Janek Performance Group

SEPTEMBER 12, 2023

These short phases of well-constructed words, can bring clarity and have a lasting effect on both vision and motivation. But the quote reminds me of the necessity to be selective and prioritize the most critical objectives. “Leaders are readers” has always been a mantra I firmly believed in.

Face-to-face 62

Face-to-face Construction Lead Rank Lead Scoring 62

SBI Growth

AUGUST 19, 2013

Be cautious - there’s a fine line between a constructive challenger and a malcontent. Territory redesign. In the early stages of change adoption, the objective is to create the right climate. Some are not. Look for performers that are also innovators. Challenger – Challengers to the status quo are great change agents.

Ideal Customer Profile 257

Ideal Customer Profile Construction Follow-up Sales Operations 257

Xactly

NOVEMBER 15, 2018

Constructing Commissions in a Sales Manager Compensation Plan. Also, you should consider including a revenue-based bonus structure (read more on the commission vs. bonus debate here ), improved staffing, or well-designed territories. Together, they help power and motivate your sales force to reach objectives.

Compensation 87

Compensation Examples Sales Management Incentives 87

Xactly

JULY 5, 2018

Constructing the Commission Plan for Sales Managers: Pay Mix and Upside. Other plan components to consider include a revenue-based bonus structure (read more on the commission vs. bonus debate here ), improved staffing, or well-designed territories. Together, they help power and motivate your sales force to reach objectives.

Compensation 69

Compensation Sales Management Examples Commission 69

LeadFuze

JULY 14, 2023

Sales Manager Duties Digging deeper into their duties reveals an intricate tapestry woven with tasks like hiring top-notch talent for the sales department, training them to become stellar performers, assigning territories strategically, and setting challenging but realistic targets. It’s like finding a peaceful oasis in the sales chaos.

SalesManager 52

SalesManager Sales Management Strategy How To 52

Pipeliner

APRIL 5, 2019

Studies, as we might guess, show that pre-call planning increases the likelihood of success, citing factors like the value of research into the individual prospect, the power of specific objectives and the importance of understanding where the account is in the buying journey.

Enterprise 74

Enterprise Enterprise Ideal Customer Profile Face-to-face 74

A Sales Guy

MAY 7, 2013

You’ve redesigned the territories that sales requested and sales are still down. When sales leaders commit to a new commission plan, to training, to new territory alignment, to sales enablement, to product support, to sales support etc. What do you know about the objections customers are throwing at your team?

Top of Funnel 128

Top of Funnel Sales Leadership Territories B2B 128

Hubspot Sales

APRIL 14, 2020

Gimmicks come with a territory that can be tricky to navigate, and there are some precautions and potential pitfalls you should be mindful of. There has to be a definitive objective on the other side of the process. Maintain a constructive discourse with customers and prospects through the comment sections on your posts.

Social Media 97

Social Media Discount Promotion Social Selling 97

Highspot

JUNE 11, 2020

Transparent, shared goals and objectives. Managing pipeline, territory planning, and forecasting. Whether these objectives are company initiatives (such as doubling revenue) or specific (such as successfully launching a new product line), it’s important to agree upon business outcomes. Closed sales content feedback loop.

Top of Funnel 59

Top of Funnel Marketing Lead Rank Lead Scoring 59

Sales Training Connection

AUGUST 15, 2014

These videos can be used to address standard topics like: How to open a call, closing, objection handling, and asking questions. One template that works well is a “week-in-the-life” construct. It needs to be simpler: less detailed product knowledge, different customer contacts, and easier sales challenges.

Hiring 82

Hiring Training Exercises Face-to-face 82

Sales Training Connection

SEPTEMBER 21, 2012

These videos can be used to address standard topics like: How to open a call, closing, objection handling, and asking questions. One template that works well is a “week-in-the-life” construct. It needs to be simpler: less detailed product knowledge, different customer contacts, and easier sales challenges.

Hiring 100

Hiring Training Exercises Video 100

Chorus.ai

MARCH 5, 2021

Developing your sales strategy first requires that you diligently build up a concept of your target audience — otherwise known as your buyer personas — before setting goals and constructing your sales funnel. When creating your CTA, remember that your objective is to inspire. Step 4: Collate your info and define your buyer personas.

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

Mindtickle

OCTOBER 24, 2018

New products are introduced and new partnerships are formed, the marketing team launches new messaging, competitors change tactics or launch new offerings, changes in the go-to-market strategy open up new territories or industries – for all of these and more, a seller should be continuously informed.

Sales Enablement 69

Sales Enablement Data Lead Rank Lead Scoring 69

Mindtickle

OCTOBER 24, 2018

New products are introduced and new partnerships are formed, the marketing team launches new messaging, competitors change tactics or launch new offerings, changes in the go-to-market strategy open up new territories or industries – for all of these and more, a seller should be continuously informed.

Sales Enablement 52

Sales Enablement Data Lead Rank Lead Scoring 52

Chorus.ai

SEPTEMBER 12, 2019

Developing your sales strategy first requires that you diligently build up a conception of your target audience — otherwise known as your ideal customer profile (ICP) — before setting goals and constructing your sales funnel. When creating your CTA, remember that your objective is to inspire. Step 1: Set clear goals.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Webinar Metrics Strategy 62

Hubspot Sales

OCTOBER 20, 2021

Overpopulating Territories. That means more room for error — particularly when it comes to misallocating staff or accidentally overpopulating your existing territories. Well, you start by looking at three key factors: A territory's potential, its existing accounts, and your reps' broader workload. Hiring Out of Desperation.

Scale 123

Scale Hiring Compensation Territories 123

LeadFuze

MARCH 10, 2021

Now’s your chance to re-confirm their interest and handle any objections. Still in rapport-building territory here, but you’re starting to switch things into the right place. Fiscal year and budgets are always different, a buying team may need to be constructed, varying levels of organization (or disorganization) exist.

Ideal Customer Profile 98

Ideal Customer Profile Sales Qualified Lead Hiring Decision Maker 98

Close.io

OCTOBER 1, 2018

Rejection is painful , and it comes with the territory in sales—which is why you’re doing yourself no favor when choosing someone who’s constantly sold products that are excessively easy to move. They’ve been tested and challenged. Don’t hire the person with the perfect record who’s never been through failure before.

Sales Management 115

Sales Management Hiring Lead Rank Forecasting 115

Jonathan Farrington

FEBRUARY 22, 2012

. • Beyond a superficial reading of immediate customer needs, salespeople must gain a deeper understanding of both the buyer’s long-term goals and the overall business climate– seeking out their commercial objectives. • They listen as much for what is not being said, as what is said.

Telemarketing 26

Telemarketing Face-to-face Buying Cycle Vendor 26

Keith Rosen

MAY 13, 2009

• When calling on or meeting with prospects, do I have a clear set of outlined objectives that I need to accomplish on every call and during each meeting, especially when delivering a presentation? • Am I fully leveraging the power and potential of my CRM solution for prospect, client as well as territory management?

Account 48

Account Cold Calling Follow-up Up-Sell 48

Hubspot Sales

JULY 9, 2021

As companies grow, they might find themselves in uncharted territory — setting unprecedented goals and making plans they're not well-acquainted with. In those cases, qualitative forecasting can help businesses make sound decisions, set viable objectives, and reliably predict what they can expect to see as their sales efforts unfold.

Forecasting 112

Forecasting Outsourcing Services Survey Sales Forecasts 112

Xactly

JULY 4, 2018

You need your incentives to drive the right sales behaviors in order to achieve sales objectives. But, before you even begin planning your compensation, you need to ensure your sales territories are aligned and balanced. At the very start of planning, it’s important to understand what a sales compensation plan truly entails.

Compensation 84

Compensation Incentives Incentive Commission 84

The Spiff Blog

AUGUST 10, 2023

It can take countless hours to understand plan construction, the purpose behind each formula, or how to make changes without breaking the logic that’s already in place. It can highlight which sales strategies, products, or territories are most profitable.

Commission 80

Commission Compensation Forecasting Trends 80

Sales Hacker

JANUARY 29, 2019

Clarity on territories. Clarity on rules of engagement, career paths, and on company objectives. You want people who will challenge each other constructively as a way to learn and get better. They have to be focused on delivering their core objectives, but they’ll appreciate the opportunity to contribute on a broader scale.

Hiring 60

Hiring Sports Real Estate Scale 60

LeadFuze

JULY 5, 2023

Also, provide regular constructive feedback to help them improve their skills. It keeps them on track and motivated to conquer new sales territories. These funds serve as additional incentives over regular commissions that motivate reps towards specific short-term objectives. HubSpot provides some excellent examples here.

Motivation 52

Motivation Strategy Incentives Incentive 52

Sales Hacker

APRIL 22, 2022

It also serves as an excellent moment to appreciate the reps’ wins and effort, provide constructive criticism and actionable advice. . Losses: Talk through the areas of improvement for each rep, territory, or product: what is causing lost deals? How is each rep’s target playing into the company’s objectives?

Top of Funnel 91

Top of Funnel Hiring Forecasting Quota 91

The Spiff Blog

FEBRUARY 15, 2022

In the early aughts, software was primarily developed using the waterfall method—a rigid, linear approach initially designed to manage construction and manufacturing projects. If you’ve heard of the agile approach, that’s probably because it’s one of the most popular ways to build software in the world. But it wasn’t always.

Commission 53

Commission Scale Software Software 53

Close.io

JANUARY 14, 2019

Training yourself to become an effective problem-solver will take time, repetition, and most of all—a willingness to proactively challenge yourself to be in a position of vulnerability, when solving difficult problems comes with the territory. Are you getting new objections that warrant the need for new stories? Create new stories.

Inside Sales 108

Inside Sales Top of Funnel Cold Calling Sales Qualified Lead 108

Hubspot Sales

JULY 14, 2020

By sharing content that supports the goals and objectives of your audience, you give others a reason to follow and engage with you. She was a great writer and editor and she had a way of constructing my thoughts into a logical progression, which was no small task. Together, we had a great cadence for creating content.

Influencer 82

Influencer Industry Hiring Social Media 82

Close.io

JANUARY 14, 2019

Training yourself to become an effective problem-solver will take time, repetition, and most of all—a willingness to proactively challenge yourself to be in a position of vulnerability, when solving difficult problems comes with the territory. Are you getting new objections that warrant the need for new stories? Create new stories.

Inside Sales 71

Inside Sales Top of Funnel Cold Calling Sales Qualified Lead 71

Bigtincan

DECEMBER 8, 2021

The search functionality will also take into account the location of the seller — If your sales rep is responsible for sales in the Northeast region of your country, Bigtincan will surface results only pertaining to the rep’s role and territory. Recommendations are also based on historical performance data.

Analysis 59

Analysis Collateral Telecommunications Sales Enablement 59

OnePageCRM

MARCH 21, 2017

In a sales team, a CRM can assign territories and customers to individual sales people. One of the biggest reasons users do not adopt and use a CRM is due to neglecting to clearly define the business objectives for the CRM. List out the top 3 business objectives you want the CRM to help you achieve. Segment by geography.

CRM 49

CRM Lead Rank Lead Scoring Segment 49

OnePageCRM

MARCH 21, 2017

In a sales team, a CRM can assign territories and customers to individual sales people. One of the biggest reasons users do not adopt and use a CRM is due to neglecting to clearly define the business objectives for the CRM. List out the top 3 business objectives you want the CRM to help you achieve. Segment by geography.

CRM 39

CRM Lead Rank Lead Scoring Segment 39

Sales Hacker

OCTOBER 29, 2020

I saw an instance for myself once where I took over a sales territory from someone else, and a company had not let us bid on a huge project because they didn’t like the rep. And even when he said, no, the first couple of times, we had some really constructive conversations about why I didn’t agree with his perspective.

Call-back 58

Call-back Hiring Pivotal Face-to-face 58