Zoominfo

OCTOBER 12, 2022

When Sarena Wing took on a new international sales territory, she was excited to get started. A few years back, someone in Wing’s position might have faced a long slog full of trial and error and manual research. But she also knew she needed to get up to speed very quickly. Luckily for her, that era is over.

Analysis 130

Analysis Territories Scale SalesForce 130

Partners in Excellence

MAY 20, 2022

First, congratulations, your first job as a sales manager is a huge step forward in your career. Now, don’t screw it up—you’ll get a lot of managers who will immediately congratulate you, shake your hand, smile then say, “What have you done for me lately?”. Think back to when you were a sales person not so many days ago.

Sales Management 73

Sales Management Hiring Promotion Coaching 73

Gong.io

MARCH 30, 2020

How do you build a healthy sales culture? Why is it important to create balanced sales territories? On a recent episode of the Reveal podcast, we connected with Michelle Benfer, VP Sales at HubSpot, for answers to these and other questions that are top of mind for revenue leaders. Building a Healthy Sales Culture.

Sales Management 62

Sales Management Lead Rank Territories Hubspot 62

SalesLatitude

DECEMBER 27, 2018

The first-line sales manager is one of the most rewarding, yet overworked positions in the sales chain. Client and team meetings, account and territory planning, financial and administrative work, management requests, and sales rep coaching are just a few of the sales manager’s responsibilities.

Sales Management 98

Sales Management Forecasting Sales Cycle Coaching 98

Hubspot Sales

SEPTEMBER 16, 2020

If you ask most executives if they have a sales process , they’ll immediately say yes. But when you ask them to describe their sales process, their descriptions vary wildly. To some, a sales process means milestones in their sales pipeline. To others, it means weekly call patterns. Call Management.

Sales Process 124

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 124

Janek Performance Group

MARCH 12, 2024

Many sales professionals often don’t receive the crucial tools needed for success right away. This may end up contributing to a lack of direction and belonging many sales professionals experience, and ultimately may negatively impact performance. While you’re at it, assess your other sales team members.

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

Anthony Cole Training

DECEMBER 3, 2014

However, once I got into sales, sales management, sales training and became a president of a company, I think I finally understood. Not Hiring – We are not hiring better sales people AND we don’t have replacements, therefore we feel trapped in a bad situation. Inspect what you expect until they are back on track.

Hiring 193

Hiring Sales Management SME Coaching 193

Pointclear

MAY 14, 2018

Momentum in sales and sports is a strange phenomenon. 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. Why it Matters: “Sales momentum isn’t about sales skills.

Territories 124

Territories Quota Sports Compensation 124

Close.io

OCTOBER 1, 2018

So you want to become a sales manager ? First you’ll need to make sure you’ve got the right skills, experience, drive and track record at the helm in both selling and at managing others—in order to back yourself up. Want to get a ready-made set of resources to manage a sales team effectively?

Sales Management 115

Sales Management Hiring Lead Rank Forecasting 115

Partners in Excellence

MAY 26, 2014

I’m not sure anyone looks forward to the Sales Management Review (sometimes these are called QBR’s, but there are other reviews). It’s unfortunate, because there’s a huge amount of value in the review process–both for sales people and managers. No value to the sales person.

Sales Management 90

Sales Management Forecasting Top of Funnel Sales Cycle 90

The Sales Hunter

MARCH 7, 2014

SPS — Sales Prevention Syndrome — is the great killer of salespeople. Do you or your friend ever suffer any of the following conditions: A hesitation to answer the phone when a customer is calling. Hesitation to call customers and especially to call prospects. You think your sales manager is stupid.

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

The Spiff Blog

FEBRUARY 9, 2023

But one thing sales and RevOps leaders all have in common is that they collectively struggle to set realistic, motivating sales quotas. If quota setting is critical to forecasting, goal setting, and sales capacity planning , how is it that so many organizations still miss the mark? In fact, with only 24.3%

Quota 70

Quota Revenue Lead Rank Territories 70

SBI Growth

AUGUST 7, 2013

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. The newly promoted manager repeats behavior that made him successful as a rep. He neglects his skill development and sales initiatives. An ill-prepared sales manager damages his region.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

Sales and Marketing Management

JUNE 4, 2017

Author: Matt Brown, Senior Vice President of Sales, Lawson Products Salespeople are often described as extroverted with good social and communication skills. Typically dispersed across territories far and wide, and always on the go, face-to-face communication is often overridden by email, voicemail and text. Create a plan.

Face-to-face 197

Face-to-face Automotive Webinar Metrics Conference 197

Sales Hacker

JANUARY 20, 2022

Strong sales reps are the lifeblood of your business and how you choose to invest in them matters. For frontline sales managers, attributes like competency, quality of work, ease of execution, and length of contribution indicate reps’ overall job success, but you can’t rely on those inputs to tell you if they are personally satisfied.

Retention 98

Retention Sales Coaching Coaching Scale 98

Chorus.ai

DECEMBER 20, 2019

One day, an ad for a business development representative (BDR) popped up in the search results, and caught Grace’s eye: “It was a sales role that involved cold calling and emailing, sourcing pipeline, generating meetings, and the like. So, Grace started to investigate this potential career path in sales further.

Sales Management 73

Sales Management Hiring Automotive Scale 73

Zoominfo

OCTOBER 6, 2020

Vice President of Sales at ZoomInfo, Steve Bryerton, shares his thoughts on how to implement a Team Lead within your organization. Picture this: You’re a sales leader, currently responsible for a team of nearly 10+ sales development reps. But we have to warn you, there are sales leaders who will advise otherwise.

Lead Rank 169

Lead Rank Lead Scoring Leads Marketing Qualified Lead 169

Sales Hacker

JULY 17, 2019

Are you in sales and looking to get promoted into management? 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. What traits or skills do they look for in new managers?

Promotion 79

Promotion Sales Management Hiring Lead Rank 79

Steven Rosen

JUNE 25, 2013

Whether you are starting a new sales force or hiring a new rep to fill a vacancy, the four principles of the STAR Process will help you select top sales performers. As the head of sales it doesn’t matter if you are involved directly in the process, what matters, is that you have in place a top-notch sales selection system.

Hiring 309

Hiring Territories eBook Sales Management 309

Zoominfo

OCTOBER 6, 2020

Picture this: You’re a sales leader, currently responsible for a team of about 10 sales development reps. Before jumping the gun and hiring a seasoned veteran or promoting a rep from your (relatively) green team to sales manager, you should consider a middle ground: a team lead role for the inbound crew.

Lead Rank 130

Lead Rank Lead Scoring Leads Marketing Qualified Lead 130

Partners in Excellence

JULY 5, 2016

Unless you are a sales manager with your own territory (which is an untenable position), you don’t produce revenue. It’s an important point that too many in sales management don’t understand. It’s their jobs to find the deals, qualify them, and manage them to closure.

Revenue 50

Revenue Sales Management Face-to-face Maximizer 50

Partners in Excellence

DECEMBER 1, 2011

In this week’s post on performance metrics, I’ll take a step back. Rather than looking at a specific metric, I’ll spend a little time talking about the differing points of view on metrics—the sales person/individual contributor’s view and sales management’s view.

Sales Management 88

Sales Management Top of Funnel Territories Funnel 88

Hubspot Sales

JULY 12, 2021

Many sales professionals have come to appreciate the ability to connect with customers and partners remotely — whether that be online or over the phone. If you're a manager, it's worth having these types of conversations separately because they differ from forecast reviews or sales coaching.

Energy 122

Energy Social Media Face-to-face Call-back 122

Sales Hacker

MARCH 7, 2022

Sales is not an easy topic for academics to teach. Just ask Frank Cespedes , Senior Lecturer in the Entrepreneurial Management Unit at Harvard Business School. Sales is cross-disciplinary. Sales doesn’t exist in a silo (or, at least, it shouldn’t). Sales doesn’t exist in a silo (or, at least, it shouldn’t).

Banking 83

Banking Face-to-face Revenue Territories 83

The Spiff Blog

OCTOBER 28, 2022

New research from Gartner has revealed a startling truth– almost 90% of B2B sales reps are experiencing burnout ( source ). Although it’s no secret that sales is a high-stress job, uncertain market conditions have only amplified the pressure to perform. What is Sales Burnout and Why is it so Common? Let’s jump into it!

Commission 78

Commission Lead Rank Lead Scoring Hiring 78

Sales Training Connection

FEBRUARY 2, 2015

Sales managers. A few years ago we published a blog on the importance of sales managers assessing their prior year’s performance and incorporating the results of that self-assessment into their plans for the new year. A good starting point is to reflect on their past performance as a sales manager.

Sales Management 50

Sales Management Construction Sales Leadership Territories 50

Anthony Cole Training

APRIL 8, 2014

I’m normally one to watch a movie, read a book or listen to a song and tie it to sales and/or sales management. And, even though I use a lot of sports analogies, I rarely use sport stories or examples in my blog post or Sales Brew Newsletters. Defend the territory. You could see it. Summary: Grit. Take Chances.

Territories 151

Territories Sports Call-back System 151

Nutshell

MARCH 5, 2024

Definition: Lead distribution is the process of strategically assigning leads to specific sales reps. Lead distribution is the process of matching up specific leads with certain sales reps at your company. For example, a sales rep who specializes in airline company clients would be the perfect person to manage an airline lead.

Distribution 77

Distribution Lead Rank Lead Scoring Sales Qualified Lead 77

No More Cold Calling

OCTOBER 16, 2014

Because the more things change, the more they stay the same—in sales and in life. Murrow, played by David Strathairn , you’ll be transported back to a pivotal era in TV broadcasting: the early 1950s. This was the generation of so-called “latch-key” kids. Associations Enterprise Sales Management Salespeople'

Face-to-face 291

Face-to-face Transportation Pivotal Social Media 291

The Pipeline

JUNE 12, 2014

A great example in sales is the use of the word “Micromanagement”, a favourite among those looking to shirk some responsibility and/or accountability that comes with “Active Management”. Let’s use the example of a core metric important in driving sales, one of the simplest, proposal to closing ratio.

Penetration 267

Penetration Sales Qualified Lead Face-to-face Coaching 267

Zoominfo

JUNE 6, 2019

Sales prospecting—a common source of misery for most sales reps—is a critical aspect of selling for nearly all businesses. Prospecting strategies uncovers potential buyers, fuels an organization’s sales pipeline , and provides important context to future sales conversations. What Is B2B Sales Prospecting?

B2B 100

B2B Top of Funnel Buyer Persona Prospecting 100

SBI Growth

AUGUST 14, 2012

If your top sales rep resigned today, how long would it take you to recover? Imagine this scenario: Your sales manager calls you up “Bob, are you sitting down?” Drew (the top sales rep in the company) just resigned. It happened to me when I was a Regional Sales VP for a Fortune 250 company.

Hiring 257

Hiring Quota Call-back Territories 257

The Pipeline

MARCH 18, 2011

The Pipeline Renbor Sales Solutions Inc.s Retarded Sales Behavior and The Reasons We Under-Perform. Stored in Attitude , EDGE Selling , Guest Post , Proactivity , Sales Strategy , Sales Tool , execution. We’ve become a generation of retarded under-performing sales semi-professionals. December 2007.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

Hubspot Sales

DECEMBER 21, 2018

Sales managers often motivate their reps with SPIFFs and sales contests that award cash prizes. This is a tried and true sales motivation strategy, and monetary rewards generally produce results. However, they don't really motivate the entire sales force -- only the top performers likely to win. And the best part?

Motivation 103

Motivation Face-to-face Coaching Education 103

Bigtincan

OCTOBER 11, 2021

Traditional product training for enterprise sales organizations and retail employees often includes hour-long training videos, reviewing lengthy recorded calls, reading through documentation, and a bunch of other time-intensive training processes that require your sales reps to absorb and, hopefully, retain product information.

Fashion 105

Fashion Software Software Training 105

Crunchbase

MARCH 1, 2023

The Crunchbase 2023 Influential Women in Sales List is a submission-based list. They’re launching sales podcasts, YouTube channels and startups of their own. They’re creating safe spaces to empower female professionals and championing diversity in sales, both inside and outside their organizations.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

Allego

APRIL 21, 2022

After more than two years of the COVID-19 pandemic, many companies are welcoming employees and guests back to their offices. Not only that, but for B2B sales, the desire for virtual communications extends to buyers. Coaching distributed sales teams and providing feedback. 5 Best Practices for Sales Success.

Hiring 71

Hiring Video Distribution Buyer 71