Understanding the Sales Force

JUNE 4, 2014

While persistence has always been important in sales, we are in uncharted territory. The epidemic is the emphasis on demos and the affliction known as happy ears. Salespeople succeed at getting prospects to watch or participate or take a demo. Stop giving demos. I''ll tell you what it is. Just say no.

Territories 268

Territories Exercises Video ACT 268

The Pipeline

FEBRUARY 3, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. They say you can’t shrink your way to success, but perhaps there are situations in sales where you can. By shrinking your territories, strategically where it make sense.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

Close.io

OCTOBER 1, 2018

So you want to become a sales manager ? First you’ll need to make sure you’ve got the right skills, experience, drive and track record at the helm in both selling and at managing others—in order to back yourself up. Want to get a ready-made set of resources to manage a sales team effectively?

Sales Management 115

Sales Management Hiring Lead Rank Forecasting 115

Hubspot Sales

JULY 22, 2020

This tool allows sales managers to analyze the email productivity of their reps. Pricing: Contact for Demo and Quote. Anaplan provides several cloud-based planning tools for sales: territory and quota planning, incentive compensation planning, sales forecasting, configure price quote optimization, and trade promotion planning.

Tools 108

Tools Closing Territories Hubspot 108

Chorus.ai

DECEMBER 20, 2019

“I sold for the company in the United States for a few years before selling in EMEA and eventually, I became an International Sales Manager. I was based in Amsterdam for about a year, building the European sales team and territory and managing AEs and sales development reps.”. Current Chorus User?

Sales Management 73

Sales Management Hiring Automotive Scale 73

Hubspot Sales

APRIL 27, 2023

No matter how much — or how little — experience you have in tech sales, it's possible to climb the career ladder in this field. You can start in SaaS sales as an SDR and with enough experience, you'll be able to work in roles like account executive, sales manager, and even vice president of sales.

Hiring 101

Hiring Salary How To Ideal Customer Profile 101

Understanding the Sales Force

JANUARY 28, 2014

This is the 10th article in a January series on the Architecture of the Sales Force. Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Do Technical Salespeople Need Sales Training? I will be speaking at the Sales 2.0

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

Allego

SEPTEMBER 17, 2020

For everyone used to sitting down with a prospect, it’s new territory. Being successful these days depends on harnessing all this technology in a way that enhances the process of nurturing prospects, sharing information, conducting demos, and hosting meetings. Your experience is now delivered by technology. Mastering Virtual Selling.

Collateral 147

Collateral How To Video Face-to-face 147

Janek Performance Group

MARCH 12, 2024

This may end up contributing to a lack of direction and belonging many sales professionals experience, and ultimately may negatively impact performance. Simulations help fill in the knowledge gap for the hiring manager. You can make the process even more granular by setting up a practice sales call.

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

Mindtickle

APRIL 12, 2020

Presenters drone on, leaving their sales audience glossy-eyed and multitasking. And leadership oftentimes struggle to remain focused and provide consistent, detailed and actionable feedback as the parade of territory and opportunity reviews span multiple hours or days.

Revenue 96

Revenue Territories Video Intent 96

Sales Hacker

JULY 17, 2019

Now, look at his advice: To become a sales manager, you essentially need to become an extension of your HR team — something every employee can do to make a positive impact on the organization. Of course, I also wanted feedback from industry veterans — the folks who are training & coaching sales management teams around the globe.

Promotion 79

Promotion Sales Management Hiring Lead Rank 79

Mindtickle

AUGUST 28, 2023

Pharmaceutical sales training faces several unique challenges that require tailored approaches and solutions. These challenges include: No insight into field activities Traditionally, it has been difficult for sales managers to gain visibility into the daily activities of their sales reps in the field.

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

Cincom Smart Selling

FEBRUARY 9, 2016

Things like commission splits, national account representation and other everyday sales matters must be decided prior to the fact, or someone will end up feeling abused. This information will inform your decisions about future territory assignments. These are the things that, when mishandled, will blow up a sales organization.

Channels 83

Channels Sales Management Sales Qualified Lead Collateral 83

Score More Sales

JANUARY 4, 2013

But I also had sales leaders who just raised the number by a percentage every year, not taking into consideration changes in the market or in opening up a new territory. Activity goals are goals that you typically come up with together with your sales manager targeting specific actions that you have a whole lot of control over.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

The Pipeline

AUGUST 8, 2011

Last week I wrote about the follies of having a shorter sales cycle , beyond the points highlighted, I think it raises another trend in sales these days. One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. EDGE Sales Process.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

Bigtincan

OCTOBER 11, 2021

How Bigtincan Learning uses the latest in scientific understanding and software to improve knowledge retention and make sales reps less dependent on their memory. The best and easiest way to get those questions answered is to book a Bigtincan demo today. . Role playing has its place in sales training. It’s wildly inefficient.

Fashion 105

Fashion Software Software Training 105

The Pipeline

DECEMBER 7, 2011

EDGE Sales Process. Funnel management. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip. Shorter sales cycle.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

The Pipeline

JANUARY 18, 2012

EDGE Sales Process. Funnel management. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip. Shorter sales cycle.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

SBI

OCTOBER 4, 2018

Marketing Manager, Daniel Hebert was all smiles and I wanted to know why. Not only that, their sales onboarding demo won the entire, cross-category demo jam award! Next up was a chat with Greg Dette, Regional Sales Manager for TerrAlign. These guys are on to something big.

Report 138

Report SalesForce Video Distribution 138

Salesmate

OCTOBER 28, 2020

Unfortunately, many sales managers and reps struggle to get accurate sales forecasting results. 79% of companies miss their sales forecast by more than 10% Just 28% of closed deals are forecasted accurately. Territory shift. These changes will impact sales forecasting. Lead value sales forecasting example.

Sales Forecasts 96

Sales Forecasts Forecasting Lead Rank Policies 96

The Pipeline

NOVEMBER 16, 2011

EDGE Sales Process. Funnel management. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip. Shorter sales cycle.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

The Pipeline

FEBRUARY 15, 2012

The Pipeline Renbor Sales Solutions Inc.s Sales Force (Mis)Alignment. Stored in Business Acumen , Coaching , Demand Generation , Hiring Sales Talent , Planning , Sales Force Alignment , Sales Leadership , Sales Management , Sales Strategy , Sales Success , Sales eXchange , execution.

Pipeline 223

Pipeline Hiring Demand Generation Demand Generation Targets 223

The Pipeline

OCTOBER 26, 2011

EDGE Sales Process. Funnel management. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip. Shorter sales cycle.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

The Pipeline

MARCH 7, 2012

EDGE Sales Process. Funnel management. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip. Shorter sales cycle.

Pipeline 210

Pipeline Sales Qualified Lead Cold Calling Webinar Metrics 210

The Pipeline

FEBRUARY 8, 2012

EDGE Sales Process. Funnel management. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip. Shorter sales cycle.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

The Pipeline

JANUARY 17, 2012

EDGE Sales Process. Funnel management. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip. Shorter sales cycle.

Influencer 222

Influencer Pipeline Hiring Cold Calling 222

The Pipeline

NOVEMBER 23, 2011

EDGE Sales Process. Funnel management. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip. Shorter sales cycle.

Sales Qualified Lead 231

Sales Qualified Lead Pipeline Cold Calling Webinar Metrics 231

The Pipeline

MARCH 28, 2011

Which brings us to their enabled and accomplice, their Manager. Recently I was speaking with a sales manager recently, when I floored by what he said about one of his under performing reps; when we got around to his prospecting (more accurately the lack of it), he said “he’s earned the right not to prospect” Please!

Pipeline 220

Pipeline Twitter Hiring Territories 220

The Pipeline

MARCH 6, 2012

EDGE Sales Process. Funnel management. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip. Shorter sales cycle.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

SEPTEMBER 9, 2011

. “But we’re not IBM” Stored in Attitude , Business Acumen , Communication , Communication Strategy , Guest Post , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Social Selling. EDGE Sales Process. Funnel management. Sales Leadership. Sales Management. Sales Tool.

Pipeline 226

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

The Pipeline

JULY 1, 2011

EDGE Sales Process. Funnel management. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip. Shorter sales cycle.

Pipeline 181

Pipeline Cold Calling Hiring Compensation 181

The Pipeline

JANUARY 28, 2012

EDGE Sales Process. Funnel management. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip. Shorter sales cycle.

Pipeline 215

Pipeline Social Media Cold Calling Hiring 215

BrainShark

MAY 31, 2023

Compared to what Sales Enablement Pro calls “activity-based metrics” that look at the number of calls made, demo sessions booked, or emails sent, time to competency is instead a skill-based metric which may be less quantifiable upfront but more valuable in the long run.

Hiring 62

Hiring Sales Talent Scale Sales Enablement 62

The Pipeline

OCTOBER 7, 2011

Troy Babcock is a relatively new sales person, with a territory in the mid-west, and ambition that stretches far beyond. EDGE Sales Process. Funnel management. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique.

Pipeline 210

Pipeline Top of Funnel Cold Calling Territories 210

The Pipeline

FEBRUARY 10, 2012

Stored in Appointments , EDGE Sales Process , Funnel management , Prospecting , Sales Strategy , Sales Success , execution. I was working with a group of sales managers earlier this week, including observing some pipeline reviews. EDGE Sales Process. Funnel management. Sales Leadership.

Pipeline 218

Pipeline Cold Calling Groups Lead Rank 218

The Pipeline

MARCH 9, 2011

EDGE Sales Process. Funnel management. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip. Shorter sales cycle.

Pipeline 238

Pipeline Cold Calling Hiring Compensation 238

The Pipeline

JANUARY 23, 2012

Planning in sales, is multifaceted discipline. Most in sales are comfortable with planning on an annual level, territory level and account level. One can argue that not all of these type planning are necessary for all sales, there is one that applies to all, and is generally practiced by the least number of reps.

Pipeline 220

Pipeline Top of Funnel Hiring Webinar Metrics 220