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

Sales Training Connection

APRIL 11, 2014

Sales Team Turnover. Sales leaders spend a fair amount of time and effort reviewing issues related to the cost of sale. The issues can vary from travel policies and territory designs to compensation structures and bonuses. Defining the sales turnover problem. Does it matter? So, yes it matters.

Sales Leadership 110

Sales Leadership Compensation Report Pivotal 110

Xactly

JANUARY 18, 2019

Motivating your sales reps is one of the key factors of sales success. In most sales organizations, the sales commission plan is the best way to do this. Your sales commission plan is a portion of your sales compensation plan. sales commission structures , bonus plans, pay mix, etc.)

Commission 81

Commission Incentives Incentive Compensation 81

Xactly

JANUARY 17, 2019

A strategic sales plan is a portfolio of ideas, processes, and technology that guides a sales organization’s strategy and provides the resources and tactics for reaching sales goals. With goals in hand, sales leadership must then assess and determine the needs and means to achieve those goals. Territory design.

Hiring 70

Hiring Territories Incentives Incentive 70

SBI Growth

DECEMBER 5, 2013

The sales organization is into the final run for the year. How has Sales Operations done this year? Did you directly enable the sales organization to close more business? Did you help keep sales expenses in check? With focus, Sales Ops leaders can positively impact sales revenue and costs.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

The Pipeline

FEBRUARY 3, 2012

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. They say you can’t shrink your way to success, but perhaps there are situations in sales where you can. Shrink Your Way To Success.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

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

Crunchbase

NOVEMBER 18, 2021

Building out a sales organization has historically been an incremental process: Scale in a linear fashion by hiring one salesperson at a time. However, relying solely on employing full-time sales workers may soon become a restrictive and potentially detrimental model. More than one-third of global sales involve salespeople.

Trends 105

Trends Hiring Scale Compensation 105

SBI Growth

JANUARY 18, 2013

Talent management is a top priority for HR leaders who support sales organizations. But a recent interview with a HR leader revealed another level of sales leader support. At first, it may not seem like an HR leader would be involved in shaping sales force structure. The sales organization must continually adapt.

Retention 292

Retention Compensation Ideal Customer Profile Channels 292

The Pipeline

AUGUST 8, 2011

The Pipeline Renbor Sales Solutions Inc.s Talking Long-Term – Acting Short-Term – Sales eXchange – 109. Last week I wrote about the follies of having a shorter sales cycle , beyond the points highlighted, I think it raises another trend in sales these days. December 2007.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

The Pipeline

JULY 16, 2012

We all know that referrals are a highly effective way to grow your leads and prospect base, (yes, there is more than cold calling, and more than referrals), but at times reps and sales organizations place unnecessary limitations on their ability to fully leverage referrals. Failing this, all too often money is left on the table.

Referrals 324

Referrals Lead Rank Lead Scoring Territories 324

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

Xactly

NOVEMBER 29, 2018

An integral piece in your sales performance management process is developing a compensation plan that is data-based and results-driven. Your compensation plan affects everyone and everything in your company. What’s your background and experience with sales compensation and planning? View Webinar.

Compensation 80

Compensation Territories Hiring Incentives 80

Janek Performance Group

OCTOBER 11, 2021

The best way to accomplish sales goals is to have the right salespeople on your team. To achieve your sales goals in 2022, there is one essential question you need to ask before you spend a dime on marketing. . Do we have the right sales team in place to achieve our sales goals in 2022? But that can be misleading.

Hiring 117

Hiring Compensation Sales Talent Account 117

The Pipeline

NOVEMBER 1, 2013

We are all familiar with the battle cry of many in sales: People Buy From People. Specifically for sales people who believe they have such a tight relationship with their buyers that they tend to ignore things that can cost them revenue and clients. Sales Process Sales Success Tibor Shanto' Tibor Shanto.

Company 261

Company Loyalty Hiring Face-to-face 261

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. Start by downloading our new book: Sales & Consequences. EDGE Sales Process.

Influencer 222

Influencer Pipeline Hiring Top of Funnel 222

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. A Random Walk Up Sales Street. EDGE Sales Process.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

OCTOBER 31, 2011

The Pipeline Renbor Sales Solutions Inc.s Have You Read The Sales Book About? Sales eXchange – 121. Stored in Attitude , Business Acumen , Proactivity , Productivity , Sales Leadership , Sales Success , Sales eXchange , execution. Why not adopt that within sales organizations.

Pipeline 253

Pipeline Top of Funnel Hiring Real Estate 253

The Pipeline

JULY 25, 2011

The Pipeline Renbor Sales Solutions Inc.s Removing The Barrier From Sales – Sales eXchange – 107. Stored in Attitude , Listening , Proactive , Proactivity , Review , Sales eXchange , Success , execution. Sales eXchange , Sales Success , Self improvement , Tibor Shanto , Win/loss analysis. EDGE Sales Process.

Pipeline 265

Pipeline Hiring Top of Funnel Vendor 265

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? Are we assigning effective territories? At Xactly, our sales team has grown. Improving Sales Performance Analysis with Xactly Insights.

Analysis 90

Analysis Data Incentives Incentive 90

The Pipeline

FEBRUARY 29, 2012

The Pipeline Renbor Sales Solutions Inc.s The Right Way to Use Demos in Technology Sales. Stored in Attitude , Business Acumen , Communication Strategy , Demos , Listening , Planning , Presentation , Proactive , Sales Strategy , Sales Success , Sales Technique , audio , execution. A Random Walk Up Sales Street.

Pipeline 212

Pipeline Hiring Cold Calling Webinar Metrics 212

The Pipeline

AUGUST 10, 2011

The Pipeline Renbor Sales Solutions Inc.s In Conversation – How to Shorten the Sales Cycle. Stored in Attitude , Business Acumen , EDGE Sales Process , Interview , Lead Management , Proactive , Proactivity , Prospecting , Sales Process , Sales Strategy , Success , Video , execution. A Random Walk Up Sales Street.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

The Pipeline

FEBRUARY 24, 2012

The Pipeline Renbor Sales Solutions Inc.s Sales Roulette – Are You A Player? Stored in Attitude , Business Acumen , EDGE Sales Process , Impact Questions , Interactive Selling , Metrics , Next Steps , Proactive , Sales Cycle , Sales Process , Sales Strategy , Sales Success , execution. January 2008.

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240

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. We covered a number of topics relating to sales and success. Sales Success , Tibor Shanto. A Random Walk Up Sales Street.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

The Pipeline

JANUARY 24, 2012

The Pipeline Renbor Sales Solutions Inc.s Sales & Consequences now on Amazon Kindle. Stored in Attitude , Book Notice , EDGE Sales Process , EDGE Selling , Gap Selling , Productivity , e-book , execution. Sales & Consequences , Tibor Shanto. A Random Walk Up Sales Street. EDGE Sales Process.

Pipeline 203

Pipeline Top of Funnel Hiring Cold Calling 203

The Pipeline

JANUARY 6, 2012

The Pipeline Renbor Sales Solutions Inc.s Sales & Consequences. Stored in Attitude , Book Notice , Business Acumen , Buying Process , EDGE Sales Process , Gap Selling , Interactive Selling , Price , Proactive , Sales Strategy , Sales Tip , Sell Better , Selling to Executives , Success , e-book , execution.

Pipeline 215

Pipeline Hiring Top of Funnel Cold Calling 215

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. Sales Success , Tibor Shanto. A Random Walk Up Sales Street. EDGE Sales Process. Hiring Sales Talent. Sales Bloggers Union.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

A Sales Guy

MAY 7, 2013

You have a sales process in place, but the sales manager and sales people are using separate spread sheets with additional stages, because the current sales process doesn’t meet their needs. You’ve built a killer sales portal the sales team never seems to visit. They expect it will be GOOD.

Top of Funnel 128

Top of Funnel Sales Leadership Territories B2B 128

The Pipeline

AUGUST 24, 2011

The Pipeline Renbor Sales Solutions Inc.s Preparing for Sales Success – Part 1. Stored in Attitude , EDGE Sales Process , Impact Questions , Interactive Selling , Proactive , Proactivity , Prospecting , Sales Process , Sales Strategy , Sales Success , Video , execution. Sales Success , Tibor Shanto , Video.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

The Pipeline

JANUARY 23, 2012

The Pipeline Renbor Sales Solutions Inc.s Take Time Out To Get Ahead – Sales eXchange – 133. Stored in Attitude , Business Acumen , EDGE Sales Process , Funnel management , Interactive Selling , Planning , Proactivity , Productivity , Sales Strategy , Sales Success , Sales eXchange , Time Allocation , execution.

Pipeline 220

Pipeline Top of Funnel Hiring Webinar Metrics 220

The Pipeline

DECEMBER 7, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Appointments , Attitude , Business Acumen , Cold calling , Guest Post , Planning , Proactive , Prospecting , Sales Strategy , Sales Success , Sell Better , Video , Voice mail , execution. Voice mail continues to be a topic of discussion whenever sales people get together.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

The Pipeline

OCTOBER 10, 2011

The Pipeline Renbor Sales Solutions Inc.s Sales eXchange – 118. Stored in Attitude , Business Acumen , EDGE Sales Process , Interactive Selling , Interview , Objection Handling , Planning , Proactive , Sales Strategy , Sales Success , Sales eXchange , execution. A Random Walk Up Sales Street.

Pipeline 230

Pipeline Hiring Top of Funnel Cold Calling 230

The Pipeline

AUGUST 22, 2011

The Pipeline Renbor Sales Solutions Inc.s Compelling Opening Statements – Sales eXchange – 111. Stored in Attitude , Business Acumen , Cold calling , EDGE Sales Process , Proactive , Prospecting , Sales Success , Sales Technique , Sales eXchange , execution. Sales eXchange , Tibor Shanto. Book Notice.

Pipeline 255

Pipeline Cold Calling Hiring Sales Qualified Lead 255

The Pipeline

MARCH 28, 2011

The Pipeline Renbor Sales Solutions Inc.s Senior Personitis – Sales eXchange – 90. Stored in Attitude , Business Acumen , Proactivity , Productivity , Sales eXchange , execution. there is still a condition that plagues sales, causing grief and lost revenues to companies across the planet. December 2007. medicine 2.0,

Pipeline 220

Pipeline Twitter Hiring Territories 220

The Pipeline

APRIL 27, 2011

The Pipeline Renbor Sales Solutions Inc.s The six elements of a perfect sales meeting. Stored in Attitude , Business Acumen , Coaching , Emotional Intelligence(EQ) , Guest Post , Sales Leadership , Sales Management , Sales Meetings. Do you dread the weekly sales team meeting? December 2007.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

Mindtickle

DECEMBER 28, 2023

Sales operations teams were once the unsung heroes of the sales organization. A recent Salesforce report found that 82% of sales professionals feel “sales ops plays a critical role in growing the business.” Furthermore, 82% feel sales ops is becoming more strategic. What is sales operations (Sales Ops)?

Sales Operations 52

Sales Operations Top of Funnel Sales Enablement Forecasting 52

Your Sales Management Guru

APRIL 2, 2012

Sales Leadership: Gaining Insight and Accountability. Most sales leaders have a lot of confidence-which is good, but many have never experienced what many CEO’s have, that is an insights and help from other CEO’s. Sales Management Board of Advisors. What can you do to improve on these two critical blind spots?

Sales Leadership 67

Sales Leadership Account Face-to-face Groups 67