Cincom Smart Selling

SEPTEMBER 21, 2017

Sales management software tools cover a vast amount of functional territory. The sales management process involves many things that are not directly tied to selling. The problem facing sales managers is finding the time and expertise to do this in a meaningful and productive way. Qualifying.

Software 81

Software Software Sales Management Proposal 81

Zoominfo

DECEMBER 16, 2020

As adoption rates in Customer Relationship Management Software (CRMs) continue to rise, a (data-driven) gap in usefulness and effectiveness is very clear. Let’s start with a reminder: CRMs have a purpose. Because, let’s face it, even in a perfect world, CRMs benefit company leadership more than the quota-carrying sales rep.

SalesForce 100

SalesForce Territories Intent Signal Buyer Persona 100

Hubspot Sales

APRIL 12, 2023

When building your strategy, you’ll need to set sales activities goals and track how your team measures up. In this post, you’ll learn tips for managing your team’s sales activity and about the software that can help along the way. Table of Contents What is sales activity management?

Revenue 118

Revenue Proposal SalesForce Lead Rank 118

Mindtickle

AUGUST 28, 2023

With those unique circumstances in mind, the importance of effective sales training cannot be overstated. In this blog post, we’ll outline the unique challenges faced in pharmaceutical sales training and provide practical solutions. What are some challenges in pharmaceutical sales training?

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

No More Cold Calling

OCTOBER 16, 2014

And technology will eliminate the time-consuming, face-to-face aspect of communication. Because the more things change, the more they stay the same—in sales and in life. Old but Not Irrelevant People have always been fascinated with—and even enthralled by—technology. But we’ve never been surrounded by so much of it.

Face-to-face 291

Face-to-face Transportation Pivotal Social Media 291

Mindtickle

JULY 31, 2023

In the highly competitive financial services industry, effective sales training is a game-changer. Sales reps are crucial in promoting and selling financial products and services to a diverse customer base. Let’s consider some stats.

Sales Enablement 52

Sales Enablement Face-to-face Scale Collateral 52

Janek Performance Group

MARCH 12, 2024

Many sales professionals often don’t receive the crucial tools needed for success right away. This may end up contributing to a lack of direction and belonging many sales professionals experience, and ultimately may negatively impact performance. While you’re at it, assess your other sales team members.

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

SBI Growth

JANUARY 1, 2014

Every year, a Sales Enablement leader is faced with the same problem. Ramping new sales reps. Pipeline generation and management. Different ways to think about your training program: Training Modality: Sales training should be on multiple platforms and modalities. Make a change in 2014. Now…what is productivity?

Training 282

Training Buyer Persona Hiring How To 282

SBI Growth

NOVEMBER 22, 2012

Today’s post is the first of three directed to Sales Operations leaders. Resource allocation is critical to success for sales. The word has come down - sales costs need to remain flat next year. Sitting with the Regional Sales VP, the scowl returned to his face. How it Begins. Put the talent where the money is.

Segment 288

Segment Customer Territories Penetration 288

SBI Growth

MARCH 28, 2013

You and your sales ops team work hard to deliver for sales. Download the Sales Ops Field Kit Here. Think about the last big effort you drove for sales. Rolling out a new CRM tool or territory structure. Losing direct connection to today’s sales effort erodes your credibility. Three Steps.

Face-to-face 276

Face-to-face Quota Territories CRM 276

Showpad

MARCH 3, 2020

But how do they contribute to sales productivity and overall business performance? Sales reps need support to drive growth and increase likelihood of success, whether they’re going through initial onboarding, working through the buyer’s journey or collaborating with marketing. Sales Enablement versus Sales Operations.

Sales Operations 100

Sales Operations Sales Enablement Hiring Compensation 100

Showpad

MAY 7, 2020

If your enablement initiative drives sales results as expected, you don’t need to read this article. I began my blog series for senior executives in April, driven by COVID19, with the goal of highlighting the value of an integrated sales enablement approach and why it matters more than ever. . Probably not.

Sales Enablement 134

Sales Enablement Lead Rank System Buyer Persona 134

The Pipeline

JANUARY 11, 2012

Here we are at the start of a new year, fresh faces, prospects and places to engage, and with what most would lead you to believe, a blank slate, ready to conquer sales all over again. 1 to Dec 31, decision cycles don’t, and as such sales people need to align and manage their cycles not their calendars. Sales Tool.

Pipeline 209

Pipeline Face-to-face Cold Calling Sales Cycle 209

The Pipeline

SEPTEMBER 9, 2011

If you are in sales and your mandate is to sell to companies within your geographical territory, you have probably faced a scenario similar to the one that follows. Copiers as an example, you may refer to document management at one end, and sell copiers to the other end.

Pipeline 226

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

Cincom Smart Selling

FEBRUARY 23, 2016

Selling is not only tough on the sales rep, it is also tough on the company. Companies frequently find themselves prey to unscrupulous or incompetent sales reps or simply bad business practices. As a VP or director of sales, you’re ultimately responsible for the actions of your sales team.

CRM 59

CRM System Policies Incentives 59

Apptivo

MARCH 9, 2023

3 Ways sales automation can help your reps sell more! Bye-bye manual tasks, hello sales automation! However, at times no matter how long one stretches, sales tasks eat up a lot of productive hours. 3 Ways sales automation can help your reps sell more! Reap more with automation 2.

Sales Automation 64

Sales Automation Lead Rank Lead Scoring Campaigns 64

Mindtickle

JANUARY 29, 2021

It’s been reported by the Sales Management Association that the average sales new hire spends 10 weeks in training, only becoming productive after 11.2 Onboarding new sales talent is a huge investment for most organizations, and getting it right can be a make or break for your business. Put people before processes.

Hiring 93

Hiring Revenue Face-to-face Quota 93

Pipeliner

FEBRUARY 8, 2018

This serves to explain the high percentage of hunters who fail in new sales roles–they weren’t the right type of hunter for that position. A few key questions to ask include: Tell me about a time you grew a territory from scratch. What challenges did you face and how did you succeed? What do you love about sales?

Hiring 56

Hiring Decision Maker Face-to-face Territories 56

Sales Hacker

DECEMBER 21, 2017

Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. But perhaps more than anything else, sales operations brings a system to selling. Sales Ops: Table of Contents.

Sales Operations 87

Sales Operations Top of Funnel Hiring Scale 87

Zoominfo

MAY 13, 2018

Yet—what most people don’t understand is the extent to which sales pressure can negatively impact an organization. Consider this: a recent survey ranked ‘sales account manager’ as one of the most stressful jobs in the US, with 73 percent of respondents rating the role as “highly stressful.” ” ( source ).

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

The Pipeline

FEBRUARY 17, 2012

Earlier this week, I posted on two related or intersecting topics sales leaders need to manage and improve. First, their view of, and approach to sales training ; second the alignment of their sales assets with clearly identifiable market segments. Indeed, when it comes to sales training, one size does not fit all.

Webinar Metrics 210

Webinar Metrics Pipeline Hiring Face-to-face 210

Bernadette McClelland

JANUARY 11, 2017

When they find themselves in a competitive sales situation some wouldn’t have a clue where to focus their attention or what steps they will take next. Initially designed for the battlefields of China some 2,500 years ago, his works have now been adapted to leadership, business and more relevantly sales strategies.

Strategy 150

Strategy How To Competition Energy 150

criteria for success

DECEMBER 31, 2019

A sales process is to selling as a recipe is to a cake. This is the same reason why having a B2B sales process is so important. What is a Sales Process? The Value of a B2B Sales Process. Maybe your leads get passed from one sales rep to another. In fact, we recommend using a sales process to measure success.

Sales Process 59

Sales Process B2B Sales Qualified Lead Top of Funnel 59

LeadFuze

DECEMBER 31, 2021

Six Best Practices in Sales Pipeline Management to Boost Revenue. The most important thing in sales is a strong pipeline. Sales reps need to be organized and focused in order to sell. That’s why mastering the sales pipeline is so important. That’s why mastering the sales pipeline is so important.

Pipeline 98

Pipeline Top of Funnel Ideal Customer Profile Sales Qualified Lead 98

The Pipeline

JULY 25, 2011

Long drive, I started thinking further as to how many B2B sales people and sales organization also make it unnecessarily difficult to buy from them. Long drive, I started thinking further as to how many B2B sales people and sales organization also make it unnecessarily difficult to buy from them. What’s in Your Pipeline?

Pipeline 265

Pipeline Hiring Top of Funnel Vendor 265

Xactly

OCTOBER 10, 2018

As part of the effort to make plan design easier, here are a few thoughts on the process (and a few other sales plan ideas too): 1. You need to start pulling together internal data from your incentive compensation management system, data from your CRM, and finally, information from financial teams on profitability and product revenues.

Compensation 79

Compensation Incentives Incentive Webinar Metrics 79

InsightSquared

NOVEMBER 19, 2018

December around the corner also means your sales year is coming to an end. Therefore, it’s important to manage your time and plan accordingly. So, as a sales leader or manager, what do you do? I’ve faced this challenge as a senior sales executive, sales enablement executive and outside sales enablement specialist.

Top of Funnel 78

Top of Funnel Face-to-face Analytics Enterprise 78

Pipeliner

DECEMBER 15, 2017

Companies generally spend hundreds of hours to build sales organization plans defining managerial responsibilities, territory coverage, product introductions with cross selling opportunities, compensation, and strategic and key account designations. There is nothing like ambiguity to distract from full concentration and effort.

Face-to-face 45

Face-to-face Penetration Compensation Territories 45

Zendesk Sell

MARCH 28, 2019

Writing a sales job description is the first step in your hiring process. In this article, we’ll start by going over job description basics and then look at descriptions for two common sales positions: Sales development rep (entry-level sales role). Account executive (more tenured sales role).

Hiring 77

Hiring How To Sales Qualified Lead Lead Rank 77

Partners in Excellence

JULY 1, 2014

Often, it’s managers saying, “My team isn’t doing what they need to be doing,” or “This one person isn’t really cutting it.” Are you using your company’s sales process? Are you constantly looking to improve your win rates, reduce sales cycles, improve average deal values?

Territories 88

Territories Face-to-face Coaching Call-back 88

Hubspot Sales

NOVEMBER 17, 2020

Canvassing can also happen in sales. You probably wouldn’t think of it this way, but when Girl Scouts knock on your door and ask you to buy their cookies, they’re using canvassing as a sales strategy. Although Girl Scouts is a niche example, canvassing is a common practice in sales. Door-To-Door.

Cold Calling 94

Cold Calling Buyer Persona Hiring Face-to-face 94

Mindtickle

JANUARY 29, 2021

It’s been reported by the Sales Management Association that the average sales new hire spends 10 weeks in training, only becoming productive after 11.2 Onboarding new sales talent is a huge investment for most organizations, and getting it right can be a make or break for your business. Put people before processes.

Hiring 52

Hiring Revenue Face-to-face Quota 52

Pipeliner

MARCH 15, 2018

Your audience is very similar to mine – sales executives, sales managers and salespeople who strive to improve their craft to be the best they can be,” she says. Additionally, I am honored to be part of this exclusive group of sales thought leaders who are all at the top of their game.”. and truly enjoys it.

Territories 49

Territories Quota Forecasting Pipeline 49

SugarCRM

MAY 2, 2019

Meanwhile, companies that embrace modern sales technology see results that would have been impossible when using traditional sales tools. If your sales teams is having trouble keeping up with the times, you’re in luck. Here are 11 technology resources that will help your company greatly improve at sales: 1.

Resources 24

Resources Top of Funnel Face-to-face Hiring 24

Hubspot Sales

OCTOBER 28, 2020

How has your sales leadership style changed this year? As companies are facing uncertainty with their ability to operate and sell their products, effective leadership may have a whole new set of requirements. It’s time to rewrite the sales leadership rulebook. Sales Leader Priorities for 2021.

Hiring 102

Hiring Promotion Lead Rank Ideal Customer Profile 102

The Pipeline

DECEMBER 12, 2011

The fact that they may be seeking a solution, suggests that they are facing some challenges, obstacles and gaps in their ability to attain those objectives, or what I call opportunity. Let’s be clear, this does not exclude new sellers, experience includes leveraging the collective experience of your company and fellow sales people.

Pipeline 225

Pipeline Hiring Lead Rank Lead Scoring 225

Showpad

JANUARY 8, 2021

Hiring and onboarding new members of your sales team can be complicated. Research from Clearslide and CSO Insights found that, on average, it takes new reps between six and nine months to get fully ramped up to the performance levels of established sales agents. Onboarding should begin before new reps’ first days of work.

Hiring 52

Hiring Training Sales Enablement Case Study 52