SBI Growth

SEPTEMBER 6, 2018

As you lean back in your chair, proud of your team’s sales accomplishments the prior year, It’s the beginning of a new year, you are looking at a map of the United States hanging on the wall of your office.

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Territories Strategy Sales Analysis 136

Tony Hughes

MAY 13, 2019

Sales Management is without doubt the most important link in the revenue chain. It’s also the toughest role in a company because it’s where the person is squeezed between the relentless expectations of executive management and sellers who struggle to differentiate in ferociously competitive markets.

Sales Management 81

Sales Management Hiring Forecasting Energy 81

OpenSymmetry

JANUARY 27, 2016

A critical element that is relatively new is territory optimization and we will examine the case for this in this article. The territory optimization and alignment element of salesforce effectiveness is vital for three reasons. Finally, deployment of an automated solution generates improved sales performance.

Territories 40

Territories SalesForce Incentives Incentive 40

Tony Hughes

FEBRUARY 22, 2018

The Sales Manager’s job is to provide an environment within which their sales people can succeed. Then viable territories and targets, the right levels of support, training and enablement tools, demand generation leadership, and remove internal roadblocks. What more could you possibly ask for? Is she competent?

Sales Management 86

Sales Management Hiring Demand Generation Agencies Territories 86

Partners in Excellence

OCTOBER 8, 2014

There’s a lot of stuff written about what sales managers have to do and their key job responsibilities. Some of the laundry list items include: Make sure the team makes the number, develop the strategy, manage the forecast/pipeline, manage performance, recruit, train, coach, and on and on. No related posts.

Sales Management 104

Sales Management Territories Incentives Incentive 104

Pipeliner

MARCH 21, 2018

Before, salespeople armed with price structure, territory and targets did fine as long as they managed their territory and produced results. Sales management provided oversight, bridged with corporate and could be hands-off. Sellers today are different, and managers need to adapt. Not today!

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Sales Management Territories Study Report 43

Fill the Funnel

NOVEMBER 4, 2014

You get the idea -these are key sales management actions to be thinking about. On Wednesday, November 12th we have assembled many of the recognized thought leaders on Business to Business Sales Management together, in one broadcast and asked them to share their key recommendations to you as sales leaders.

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Sales Management Hiring Top of Funnel Lead Rank 118

Sales 2.0

APRIL 7, 2017

Redefining Sales Territories: From Geographic to Social Proximity. That’s right, not even you, sales territories. The old way, established over a century ago, of assigning sales professionals territories based on geographic location is on the way out. Read the full article. Nothing gold can stay.

Account 150

Account Territories Conference Energy 150

Partners in Excellence

DECEMBER 16, 2014

As with the prior articles, I get huge numbers of requests from sales manager to help Hack their jobs. “What are the short cuts?” ” “How do I manage my time better?” ” As with the other articles, most of the hacks are very well known. Hacking sales management is pretty simple.

Sales Management 93

Sales Management Hiring Top of Funnel Maximizer 93

Pointclear

AUGUST 17, 2011

This article has been selected for DeFinis Communications’ “Sales Coaching: Top Tips for Increased Productivity” Blog Carnival. Sales managers have six basic jobs—hire, compensate, train, deploy, monitor and manage, and coach and counsel—and they generally fail at the last three.

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Sales Management Hiring Territories Compensation 153

Sales Hacker

DECEMBER 9, 2022

Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas. Related: The New Growth Formula: Customer Success + Predictive Sales. Consider new territory rules that reflect changes in the market (and your business).

Lead Rank 97

Lead Rank Territories Lead Scoring Quota 97

SBI Growth

JANUARY 10, 2014

Get your sales managers involved early in the process. The sales management team needs to have a clear understanding of the new quota. The impact to the individual sellers and their territories. Rebalancing of any territories due to the new quota. Here is a great article to get you started.

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Quota Top of Funnel Territories Marketing Qualified Lead 316

Sales 2.0

APRIL 19, 2016

Redefining Sales Territories: From Geographic to Social Proximity. That’s right, not even you, sales territories. The old way, established over a century ago, of assigning sales professionals territories based on geographic location is on the way out. Read the full article. Nothing gold can stay.

Account 150

Account Territories Conference Energy 150

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

Allego

SEPTEMBER 8, 2022

It has 850 million members in more than 200 countries and territories worldwide. What you might not know is that LinkedIn members also publish a wealth of information, tips, and advice for their peers via LinkedIn articles and newsletters. One group particularly prolific is sales professionals. Published weekly.

LinkedIn 118

LinkedIn Hiring Sales Leadership B2B 118

Pointclear

MAY 14, 2018

In this article we’re going to discuss momentum killers for salespeople and organizations. For salespeople and sales managers, few understand the Prime Directive of Sales Management: Enhance Sales Momentum (Never Interrupt It). Sales momentum isn’t about sales skills. Territory Adjustments.

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Territories Quota Sports Compensation 124

Sales Training Connection

JANUARY 14, 2013

Sales managers. A year ago, we published a post on the importance of sales managers to assess their prior year’s performance and to incorporate the results of that self-assessment into their plans for the new year. Good managers are always asking themselves and others about what they could do better or differently.

Sales Management 114

Sales Management Face-to-face Coaching Construction 114

Understanding the Sales Force

JUNE 4, 2014

Understanding the Sales Force by Dave Kurlan The Selling Power Blog published a new article of mine, The Top 10 Steps Salespeople Can Take to Improve. The article includes a really terrific video on the importance of tonality. While persistence has always been important in sales, we are in uncharted territory.

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Territories Exercises Video ACT 268

Engage Selling

AUGUST 26, 2017

When you’re part of an organization whose sales team is spread out over a large territory, it’s easy to lose touch with what’s happening on the front lines, where staff work directly with prospects and customers. Your sales managers are … Read More »

Sales Management 48

Sales Management Territories Prospecting Sales 48

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

Sales Training Connection

NOVEMBER 21, 2011

Sales people often are promoted into sales manager positions – primarily based on their sales success. Sales Coaching. Just because a sales people excelled at face-to-face selling doesn’t mean they will excel as a sales manager. So, what happens?

Sales Management 104

Sales Management Face-to-face Promotion Pivotal 104

Janek Performance Group

JANUARY 16, 2024

Without the incentive of commission or performance-based bonuses, salespeople may lack the motivation to go above and beyond in driving sales results. Sales managers will have to think of nonmonetary alternatives as motivators. As a result, the organization may lose the benefits of a united and collaborative sales team.

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Compensation Salary Commission Margin 118

Corporate Visions

JULY 2, 2020

But, just as the first wave of agricultural society gave way to the second wave of industrial society, so too Learning Paths transitioned to more situational, Territory Plan-based learning and enablement. The Second Wave: Territory Plans. Then you can identify the “land and expanders” you need to help grow existing accounts.

Sales Enablement 105

Sales Enablement Webinar Metrics Territories Top of Funnel 105

Sales Training Connection

JANUARY 18, 2012

Sales Management. The implications of these findings are evident for most managers – but are there some unique implications for front-line sales managers? And for sales managers who have many sales people reporting to them or who cover large geographies intimacy with accounts is even more difficult.

Sales Management 86

Sales Management Coaching Study Territories 86

Sales Training Connection

MARCH 12, 2012

Sales people often are promoted into sales manager positions – primarily based on their sales success. Just because a sales people excelled at face-to-face selling doesn’t mean they will excel as a sales manager. Sales managers responsibilities extend far beyond face-to-face selling.

Sales Management 88

Sales Management Face-to-face Promotion Pivotal 88

Sales Training Connection

FEBRUARY 24, 2012

High Performing Sales Manager Puzzle. Sales managers are starting the new year, making plans to meet (and hopefully exceed) sales goals and reviewing their territory for sales opportunities. A good starting point is to reflect on their performance as a sales manager.

Sales Management 82

Sales Management Sales Coaching Coaching Face-to-face 82

Understanding the Sales Force

MAY 28, 2014

The June issue of Top Sales Magazine has been published and you can download it here. Among all of the important articles this month is mine on The Top 5 Reasons Salespeople Fail to Meet Quota and the Common Link to All 5 Reasons. Also in the June issue are the Top Sales Article and Top Blog Article for May.

Training 246

Training Coaching Comparison Territories 246

Understanding the Sales Force

JANUARY 28, 2014

Understanding the Sales Force by Dave Kurlan. This is the 10th article in a January series on the Architecture of the Sales Force. Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople.

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

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

FEBRUARY 2, 2022

Sales Development Representative — $49,537 per year. Field Sales Rep — $52,774 per year. Sales Manager — $69,391 per year. Territory Manager — $87,751 per year. Sales Director — $95,225 per year. Let's say you're starting a role as a field sales rep at a new company. Base Salary Example.

Salary 86

Salary Compensation Incentives Incentive 86

Understanding the Sales Force

JULY 31, 2013

Understanding the Sales Force by Dave Kurlan The Growing Power of Inside Sales appeared on the Harvard Business Review Blog on July 29. Overall, the article was quite good with valid sources and statistics. How about these: By sales talent - What roles are your salespeople best suited for?

Inside Sales 211

Inside Sales SAP Sales Talent Lead Rank 211

Janek Performance Group

SEPTEMBER 29, 2021

Need to improve your sales team’s results? That’s the advice from a recent Harvard Business Review article that concluded, women are the future of B2B sales. If you believe diversity on your sales team will improve sales performance, keep reading because there is plenty of science to back that up. Hire more women.

Hiring 118

Hiring Travel Promotion Sales Leadership 118

Adaptive Business Services

JANUARY 24, 2024

While the benefits of Nimble CRM can expand into many departments in an organization, as a self-identified salesperson, we are going to focus on your salespeople, your sales manager, and the overall benefits to your company. What are some of the general company benefits from a well managed CRM … Increased revenues. By territory.

CRM 71

CRM Revenue Company Hiring 71

SBI Growth

AUGUST 6, 2012

It is your job to equip sales management with these figures. Sales Resources are focused in the wrong markets. You have ten sales resources focused on a $20M saturated market while only three are focused on an $80M growing market. Is a territory mapping program the answer? Is it time to re-align territories again?

Opportunity 316

Opportunity Strategy Banking Territories 316

Understanding the Sales Force

MAY 9, 2014

Understanding the Sales Force by Dave Kurlan When most sales bloggers write about selling, we almost always discuss direct B2B sales. Ignored in all of these articles are those clients and companies that sell through channels. Channel sales is quite different.

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Channels Retail Hotels Territories 221

Customer Centric Selling

DECEMBER 24, 2012

Sales Training Article: Great Sales Teams Need Great Managers By Andris A. Lorimer, Harvard Business Review Blog Network If you had to decide between having a team of excellent salespeople with an average manager, or having a team of average salespeople with an excellent manager, which would you choose?

Sales Management 55

Sales Management Hiring Sales Talent Energy 55

Gong.io

AUGUST 24, 2022

We call this process sales forecasting. Sales forecasting is critical for setting revenue and sales targets, planning resources and new hires, and managing company cash flow. In this article, you’ll get a 101 on this crucial process. Sales managers use forecasts for territory planning as well.

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Sales Forecasts Forecasting Hiring How To 62