The MBO Bonus – Definition, Tips, and Considerations

Xactly

Definition of MBO Bonus. The saying “when you try and do everything, you do nothing” definitely rings true in this case. Download our "Ultimate Guide to Sales Compensation Planning" for incentive best practices and everything you need for a sales comp plan design project.

A Four Letter Word Every Seller Should Learn – Sales eXecution 318

The Pipeline

One attribute many successful sales people possess is clarity of purpose, this helps them plan and execute more effectively, as well as help them review their actions and results more objectively. Know-it-alls”, by definition don’t feel they need help, because hey, they know it all.

What Sales Attitudes Do You Seek When Hiring?

Increase Sales

You want top sales performers. From your own past selling experience, you know top sales performers have the right sales attitudes reinforced by certain sales skills. Yet, how do you find if those sales skills really exist beyond the standard hiring interview?

Sales Leadership Talent of Problem Solving Ability

Increase Sales

These word problems were probably your first formal steps to developing this sales leadership talent of problem solving ability. Sales Training Attribute Index crtical thinking skills ideal customer Innermetrix problem solving ability sales leadership talent assessment

The Ultimate Guide to Asking Sales Questions (And 29 Questions You Can Use Today)

Gong.io

Are you looking for a rich list of sales questions you can use today? Master sales pro know that this skill is as important as what they ask. How to Earn the Right to Ask Sales Questions. Ask Sales Questions the Right Way . Advanced Sales Questions for Pro Sellers.

Sales Training is Only One-Third of What You Need to Be Doing for Sales Enablement

Sales Hacker

If the impact of your sales enablement initiative seems disappointing or misunderstood, it could be because of your organization’s (all too common) mistake of confusing sales training with sales enablement. What sales enablement isn’t. What sales enablement is.

Do Generational Differences Matter in Account Based Sales?

No More Cold Calling

Will they ever be able to have a conversation or build the kind of relationships that lead to success in account based sales? In fact, it can be a competitive advantage for account based sales teams. The post Do Generational Differences Matter in Account Based Sales?

What makes a stellar B2B sales person?

Artesian Solutions

Artesian Interviews Andrew Jenkins BESMA 2018 Sales Professional of the Year. A popular interpretation of the Pareto principle states that 80% of your revenue comes from 20% of your sales people. So what makes a sales person rise to the top? The path to sales success.

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7 sales rules of customer loyalty economics

Sales Training Connection

If the economic forecasters are right, and we think they are, then it is a good time to revisit how we can leverage this positive development from a sales perspective. Let’s take a look at what they were talking about and explore what it means for Sales. 2012 Sales Horizons, LLC.

7 Steps to a Creative Sales Contest Even Your Prospects Will Love

Sales Hacker

Warning: This is not your average sales contest. The most creative sales contests focus on increasing other, less run-of-the-mill outcomes. In this case, we are going to talk about a sales contest that builds stronger relationships and accelerates deals.

A Conversation With Cory Bray: Developing Sales Enablement Methodologies

Costello

Cory Bray , coauthor of The Sales Enablement Playbook , Sales Development , and the recently released Triangle Selling. With a background in sales, finance, and operations, he’s crafted his experiences into a career in sales enablement. Sales managers are busy.

How to become a sales manager: Making the jump from seller to leader

Nutshell

Do you dream of leaving your sales associate desk behind and stepping up to a sales management position? The arrangements may vary from company to company, but in general, most sales professionals would jump at the chance to assume a leadership role. In this article, we’ll explore the differences between sales associate and management positions, and what it takes to transition from one to the other. Are you Sure You Want to Become a Sales Manager?

7 skills you’ll need to become a sales manager

Close.io

So you want to become a sales manager ? Making the leap from sales practitioner to sales manager doesn’t have as much to do with being a rockstar that boasts the highest close rate on your team—as it’s concerned with your ability to motivate, lead and elevate others to achieve more.

A Playbook for Data-Driven Sales Enablement

Mindtickle

According to research from CSO Insights, “organizations with successful sales enablement programs see 67% quota attainment, compared to only 42% for companies that admit their enablement programs fall short of expectations”. How can you tell whether an individual rep is sales-ready?

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Sales Tips: Honest Customer Feedback is the Cure for Insanity

Customer Centric Selling

This is obviously a cultural rather than a medical definition, but if you sell for a living, and you cannot figure out what you’re doing that’s causing you to lose deals you were sure you were going to win, you might start to feel like you’re losing your mind.

Can Your Marketing Team Increase Sales Productivity?

Zoominfo

It’s no secret, sales and marketing teams don’t always work well together. In fact, research shows that 53% of sales professionals are unhappy with the support they get from marketing ( source ). Aligning sales and marketing leads to 38% higher sales win rates.

Stop, Take a Step Back and Gain Clarity Around Your Purpose

Increase Sales

So what’s your purpose if you are in sales, leadership or some other role? This definition of intention, aim or goal makes sense when we remember the scene in the story Alice in Wonderland as she comes across the Cheshire Cat sitting in the tree.

Sales managers – it’s time to assess your performance and adapt!

Sales Training Connection

Sales managers. A few years ago we published a blog on the importance of sales managers assessing their prior year’s performance and incorporating the results of that self-assessment into their plans for the new year. If you believe front-line sales managers are still the key to a team’s sales success, as we do, then the points raised in that post are as important today as when they were first posted and are worthy of another look. 2015 Sales Momentum, LLC.

10 Ways to Avoid Being a Sales Management Fool

Xactly

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. Sales Sales management

The Secret Sauce for Sales Success w/ John Barrows {Hey Salespeople Podcast}

SalesLoft

Have you checked out the Hey Sale speople podcast is hosted by SalesLoft’s VP of Sales Strategy and self-proclaimed sales nerd, Jeremy Donovan? While he is a sales trainer, John doesn’t beat around the bush about the good, the bad, and the ugly in sales.

All-Time Top Kurlan Sales Article

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan As promised for today, I'm revealing the single article, from among my former 999 blog articles which my readers voted "best", to be my 1,000th post. The assessment to which he referred was a personality assessment marketed as a sales assessment.

30 Minutes in Sales Nerd Heaven w/ Pete Kazanjy {Hey Salespeople Podcast}

SalesLoft

The Hey Sale speople podcast hosted by SalesLoft’s VP of Sales Strategy and self-proclaimed sales nerd, Jeremey Donovan just got even sales nerdier. Episode four stars Pete Kazanjy, Founder of Modern Sales Pros (MSP) and Atrium. Hint: AEs aren’t for sale on Amazon).

Ultimate guide to sales emails: How to write sales emails that convert (templates, examples and case studies)

Close.io

B2B buyers receive hundreds of sales emails each and every day. They open only a small percentage of these sales emails, read even fewer, and it’s only a very small amount that they actually act on—whether by writing a reply or clicking on a link. Ah, the sales email subject line.

The Ultimate Guide to Mutual Action Plans (How to Use MAPs to Transform Your Sales Process)

Sales Hacker

Over the past 12 months, I’ve talked with hundreds of sales reps, sales leaders, and ops people about sales process, and a few patterns emerged. How to use a mutual action plan to improve your sales process. Sales Process Articles

Sales managers – assess your performance last year and adapt!

Sales Training Connection

High Performing Sales Manager Puzzle. Sales managers are starting the new year, making plans to meet (and hopefully exceed) sales goals and reviewing their territory for sales opportunities. A good starting point is to reflect on their performance as a sales manager.

Sales managers – it’s time to assess your performance last year and adapt!

Sales Training Connection

Sales managers. A year ago, we published a post on the importance of sales managers to assess their prior year’s performance and to incorporate the results of that self-assessment into their plans for the new year. How can I help my sales team leverage institutional resources?

A Conversation With Cody Lamens: The Importance of Building a World-Class Sales Culture

Costello

Cody Lamens, Head of Sales, TINYpulse. Like many sales professionals, Cody Lamens had no intention of entering into the career after school. While I wasn’t actively looking to be in sales, I definitely tried to make the most of it,” Cody said. “I

The Handshake That Can Rock the World: Sales and Marketing Unite

Sales and Marketing Management

The tug of war between sales and marketing is real, and it cripples productivity. At the same time, marketing and sales are ultimately after the same thing, and each side often looks to the other to help meet mutual objectives: business growth and ROI, to name a couple. So ask yourself, as sales and marketing pros, can we put our individual, temporary needs aside to see the bigger picture and end the rift? Author: Anna Fisher There’s no going around it.

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12 inside sales skills you need to master to be a top-performing rep

Close.io

If you’ve got ambitions of becoming a top inside sales rep at your company, you’re going to have to build and sharpen these critical sales skills first. Want to master today's most important sales skills? GET FREE ACCESS TO THE SALES LIBRARY NOW. Closing the sale.

Why Business Acumen is Key to Sales Success (And How to Get It)

Hubspot Sales

Definition of Business Acumen. What sets sales leaders apart from everyday reps? In today’s hyper-connected world, the “lone-gunslinger” model of sales is no longer effective. Share this analysis with your sales manager and impress them with your proactive approach.

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An Interview With Cody Lamens: The Importance of Building a World-Class Sales Culture

Costello

Cody Lamens, Head of Sales, TINYpulse. Like many sales professionals, Cody Lamens had no intention of entering into the career after school. While I wasn’t actively looking to be in sales, I definitely tried to make the most of it,” Cody said. “I

What to Do With The Uncoachable

A Sales Guy

The people who defend everything, argue when given constructive criticism, and aren’t open to hearing about their shortcomings, that’s who this article is about. By definition, the uncoachable are unable or unwilling to change. Leadership Sales Leadership

Call Prospects On Their Bullsh*t With This One Strategy

Hubspot Sales

In sales, you want to get the “ no ” as soon as possible so you can move on. Otherwise, your prospect might drag you along for weeks or months without giving a definitive answer. Negative Reverse Selling comes from the Sandler Sales Methodology. Sales Methodology

How Do You Incentivise SaaS Sales?

OpenSymmetry

SaaS sales models are a challenge as an incentive designer, sales operations or finance for a number of reasons. This lack of predictability spans new business sales, existing business, upsell and renewals. The post How Do You Incentivise SaaS Sales?

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Don’t Trust Your Sales Process, Challenge It, Break It!

Partners in Excellence

Anthony Iannarino wrote a post, “Trust The Sales Process.” Sales people shouldn’t trust the sales process–they should challenge it and try to prove that it’s wrong! The idea being, they could probably construct endless experiments proving it, but the most rigorous way to prove it is to try to break it. The first thing is, “Why should sales managers trust the process?” ” I speak with sales people all the time.

5 Proven Steps to Sell Smarter

Sales Benchmark Index

A field Sales Rep should be spending around 64% of those available hours selling. The statistics I share below are from SBI’s 2012 Sales & Marketing Research. These tools will help you excel in your current and future sales positions. Those are definite wasters.

7 Tips to Real Estate Agents’ Success

Increase Sales

Real estate agents work for a broker, but are independent, commissioned sales people. Time spent in constructing your marketing plan is definitely well spent. 4 Tip – Establish Sales Goals. Using your strategic action plan, establish sales goals.

12 inside sales skills you need to master to be a top-performing rep

Close.io

If you’ve got ambitions of becoming a top inside sales rep at your company, you’re going to have to build and sharpen these critical sales skills first. Want to master today's most important sales skills? GET FREE ACCESS TO THE SALES LIBRARY NOW. Closing the sale.

7 habits of the highly successful inbound B2B seller

Artesian Solutions

According to HubSpot whilst only 17% of sellers would call themselves pushy, 50% of prospects have been subject to pushy sales techniques. No wonder then that inbound selling is so vital to sales success today. Do you consider yourself a pushy salesperson? The answer is probably not.

Why Great Sales Managers are Almost Impossible to Find?

A Sales Guy

This question was posed over at the small business question and answer forum Focus.com yesterday; What are the essentials to become a great sales manager? Here are a few excerpts from the some of the answers: A great sales manager understands that her salespeople are unique individuals. A mistake sales managers make is trying to force a process on their sales people; a process they can’t do effectively. These are all good descriptions of good sales managers.