A Sales Guy

SEPTEMBER 23, 2019

Sales is suffering from 9 brutal ills: Number 5 in this 9 part series. Not enough salespeople understand the game/rules of sales. Too much reliance on selling tools. “Welcome to the team,” said my new sales manager, as he dropped a giant yellow pages phonebook on my desk. The Bro Culture , . Lack of Coaching.

Sales Tools 108

Sales Tools Tools Cold Calling SalesForce 108

Pipeliner

APRIL 8, 2018

Strong sales leadership builds, nurtures and inspires. The business world has always had its share of both—but there are few areas where it matters more than in sales. A bad sales manager can adversely affect the backbone of any organization—sales revenue, employee morale and motivation, and customer relationships.

Sales Leadership 67

Sales Leadership Cold Calling Motivation Quota 67

Increase Sales

MARCH 27, 2012

Imagine for a moment a sales leadership team of individuals all demonstrating the self starting ability to do what they need to do without being told or extrinsically motivated. Self starting ability is not about rewards or compensation as this is 100% internally motivated. So what is self starting ability?

Sales Leadership 126

Sales Leadership Face-to-face Lead Rank Lead Scoring 126

Mindtickle

NOVEMBER 16, 2018

years ( data from Bridge Group Sales Development 2018 Metrics and Compensation Report ). This presents a few challenges for sales managers. Given the breadth of the role of sales manager, it’s simply not possible for them to know how to coach sales reps on everything. So what exactly is sales leadership coaching?

Sales Leadership 76

Sales Leadership Coaching Sales Coaching Hiring 76

Sales Hacker

OCTOBER 9, 2019

Worse still — and this is the biggest problem — the newly promoted sales manager may not have had any practical training on how to manage a sales team. Without the proper training, they don’t have the necessary skills or tools to manage this critical business function. Compensation. Aptitude for management. Aim Higher!

Promotion 68

Promotion Sales Management Sales Leadership Hiring 68

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. Or, keep reading for more sales plan ideas. DOWNLOAD.

Compensation 64

Compensation Motivation Commission How To 64

The Spiff Blog

JULY 20, 2023

Most organizations recognize that their sales commission process isn’t perfect. Managing compensation is a complex undertaking, one in which the smallest error can create a domino effect of administrative labor and protracted troubleshooting. Potential: You continuously optimize sales compensation plans.

Commission 80

Commission Compensation Scale Report 80

Hubspot Sales

APRIL 22, 2021

Historically, compensation planning has been relegated to an Excel file, particularly for businesses without the budget for prohibitively priced enterprise software. They saw many of these challenges in their 25+ years combined experience in front office and back office sales leadership.

Hubspot 85

Hubspot Commission Compensation Incentives 85

SBI Growth

OCTOBER 24, 2013

A post for Sales and HR Leaders to find root causes of Sales Manager (SM) vacancies. The Sales Manager position is the fulcrum between sales leadership strategy and sales force execution. Teams without effective sales managers lack morale and discipline. Poor compensation. Weak sales strategy.

Hiring 292

Hiring Positioning Sales Management Compensation 292

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

Your Sales Management Guru

JULY 6, 2016

July is Sales Leadership Month. As a sales leader you must always have a vision and action plans for a rolling six months, this is why July is the perfect month for anyone that has sales management responsibility—so why not name it Sales Leadership Month ! How is the sales compensation plan working?

Sales Leadership 56

Sales Leadership Lead Rank Lead Scoring Government 56

Highspot

OCTOBER 11, 2023

Building and Leading a High-Performing Sales Team Only 31% of sales managers had strong confidence in their sales team’s ability to meet key business objectives. Creating a high-performing team is a cornerstone of sales management success and requires excellent sales leadership.

Sales Management 59

Sales Management Strategy Lead Rank Lead Scoring 59

Your Sales Management Guru

APRIL 9, 2012

Your Sales Leadership Workout. Your Sales Organization in Shape . Build a proactive approach to sales management that creates predictive revenue and a self-managed sales team. . Learn how top performing sales leaders muscle up their teams to pump up predictable revenues. May 9 & 10, 2012. Inspiring”.

Sales Leadership 60

Sales Leadership Hiring Workbooks Hotels 60

Alice Heiman

SEPTEMBER 9, 2020

In our last book round-up , I shared 3 sales books you could recommend to your sales leadership for cost-effective learning opportunities and book clubs. Below are 4 more great sales books I recommend for you and your team. . One of the best tools for selling right now is the phone. More books! By Art Sobczak.

Negotiation 164

Negotiation Cold Calling Compensation Exact 164

Crunchbase

JANUARY 13, 2022

Assessment results are a powerful benchmarking tool to evaluate sales infrastructure before and after implementing specific changes. Here’s how sales leaders should respond regarding compensation, documenting sales processes, performance reviews, onboarding and training processes, and defining sales performance metrics.

Compensation 98

Compensation Insurance Insurance Sales Methodology 98

SBI

MAY 7, 2015

If you’re seeking smart tools to drive sales performance, I’ve got great news for you. We’ve just released our 3rd annual Top Sales Tools of the Year Guide. Use this guide if you want to learn about innovative tools designed for all kinds of sellers. Inside Sales & Biz Dev.

Tools 50

Tools Territories Compensation Inside Sales 50

Xactly

JANUARY 18, 2019

Your sales commission plan is a portion of your sales compensation plan. Ultimately, your sales commission plan motivates reps to close deals and perform specific sales behaviors that align with your company goals. To help ensure you set your sales team up for success, here are six steps to setup a commission plan.

Commission 81

Commission Incentives Incentive Compensation 81

Understanding the Sales Force

APRIL 16, 2012

A similar scenario faced hundreds of sales leadership executives. I reviewed the 2012 Sales Performance Management Report, published by the Aberdeen Group and gleened some interesting statistics. 21% want a better sales hiring process. 17% want their reps to better understand their compensation plan.

Hiring 188

Hiring Territories Compensation Forecasting 188

Braveheart Sales

JUNE 29, 2021

It seems sales hiring is heating up and that means we are having more and more conversations about compensation. Compensation plans should not be designed to be “set it and forget it.” A common compensation plan mistake is having ranges of pay associated with the job which a manager must follow without exception.

Hiring 52

Hiring Compensation Salary ROI 52

SBI Growth

JANUARY 18, 2013

At first, it may not seem like an HR leader would be involved in shaping sales force structure. The opportunity to deliver value to Sales is wider than many HR leaders think. This post includes one tool to think more strategically about a part of the business. There are many more opportunities beyond sales force structure.

Retention 292

Retention Compensation Ideal Customer Profile Channels 292

Your Sales Management Guru

JULY 30, 2012

Sales Leadership: Impacting Your 2013 Revenue. This week I want you to turn your thinking towards growing overall company revenues for next year and making sure you have the proper number of salespeople contributing on your sales team. Fifth, is your current compensation working to attract top talent?

Sales Leadership 68

Sales Leadership Revenue Hiring Compensation 68

Your Sales Management Guru

NOVEMBER 8, 2010

Is your organization and your sales team suffering from: Puny Revenues? It’s Time for a Sales Leadership Workout! Your Sales Organization in Shape for 2011. Build a proactive approach to Sales Management 2.0 that creates predictive revenue and a self-managed sales team. Creating a self managed sales team.

Sales Leadership 64

Sales Leadership Hiring Compensation Sales Management 64

SBI Growth

OCTOBER 11, 2012

Sales recognized that Quota setting was a problem. Now HR can help Sales recognize the underlying issues that will surface. Go meet with Sales leadership and plan how to monitor for issues. Draft effective communications to the Sales force from Sales Leadership. Compensation. Sales coaching.

Quota 257

Quota Compensation Commission Margin 257

Your Sales Management Guru

JULY 16, 2012

I presented the last topic and had some fun with how sales and marketing must work together as well as metrics to measure sales/marketing effectiveness and performing a competitive analysis. If you would like a competitive analysis tool, send me an email; Ken@AcumenMgmt.com. Over 250 people participated. .

Sales Leadership 71

Sales Leadership Microsoft Analysis Compensation 71

Your Sales Management Guru

JANUARY 21, 2013

Sales Leadership: Bringing a Sharp Focus to Your. Sales Meetings. more on that later), in both environments I have begun to revert to a similar sales management technique to achieve the desired results. For this week, I thought I should share this fundamental concept with you. For more details, ask.

Sales Meeting 81

Sales Meeting Sales Leadership Meeting Forecasting 81

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. Clarify how your reps will be compensated.

Lead Rank 98

Lead Rank Sales Qualified Lead Lead Scoring Leads 98

Partners in Excellence

JUNE 9, 2016

My friend, Mike Weinberg, has been one of the most consistent and vocal spokesperson on the Dysfunction of Sales Leadership. He wrote a brilliant article about this, identifying 8 Sins that destroy sales cultures and results. For a much deeper discussion, make sure you read his book, Sales Management Simplified. (It’s

Sales Leadership 48

Sales Leadership Hiring Retention Sales 48

The Pipeline

JANUARY 18, 2012

The Pipeline Renbor Sales Solutions Inc.s Stored in Business Acumen , Interview , Proactive , Proactivity , Productivity , Sales Leadership , Sales Success , audio , execution. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

The Pipeline

NOVEMBER 16, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Interview , Planning , Proactive , Sales Leadership , Sales Success , audio , execution. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

SBI Growth

DECEMBER 13, 2012

Career Progression: Ability to source sales leadership from within the organization. Quota Attainment: Turnover caused by poor compensation and quota plans. The framework shown below provides a list of suggested HR leading indicators for sales talent management. This tool offers a variety of potential metrics.

Hiring 282

Hiring Sales Talent Ideal Customer Profile Analytics 282

SBI Growth

DECEMBER 22, 2013

According to your compensation plan and bookings report, you won. This is a flawed way to measure winning and losing as a sales leader. This post will discuss a new way sales leaders should measure performance. People get disappointed with sales training events. Sales leadership is hard. You made the number.

Scale 282

Scale Exercises Compensation Follow-up 282

The Pipeline

FEBRUARY 15, 2012

The Pipeline Renbor Sales Solutions Inc.s Sales Force (Mis)Alignment. Stored in Business Acumen , Coaching , Demand Generation , Hiring Sales Talent , Planning , Sales Force Alignment , Sales Leadership , Sales Management , Sales Strategy , Sales Success , Sales eXchange , execution.

Pipeline 223

Pipeline Hiring Demand Generation Targets Demand Generation 223

The Pipeline

NOVEMBER 23, 2011

Stored in Attitude , Business Acumen , EDGE Sales Process , Funnel management , Impact Questions , Interactive Selling , Planning , Prospecting , Sales Leadership , Sales Strategy , Sales Success , Sell Better , Video , execution , qualifying. Random Walk Down Sales Street. Sales Bloggers Union.

Sales Qualified Lead 231

Sales Qualified Lead Pipeline Cold Calling Webinar Metrics 231

The Pipeline

DECEMBER 7, 2011

Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

The Pipeline

JANUARY 17, 2012

The Pipeline Renbor Sales Solutions Inc.s Top 25 Sales Influencers for 2012. Stored in Attitude , Awards , Business Acumen , Gap Selling , Interactive Selling , Productivity , Sales Leadership , Sales Success , execution. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation.

Influencer 222

Influencer Pipeline Hiring Top of Funnel 222

SBI Growth

JUNE 21, 2013

The secret to hiring a great sales leader is the ‘A’ Player Scorecard. Get it free here and nail your next sales leadership hire. Your next sales manager needs modern skills to make the number. He needs capabilities like social selling , buyer-centric selling and big data for sales. What is an ‘A’ Player Scorecard?

Hiring 320

Hiring Commission Compensation Account 320

The Pipeline

MARCH 6, 2012

The Pipeline Renbor Sales Solutions Inc.s Win The Sale Without Compromising on Price. Stored in Attitude , Book Notice , Price , Proactive , Sales Leadership , Sales Success , Sales Technique , execution. All sales aren’t created equal. Random Walk Down Sales Street. Sales Bloggers Union.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212