Janek Performance Group

MARCH 12, 2024

Many companies tend to underestimate the importance of guidance, training, and support for their new hires, and that tends to be detrimental. It’s a definite red flag in an employee’s profile if she or he “job hops” regularly. Effectively onboarding new salespeople can be a daunting task. Don’t ignore the signs.

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

The Pipeline

JUNE 13, 2012

As with many things, it comes down to semantics and definitions, in most cases experience is a synonym for having done something for a long time, as in “Henry is more experienced, he has been at it longer than Tom”. There does come a point when sales people establish themselves at a company, in a territory, and they go into cruise control.

Territories 267

Territories Government Discount Account 267

Score More Sales

NOVEMBER 26, 2014

Imagine a time when you can work totally on the go with your mobile device – phone or tablet – to create business, follow-up with customers, train your team, assess your pipeline, and work a smooth system. Some of what I saw last week definitely challenges the status quo like nothing I’ve seen before – especially.

Workbooks 232

Workbooks Analytics Territories Ideal Customer Profile 232

Sales Hacker

MAY 29, 2023

Related: Sales Cycle Management: Definition, Stages, and Strategies Listen to your AE’s calls The leads that you pick from the above CRM report might have call recordings associated with them. The idea is here to study the lifecycle of a lead from qualification to close (or loss). If so, study the recordings thoroughly.

Ideal Customer Profile 84

Ideal Customer Profile Study Sales Cycle Top of Funnel 84

The Pipeline

JUNE 20, 2016

” Or at least his definition of an A Player. There is no doubt that the pattern for a long time has been to start off a sales career prospecting, because unless you adopt a territory, there is no other way to build a base, (even if you’re good at referrals, you need someone to refer you). We’re All The Same At The Start.

Hiring 198

Hiring Referrals Territories Prospecting 198

The Brooks Group

MARCH 12, 2020

The Coronavirus and COVID-19 infection have thrust us all into unfamiliar, if not uncharted, territory. Most importantly, try to locate your workspace away from a TV – and definitely not in your comfy bed. Our IMPACT Selling Virtual Instructor-Led Sales Training Program is the perfect solution. Working Remotely From Home.

How To 120

How To Licensing Cancellation Territories 120

Xactly

JULY 19, 2018

Draw Against Commission Definition. It is generally used to get sales reps through times of sales uncertainty, where they may experience decreased cash flow due to inexperience within a particular territory or product as they ramp up. What is it? The draw against commission is a “guarantee,” paid with every sales paycheck.

Commission 83

Commission Hiring Incentives Incentive 83

Sales Hacker

MARCH 12, 2020

Essentially, achieving your goals is only possible with a full roster of sales reps who know their territories and are ramped to full productivity. Examine what factors are causing open territories in the first place. Is the territory just not capable of achieving that quota? Is it unrealistic sales quotas?

Hiring 76

Hiring Compensation Territories Sales Talent 76

SBI Growth

JUNE 4, 2013

Most comp issues are not about comp – they are really territory or quota problems. Sales Process/Sales Training. Collaboration on lead definitions and a follow up process takes time. It makes no sense. You have some good hunches now about what’s broken. Why wait and delay your team’s comp plans again? Talent Management.

Hiring 308

Hiring Lead Rank Lead Scoring Demand Generation 308

Score More Sales

DECEMBER 29, 2014

There is definitely an issue in smaller and midsized companies which you don’t always see but is there in nearly every organization. If you can reward your reps for clean, updated territory lists, that can go a long way. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. It is bad data.

Data 193

Data Policies Ideal Customer Profile Guidelines 193

Sales and Marketing Management

APRIL 4, 2017

SLAs are important, but so too are definitions and you must get everyone in sales and marketing using a common language quickly. Too many businesses do not have a clear or well understood definition of a lead. Clear definitions, expectations and responsibilities help to rid businesses of this misalignment. A Common Language.

Engineering 120

Engineering Marketing Qualified Lead Lead Rank Top of Funnel 120

Highspot

FEBRUARY 14, 2024

Sales Territories and Distribution Channels Definition of sales territories and distribution channels. Sales Training and Development Plans for training and developing the sales team. This dual emphasis on structure and training ensures the sales team is well-organized and equipped to navigate challenges.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Highspot

FEBRUARY 14, 2024

Sales Territories and Distribution Channels Definition of sales territories and distribution channels. Sales Training and Development Plans for training and developing the sales team. This dual emphasis on structure and training ensures the sales team is well-organized and equipped to navigate challenges.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

SBI Growth

MARCH 3, 2013

Reps need to know who in their territory wants to hear about the new widget. The output of account segmentation is the clear definition of your target Ideal Customer Profile (ICP). Often a new widget comes out and reps are trained solely on the bells and whistles of the new product. It’s not for everyone.

Ideal Customer Profile 306

Ideal Customer Profile Buyer Persona Segment Education 306

Hubspot Sales

OCTOBER 5, 2020

Timing — He says, "Only a very small percentage of your territory is in an active buying cycle and looking for your product. SDR life isn't easy, but it's definitely manageable. Being an SDR takes plenty of mettle, a whole lot of persistence, and the ability to consistently stomach rejection.

Hubspot 135

Hubspot Intent How To Buying Cycle 135

Hubspot Sales

JANUARY 6, 2021

You've trained your salespeople on the key actions required to move prospects from stage to stage. The definition of a "lead" depends on how you acquire customers. If your opportunity to close rate is extremely low, your salespeople might require more training. Invest considerable time, energy, and resources into training.

Sales Process 137

Sales Process How To Hubspot Hiring 137

Sales Training Connection

OCTOBER 16, 2013

Before we examine some of the advantages, it is important to note that KAMs are not just territory sales reps with another label. How do you train KAMs? . Sales training for KAMs is not just more of the same. So, let’s explore the next step – Sales Training 2.0. ©2013 Sales Momentum ®.

Health Care 108

Health Care Territories Selling Skills Ideal Customer Profile 108

Hubspot Sales

JUNE 28, 2019

As you'll read below, sales operations includes everything from lead management, sales strategy, and territory structuring and alignment to process optimization, compensation plans, sales automation, training, and data analytics and reporting. Territory Definition. Sales Operations vs. Sales Enablement. Sales Strategy.

Sales Operations 95

Sales Operations Hiring Lead Rank Territories 95

Showpad

MAY 12, 2022

She was exploring new territory and charting the unknown. . Instead, they had to personalize content, training, and coaching to key verticals. Before 2020, Panasonic didn’t have a sales enablement team—at all. Nathalie and Rachael were the first dedicated sales enablement hires. Rachael describes feeling like a “pioneer.”

Industry 98

Industry Sales Enablement Hiring Telecommunications 98

Sales Training Connection

AUGUST 27, 2014

Before we examine some of the advantages, it is important to note that KAMs are not just territory sales reps with another label. How do you train KAMs? . Sales training for KAMs is not just more of the same. So, let’s explore the next step – Sales Training 2.0. ©2013 Sales Momentum ®.

Health Care 82

Health Care Pharmaceuticals Territories Selling Skills 82

The Pipeline

JANUARY 2, 2012

Fire everyone in your pipeline that you thought definitely close by year end 2011. Sales Training. Territory Alignment. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Forget the stories, forget the hope and the hype, and forget the “oh it’s this one is different”, it’s not.

Pipeline 219

Pipeline Hiring Cold Calling Top of Funnel 219

The Pipeline

DECEMBER 12, 2011

First thing we need is a definition of value. Lets start with the definition: Buyers will see value in those things that eliminate barriers and gaps between where they are now, and their objectives. Sales Training. Territory Alignment. Dave Kahle – Sales Training. From The Heart Sales Training Blog.

Pipeline 225

Pipeline Hiring Lead Rank Lead Scoring 225

Sales Training Connection

AUGUST 24, 2011

Make sure the sales calls are with different sales reps, in different territories and industries, and at different stages in the sales cycle. . Common Vocabulary – Too often people assume everyone is using the same definition when the complete opposite is happening. The first step is to invite marketing to sales training.

Marketing 67

Marketing Demand Generation Demand Generation Targets Territories 67

Allego

APRIL 21, 2022

Sales managers, trainers, sales enablement managers, and sales reps across all industries are encountering the same challenges: Onboarding and training sales reps virtually. Create Self-Guided Onboarding and Training. Financial services firm AmeriSave used Allego to implement this type of onboarding and training system.

Hiring 71

Hiring Video Distribution Buyer 71

Gong.io

NOVEMBER 21, 2022

Sales territories get a bad rep. . But that’s not a problem with sales territories as a whole so much as it’s a problem with how those territories were created and assigned. When you create balanced sales territories that everyone is happy with, the benefits can be huge. . What is a sales territory?

Territories 62

Territories Ideal Customer Profile Segment Lead Rank 62

Pipeliner

SEPTEMBER 24, 2018

Therefore putting together a sales dream team is definitely key to keep everything working. Crowded Territories. Staff misallocation may occur if the sales team grows too fast, that’s when you end up with crowded territories. Offering Insufficient Training. Compensation Plans are Outdated or Misaligned.

Scale 56

Scale Hiring Compensation Incentives 56

Xvoyant

JULY 2, 2020

We train them, often without reinforcement. Let’s start with this definition. You can ensure reps understand expectations and know what, why, and how to do something (this is actually training). Note: Training is often applied to problems it won’t solve. How Training, Feedback, and Coaching Work Together.

Sales Coaching 62

Sales Coaching Coaching Forecasting Lead Rank 62

Your Sales Management Guru

NOVEMBER 3, 2014

Fundamentally the two elements that I believe need to be absolutely part of the interview process are: A clear definition of what your ideal candidate looks like. Worked a regional sales territory vs a local geographic one. Worked a regional sales territory vs a local geographic one. New territory development/Hunter experience.

Lead Rank 82

Lead Rank Lead Scoring Hiring Territories 82

Sales Training Connection

JANUARY 14, 2013

Here it is … Sales managers are starting the new year, making plans to meet (and hopefully exceed) sales goals and reviewing their territory for sales opportunities. While these activities definitely are necessary, top performing sales managers share there’s an additional piece to the top performing sales manager puzzle.

Sales Management 114

Sales Management Face-to-face Coaching Construction 114

Sales Training Connection

OCTOBER 4, 2016

Start with definitional clarity. An obvious example of this would be a company that has separate sales forces for different markets such as a national account sales team and a territorial sales team. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Sales Process 113

Sales Process Scale Territories Sales 113

Hubspot Sales

OCTOBER 26, 2020

Before we get to a few tips for improving win rate in your company, let's revisit the definition of a win rate, explain how to calculate it, and remind you of a few best practices when it comes to setting goals and criteria for your win rate. Be Consistent with Your Win/Loss Definitions. Don't make assumptions.

Hubspot 124

Hubspot Decision Maker How To Follow-up 124

Sales Training Connection

AUGUST 24, 2011

hospitals are not within most people’s definition of average. What’s different about what a KAE does vs. a traditional territory sales rep? So what does the sales training community need to think about to train KAEs? First, sales training for KAEs is not just more of the same. Health care sales.

Health Care 61

Health Care Account Territories Face-to-face 61

Hubspot Sales

AUGUST 4, 2020

If I have no control over something, by definition I can’t do anything about it, so what’s the benefit of worrying? If something is wrong, fix it if you can, but train yourself to not worry, Worry never fixes anything.". I have hundreds of emails from people, so when I verge into negative territory, I know just where to look.

Positioning 136

Positioning Hubspot Face-to-face Quota 136

Emissary

JUNE 26, 2023

Deploy final training. Although Summer vacations in the northern hemisphere can be a hurdle, Q3 is realistically your last shot at broad rollouts of training. This can involve redistributing planning tools, holding refresher training and assigning field coaches. Training moves into the informal realm in Q4. Prep for BOY.

Ideal Customer Profile 52

Ideal Customer Profile Top of Funnel Account Based Marketing Lead Rank 52

SugarCRM

SEPTEMBER 28, 2023

A foolproof way to facilitate remote work is through regular virtual meetings, ongoing training, and proactive assistance. Apart from that, communication and insights play a definitive role. Through around-the-clock support and access to information.

CRM 26

CRM Top of Funnel Face-to-face Analytics 26

Emissary

NOVEMBER 4, 2021

However, if you go too large, you may end up with segment definitions that are too broad to be useful. Products designed for industry-specific application are, by definition, consumed by specific industries. Your sales enablement partners can incorporate vertical training into onboarding, sales kick offs and other development activity.

Marketing 52

Marketing Strategy Collateral Case Study 52

SugarCRM

FEBRUARY 22, 2019

CRM systems are no different and require sufficient training and user knowledge. What you can change: Enable your sales team to master their skills through user-related training. Make sure you ask your sales team about a typical day and relate the training to something they can understand. Stored data isn’t helpful.

CRM 48

CRM Territories System Data 48