Your Sales Management Guru

APRIL 11, 2011

High-Performance Sales Management. Building a strategic and effective sales management system is just like building anything else: It takes time, refinement and follow-through. Sales concepts get recycled, too. Sales managers must direct and mobilize their teams to achieve desired results.

Sales Management 56

Sales Management Hiring Trade Show Penetration 56

SBI Growth

SEPTEMBER 23, 2012

Sales Reps should also be participating in social groups by posting and answering questions - with the idea of educating with value, not pushing your brand. Reps must be able to social map an organization they are trying to penetrate. How can HR help Sales with this?

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

CommercialTribe

OCTOBER 1, 2019

Fundamental #5 – Align and Contribute to Company Goals , is part of our series, The Making of a Highly Effective Sales Manager. I’m stepping through each of the 5 Fundamentals of a Highly Effective Sales Manager , offering depth around what each means to me. Catch up on posts 1 , 2 , 3 and 4.

Company 40

Company Penetration Compensation Segment 40

Your Sales Management Guru

OCTOBER 6, 2015

11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. This also is an opportunity to build a better sales team that will increase your market share as competitors lag.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

The Pipeline

MARCH 31, 2011

How well you plan, recognize and react to a given event will have direct impact on your success in winning more customers, penetrating and retaining existing clients; all with greater predictability and in shorter time frames. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle.

Social Selling 216

Social Selling Webinar Metrics Pipeline Social Media 216

Your Sales Management Guru

MAY 6, 2013

The first is Friday May 10 th , Building Predictable Revenue: Sales Management Systems. The second is May 28 th , 1pm EST: Creating Sales Compensation Plans for High Performance. This is one of 10 Sales Management Training programs from Top Sales Management: read below.

Compensation 74

Compensation Forecasting Penetration Sales Leadership 74

Xactly

AUGUST 30, 2018

This is especially important knowing that more than half of reps (57%) are expected to MISS their quotas this year, according to the 2018 Salesforce State of Sales Report. So what can sales managers do to help their teams meet quota? Build Positive Relationships with the Sales Team. Employ the Enterprise Selling Process.

Enterprise 40

Enterprise Enterprise Top of Funnel Compensation 40

Emissary

JUNE 26, 2023

New business has longer sales cycles, smaller ACV, and lower win rates than opportunities with existing clients. Do your homework to build out specific penetration plans for a narrow set of candidates. Enablement’s job is to worry about the things that sales managers just can’t spare the time for. Deploy final training.

Ideal Customer Profile 52

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

Hubspot Sales

JULY 22, 2020

This tool allows sales managers to analyze the email productivity of their reps. Anaplan provides several cloud-based planning tools for sales: territory and quota planning, incentive compensation planning, sales forecasting, configure price quote optimization, and trade promotion planning. EmailAnalytics.

Tools 108

Tools Closing Territories Hubspot 108

SBI

OCTOBER 1, 2014

Bloomfire gives your team fingertip-access to all the sales training they need to spike sales fast videos, presentations, spreadsheets, and more.Sales reps can ask questions – and get answers… from product managers, sales managers and each other. Bloomfire ToolSkool. CallidusCloud. CallidusCloud. ClearSlide.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Pipeliner

DECEMBER 15, 2017

Companies generally spend hundreds of hours to build sales organization plans defining managerial responsibilities, territory coverage, product introductions with cross selling opportunities, compensation, and strategic and key account designations. There is nothing like ambiguity to distract from full concentration and effort.

Face-to-face 45

Face-to-face Penetration Compensation Territories 45

The Pipeline

AUGUST 16, 2011

For example, if the line of questioning were around the quality and abilities of their front line sales managers. As with most things in sales, it is down to the execution. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Tool.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

OpenSymmetry

MARCH 16, 2016

The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. Gone are the simplistic days of sales reps simply “having a patch” to cover for selling their goods and services. The importance of crediting transactions in the Incentive Compensation process.

Territories 40

Territories Quota Incentives Incentive 40

Partners in Excellence

OCTOBER 27, 2014

Sales Effectiveness/Sales Efficiency. Incentives/Compensation. This is my prognostication, these will be the critical issues facing sales and marketing professionals in 2016. We delivered most of that content in “paper form” because PC’s were just coming in, but penetration was very low.

Fashion 89

Fashion Face-to-face Analytics Social Media 89

Xactly

JUNE 18, 2018

Thus, poor, ineffective territory planning creates a domino effect, hindering the success of your sales organization. In a recent study, the Sales Management Association reported that companies that suffered from ineffective territory design had 15 percent lower sales objective achievement than the average.

Territories 54

Territories Data Hiring Quota 54

Customer Centric Selling

DECEMBER 20, 2016

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. I remember my first year as a salesperson, the only thing that changed for me on January 1 st was the date, my sales compensation plan, and the amount of revenue I was being asked to generate over the next twelve months.

Revenue 40

Revenue Territories How To InsideView 40

Your Sales Management Guru

MAY 25, 2010

The first scenario of holding firm for the long term assumes that your existing portfolio contains quality securities, is properly diversified and has been managed with an appropriate, long-term perspective. In the world of sales management and revenue generation we would like to make the same assumptions for taking a long-term perspective.

Ideal Customer Profile 62

Ideal Customer Profile Hiring Decision Maker Margin 62

LeadFuze

JANUARY 1, 2022

If your goal is to make a statement in the market by penetrating it with new customers who are attracted by lower prices, then start out with higher-quality products at competitive rates. A salesperson’s compensation package should be more than just base pay and commissions. Solution 1: Tackle compensation.

Strategy 52

Strategy Lead Rank Outsourcing Services Marketing 52

HeavyHitter Sales

APRIL 12, 2008

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Why Year End Deals Dont Close: THE CESSPOOL! Are Top Salespeople Born or Made?

Airlines 60

Airlines Cancellation Customer Travel 60

HeavyHitter Sales

NOVEMBER 24, 2008

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors.   But what is the best strategy to you penetrate new accounts?

Penetration 60

Penetration Ideal Customer Profile Real Estate Distribution 60

HeavyHitter Sales

SEPTEMBER 11, 2007

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Why Year End Deals Dont Close: THE CESSPOOL! Are Top Salespeople Born or Made?

Penetration 60

Penetration Study Meeting Education 60

Sales Hacker

DECEMBER 13, 2018

Imagine similar spikes in your sales metrics and you’ll see the glaring imperative for setting goals. So yes — there are few things more important to you as sales manager than to set goals. Skip right to the 6 steps to influence outcomes as a sales manager >>> Having Goals is NOT Enough to Break Through.

Sales Management 79

Sales Management Revenue Incentives Incentive 79

Anthony Cole Training

FEBRUARY 18, 2013

Despite the current widespread Lincoln mania, not a single person before has ever identified him as a great sales coach. Then again, not many people have my mindset of thinking about how every book, movie or song translates to something related to sales or sales management. Let me briefly take them one at a time.

Sales Coaching 170

Sales Coaching Coaching Penetration Incentives 170

Sales Hacker

AUGUST 21, 2018

Imagine similar spikes in your sales metrics and you’ll see the glaring imperative for setting goals. So yes — there are few things more important to you as sales manager than to set goals. Skip right to the 6 steps to influence outcomes as a sales manager >>> Having Goals is NOT Enough to Break Through.

Sales Management 62

Sales Management Revenue Incentives Incentive 62

Anthony Cole Training

FEBRUARY 18, 2013

Despite the current widespread Lincoln mania, not a single person before has ever identified him as a great sales coach. Then again, not many people have my mindset of thinking about how every book, movie or song translates to something related to sales or sales management. Let me briefly take them one at a time.

Sales Coaching 137

Sales Coaching Coaching Penetration Incentives 137

Sales Hacker

DECEMBER 22, 2020

Revenue-based compensation is a resounding yes. Subscribe to the Sales Hacker Podcast. True sales & marketing alignment [6:17]. Revenue-based compensation [12:36]. Revenue-based compensation [12:36]. But one of the big components is we have to adjust compensation, and we have to share in the success of this.

Revenue 73

Revenue Scale Compensation Webinar Metrics 73