Steven Rosen

APRIL 20, 2024

She highlights the significance of having a global team member survey, a tool used to pinpoint areas for enhancement and ensure ongoing improvement in the work environment. Utilizing team member surveys to grasp their needs and address areas for improvement is crucial for fostering a culture of active listening.

Strategy 156

Strategy Lead Rank Lead Scoring Retention 156

Sales Hacker

MAY 5, 2020

With the business landscape changing overnight, sales departments and sales professionals are among the most affected. To better understand the impact of the pandemic on the sales industry, we sent out a 38-question survey to nearly 472 sales organizations in a wide variety of industries. What We Discovered.

Survey 88

Survey Top of Funnel Report Outbound 88

Understanding the Sales Force

MARCH 3, 2014

Understanding the Sales Force by Dave Kurlan Before I get to the meat of today''s article, I have one last request for you to participate in this very important survey on sales force function. Take the Survey. I would really appreciate it. The hosts were discussing current Celtic all-star point guard Rajon Rondo.

Sales Management 196

Sales Management Travel Sports Coaching 196

Steven Rosen

DECEMBER 3, 2018

Earlier this year I published an article titled 5 Ways to Create a Successful Sales Coaching Program. The results from Sales Mastery sales executive survey showed that 1/3 of executives surveyed, said that “ sub-optimal sales manager coaching” is one of their top 3 barriers to achieving their objectives in 2018.

Hiring 272

Hiring Coaching Survey Sales Coaching 272

Anthony Cole Training

JUNE 5, 2015

As I continue to think about habits of sales people and the role of the sales manager in identifying, assessing and “correcting” habits, I keep looking for additional information that might be additive to this string of articles. Ike sent me a link to a survey that was done regarding the hunt for sales managers/directors.

Hiring 120

Hiring Sales Management CRM Scale 120

Sales Hacker

JUNE 17, 2019

How do you ensure you’re maximizing your sales team’s potential? According to the first-ever State of Sales Performance Survey , in partnership with Sales Hacker, Ambition, Gong, AA-ISP, Vidyard, and Factor 8, the key is modern sales performance management. First, A Deeper Look at Sales Performance.

Survey 101

Survey Motivation How To Incentives 101

SalesFuel

MARCH 21, 2024

Developing an agile, adaptable approach to customer surveys and the data you collect needs to be a priority. PwC’s customer loyalty surveys provide insight to customer loyalty best practices. Helpfully, the article reveals five elements that must strike the right balance to satisfy a diverse clientele.

Lead Rank 115

Lead Rank Lead Scoring Loyalty Health Care 115

SBI Growth

SEPTEMBER 24, 2012

This post is about how CEOs should invest in sales managers to improve revenue growth in 2013. As part of our annual Q3 Research Tour, SBI surveyed over 10,000 sales reps. If you are considering sending your sales managers to training seminars in 2013, keep your money. Connect Skills & Outcomes.

Sales Management 267

Sales Management Hiring Comparison Quota 267

Understanding the Sales Force

OCTOBER 16, 2013

Understanding the Sales Force by Dave Kurlan It''s amazing what Harvard Business Review will print on their pages when it comes to the subject of sales. My post marks the 6th time I have strongly felt the need to question an article appearing on their pages. It was a survey! Surveys are fun. So they say.

Sales Process 249

Sales Process Margin Survey Forecasting 249

SalesFuel

APRIL 30, 2024

Is the lack of employee engagement linked to your team management style? To answer this question, you could survey team members for their honest input. Let Go of the Last Word Another tendency of managers that employees dislike is the need to always be superior or have the last word. Photo by CottonBro Studio on Pexels.

Hiring 116

Hiring Call-back Proposal Survey 116

Sales Hacker

AUGUST 2, 2021

Sales coaching is often a touchy subject. But they also confirmed that getting enough sales coaching into the organization is a lot easier said than done. All data in the article comes from the survey linked above. It’s practically unanimous: sales coaching really works. No shame to sales managers, though.

Sales Coaching 107

Sales Coaching Coaching Enterprise Enterprise 107

SBI

JUNE 27, 2019

What follows is an article originally posted by John Moore of Bigtincan. One juicy morsel is that confusion surrounding the role of Sales Enablement is partly a result of there being two different lenses from which to view the topic, the macro-level view and the atomic-level view. It provides much food for thought.

Sales Enablement 110

Sales Enablement Survey Exercises Sales Technology 110

SalesFuel

MARCH 4, 2024

SalesFuel reports on a survey that found “approximately one-fifth of sellers’ monthly outreach calls never turn into a sale.” Photo by Antoni Shkraba SalesFuel - Sales Credibility | Sales Research | Sales Hiring | Sales Management | Sales Enablement

Prospecting 92

Prospecting Social Media Hiring Call-back 92

Steven Rosen

MAY 1, 2015

Congratulations you have been promoted and you are now the sales manager! Sales organizations tend to promote their top sales reps into sales manager jobs. We all know that this promotion leads to the sales organization losing on two counts. Unheard of? Top performers may end up leaving the company.

Survey 120

Survey Promotion Incentives Incentive 120

Understanding the Sales Force

NOVEMBER 11, 2013

Understanding the Sales Force by Dave Kurlan I recently published, Increase in Social Selling Yields No Improvement in KPI''s. In addition to my Blog , this article appeared on at least 5 other Web Sites leading to many interesting comments and very strong opinions. Companies with sales organizations! 700,000 salespeople!

Inbound 209

Inbound Survey Lead Rank Lead Scoring 209

Pointclear

JULY 18, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Can Fewer Leads Mean More Sales? The Five Greatest Inhibitors to Sales Effectiveness.

B2B 174

B2B PointClear Lead Rank Lead Scoring 174

Sales Training Connection

JANUARY 10, 2017

AI and Sales Management. Sales leadership talks about it all the time. Sales consultants advocate it and sales managers say they would like to do more of it. The “it” of course is sales coaching. Lots of companies start sales coaching initiatives but a scarce few sustain them over time.

Coaching 50

Coaching Sales Management Sales Coaching Retention 50

Steven Rosen

JUNE 15, 2015

Leading edge sales organizations understand the value of investing and developing their front line sales managers. They believe that strong sales managers are the key to driving sales rep performance. The 2015 STAR Sales Manager Survey set out to gauge the development priorities of sales organizations.

Survey 120

Survey Coaching Training Sales Management 120

Sales Hacker

MARCH 28, 2019

To address the disparity between men and women in sales, a good start is to change your hiring practices , and update your company policies. In a recent survey by D2L , an online survey company, 64% of men said that they received access to training resources, while only 48% of women said they did.

Coaching 79

Coaching Training Hiring Sales Management 79

Customer Centric Selling

SEPTEMBER 18, 2013

Sales Training Article: Are You Cloning Bad Selling Habits? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of Stuart Miles at FreeDigitalPhotos.net My first sales manager''s advice as he put me on quota was: "Call high. Don''t lead with product."

Training 53

Training Outbound Inbound Vendor 53

The Sales Hunter

NOVEMBER 17, 2011

Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Each year I do a survey asking salespeople for their input for the coming year. Would you kindly take just a few brief moments to complete the survey? I will take the 2012 Sales Survey.

Motivation 168

Motivation Survey Hiring Ideal Customer Profile 168

Hubspot Sales

AUGUST 25, 2018

A quick Google search or skim through your favorite sales blogs will show article upon article about how to hire the perfect reps, increase customer retention, and write the perfect sales job description -- for good reason. Well, a 2018 survey by Marc Wayshak reported only 17.6% Job satisfaction is low.

Hiring 111

Hiring Churn Survey Promotion 111

Sell Integrity

DECEMBER 15, 2020

You don’t have to look far to find another article or blog post talking about the importance of coaching in the workplace. In the world of sales, coaching is seen as critical for driving growth and developing excellence within sales teams. Less than half (46%) of firms believe they are effective at delivering sales coaching.

Coaching 88

Coaching Sales Coaching Survey Motivation 88

SBI Growth

SEPTEMBER 20, 2013

This article is about how to cut through the noise and evaluate your organization. The top sales executive in every organization faces the same problem: spin. Learning the truth is critical for your sales strategy. When you register, you’ll receive the complete Sales Organization Discovery Guide. Sales Rep Survey.

Hiring 310

Hiring How To Face-to-face Survey 310

Sales and Marketing Management

DECEMBER 14, 2020

A Sales Benchmark Index survey from 2017 reported that in nearly 75% of sales situations, customers prefer not to meet in person. What does it mean for B2B sales managers as they strategize for 2021? Is it necessary to train sales reps on new skills? What should sales kickoffs look like?

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

SBI Growth

MAY 22, 2013

A recent Hubspot survey found that 34% of the leads marketers generate come from inbound marketing sources. 5 Social Selling Tactics to Find Your Next Sales Job. Shift your focus to sales managers and HR. Start sharing ideas and articles aggressively. Find insightful articles that are relevant to the jobs you want.

Social Selling 324

Social Selling Hiring Inbound Outbound 324

Allego

NOVEMBER 22, 2022

This article originally appeared on MarketingProfs. Winning a sale is a team effort, not just from sellers and sales managers but the sales organization as a whole. Sales operations, customer success , and product marketing are all instrumental in getting prospects to the finish line.

Pivotal 117

Pivotal Conversion Closing Buyer 117

SBI Growth

SEPTEMBER 22, 2013

Take a look at that tattooed figure in the top right of the article. Stop kidding yourself when you say you involved the sales team. Asking a couple of sales reps does not constitute understanding the buyer. Having one sales manager on the implementation team is just checking the box. Sales Managers (all levels).

Eloqua 316

Eloqua Marketo Buyer Persona Collateral 316

SBI Growth

JANUARY 11, 2013

SBI recently surveyed and interviewed over 200 CEOs. We captured 36 metrics that CEOs believe “reveal the truth” about sales org performance. Five top CEOs named the Look-to-Book Ratio the Sales Metric of the Year. Go here to read Greg Alexander’s recent article on this useful metric. What’s the “Look-to-Book” Ratio?

Account 297

Account Closing Analysis Coaching 297

Sales Hacker

MAY 18, 2020

Last Fall, I would have drawn a map of Sales Hacker as something like this: (Of course, we’ve actually got over 500 contributors and more than 170k subscribers, but you get the picture.). We work with the most amazing minds in sales to create articles, podcasts, webinars and videos. Hint: not great for most sales teams.

Sage 67

Sage Hiring Survey Webinar Metrics 67

Partners in Excellence

OCTOBER 3, 2022

Yesterday, I published a rather long article on the Selling Process. It’s part of my series of articles about “Things We Thought We Understood About Selling But Really Didn’t.” ” Apologies, the article was rather long, but the selling process is so important.

Analysis 117

Analysis System Selling Skills Buyer 117

Zoominfo

APRIL 29, 2021

With that additional information from the scorecard, a sales director may view the $1 million total differently. In this article, we’ll focus on the steps to create a scorecard and then walk you through a sample version. What Is A Sales Scorecard? Think of a sales rep scorecard as a more granular report card.

Lead Rank 130

Lead Rank Lead Scoring Examples Data 130

Pipeliner

DECEMBER 13, 2022

CRM software: A customer relationship management tool that integrates sales activities with other departments, like marketing, so everyone stays on track with what needs to be done step-by-step without getting off track. Enhances Sales Pipeline Management. This can help increase your sales. A McKinsey and Co.

Sales Cycle 52

Sales Cycle Outsourcing Services Lead Generation Scale 52

Hubspot Sales

SEPTEMBER 1, 2023

Train AI in sales, and you’ll join 81% of salespeople surveyed who agree that AI significantly reduces their manual tasks and data entry workload. There’s a lot to consider, including bias, data management, permissions, and more. In this article, find the ethical concerns and best practices for using AI. Have integrity.

Training 101

Training Policies Guidelines How To 101

Sell Integrity

NOVEMBER 13, 2020

As we make our way to the end of this incredibly tumultuous and challenging year, sales teams in pharmaceuticals, biotech, medical device and diagnostic companies are looking to find a firm footing and build back sales. Sales managers are key to that.

Pharmaceuticals 104

Pharmaceuticals Coaching Social Media Media 104

Hubspot Sales

NOVEMBER 17, 2020

It wasn’t necessarily the technology itself that made the difference (most sales leaders we surveyed ranked video conferencing software and a CRM as the most important tool to their success, regardless of performance this year). Recognizing that sales managers are the most stressed. All while trying to hit their numbers.

Hubspot 126

Hubspot Lead Rank Opportunity Lead Scoring 126

Hubspot Sales

NOVEMBER 28, 2023

Sales collaboration dramatically improves results, but bringing it to fruition can be more complex than it sounds. In this article, we discuss how sales and marketing collaboration makes a difference and provide tips and tools for making this collaboration more efficient. Let’s discuss some of these insights below: 1.

Lead Rank 105

Lead Rank Top of Funnel Marketing Qualified Lead Ideal Customer Profile 105