Understanding the Sales Force

SEPTEMBER 9, 2013

There are categories of sales tools and CRM applications where none existed a few years ago. Companies are spending more money on sales force evaluations, sales training, consulting, sales leadership development, sales process, infrastructure and sales recruiting services than 5 years ago.

Sales Management 288

Sales Management Hiring Compensation Trends 288

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 69

Promotion Sales Management Sales Leadership Hiring 69

Xactly

JANUARY 18, 2019

Ultimately, your sales commission plan motivates reps to close deals and perform specific sales behaviors that align with your company goals. When it comes to designing sales compensation plans , there are many factors that can affect the success of your plan. Optimize Your Sales Plan.

Commission 81

Commission Incentives Incentive Compensation 81

DiscoverOrg Sales

MAY 4, 2017

Join DiscoverOrg CEO Henry Shuck and Justin Withers, VP of Product Management and Marketing, for a conversation about what drives high-growth companies. DiscoverOrg released a Growth Drivers survey of high-growth companies , analyzed key findings, and found some surprising commonalities among these rising stars. They had to see growth.

Company 120

Company Conversion Outbound Video 120

BrainShark

JUNE 28, 2023

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. Short-term thinking Sales coaching is not a one and done process — it has to be continuous to be effective.

Sales Coaching 62

Sales Coaching Coaching Scale Hiring 62

Xactly

OCTOBER 1, 2018

As a sales leadership team, there are plenty of questions we ask ourselves to improve sales performance analysis and management, including: Are we setting up our teams for success? Despite the fact that we live and breathe incentive comp, we are not immune to the factors that affect every sales organization.

Analysis 90

Analysis Data Incentives Incentive 90

Hubspot Sales

APRIL 22, 2021

Founders AJ Bruno and Cole Evetts started QuotaPath on the belief that sales performance is intensely results-driven, but successful sales cultures, quota attainment, and revenue growth are stifled by manual processes and tools. QuotaPath’s product is a commission tracking and compensation management solution for revenue teams.

Hubspot 88

Hubspot Commission Compensation Incentives 88

SBI Growth

JUNE 8, 2013

The two elements to formalize into your sales process, training and measurement are: Referral Sales. Customer referrals have been the most powerful sales tool since the dawn of commerce. At SBI, we rarely see sales strategies that formally address these gold mines. Measure success and broadcast across the company.

Strategy 310

Strategy Referrals Cost per Lead Social Selling 310

Xactly

JANUARY 17, 2019

Sales planning starts with executive and senior leadership working with sales to set goals and define where your organization wants to end up in the next year. With goals in hand, sales leadership must then assess and determine the needs and means to achieve those goals. Incentives Should Drive the Right Behavior.

Hiring 70

Hiring Territories Incentives Incentive 70

Understanding the Sales Force

JULY 22, 2014

The article also instructs readers to evaluate using a predictive tool. With all of that information about their past, how can you possibly gauge potential when hiring for your sales force? Trainable - whether or not the candidate has the incentive to change and adapt. References verify that information.

Hiring 236

Hiring Decision Maker Construction Incentives 236

The Digital Sales Institute

JANUARY 9, 2019

Sales Performance Improvement programs should be constructed in a way to better manage and channel the sales team to deliver higher levels of sales performance. In fact sales teams that go through a sales performance improvement program outperform sales teams in companies that don’t.

Incentives 56

Incentives Incentive Sales Leadership Guidelines 56

Sales Hacker

MARCH 30, 2021

This week on the Sales Hacker podcast, we speak with Neil Ringers , EVP of Revenue Grid. Neil’s experience includes a long history of sales leadership, primarily in the Salesforce ecosystem, and is now running revenue for Revenue Grid. Today’s sponsor is Outreach , the number one sales engagement platform.

Oracle 103

Oracle Scale SalesForce Incentives 103

Crunchbase

JANUARY 13, 2022

In other companies, such as more modern, tech-focused firms, a few virtual meetings with compelling follow-up resources may be appropriate. While sales processes vary, any sales organization can become more agile and nimble in how it reacts to a challenge—whether that’s a recession, a pandemic, a new competitor or low inflation.

Compensation 98

Compensation Insurance Insurance Sales Methodology 98

Janek Performance Group

APRIL 18, 2023

That was advice I received early in my sales career and I’ve always tried to apply it–in business and life. When companies decide to outsource their BDR team, they typically give the project a trial window. Bringing in a full BDR program requires process definition, technology, tools, training, hiring, management and more.

Outsourcing Services 62

Outsourcing Services Ideal Customer Profile Scale Hiring 62

No More Cold Calling

FEBRUARY 29, 2016

And it certainly won’t solve our sales challenges. Technology is a great tool, but selling is still a person-to-person business. I’ve been selling for decades, but I’d never spoken with the CEO of a Fortune 500 company. Read “ The #1 Sales Management Problem You Can Fix.”). B2C incentives work like magic.

Referrals 120

Referrals Incentives Incentive Cold Calling 120

Hubspot Sales

MAY 9, 2022

That's why we put together a list of some key tips aspiring sales leaders can refer to as they find their footing as managers. Even the strongest, most refined sales leadership skills can only take you so far if the team you're leading is unruly, unmotivated, and underqualified. Let's dive in. Set SMART goals.

Lead Rank 107

Lead Rank Sales Qualified Lead Lead Scoring Leads 107

Crunchbase

MARCH 27, 2020

Crunchbase as an organization, like many companies across the globe, is still learning and adapting to the situation on a daily, and even minute-by-minute, basis. Key takeaway: Establish open lines of communication and share customer feedback with the company. COVID-19 has swept businesses into uncharted waters.

Face-to-face 125

Face-to-face Top of Funnel SalesForce Sales Leadership 125

Partners in Excellence

JULY 26, 2016

Since this series focuses on sales leadership, I’ll focus on it from a management point of view, hopefully helping sales professionals understand some of the issues that drive thinking around compensation. Sales people are pummelled with SPiFs, incentives, contests. Pure insanity!

Compensation 48

Compensation Sales Leadership Commission System 48

Hubspot Sales

OCTOBER 28, 2020

How has your sales leadership style changed this year? As companies are facing uncertainty with their ability to operate and sell their products, effective leadership may have a whole new set of requirements. It’s time to rewrite the sales leadership rulebook. Sales Leader Priorities for 2021.

Hiring 103

Hiring Promotion Lead Rank Ideal Customer Profile 103

Mindtickle

APRIL 16, 2020

Activities like, introductions, company overviews, and trainer backgrounds could be provided ahead of time or cut completely. Asking sales leadership to record a video that demonstrates a best-in-class pitch or demo is a great way to keep learners engaged. Consider a Blended Approach. Review and Refine.

Webinar Metrics 81

Webinar Metrics Face-to-face Construction Incentives 81

Emissary

SEPTEMBER 30, 2022

If your sales process isn’t formalized, adopted AND aligned to the actual customer buying process, then it’s time for redesign. Tools still don’t sell (at least not yet.). Dreamforce is a bonanza of RevOps tools with hundreds on the Expo floor. Sales enablement tools most certainly help. Now is the time!

Sales Enablement 52

Sales Enablement Scale Hiring Buyer 52

Highspot

NOVEMBER 21, 2023

Traits distinguishing these leaders include: Building strong relationships: They excel in forging robust relationships with sales professionals and stakeholders, building trust, effective communication, and teamwork. The sales manager role is multifaceted and impactful, from in-depth product knowledge to fostering a positive team culture.

Sales Management 52

Sales Management Strategy Lead Rank Coaching 52

Sales Training Connection

AUGUST 3, 2013

New product launches and your sales force. Every year B2B companies market develop a dazzling array of new products. Others are designed to be significant revenue producers or game changers and a few are “bet the company” entries into the market. Sales Coaching . Sales coaching should be an ongoing effort.

Compensation 105

Compensation Incentives Incentive Coaching 105

Xactly

MARCH 22, 2018

Most of the time when I speak about the middle performers, it is because I am trying to convince a sales leader that there is value in focusing on the middle performers rather than explaining the sales incentive tools available to increase their performance. How Effective are Pay Caps Really?

Compensation 64

Compensation Motivation Commission How To 64

Highspot

APRIL 2, 2020

Modern sales ops professionals play a vital role in the success of a sales organization by staying ahead of problems and enabling the sales team to focus on selling. What is the difference between sales enablement and sales operations? Sales operations roles. Top sales operation tools.

Sales Operations 75

Sales Operations Top of Funnel Forecasting Sales Enablement 75

Hubspot Sales

SEPTEMBER 30, 2021

Business growth can be an incredibly exciting and exhilarating time at your company. As Birch told me, "Many sales leaders only think about hiring when they know they have an identified need, and they're working towards those dates. You need to hire additional reps to ensure you can meet your company's new goals.

Scale 79

Scale Hiring How To Hubspot 79

Mindtickle

APRIL 16, 2020

Activities like, introductions, company overviews, and trainer backgrounds could be provided ahead of time or cut completely. Asking sales leadership to record a video that demonstrates a best-in-class pitch or demo is a great way to keep learners engaged. Consider a Blended Approach. Review and Refine.

Webinar Metrics 52

Webinar Metrics Face-to-face Construction Incentives 52

PandaDoc

NOVEMBER 15, 2021

All of those elements and several others are influenced by your company’s sales culture. Here, we’ll discuss several aspects of sales culture, what a good one looks like, how to improve yours, and how to scale it as your company grows. How to build a winning sales culture. Encourage healthy competition.

Hiring 52

Hiring Scale How To Incentives 52

Braveheart Sales

DECEMBER 10, 2020

The end of the year is when many leaders tend to consider transforming their sales compensation plan since a new year equals making a fresh start. The plan should be designed to incent individuals to perform the way leadership desires in support of the company’s goals. We’re here to help.

Compensation 52

Compensation Hiring Motivation Incentives 52

Sales Hacker

OCTOBER 30, 2018

Her award-winning sales firm Factor 8 has been instrumental in helping sales teams with their sales and management development programs. Her company #GirlsClub is dedicated to changing the face of sales leaders. Tonni Bennett – VP Sales at Terminus.

Top of Funnel 111

Top of Funnel Hiring Scale Lead Rank 111

Partners in Excellence

NOVEMBER 15, 2016

Sales success isn’t so much about selling skills, techniques and approaches. It isn’t about the tools we use, how we are engaging socially. While all these things are important and necessary to our success as sales professionals and leaders, fundamentally, success in sales is about caring.

Face-to-face 48

Face-to-face Incentives Incentive Sales Leadership 48

Your Sales Management Guru

AUGUST 9, 2017

Taught by sales management guru Ken Thoreson (one of the world’s foremost sales leadership coaches), you will get everything you need to crush it in your new role. Sales Management Tools, Best Practice Guides. How to motivate your sales team. How to build and lead a high-performance sales culture.

Hiring 49

Hiring Compensation Sales Leadership Course 49

Allego

MARCH 28, 2024

Ashe shared even more during our candid conversation, including practical advice and insights gleaned from years of experience at the forefront of sales leadership. It has made it difficult because a lot of companies aren’t looking to add tech right now. Companies are saying, “We’re not adding any more tools.

Strategy 62

Strategy Top of Funnel Lead Rank Lead Scoring 62

Miller Heiman Group

JULY 18, 2018

Regardless of which route you choose, establishing a formal sales process helps the implementation team align the tool to the needs of the sales team. When the CRM system supports the processes sales uses every day, the team sees value and adoption rates rise. 2: A formal process improves the quality of CRM data.

CRM 81

CRM Forecasting Study Top of Funnel 81

Sales Hacker

DECEMBER 29, 2020

This week on the Sales Hacker podcast, we speak with Mike McNary , VP of Acquisition at Mimeo , a company that helps people print and deliver documents. Mimeo has been on a journey to reform and restructure its sales team, customer success, and employee experience in order to drive significant growth. Tell us about the company.

Customer 65

Customer Segment Top of Funnel Lead Rank 65

Miller Heiman Group

FEBRUARY 21, 2019

Companies that implement this kind of approach reap the benefits: CSO Insights’ 2018 Sales Talent Study showed that organizations that use data-driven tools to select candidates have 13.6 Being a strong sales leader requires a completely different skill set than an individual seller.

Hiring 62

Hiring Study Sales Talent Case Study 62

Allbound

NOVEMBER 12, 2019

Even for the most channel-centric companies, partner conflict is inevitable. Conflict can occur for various reasons such as pricing, poor communication, or even deals poached by the direct sales team. To increase channel sales, it’s vital to keep your product top of mind with your partners. Keep the focus on the customer.

Channels 52

Channels Face-to-face Collateral Software 52