Highspot

OCTOBER 11, 2023

Effective sales management is the core of any successful business. Read on as we break down why strong sales management matters, along with proven strategies to achieve it. It involves planning, organizing, leading, and controlling the sales activities within an organization to achieve its revenue targets and close deals.

Sales Management 59

Sales Management Strategy Lead Rank Lead Scoring 59

Hubspot Sales

APRIL 27, 2021

This might not be all that mind-blowing to point out, but not all sales orgs are comfortably confined to their companies' corporate headquarters — operating under a group of managers that can come together to share stories over lunch every day. What does a territory sales manager do?

Territories 110

Territories Compensation Trade Show Salary 110

SBI Growth

MARCH 1, 2014

Q1 is almost over and your reps still do not have their compensation plans. As a sales manager, you face a serious challenge. Talent Management Sales Leader Sales Management Sales Manager Sales Manager Resources'

Motivation 315

Motivation Face-to-face Compensation How To 315

Xactly

OCTOBER 10, 2018

As part of the effort to make plan design easier, here are a few thoughts on the process (and a few other sales plan ideas too): 1. You need to start pulling together internal data from your incentive compensation management system, data from your CRM, and finally, information from financial teams on profitability and product revenues.

Compensation 79

Compensation Incentives Incentive Webinar Metrics 79

Miller Heiman Group

FEBRUARY 25, 2020

Sales organizations face a paradox: although many continue to increase hiring, attrition is on the rise, according to our 2018-2019 Sales Performance Report , creating a major pain point. Poor hiring practices prove costly to sales organizations in many ways. How Sales Organizations Can Improve Hiring Decisions.

Hiring 97

Hiring Sales Management SAP Sales Talent 97

Miller Heiman Group

APRIL 13, 2020

Sales managers normally face a trifecta of shifting demands from buyers, their direct reports and their organization. The COVID-19 pandemic gives sales managers the perfect opportunity to work toward transforming into more capable leaders. Shift From a Sales Manager’s Mindset to Sales Leader’s Mindset.

Top of Funnel 110

Top of Funnel Sales Management Strategy Funnel 110

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

Sales Hacker

OCTOBER 25, 2022

Join us for an in-depth conversation about scaling your company through incentives and employee retention, especially when facing a recession. Creating careers with incentive compensation to prevent off-shoring. Subscribe to the Sales Hacker Podcast. Preventing off-shoring jobs through incentive compensation [8:59].

Scale 54

Scale Company Incentives Incentive 54

Your Sales Management Guru

SEPTEMBER 12, 2017

Be a better sales manager with Sales Management Boot Camp. As a frequent reader and contributor to LinkedIn I thought I should share with you an answer to many challenges Sales Managers face. Sales Management Tools, Best Practice Guides. For the New Sales Manager.

Sales Management 79

Sales Management Hiring Face-to-face Compensation 79

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

Xactly

JUNE 7, 2018

Incentive Compensation Management (ICM) solutions help companies manage their sales compensation plans and calculate commission payments. Today’s ICM solutions are aimed at optimizing more than just sales compensation, focusing on end-to-end sales performance management (SPM).

Compensation 60

Compensation Incentives Incentive Data 60

Revegy

APRIL 21, 2021

We understand the stress that sales leaders face every day – coaching, building reports, motivating, ensuring effective communication. We also know that the biggest pressure you face is to ensure your organization’s success by hitting your numbers. And you may feel that you have coached until you’re blue in the face.

Face-to-face 85

Face-to-face Compensation Webinar Metrics Motivation 85

BuzzBoard

DECEMBER 8, 2023

The true mark of a successful sales team lies in their ability to transform hurdles into stepping stones. In their pursuit of conquest, large sales teams demand strategic finesse and collaborative ingenuity. Difficulties Large Sales Teams Face: What’s Hindering a Fluid Team Fellowship? A revolution of systems lies ahead.

Scale 89

Scale Infusion Face-to-face Analysis 89

Your Sales Management Guru

MAY 30, 2012

Sales Compensation and Having a Fun Summer. Sales Leadership Ideas. At this time of year sales management must be looking at pipeline levels and goals for July/August and determining if there is the necessary level of activity to ensure targets will be exceeded. Improving customer service. Acquiring new clients.

Compensation 67

Compensation Sales Leadership Face-to-face Incentives 67

Sales and Marketing Management

MAY 7, 2018

Author: Bob Junke Recently, I had the honor of being asked by the Sales Enablement Society (SES) to offer my definition of sales enablement as an alternative to the one the SES Definition Working Group came up with. Defining sales enablement is important. Aligning buyer journeys with sales process and content is an imperative.

Sales Enablement 192

Sales Enablement Hiring Compensation Buyer 192

Xactly

MAY 7, 2018

Sales compensation is one of the most important components of sales planning. Sales operations and compensation professionals must compile a team to piecing together metrics and goals, which carries an incredible amount of responsibility. Time in sales compensation: 11 years. Who: Padmaja Chavali.

Compensation 49

Compensation Incentives Incentive Networking 49

Revegy

APRIL 21, 2021

We understand the stress that sales leaders face every day – coaching, building reports, motivating, ensuring effective communication. We also know that the biggest pressure you face is to ensure your organization’s success by hitting your numbers. And you may feel that you have coached until you’re blue in the face.

Face-to-face 59

Face-to-face Compensation Webinar Metrics Motivation 59

The Spiff Blog

MARCH 31, 2023

Welcome back to our Sell Like a Girl series– where we’ve spent recent weeks unpacking gender bias in sales. Today we’re continuing this conversation by sharing a preview of our latest research on sales commission. The Current State of Gender Bias in Sales Before we take a look at our newest findings, let’s level-set.

Commission 52

Commission Data Salary Face-to-face 52

The Spiff Blog

JANUARY 12, 2023

So, today, we explore five ways to double down on Seller Experience to save money, bring in more revenue, and ultimately create an environment where sales professionals can thrive– even in the face of hardship. When sales reps are happy, engaged, and supported they’re able to provide prospects and customers with a better experience.

Compensation 67

Compensation Hiring Commission Face-to-face 67

Sales Hacker

OCTOBER 5, 2018

Kim* was fed up because James,* the star salesperson her organization promoted, wasn’t making it as a sales manager. James had been killing it at sales. It was clear he knew the industry and how to convert leads into sales. And finally, a big account left at renew time as the sales team struggled to come together.

Sales Management 85

Sales Management Harvest Promotion Motivation 85

Steven Rosen

MARCH 25, 2021

Every sales leader needs to consider their market value. Sales leaders should regularly evaluate and determine areas for growth for their staff and themselves. Most organizations don’t have development programs for their most senior managers, so one needs to look outside the organization for development programs.

Networking 245

Networking Groups Hiring Travel 245

Partners in Excellence

OCTOBER 7, 2019

We are facing a crisis in sales retention. Average tenure for sales people and managers has plummeted to 16.5 As I speak to sales executives and managers about the reasons for the increasing voluntary turnover, too often, they respond, “It’s all about compensation!

Compensation 75

Compensation Retention Face-to-face Sales Talent 75

The Pipeline

JANUARY 11, 2012

Here we are at the start of a new year, fresh faces, prospects and places to engage, and with what most would lead you to believe, a blank slate, ready to conquer sales all over again. 1 to Dec 31, decision cycles don’t, and as such sales people need to align and manage their cycles not their calendars. Sales Cycle.

Pipeline 209

Pipeline Face-to-face Cold Calling Sales Cycle 209

Sales Hacker

DECEMBER 3, 2020

Dealing with difficult managers, coworkers, and even clients can add a lot of extra stress to your day-to-day work. Knowing how to deal with conflict in the workplace is a necessary skill every sales professional should master. We asked the sales community to weigh in on their best conflict resolution tips.

Face-to-face 79

Face-to-face Compensation How To Call-back 79

Showpad

MARCH 3, 2020

But how do they contribute to sales productivity and overall business performance? Sales reps need support to drive growth and increase likelihood of success, whether they’re going through initial onboarding, working through the buyer’s journey or collaborating with marketing. Sales Enablement versus Sales Operations.

Sales Operations 100

Sales Operations Sales Enablement Hiring Compensation 100

Xactly

DECEMBER 10, 2018

Compensation drives sales behavior, which means your sales incentive plan is a critical factor in sales performance and objective achievement. The incentive compensation planning team faces the challenge of balancing executive priorities and designing incentives that motivate reps. Set the Foundation.

Incentives 79

Incentives Incentive Competition Compensation 79

Your Sales Management Guru

NOVEMBER 1, 2010

Business and Sales Management: Planning for 2011 what you need to do! Right now I am working with several clients on their sales compensation plans for 2011. Right now I am working with several clients on their sales compensation plans for 2011. Acumen Management Group Ltd. What did not go well?

Sales Management 67

Sales Management Hiring Compensation Microsoft 67

Xactly

MARCH 29, 2018

Whether you’re in sales, finance, marketing, or IT, it’s important that your company can rely on you to get your job done and do it well. As a sales leader it’s important that you motivate your team because nothing kills employee morale like a bad manager. However, in sales, no leader wants to be considered a fool.

Sales Management 45

Sales Management Incentives Incentive Top of Funnel 45

The Brooks Group

JANUARY 17, 2018

The transition from salesperson to sales manager can be tough ( and doesn’t always work out in the end.) Overnight, someone who is used to being responsible for only their own performance, is suddenly responsible for the performance of an entire sales team. The Fix: If you’re still handling sales accounts , stop. (If

Sales Management 49

Sales Management Face-to-face How To Coaching 49

The Brooks Group

JANUARY 17, 2018

The transition from salesperson to sales manager can be tough ( and doesn’t always work out in the end.) Overnight, someone who is used to being responsible for only their own performance, is suddenly responsible for the performance of an entire sales team. The Fix: If you’re still handling sales accounts , stop. (If

Sales Management 40

Sales Management Face-to-face Coaching Report 40

LevelEleven

JANUARY 2, 2020

Looking to kick off a sales contest in the new year? There are three primary motivators when it comes to salespeople: Competition, recognition, and compensation. Oftentimes, comp plans take care of the compensation part, but what about the other two? Here are 5 benefits you can expect to see as a result… 1.

Lead Rank 62

Lead Rank Lead Scoring Face-to-face Compensation 62

Your Sales Management Guru

MAY 3, 2016

Sales Management Shouldn’t be a Horse Race. During the past 18 years of consulting with hundreds of firms and certainly talking to thousands of people I have witnessed the same ignorance and casual attitudes in managing sales teams. It happens in so many aspects of the job of sales leadership. What are your goals?

Sales Management 40

Sales Management Hiring Face-to-face Compensation 40

SBI Growth

OCTOBER 2, 2012

Turnover is a fierce headwind for leaders of Sales and HR. Last week I talked with two Steves who faced this challenge and developed a sustainable solution. As the strategic HR partner to multiple sales leaders, Steve is responsible for recruiting and retaining top talent. Detail-oriented; able to manage multiple priorities.

Hiring 306

Hiring Ideal Customer Profile Face-to-face Oracle 306

The Pipeline

SEPTEMBER 9, 2011

If you are in sales and your mandate is to sell to companies within your geographical territory, you have probably faced a scenario similar to the one that follows. Copiers as an example, you may refer to document management at one end, and sell copiers to the other end.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

Increase Sales

JULY 7, 2016

This one thread focused on the desire to increase sales compared to the lack of compensation to top sales performers and the 100% commission out of the hiring gate. Another comment mentioned the unwillingness for sales management to pay for salespeople. Value articulation changes respective to each sales lead.

Hiring 86

Hiring Decision Maker Lead Rank Lead Scoring 86

Sales Training Connection

JUNE 11, 2013

We’ve recently had the opportunity to work with a sales force in the oil and gas industry. oil and gas industry is experiencing a tremendous boom … and because of this fortunate development, the oil and gas industry is facing a talent shortage – including in Sales. Better coaching from front-line sales managers.

Face-to-face 98

Face-to-face Compensation Coaching Sales Leadership 98

Understanding the Sales Force

APRIL 16, 2012

Understanding the Sales Force by Dave Kurlan The weather, with temperatures reaching the high 80's, was completely unfavorable for the runners entered in the 2012 Boston Marathon. A similar scenario faced hundreds of sales leadership executives. 32% reported that their sales cycle is too long. 15% want to reduce turnover.

Hiring 188

Hiring Territories Compensation Forecasting 188