Janek Performance Group

AUGUST 8, 2022

As basketball is an apt metaphor for sales, it’s a great time to discuss a sales talent audit. After all, when the sales environment shifts, teams need to reshuffle and improve to keep up. Yesterday’s sales team might not stack up against tomorrow’s challenges. A sales talent audit is no different.

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Sales Talent Survey Coaching Forecasting 48

Miller Heiman Group

OCTOBER 22, 2019

In this post, Kathy Venincasa, one of our inaugural Miller Heiman Group Icons and a sales forecasting master, discusses what she sees as the top four sales operations best practices. In every aspect, sales operations combines two things I love: sales performance and data analytics.

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Sales Operations Hiring Forecasting Sales Forecasts 52

Miller Heiman Group

JULY 8, 2019

Last year, the average sales organization saw revenue attainment of 101%, according to CSO Insights, the research division of Miller Heiman Group. While that seems like good news, it’s a lagging indicator—and looking backward, rather than forward, won’t help sales leadership see their future.

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Revenue Hiring Sales Management Lead Rank 82

Miller Heiman Group

JULY 22, 2019

Does your culture support the continuous development of your sales professionals? Do your sales managers coach your salespeople effectively? How accurate are your sales forecasts, and how rigorous is your forecasting process? Are your marketing, sales and customer service teams aligned on customer wants and needs?

Infusion 49

Infusion Forecasting Maximizer Face-to-face 49

LeadFuze

FEBRUARY 26, 2019

So, what do Sales Operations entail? Sales operations in a B2B environment include quality lead management, strategic territory planning, contract and proposal management, forecasting, reporting, CRM management, and more. The definition of sales operations continues to evolve and expand to alleviate growing sales processes.

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Sales Operations Hiring Lead Generation Sales Qualified Lead 45

Close.io

OCTOBER 9, 2019

In this post, we’re sharing three inside sales job descriptions that you can steal and personalize for your business in order to attract the right sales talent in 2020! Job description template: junior inside sales professional. ? Job description template: inside sales leader. ?

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Inside Sales Hiring Ideal Customer Profile Sales Qualified Lead 91

Miller Heiman Group

JULY 18, 2019

On the surface, your sales organization looks like it’s doing everything your shareholders or board expects: Your revenue attainment is up, and more salespeople are exceeding their goal than you’ve seen in the last five years. Are your win rates or quota attainment rates what you forecasted them to be?

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Strategy Hiring Lead Rank Lead Scoring 55