Understanding the Sales Force

JULY 24, 2012

Understanding the Sales Force by Dave Kurlan The first problem with today's title is the "5" in "Top 5.". They are not the 5 that most sales managers spend their time on, so let's begin with the sales management practices that most sales managers actually spend their time on. Putting out fires.

Sales Management 276

Sales Management Webinar Metrics Distribution Report 276

Selling Essentials RapidLearning Center

JUNE 14, 2019

In most verticals, including wholesale distribution, classroom style training is declining. What This Means for Sales Managers. In a nutshell, it means sales managers must take a more proactive role in talent development. Traditionally, distributors hired knowledgeable, skilled sales reps and said, “Go sell.”

Distribution 45

Distribution Selling Skills Lead Rank Lead Scoring 45

criteria for success

APRIL 7, 2021

If you're in the market for some DIY sales management training, you've come to the right place. We've compiled 5 checklists for you to use with your sales managers in any organization. We often talk about the importance of process in selling, but good sales management is a process too.

Sales Management 85

Sales Management Training Journal Forecasting 85

Gong.io

DECEMBER 30, 2022

Sales objective example to improve average response time: Respond to warm leads within 5 hours of receiving a call, message, or email. How to achieve this sales objective: One way to improve response time is through lead routing — the process of collecting and distributing leads to sales reps.

Objections 62

Objections Examples Ideal Customer Profile Sales Management 62

Sales Management Plus -- SMP

APRIL 11, 2024

The most common determination of enterprise value in wholesale and durable goods distribution is a long-term track record of profit and sales growth. What makes your company attractive and valuable is proof of a reliable system for driving profit through sales growth. You cannot cut your way to real value.

Enterprise 52

Enterprise Enterprise Lead Rank Lead Scoring 52

CommercialTribe

MARCH 26, 2019

This is the third article of a three-part series on sales manager productivity. Before reading on, catch up on Part 1 and Part 2: Part 1: Where and why most organizations don’t actually know who their B and C sales managers are, and the hidden cost they bring to organizational performance. Is it just the luck of the draw?

Top of Funnel 40

Top of Funnel Revenue Sales Management Distribution 40

Sales Management Plus -- SMP

MARCH 5, 2024

Distribution is exceptionally competitive, and finding ways to maximize your sales opportunities can help you with that competitive edge. Here is an overview of its functionalities so you can unlock its potential for driving strategic sales growth.

Customer 52

Customer Distribution Analysis Discount 52

Gong.io

MARCH 30, 2020

A lot of sales managers will come to me and say, “Hey, this rep, they’ve really been struggling. And everyone received equal distribution of leads based on our model. . And those leads get distributed equally among the reps. The post Michelle Benfer: 5 Tips for Remote Sales Management appeared first on Gong.

Sales Management 62

Sales Management Lead Rank Territories Hubspot 62

Sales Management Plus -- SMP

OCTOBER 23, 2023

Customer relationships are more important in distribution than making individual sales. But how is your post-sale follow-up? Following up with customer post-sale is an important way to make sure your customers know they mean more to you than just a sales transaction. Schedule a free test drive of SMP.

Follow-up 52

Follow-up Distribution Customer Loyalty 52

Distribution Pricing Journal

OCTOBER 9, 2023

Our recent article, “ Can Distribution Pricing Managers Work Remotely? ,” was clearly a hit. Several of our subscribers reached out to us to comment that although remote work provides the advantage of flexibility and location independence, certain elements of pricing management could be enhanced through face-to-face interactions.

Meeting 52

Meeting Face-to-face Distribution Ideal Customer Profile 52

Hubspot Sales

OCTOBER 18, 2023

Dan told us that he had recently purchased 500 hams to distribute across the greater Phoenix, Arizona area on Christmas day — which was only five days away. And five days away from his ham-distribution deadline, Dan said he didn't have a plan yet. So I told him, “Dan, I don't think distributing 500 hams is something you should wing.”

Hubspot 92

Hubspot Ideal Customer Profile Scale Distribution 92

Sales Management Plus -- SMP

OCTOBER 17, 2023

It is grouped by sales rep, making it easy to distribute and discuss in team meetings. Timely Action Timing is everything in sales execution. The ability to easily highlight quotes that are nearing their expiration dates provides sales reps and managers with a valuable opportunity to take immediate action.

Closing 52

Closing Distribution Report Trends 52

Sales Management Plus -- SMP

DECEMBER 5, 2023

Regularly reviewing branch performance is essential for a distribution company for several reasons. Fortunately, SMP gives you the flexibility to create your own data visualizations based on any of the sales data you would find inside SMP or your ERP system.

Distribution 52

Distribution Lead Rank Lead Scoring Analysis 52

Sales Management Plus -- SMP

FEBRUARY 13, 2024

SMP is a powerful distribution CRM system that can help streamline your sales and marketing efforts. They are easy to implement in SMP, but even if you’re not currently a user, distribution sales reps will appreciate the time these templates save. Download Your Templates Today! Here’s how it can help: 1.

Distribution 52

Distribution Case Study Webinar Metrics Follow-up 52

A Sales Guy

MARCH 4, 2014

They distribute the quotas. They manage to the quotas. They sit next to, talk with and are closer to the sales people than any other person (role) in the company. Sales managers are the lynchpins to success in sales organizations. Sales managers are the key to a humming sales organization.

Sales Management 115

Sales Management Territories Influencer Sales Leadership 115

CommercialTribe

MAY 4, 2021

Fact: There’s a gap between the reality of who and where sales managers actually spend their time versus who and where sales leaders believe time should be spent. Now that we’ve covered WHO your sales managers should be spending more time with, let’s discuss WHERE in the sales process they should be most involved.

Top of Funnel 52

Top of Funnel Study Hiring Sales Process 52

Hubspot Sales

NOVEMBER 28, 2022

That includes simplifying lead distribution and management. In this post, you’ll explore the best lead distribution software that can help you optimize your sales process and improve lead conversion. What is lead distribution software? The 25 Best Lead Distribution Software. Over 500 app integrations.

Distribution 97

Distribution Lead Rank Software Software 97

Pointclear

AUGUST 17, 2011

Sales managers have six basic jobs—hire, compensate, train, deploy, monitor and manage, and coach and counsel—and they generally fail at the last three. If hiring, training and compensating are the science behind sales management, then deployment, monitoring and managing, and coaching and counseling are the art.

Sales Management 153

Sales Management Hiring Territories Compensation 153

A Sales Guy

AUGUST 16, 2013

It’s a sad fact that individual sales people or team often gets the blame when in reality the business model is no longer working, or never really did. Hiring choices, business strategy, products, distribution and supply chain all figure into how a sales rep “performs.” So what gives with management?

Lead Rank 121

Lead Rank Hiring Sales Management Lead Scoring 121

Sales Management Plus -- SMP

NOVEMBER 6, 2023

Forecasting : SMP makes it very easy to create sales forecasts, but because of our tight integration to the leading distribution software systems, you can also use your ERP data to predict future trends and demand. In our recent survey about trends in targeted marketing in the distribution industry distributors were 4.5

Data 52

Data Ideal Customer Profile Customer Distribution 52

Pipeliner

MARCH 9, 2018

As sales managers, you all know how important it is to be effective at managing your sales staff and sales pipeline. At times, being reminded of 3 Steps to effective sales management can have a profound impact on your effectiveness. Pipeliner CRM empowers effective sales management.

Sales Management 40

Sales Management Hiring SalesForce Policies 40

Sales Management Plus -- SMP

DECEMBER 12, 2022

As the owner or operator of a wholesale distribution business, you’re always looking for new and innovative ways to increase sales and grow your business. But what exactly is targeted marketing, and how can you use it to increase your wholesale distribution business?

Marketing 52

Marketing Automotive Distribution Segment 52

Allego

FEBRUARY 2, 2021

Today, sales leaders recognize that the shift to virtual selling will be with us for a while, if not permanently. When we suddenly became a completely distributed team, we lost our common touch point,” says Bzdel. “We Get Productive: New Ways to Support the Virtual Sales Process. But sales is not a nine-to-five job.

Sales Leadership 127

Sales Leadership Face-to-face Distribution Webinar Metrics 127

Zoominfo

DECEMBER 16, 2020

Even sales managers, who preach swim lanes and road rules as gospel for territory management, struggle to keep up with account distribution, nevermind how they can help account executives, SDRs, and account management prioritize activity. And, of course, it turns out the account is owned by a peer.

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219

Zoominfo

OCTOBER 12, 2022

My life would be a nightmare without it,” says Wing, a ZoomInfo global sales manager who focuses on Europe, the Middle East, and Africa. For sales professionals, conversations aren’t just about closing deals — they’re also about cultivating relationships.

Analysis 130

Analysis Territories Scale SalesForce 130

BrainShark

OCTOBER 25, 2022

Research firm CSO Insights defines sales force enablement as “a strategic, cross-functional discipline, designed to increase sales results and productivity, by providing integrated content, training and coaching services, for salespeople and frontline sales managers, along the entire customer’s journey, powered by technology.”.

Top of Funnel 62

Top of Funnel Sales Enablement Revenue Marketing 62

SBI

JUNE 28, 2021

Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? Q: What should sales leaders do differently when giving coaching remotely? It’s easy for remote sales managers to get overly focused on specific opportunities or calls.

Hiring 86

Hiring Lead Rank Lead Scoring Scale 86

Your Sales Management Guru

APRIL 11, 2011

High-Performance Sales Management. Building a strategic and effective sales management system is just like building anything else: It takes time, refinement and follow-through. Sales concepts get recycled, too. Sales managers must direct and mobilize their teams to achieve desired results.

Sales Management 56

Sales Management Hiring Trade Show Penetration 56

Sales and Marketing Management

MAY 10, 2020

Encouraging the Team Through Changing Sales Climates. To me, the most important role of management is to motivate and remove obstacles for their sales teams. While our sales teams at WhiteHat Security have always been distributed, communicating with customers and prospects exclusively over the phone or video is a new challenge.

Face-to-face 302

Face-to-face Lead Rank Lead Scoring Hiring 302

Allego

JUNE 2, 2021

Today, Jackson leads the direction and strategy of a globally distributed learning organization, supporting more than 240,000 bank employees worldwide and developing learning content with strategic vendors. “I I agree and see an opportunity for improving how sales training is conducted. Learn More.

Lead Rank 126

Lead Rank Banking Distribution Travel 126

No More Cold Calling

SEPTEMBER 25, 2014

As a result, they now dominate the book distribution business. Geoffrey James is a contributing editor and sales blogger for Inc.com and the author of Business Without the Bullsh*t: 49 Secrets and Shortcuts You Need to Know. Associations Enterprise Sales Management Salespeople' Differentiate by Special Knowledge.

Cost per Acquisition 314

Cost per Acquisition Hiring Discount Insurance 314

Cincom Smart Selling

FEBRUARY 9, 2016

New product rollouts and availability should be preceded by training, collateral distribution and sales support materials. Sales/Marketing Programs – Compensation plans, incentive plans, territory plans, market segmentation and special campaigns should be well understood and in place prior to starting any sales activity with a partner.

Channels 83

Channels Sales Management Sales Qualified Lead Collateral 83

Your Sales Management Guru

OCTOBER 6, 2015

11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. This also is an opportunity to build a better sales team that will increase your market share as competitors lag.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

Sales Management Plus -- SMP

MARCH 21, 2023

You can identify gaps in areas where competitors are outperforming you, such as delivery speed or customer service response times, and address them much more quickly than if you weren’t using a distribution CRM system to track deals and opportunities.

Competition 52

Competition Account Loyalty Distribution 52

The Pipeline

AUGUST 14, 2014

Examples in sales may be lead to opportunity conversions, or proposals to close. You often hear sales managers and director speak of how they are doing against their KPI’s. Based on these measures you can make adjustments and respond to conditions on the ground to ensure those goals are attained. What’s in Your Pipeline?

Workbooks 288

Workbooks Incentives Incentive Distribution 288

Close

MAY 22, 2022

Sales enablement content empowers your sales team with information. Here are 5 key traits of good sales enablement content and tips on content creation and distribution.

Sales Enablement 52

Sales Enablement Distribution How To Sales 52

Sales Management Plus -- SMP

NOVEMBER 30, 2023

The phrase also fits in a distribution sales context as well when you start examining sales gaps between your reps. Examining sales gaps is a great way to find ideas for improving the entire performance of your team.

Distribution 52

Distribution Retention Sales Cycle Selling Skills 52