Xactly

JUNE 13, 2018

Effective territory design is the basis of strategic sales planning. Balanced territories allow you to set fair quotas, which have a huge impact on your incentive compensation and success of your salesforce. Ultimately, if your sales territories aren’t optimized, you hinder sales reps’ motivation and performance.

Territories 49

Territories Travel Webinar Metrics How To 49

Xactly

JULY 18, 2018

In order to manage your sales performance, you need effective sales territory mapping. Sales territory design must be a thoughtful process that involves data and a balancing act to ensure every sales rep has adequate sales potential within their territory. Download Guide.

Territories 45

Territories Travel Hiring Guidelines 45

The Pipeline

NOVEMBER 10, 2011

The Pipeline Renbor Sales Solutions Inc.s Successful Strategies for Prospecting – Roundtable. Stored in Attitude , Buying Process , Cold calling , Communication Strategy , EDGE Selling , Gap Selling , Interactive Selling , Planning , Proactive , Prospecting , Sales Strategy , Sales Tip , Success.

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

Partners in Excellence

MAY 26, 2014

I’m not sure anyone looks forward to the Sales Management Review (sometimes these are called QBR’s, but there are other reviews). It’s unfortunate, because there’s a huge amount of value in the review process–both for sales people and managers. No value to the sales person.

Sales Management 90

Sales Management Forecasting Top of Funnel Sales Cycle 90

Nutshell

MARCH 5, 2024

But if you want to do it right, you need a strategy behind how you assign those leads. The importance of lead distribution Steps in the lead distribution process Exploring various lead distribution strategies Lead distribution software What is lead distribution? Sales rep communication: Finally, communicate with your sales reps.

Distribution 77

Distribution Lead Rank Lead Scoring Sales Qualified Lead 77

Partners in Excellence

JULY 30, 2012

The other day I wrote about the “Almost Perfect Sales Management Article.” ” That post stimulated a flurry of questions about a Sales Management Standard Operating Process/System. There are a few key building blocks to the Sales Management/Leadership Process. Overall Sales Strategy.

Sales Management 86

Sales Management Hiring Top of Funnel Territories 86

The Pipeline

APRIL 8, 2011

The Pipeline Renbor Sales Solutions Inc.s Battle Reparation Tactics Meet Marketplace Strategies. This is the first step of a campaign – investment is high and the immediate returns may be low, but remember, this is an integral part in building a population of consumers who not only know about you, but absolutely love your deals.

Pipeline 216

Pipeline Meeting Webinar Metrics Strategy 216

Partners in Excellence

APRIL 4, 2016

The responsibilities of a sales manager are very broad. Frontline managers have to work to make sure each person on the team is performing at the highest levels possible. At the same time, there’s the “business management” aspect of the job: Are we going to make our numbers? Mistakes New Managers Make.

Coaching 48

Coaching Sales Management Face-to-face Analysis 48

The Pipeline

FEBRUARY 3, 2012

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. By shrinking your territories, strategically where it make sense.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

Janek Performance Group

MARCH 12, 2024

You can avoid such a scenario by developing an onboarding strategy that effectively enables new employees to adjust faster. Many sales managers operate on the assumption that each new employee has the knowledge, expertise, and maturity level to hit the ground running and to bring immediate value to their organization.

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

Chorus.ai

MARCH 5, 2021

There’s no doubt about it: as a new year dawns and the troubles of the past are put firmly behind us, building a strategy for the future feels incredibly exciting. You have the product in hand, but without a high-quality sales strategy, it won’t attain the success it was made for. What is a sales strategy?

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

Allego

SEPTEMBER 8, 2022

It has 850 million members in more than 200 countries and territories worldwide. Recent article: 6 Reasons You Need to Upgrade Your Sales Enablement Platform. Look Me in the Eye by Julie Hansen , Founder and Sales Presentation Expert, Performance Sales and Training. Strategies for great virtual sales conversations.

LinkedIn 118

LinkedIn Hiring Sales Leadership B2B 118

The Spiff Blog

FEBRUARY 9, 2023

Here’s why: the sales quota is a key variable in many of the equations that dictate core business functions. These functions include territory management, goal setting, capacity modeling, forecasting, sales performance improvement, seller experience, and countless other exercises that set a business up for success– or failure.

Quota 70

Quota Revenue Lead Rank Territories 70

Partners in Excellence

DECEMBER 17, 2018

By that, I mean, there are many things a sales person or manager has to do to perform. Recently, I worked with a sales organization. They were having pipeline and deal problems, but suddenly, management had a different initiative and priority. In the mean time, already anemic pipelines became even more anemic.

Pivotal 72

Pivotal Strategy Pipeline Territories 72

SugarCRM

MARCH 9, 2023

Likewise, geo-mapping software enables organizations to add a strategic edge to their sales and marketing strategies. Why Your CRM Needs Geolocation Sales teams can benefit from integrating geo-mapping solutions with their CRM data. Territory assignment to sales reps. Build territories from predefined data.

Software 26

Software Software CRM Territories 26

Partners in Excellence

JULY 5, 2016

Unless you are a sales manager with your own territory (which is an untenable position), you don’t produce revenue. It’s an important point that too many in sales management don’t understand. It’s their jobs to find the deals, qualify them, and manage them to closure.

Revenue 49

Revenue Sales Management Face-to-face Maximizer 49

Partners in Excellence

AUGUST 19, 2020

Our jobs, as sales people and managers, are complex and multifaceted. For example, as sales people, we may focus on the deals in our pipeline, forgetting that we have to continue to find new deals to keep our pipelines healthy. As sales people, if we don’t prospect, our pipelines empty. Whose Job Are You Doing?

Territories 73

Territories Maximizer Buying Cycle Pivotal 73

Sales Hacker

MARCH 7, 2022

Just ask Frank Cespedes , Senior Lecturer in the Entrepreneurial Management Unit at Harvard Business School. He has so much sales and management knowledge he could write a book on it — and, in fact, he’s written seven, including “Sales Management That Works: How to Sell in a World That Never Stops Changing.”

Banking 83

Banking Face-to-face Revenue Territories 83

Sales Hacker

JULY 17, 2019

Now, look at his advice: To become a sales manager, you essentially need to become an extension of your HR team — something every employee can do to make a positive impact on the organization. Of course, I also wanted feedback from industry veterans — the folks who are training & coaching sales management teams around the globe.

Promotion 79

Promotion Sales Management Hiring Lead Rank 79

The Pipeline

SEPTEMBER 9, 2011

. “But we’re not IBM” Stored in Attitude , Business Acumen , Communication , Communication Strategy , Guest Post , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Social Selling. Communication Strategy. EDGE Sales Process. Sales Leadership. Sales Management.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

The Pipeline

AUGUST 8, 2011

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. One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. EDGE Sales Process.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

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. Communication Strategy. EDGE Sales Process. Sales Leadership.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

Apptivo

MARCH 9, 2023

However, at times no matter how long one stretches, sales tasks eat up a lot of productive hours. So, whether you’re a sales manager or a sales representative, keep reading to find out how sales automation can boost your sales process! 3 Ways sales automation can help your reps sell more!

Sales Automation 64

Sales Automation Lead Rank Lead Scoring Campaigns 64

The Pipeline

OCTOBER 26, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Communication , EDGE Sales Process , Impact Questions , Interactive Selling , Proactive , Sales Strategy , Sales Success , Sell Better , Value , Video , execution. Communication Strategy. EDGE Sales Process. Sales Tool.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

The Pipeline

FEBRUARY 15, 2012

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. Communication Strategy.

Pipeline 223

Pipeline Hiring Demand Generation Demand Generation Targets 223

The Pipeline

JANUARY 23, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , Funnel management , Interactive Selling , Planning , Proactivity , Productivity , Sales Strategy , Sales Success , Sales eXchange , Time Allocation , execution. Planning in sales, is multifaceted discipline. Communication Strategy.

Pipeline 220

Pipeline Top of Funnel Hiring Webinar Metrics 220

The Pipeline

MARCH 7, 2012

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , EDGE Sales Process , Planning , Proactive , Sales Process , Sales Strategy , Sales Success , Sell Better , Video , execution , qualifying. Communication Strategy. EDGE Sales Process. Sales Leadership.

Pipeline 210

Pipeline Sales Qualified Lead Cold Calling Webinar Metrics 210

The Pipeline

NOVEMBER 16, 2011

Communication Strategy. EDGE Sales Process. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip. Shorter sales cycle.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

The Pipeline

JANUARY 18, 2012

Communication Strategy. EDGE Sales Process. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip. Shorter sales cycle.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

The Pipeline

FEBRUARY 8, 2012

Opposite – Different -Or… Stored in Attitude , Business Acumen , Buying Process , EDGE Sales Process , Gap Selling , Planning , Proactive , Productivity , Questions , Sales Process , Sales Strategy , Sales Success , Value , Video , execution. Communication Strategy. EDGE Sales Process.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

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. EDGE Sales Process.

Pipeline 212

Pipeline Hiring Cold Calling Webinar Metrics 212

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. Communication Strategy. EDGE Sales Process.

Sales Qualified Lead 231

Sales Qualified Lead Pipeline Cold Calling Webinar Metrics 231

The Pipeline

FEBRUARY 22, 2012

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Buying Process , Demand Generation , Lead Management , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Sales Technique , Sales Tip , Video , execution. Develop and implement a Contact Strategy.

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation 216

The Pipeline

AUGUST 10, 2011

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. Communication Strategy. EDGE Sales Process.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

The Pipeline

FEBRUARY 24, 2012

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. Communication Strategy. EDGE Sales Process. Sales Leadership. Sales Meetings.

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240

Allego

APRIL 21, 2022

And even after months of adjusting, you might still be struggling to adapt to this digital transformation and lead your sales team into a tech-driven new world. Sales managers, trainers, sales enablement managers, and sales reps across all industries are encountering the same challenges: Onboarding and training sales reps virtually.

Hiring 71

Hiring Video Distribution Buyer 71

The Pipeline

JANUARY 17, 2012

Communication Strategy. EDGE Sales Process. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip. Shorter sales cycle.

Influencer 222

Influencer Pipeline Hiring Top of Funnel 222