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3 Ways a Sales Leader Should Rollout a Quota Increase

SBI Growth

You just got your new quota and it’s gone up. The impact to the individual sellers and their territories. Rebalancing of any territories due to the new quota. Identify any gaps and work to close using the following: Social prospecting - if you don’t think you will have enough leads from marketing, generate your own.

Quota 251
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The Shifting Sands of Selling Tech

Sales and Marketing Management

Here are lessons from two of our key programs last year that we plan to incorporate into our 2021 demand generation strategy: Revamped Webinars. The only cost was a few hours of our staff time to prepare and conduct the webinars and then a few more hours to create and track follow-up campaigns after the event.

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The Rise of the Agile Performance Review

SBI Growth

Sign up for the onsite session for your leadership team. It’s not enough to assign developmental actions once per year and follow up a year later. Changes to Territory coverage. The addition or subtraction of a key account from the territory will do likewise. Content creation & demand generation.

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What the Fortune 500 List Teaches the Sales SVP

SBI Growth

Most comp issues are not about comp – they are really territory or quota problems. Demand Generation and Lead Management. Sirius Decisions says that B2B sales forces only follow up on 20% of leads. Of those they follow up with, they view 70% as not ready to buy. Follow @MarkSynek.

Hiring 244
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How to Fast-Track New Rep Productivity

SBI Growth

You’ve had an open territory for some time. In some organization, reps can take up to a year to fully ramp. Best practice is to follow the collegiate system of 101, 201, 301 and 401. Marketing / Demand Generation Campaigns / Lead Management. The best sales managers set up a Fast?Start Follow @GeorgedlReyes.

Hiring 202
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The Challenge with The Challenger Sale

SBI Growth

Hunters assume a generalist role in a territory. Last, an auditor should follow up to ensure these sessions aren’t just “box checking”. Presentations, sell sheets, and demand generation all need to be updated with Challenger messaging. Follow @DrewZarges. Follow @MakingTheNumber. Author: Drew Zarges.

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The Sales Prospecting Strategy Guide

Zoominfo

Although buyer personas are typically considered marketing territory, they’re also critical to the prospecting process. Consider the following statistics ( source ): Companies who exceed lead and revenue goals are 4 times as likely to use personas for demand generation compared to those who missed lead and revenue goals.