SBI Growth

SEPTEMBER 11, 2012

Deploying a Sales Force Automation tool will not solve the challenges facing your Sales organization. Recently I was with a client who believes they have a sales compensation problem. In this case, we needed to know all of the companies within a given zip code, their potential spend and account penetration.

Territories 306

Territories Top of Funnel Analysis Penetration 306

Partners in Excellence

MAY 31, 2013

” Yeah, Yeah, we all know that, but here’s the real issue, “Are we measuring and compensating them to do the things we WANT them to do?” Do you want to penetrate new markets, do you want to attract new customers, do you want to retain and grow certain customers, do you want to drive growth in certain product areas?

Compensation 85

Compensation Penetration Revenue Coaching 85

Zoominfo

DECEMBER 14, 2021

When I think about how we ramp salespeople into our business, it’s about giving them the proper tools to be successful, both from a technology perspective and from a value perspective.” Our largest accounts, we will have typically penetrated upward of 20, 50, even 100 different business units. Eat what you kill.’

Hiring 100

Hiring Face-to-face Sports Scale 100

SBI Growth

SEPTEMBER 11, 2012

Deploying a Sales Force Automation tool will not solve the challenges facing your Sales organization. Recently I was with a client who believes they have a sales compensation problem. In this case, we needed to know all of the companies within a given zip code, their potential spend and account penetration.

Territories 264

Territories Top of Funnel Analysis Penetration 264

SBI Growth

SEPTEMBER 23, 2012

Receive a package of tools including this Top Ten Sales Rep Competencies list. This also includes any required deal tracking and maintenance in your Sales Force Automation/Customer Relationship Management tools. 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

Emissary

JUNE 26, 2023

Do your homework to build out specific penetration plans for a narrow set of candidates. Refocus on opportunity management methodologies and tools (deal plans) to equip sellers to handle a huge influx of deal activity. This can involve redistributing planning tools, holding refresher training and assigning field coaches.

Ideal Customer Profile 52

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

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

Xactly

AUGUST 30, 2018

Effective management begins with the realization that you need both sales team management tools as well as reps that are well-trained and prepared for the sales floor. The Internet has become an important tool to build customer and prospect relationships for your business with the customer. It takes a multi-pronged approach.

Enterprise 40

Enterprise Enterprise Top of Funnel Compensation 40

Your Sales Management Guru

MAY 6, 2013

This week I thought I would use this forum to let my readers know of Two Sales Leadership training programs in May that you should plan to attend. 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.

Compensation 74

Compensation Forecasting Penetration Sales Leadership 74

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. Sales Compensation. Sales Tool. TopLine Sales Compensation Solutions. Reputation 2.0.

Social Selling 216

Social Selling Webinar Metrics Pipeline Social Media 216

SBI

OCTOBER 1, 2014

Act-On’s streamlined user interface puts first-rate marketing tools at your fingertips, making campaigns and programs easier and faster. Qvidian let’s you bettercommunicate value, accelerate sales cycles and increase market penetration. Act-On Software. ActonSoftware. CallidusCloud ToolSkool. ClearSlide. ClearSlide. SAVO Group.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Partners in Excellence

OCTOBER 27, 2014

Systems/Processes/Tools. Sales Automation/Tools. Marketing Automation/Tools. Incentives/Compensation. Big Data/Analytics, Gamification, Social Selling, all the Marketing and Sales Automation tools……none of them existed in 1980! Sales Process/Methodology. Recruiting/Onboarding. Customer Engagement.

Fashion 89

Fashion Face-to-face Analytics Social Media 89

SBI Growth

NOVEMBER 7, 2012

HR and Sales leaders face the challenge of maximizing the investment in sales compensation. The compensation calculator offered here will help you make smarter decisions about the economics behind motivating a critical component of your sales force. With proper structure and compensation , they can provide tremendous leverage.

Compensation 257

Compensation Penetration How To Incentives 257

The Pipeline

AUGUST 16, 2011

The reality is that what makes the process a challenge for most is not the upfront work, which does take effort, but the ability and willingness to ask the penetrating questions that pierce the Status Quo, and lead to Engagement. Sales Compensation. Sales Tool. TopLine Sales Compensation Solutions. Tibor Shanto.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

Your Sales Management Guru

APRIL 11, 2011

Certain ingredients must be in alignment with corporate goals, such as personal or professional goals, compensation plans and personal performance measurement. A true strategic sales management framework builds sustainable business models that increase sales, lower the cost of sales, improve productivity and increase market penetration.

Sales Management 56

Sales Management Hiring Trade Show Penetration 56

Your Sales Management Guru

OCTOBER 6, 2015

Analyze and profile the sales team and distribution channels that you need to penetrate your markets. . Provide your team with effective tools that analyze the status of each opportunity and develop the various tactics to increase your probabilities. Review your current compensation plan to ensure that it supports company goals.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

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

NOVEMBER 24, 2008

Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy.   But what is the best strategy to you penetrate new accounts? Steve: good post - email is a tool, and just like any other tool it can be powerful when used correctly. Books For Heavy Hitters.

Penetration 60

Penetration Ideal Customer Profile Real Estate Distribution 60

Your Sales Management Guru

MAY 25, 2010

3. Analyze and profile the sales team and distribution channels that you need to penetrate your markets. Make sure your team is using internally developed or commercial tools to analyze the status of each opportunity and develop the various tactics to increase your probabilities. Find ways to be different! Specifically : .

Ideal Customer Profile 62

Ideal Customer Profile Hiring Decision Maker Margin 62

LeadFuze

JULY 6, 2021

However, this payment method also comes with risks of not getting compensation if you don’t have much experience or your time isn’t worth what was agreed upon beforehand by both parties involved during negotiations before starting any project together. These will make your customers sit up and take notice.

Proposal 98

Proposal Strategy Discount Social Media 98

Sales Hacker

DECEMBER 13, 2018

Goals also help assess the efficiency of tools and methods, and formulate strategies for improvement or growth. Incentives (compensation, commission, benefits, perks). Drive motivation and increase the impact of your incentives program by implementing the right mix of base compensation, commission, and rewards. Tech purchases.

Sales Management 79

Sales Management Revenue Incentives Incentive 79

Xactly

JUNE 18, 2018

Traditionally, manual processes, such as spreadsheets, have been the go-to planning tool, but they aren’t built for logic and can’t deliver valuable real-time insights. As their compensation continues to drop, morale plummets as well. Companies should view quotas in conjunction with territory penetration and opportunity.

Territories 54

Territories Data Hiring Quota 54

Sales Hacker

AUGUST 21, 2018

Goals also help assess the efficiency of tools and methods, and formulate strategies for improvement or growth. Incentives (compensation, commission, benefits, perks). Drive motivation and increase the impact of your incentives program by implementing the right mix of base compensation, commission, and rewards. Tech purchases.

Sales Management 62

Sales Management Revenue Incentives Incentive 62