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

SBI Growth

APRIL 30, 2013

Yet many front-line sales managers are slow to respond. Because speed requires more time and effort from a sales manager. The average sales manager will avoid these requirements. This post will explore ideas sales managers can implement to increase their speed. Or at least a few of them.

Promotion 308

Promotion Quota Social Media Territories 308

Allego

SEPTEMBER 8, 2022

It has 850 million members in more than 200 countries and territories worldwide. Recent articles: How to Get Your Sales Team to Embrace Change, Selling to New Leaders in Uncertain Times, The Surprising Way to Boost Your Sales Team’s Morale. Powering up sales teams with enablement trends and tactics.

LinkedIn 118

LinkedIn Hiring Sales Leadership B2B 118

Allego

FEBRUARY 2, 2021

Working in the pandemic means that virtual sales teams are balancing more than just their territories, books of business, and quotas. Effective sales leaders acknowledge that fact and find new ways to provide employees with what they need to succeed. Get Productive: New Ways to Support the Virtual Sales Process.

Sales Leadership 127

Sales Leadership Face-to-face Distribution Webinar Metrics 127

BrainShark

MAY 31, 2023

Market conditions change, sales methodologies go in and out of style, but sales competencies like written communication, active listening, negotiation, and research, to name a few, are evergreen and transferable, regardless of trends and circumstances. That’s where everboarding or continuing learning and coaching comes in.

Hiring 62

Hiring Sales Talent Scale Sales Enablement 62

InsightSquared

MAY 3, 2019

For a sales manager, director or head of sales, it’s difficult to understand what is happening to their forecast in real-time. You can also pick up on trends, such as do we have a habit of pushing committed deals into the next month/quarter?

Forecasting 98

Forecasting Hiring Sales Forecasts Territories 98

The Pipeline

AUGUST 8, 2011

Last week I wrote about the follies of having a shorter sales cycle , beyond the points highlighted, I think it raises another trend in sales these days. One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. Sales Meetings.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

Hubspot Sales

OCTOBER 2, 2019

There is often a disconnect between the level of effort sales reps put into their work and the tangible outcome seen by sales management and the company at large. Let’s talk about why your organization needs to implement a sales performance management strategy. Helps predict future sales trends.

SAP 124

SAP Oracle Compensation Territories 124

InsightSquared

JUNE 16, 2020

Fortunately, many sales teams are improving coaching and executing using the new Guided Selling technology. While the term is not new, Guided Selling has recently gained momentum in the B2B selling world due to its ability to adapt on demand and scale coaching across an entire sales team. Bring in the Big Guns.

Scale 71

Scale Decision Maker Buying Cycle Up-Sell 71

Hubspot Sales

JULY 12, 2021

One of the things we have learned over the last 14 months is that shaping the right attitude and mindset for effective selling — without the traditional office setting — can be uncharted territory for many sales professionals on the grind. Create a community that’s "digitally on-call.".

Energy 123

Energy Social Media Face-to-face Call-back 123

Miller Heiman Group

SEPTEMBER 16, 2019

Buyers agree with this dismal appraisal of sales talent: less than a quarter of buyers see sellers as an important resource to help them solve their business problems. A sales talent strategy governs an organization’s hiring, development, coaching, performance management and seller engagement. Register for the Webinar.

Hiring 50

Hiring Webinar Metrics Sales Talent Ideal Customer Profile 50

Partners in Excellence

APRIL 1, 2021

We have declining percentages of sales people achieving plan. We have declining job tenure at all levels–trending to less than 16 months. Having disciplined hiring processes, strong onboarding, and ongoing coaching/development should minimize or even eliminate these. Management needs to coach, teach by example.

Hiring 75

Hiring Churn System Coaching 75

SBI Growth

JANUARY 27, 2013

Some complaints we’ve heard from Sales organizations: Forced to fill out old employee review forms on paper. The forms don’t have the new skills we are coaching to. Can’t promote a sales manager to a director. She researched online, called some peers, and talked with Sales personnel. Call To Action.

Hiring 308

Hiring Compensation Commence Sales Talent 308

Hubspot Sales

OCTOBER 28, 2020

HubSpot recently surveyed over 500 sales leaders and found 40% of them have missed revenue targets this year — a significant trend that can’t continue if their businesses are going to survive. In many scenarios, senior leadership only becomes involved with sales matters when an issue arises or when sales are below target.

Hiring 103

Hiring Promotion Lead Rank Ideal Customer Profile 103

InsightSquared

NOVEMBER 30, 2020

Imagine using your weekly pipeline review meetings as they were intended — to coach your reps and speed deal progression, instead of chasing down data. On top of that, sales managers are seemingly forever reminding reps to “update their opportunities” — an all-too-familiar refrain on many sales floors, perhaps including your own.

Sales Forecasts 62

Sales Forecasts Forecasting Top of Funnel CRM 62

Chorus.ai

MARCH 5, 2020

How much effort are we putting into reviewing calls and coaching? Sales Skills Are we setting next steps consistently during each call? In addition, we provide these powerful levers: See how any skill, performance metric or market indicator is trending over time. How many accounts has each rep been working? For which team?

Analytics 62

Analytics Scale Territories Sales Cycle 62

The Sales Hunter

NOVEMBER 14, 2011

Retail Sales Trends. Winning the Sales Battle: Overcoming the “Failure to Impact” Syndrome. Guest post Monday brings us Steven Rosen , The Sales Leadership Coach and founder of STAR Results. Here are a couple of questions I would ask: Are your sales reps making a difference? Contact Mark.

Hiring 155

Hiring Remedy Ideal Customer Profile Negotiation 155

The Pipeline

OCTOBER 31, 2011

Recently I have seen a trend that has warmed my heart a wee bit, companies who are actually creating sales libraries for their sales teams. The trend I am seeing at a number of companies goes beyond that. A Random Walk Up Sales Street. EDGE Sales Process. Sales Leadership. Sales Management.

Pipeline 253

Pipeline Top of Funnel Hiring Real Estate 253

Velocify

JUNE 28, 2017

Percentage of participants who were unfamiliar with each type of sales technology. 1) Sales Gamification. Sales gamification software leverages game mechanics to incentivize rep performance. Buyer and company intelligence tools provide sales professionals the insight needed to get the conversation going.

Sales Technology 53

Sales Technology Top of Funnel Hiring Software 53

Mindtickle

JANUARY 29, 2021

It’s been reported by the Sales Management Association that the average sales new hire spends 10 weeks in training, only becoming productive after 11.2 Onboarding new sales talent is a huge investment for most organizations, and getting it right can be a make or break for your business. How and when to qualify a lead.

Hiring 93

Hiring Revenue Face-to-face Quota 93

The Pipeline

APRIL 27, 2011

The Pipeline Renbor Sales Solutions Inc.s The six elements of a perfect sales meeting. Stored in Attitude , Business Acumen , Coaching , Emotional Intelligence(EQ) , Guest Post , Sales Leadership , Sales Management , Sales Meetings. Do you dread the weekly sales team meeting? Sales Leadership.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

Showpad

JANUARY 8, 2021

If your new hires didn’t have direct sales experience (or highly relevant experience in a similar field, like account management), you most likely wouldn’t have brought them on in the first place. You want them to steadily improve their sales skills for the entirety of their stint with the organization.

Hiring 52

Hiring Training Sales Enablement Case Study 52

Xactly

AUGUST 30, 2018

Download the "2018 Sales Compensation Administration Best Practices Executive Guide," for incentive compensation trends, best practices, and tips to drive the right sales behaviors to kickoff your sales compensation planning. So what can sales managers do to help their teams meet quota?

Enterprise 40

Enterprise Enterprise Top of Funnel Compensation 40

Sales Training Connection

MAY 7, 2012

How fair is the sales goal setting process and does it take into account territorial differences? Does an individual on the sales team perceive a career path with options for their development – for example can a sales rep advance without going into sales management? ©2012 Sales Horizons, LLC.

Hiring 122

Hiring Compensation Commission Territories 122

Emissary

JUNE 26, 2023

Line up coaches to help sellers build these plans. Identify opportunities that will run out of time (based on expected sales cycle) without additional focus. Sales leaders will be capacity constrained. Enablement’s job is to worry about the things that sales managers just can’t spare the time for. Prep for BOY.

Ideal Customer Profile 52

Ideal Customer Profile Top of Funnel Account Based Marketing Lead Rank 52

Mindtickle

DECEMBER 2, 2022

Here at Mindtickle, our revenue intelligence and forecasting solution is built in to our readiness platform so our sales managers use a new workflow to gain a deeper level of transparency into deals, calls, and buyer engagement. You can see that workflow in our interactive sales manager product tour here.

Hiring 52

Hiring Lead Rank Lead Scoring Forecasting 52

The Pipeline

AUGUST 26, 2011

Her company’s sales training had focused on helping customers find emerging markets, gaps in an industry’s solutions to challenges and areas where IT should be entering in order to take advantage of the latest and most sustainable trends. A Random Walk Up Sales Street. EDGE Sales Process. Sales Leadership.

Pipeline 227

Pipeline Top of Funnel Hiring Webinar Metrics 227

The Pipeline

DECEMBER 12, 2011

The other two, allow you to spot changing trends and help you avoid the tunnel vision created when you look only at the wins. A Random Walk Up Sales Street. EDGE Sales Process. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success.

Pipeline 225

Pipeline Hiring Lead Rank Lead Scoring 225

Sales Hacker

FEBRUARY 8, 2019

The rise in remote work has created new challenges and opportunities for managers tasked with leading geographically dispersed teams. Sales and customer service teams are not immune to these larger trends. Fortunately, there are several proven tactics that managers can wield to lead their remote teams with the aid of technology.

Customer Service 64

Customer Service Lead Rank Lead Scoring Guidelines 64

Mindtickle

JANUARY 29, 2021

It’s been reported by the Sales Management Association that the average sales new hire spends 10 weeks in training, only becoming productive after 11.2 Onboarding new sales talent is a huge investment for most organizations, and getting it right can be a make or break for your business. How and when to qualify a lead.

Hiring 52

Hiring Revenue Face-to-face Quota 52

Sales Hacker

SEPTEMBER 27, 2022

Scott Barton: We’re trying to automate and optimize the common challenges in revenue or sales operations functions. Sales forecasts, territory design, quota management, and incentive compensation. I encourage sales leaders to think differently about how they set and manage quotas.

Compensation 80

Compensation Incentives Incentive Quota 80

Partners in Excellence

OCTOBER 31, 2013

Why is it important for sales people to analyze the pipeline to improve performance? How Do I Increase My Win Rate: The pipeline shows aggregate trends in your win rates (and stage conversions). Each sales person leverages the pipeline as a powerful tool to improve their own productivity.

Pipeline 93

Pipeline Top of Funnel Revelation Sales Cycle 93

Jonathan Farrington

NOVEMBER 24, 2012

They know that the more efficient they can be in communicating with prospects, the more productive they will be at advancing the sales cycle. The latest generation of mobile sales tools delivers these capabilities. Ubiquitous Mobile Access. Forms on the Fly. Rich Media. Productivity Enabled Integration.

Coaching 41

Coaching Wireless Retail Field Sales 41

Hubspot Sales

MARCH 16, 2020

Reena Chadha, an Enterprise Territory Manager at HubSpot, says "I used to think of this as a time waster, but since I've changed the lens to a networking one, I take it more seriously.". Eamonn Doheny, a Channel Account Manager at HubSpot, says "I have strict instructions that no one is to enter my workspace. Dress for success.

Hubspot 137

Hubspot SalesForce Hiring How To 137

LeadFuze

DECEMBER 31, 2021

When it comes to managing a sales team, regular progress tracking and evaluations are necessary. Gathering vital information such as when your team is most successful can help you manage them better. 6 Best Practices for Sales Pipeline Management. Keep track of your sales figures.

Pipeline 98

Pipeline Top of Funnel Ideal Customer Profile Sales Qualified Lead 98

Pipeliner

OCTOBER 6, 2018

For simplicity and those new to the concept, ABM is simply going after targeted “Named” lists of executives, companies, and territories vs. spray and pray? Please comment if you see this trend as more nuanced than this. Coaching Stack] xVoyant (creating world-class sales coaches!). So worth it!

Account Based Marketing 49

Account Based Marketing Contactual SalesForce Lead Rank 49

The Pipeline

JULY 19, 2011

While I think it is important for experts and pundits to challenge sales people to stretch and evolve, to stay on top and ahead of evolving trends and technology, it is also important to keep it real. Canadas Sales Coach. A Random Walk Up Sales Street. EDGE Sales Process. Sales Leadership. Sales Tool.

Pipeline 267

Pipeline Demand Generation Agencies Lead Rank Lead Scoring 267