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Data, Data, Everywhere…….

Partners in Excellence

.” Today, we seem to face the same thing in selling, except now it’s data. We have more ability to collect data, about customers, about the performance of our marketing initiatives, about the performance of our sales people. But the data (hmmmm) shows exactly the opposite thing.

Data 68
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Top 5 Keys to Hire Ideal Sales Candidates at Your Company

Understanding the Sales Force

Sales-Specific Sales Candidate Assessment – the data is compelling for both attrition and quota achievement. I pulled some data from nine of the dozens of Kurlan clients that use OMG’s Sales Candidate Assessments. What can we learn from the data?

Hiring 203
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Who to Promote to Sales Management

Janek Performance Group

But before you do, you need to find a new sales manager to support the additional sales reps. Peter was your first business development rep hired in the sales department. He was promoted to sales development and currently, he is the senior SDR on the team. We all agree that growth is a good position to be in.

Promotion 118
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The Hardest Job in Sales Just Got Harder: Sales Management Strategies in Crisis

Miller Heiman Group

Sales managers normally face a trifecta of shifting demands from buyers, their direct reports and their organization. The COVID-19 pandemic gives sales managers the perfect opportunity to work toward transforming into more capable leaders. Shift From a Sales Manager’s Mindset to Sales Leader’s Mindset.

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If Data is Not in Your CRM, Does It Exist?

SBI

Now, let’s apply it to sales. “If If data about your customers and prospects isn’t entered into your CRM, does it even exist?”. I asked this question recently to a handful of sales executives and the answer was, “we have mandated that all info needs to be entered into the CRM, but quite frankly, the reps aren’t doing it.”

CRM 139
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What Is the Make up and Function of the Ideal Sales Force?

Understanding the Sales Force

I''ve written four White Papers over the last several years, all backed by science and data from the more than 700,000 salespeople and sales managers that Objective Management Group has evaluated and assessed. You can request a free download of the first 3 papers if you don''t already have them.

Study 203
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Make Sales Data Meaningful in 2013 by Spending Time in the Field

SBI Growth

Sales Operations Leaders aren’t making data meaningful today. They are too focused on metrics and data. In fact, when asking Sales Operations Leaders what qualitative data they had gathered, here are their responses: Conducted internal win/loss debrief on large opportunities. Implement organization/talent change.

Data 231