanding the Sales Force by Dave Kurlan The Harvard Business Review finally published a relevant article that I agreed with! Much too frequently, their articles on selling are written by out-of-touch researchers with little field experience and lots of theories. References verify that information.

Hiring 236

Hiring Decision Maker Construction Incentives 236

The Spiff Blog

APRIL 27, 2023

In this article we plan to resurface a few well-known, but often overlooked, principles of compensation and motivation that can boost you and your team during these tough times. Though we won’t go as far as comparing sales management to dog training, it’s an easy analogy that illustrates the same idea.

Motivation 75

Motivation Hiring Compensation Incentives 75

Partners in Excellence

JULY 30, 2012

The other day I wrote about the “Almost Perfect Sales Management Article.” ” That post stimulated a flurry of questions about a Sales Management Standard Operating Process/System. There are a few key building blocks to the Sales Management/Leadership Process.

Sales Management 86

Sales Management Hiring Top of Funnel Territories 86

Nutshell

MARCH 19, 2024

This article puts the spotlight on what sales productivity means, why it’s crucial, and strategies you can employ to take your team’s productivity from 0 to 100 fast. Table of Contents What is sales productivity? Why is sales productivity important? DOWNLOAD Ready to become a better sales leader? Download it today!

How To 71

How To Sales Qualified Lead CRM Face-to-face 71

Sales Hacker

OCTOBER 9, 2019

Sales is the most important function with any company, and the sales manager plays a critical role within it. That said… The importance of your sales manager cannot be understated. The sales force drives the company’s revenue and it’s the sales manager’s job to drive the sales force.

Promotion 68

Promotion Sales Management Sales Leadership Hiring 68

Crunchbase

JUNE 28, 2021

This article is part of the Crunchbase Community Contributor Series. Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc. . Empower your sales teams with the right tools. Image Source.

Webinar Metrics 111

Webinar Metrics Training Strategy Software 111

PandaDoc

OCTOBER 30, 2023

It’s one reason that interoffice sales games have become a go-to strategy in most major organizations. In this article, we’ll take a closer look at sales gamification, why it works, and what you can do to gamify your sales process and increase your revenue. Let’s jump in!

Sales Process 52

Sales Process Incentives Incentive Hiring 52

The Spiff Blog

OCTOBER 6, 2022

That’s all it takes for a sales rep to jump ship and take their skills elsewhere. This article will show you how the right commission plan execution can retain your employees, reduce customer churn and increase trust between internal teams. . Prioritize a positive sales culture. One wrong commission payment.

Commission 75

Commission Compensation Churn Incentives 75

BrainShark

JUNE 28, 2023

The Center for Sales Strategy found that CEOs can help their sales team bring in more revenue by implementing coaching. You’ll find the do’s, do nots, customer examples, and actionable tools and templates for implementing and improving sales coaching in this guide. Problems with sales coaching aka what NOT to do 1.

Sales Coaching 62

Sales Coaching Coaching Scale Hiring 62

Showpad

MARCH 3, 2020

Sales reps need support to drive growth and increase likelihood of success, whether they’re going through initial onboarding, working through the buyer’s journey or collaborating with marketing. We’ll get into unique responsibilities of each later in this article. Sales Enablement Roles and Responsibilities.

Sales Operations 100

Sales Operations Sales Enablement Hiring Compensation 100

Janek Performance Group

OCTOBER 5, 2022

At least, that’s how the sales leader envisioned it when they created this month’s sales contest. Most sales contests are created with the best intentions, but many slowly lose momentum and are quietly shelved without much fanfare. Sales contests are a great tool. Why Run a Sales Contest.

Promotion 62

Promotion Incentives Incentive Motivation 62

Sales Hacker

OCTOBER 7, 2022

Controversial panel titles included “Making the Case for 100% Base Salary in Sales” and “ Comp Plan Documents Released in the First Month of the Fiscal Year?”. Two truths remain unchanged: Comp is just one tool for motivating salespeople , and upstream planning is still key.

Compensation 76

Compensation Conference Trends Incentives 76

Sales Hacker

JULY 17, 2019

Now, look at his advice: To become a sales manager, you essentially need to become an extension of your HR team — something every employee can do to make a positive impact on the organization. Of course, I also wanted feedback from industry veterans — the folks who are training & coaching sales management teams around the globe.

Promotion 79

Promotion Sales Management Hiring Lead Rank 79

Hubspot Sales

JULY 25, 2023

Table of Contents How Sales Teams Use AI Creative Ways for Your Teams to Use AI Tips for Implementing AI How Sales Teams Use AI To understand AI’s impact on sales, we asked more than 600 sales professionals how they use AI in their work. 85% of sales professionals say that AI makes their prospecting more effective.

Top of Funnel 82

Top of Funnel Forecasting Sales Qualified Lead Lead Rank 82

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. Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ''A'' players on the team.

Sales Management 49

Sales Management Face-to-face Decision Maker Travel 49

Gong.io

JULY 11, 2022

But aside from the obvious environmental difference, there’s a lot more that separates inside from outside sales teams, and that’s what we’re going to explore here. In this article, you’ll learn everything you need to know about inside sales, from team structures and salaries right through to inside sales processes and models.

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

Sales and Marketing Management

NOVEMBER 5, 2018

Author: Tim Houihan A single-page article in print is rarely enough for me to the get the message across, so this online extra helps fill in the blanks. Q: Why not use quota as a bar to require reps to pass before they’re eligible to earn in the incentive program? Q: Why should I, as the sales manager, have a goal?

Incentives 201

Incentives Incentive Quota Territories 201

Allego

AUGUST 7, 2019

This article originally appeared on hbr.org. Cespedes is a senior lecturer at Harvard Business School and author of “Aligning Strategy and Sales.” ” Christopher Wallace is the founder of Incite Sales and a managing director for GrowthPlay, a sales effectiveness firm. Authors: Frank V.

Hiring 59

Hiring Incentives Incentive Commission 59

Hubspot Sales

MAY 9, 2022

Even the most seasoned, effective salespeople can struggle when hashing out how to lead a sales team. Taking the reins doesn't come naturally to everyone, and even born leaders might need a little guidance when transitioning into a sales management role. Let's dive in. Be thorough and thoughtful when hiring.

Lead Rank 100

Lead Rank Sales Qualified Lead Lead Scoring Leads 100

Sales and Marketing Management

JANUARY 27, 2019

Author: Brad Wilsted Note: This is part 3 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. Hire the right sales managers. Establish a Company Way for sales management.

Sales Management 166

Sales Management Hiring Compensation Incentives 166

Anthony Cole Training

MAY 3, 2010

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Hiring 120

Hiring Ideal Customer Profile Motivation Webinar Metrics 120

Highspot

OCTOBER 30, 2023

In this article, we help you navigate the intricacies of sales performance metrics, guiding you on which ones are pivotal and how best to measure them. What Is Sales Performance? Sales Performance vs. Sales Metrics Why Analyze Your Sales Performance? However, this journey isn’t without its pitfalls.

Lead Rank 59

Lead Rank Lead Scoring Churn Top of Funnel 59

OpenSymmetry

NOVEMBER 22, 2016

How likely is your sales incentive plan going to be dead on arrival, riddled with holes caused by requests for changes and exceptions? At least three months prior to the new year, finance teams slave over intricate details and policies for sales incentive plans to make for a smoother payroll cycle next year.

Compensation 40

Compensation Hiring Incentives Incentive 40

PandaDoc

NOVEMBER 15, 2021

Take advantage of a number of sales competitions and incentives. However, make sure you don’t repeat the same sales contests — not only will the same people keep winning (causing everyone else to give up ultimately), but you’ll also turn the winners into natural targets. A competent manager strives to achieve this.

Hiring 52

Hiring Scale How To Incentives 52

The Spiff Blog

OCTOBER 28, 2022

Unattainable or irrelevant goals: In sales, reps live and die by their quotas. Yet, quota setting is one of the areas that comes most difficult to sales managers. In fact, 61% of sales managers cite quota setting as their biggest challenge ( source ). This poses a huge issue in sales departments.

Commission 78

Commission Lead Rank Lead Scoring Hiring 78

Sales Hacker

APRIL 19, 2022

In this article, I’ll outline the principles of compensation design , how to build sales compensation plans , and include resources to set OTEs and quotas that keep your reps happy and hungry for more. Why Sales Comp Planning is Key to Rep Retention. QuotaPath built this free tool, the Quota:OTE Ratio Calculator to help.

Compensation 86

Compensation Retention Hiring Commission 86

Partners in Excellence

OCTOBER 27, 2014

But every time I read these articles and start discussing the big issues for the coming year, I get this overwhelming sense of “Deja Vu All Over Again.” While there’s some variance, I tend to see the following: Sales Training. Sales Process/Methodology. Systems/Processes/Tools. Sales Automation/Tools.

Fashion 89

Fashion Face-to-face Analytics Social Media 89

The Brooks Group

JULY 24, 2017

LinkedIn is a powerful tool for salespeople, and the social platform is a natural fit for anyone hoping to generate sales leads. Advise your sales reps to monitor their current leads or opportunities on LinkedIn to keep up to date on any business changes or other relevant information. How to Get Salespeople to Use CRM Tools.

Lead Generation 56

Lead Generation LinkedIn Sales Qualified Lead Lead Rank 56

Hubspot Sales

MAY 19, 2018

If you’re selling to a large company with many sections, directors, and managers, look for the sections related to your product. For example, if you’re selling a sales-related product -- like a sales management platform -- you should contact a sales manager or director. Here’s how.

Prospecting 108

Prospecting Decision Maker Sales Qualified Lead Social Media 108

Anthony Cole Training

MARCH 19, 2010

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Hiring 136

Hiring Ideal Customer Profile Motivation Webinar Metrics 136

Sales Hacker

APRIL 1, 2021

McKinsey notes that B2B decision-makers are pushing to e-commerce and e-commerce-like sales cycles, and up to 80% prefer either digital self-service tools or to contact teams remotely. As they move further down your sales funnel and process, these preferences grow.

Outsourcing Services 67

Outsourcing Services Company Scale Transportation 67

Janek Performance Group

FEBRUARY 7, 2023

There needs to be more than technological innovation to ensure sales success. This article explores the challenges of selling disruptive solutions and how sales leaders can improve their results, even in an economic slowdown. Poor management: Sales teams require strong leadership and effective management.

Decision Maker 62

Decision Maker Scale Lead Rank Transportation 62

SBI

APRIL 24, 2012

I soaked in the information presented at the breakout sessions that covered relevant topics such as, how to lead a Gen Y team and drive results, effective on-boarding, compensation and incentive strateiges, account planning; and the art and science of online sales calls. Commit to continued learning.

Inside Sales 122

Inside Sales Cold Calling Webinar Metrics Sales Qualified Lead 122