SBI Growth

FEBRUARY 7, 2014

Most organizations believe that their most successful sales people will make great sales managers. A recent study showed that only 11% of organizations train their sales managers. If you are a new manager, you are asking, “What do I do now?”. Sales Manager Killers. Control Your Destiny.

Promotion 288

Promotion Sales Management Hiring Face-to-face 288

SBI Growth

OCTOBER 24, 2013

A post for Sales and HR Leaders to find root causes of Sales Manager (SM) vacancies. The Sales Manager position is the fulcrum between sales leadership strategy and sales force execution. Teams without effective sales managers lack morale and discipline. Weak sales strategy.

Hiring 292

Hiring Positioning Sales Management Compensation 292

SBI Growth

JANUARY 5, 2014

Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ‘A’ players on the team. Every sales manager is time starved. Sales Managers should be spending 75% of their time coaching their team. Every sales manager wants a team of ‘A’ players.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

Xactly

JULY 18, 2018

In order to manage your sales performance, you need effective sales territory mapping. Sales territory design must be a thoughtful process that involves data and a balancing act to ensure every sales rep has adequate sales potential within their territory. Download Guide.

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Territories Travel Hiring Guidelines 45

Xactly

JULY 12, 2018

Your sales territories are geographical areas managed by a sales rep or sales team. A territory can be defined by several factors, but most commonly, territories are mapped based on sales potential, sales history, geography, or a combination of factors. Download Guide.

Territories 45

Territories Software Software Benefit 45

Xactly

NOVEMBER 15, 2018

One of the most important things to consider when designing plans are the different roles on your sales team. Sales managers and their reporting reps will have responsibilities in their roles, which means your compensation plans should be tailored to different roles. Constructing Commissions in a Sales Manager Compensation Plan.

Compensation 87

Compensation Examples Sales Management Incentives 87

Xactly

JULY 12, 2018

Your sales territories are geographical areas managed by a sales rep or sales team. A territory can be defined by several factors, but most commonly, territories are mapped based on sales potential, sales history, geography, or a combination of factors. Download Guide.

Territories 50

Territories Demographics Travel Distribution 50

Xactly

AUGUST 23, 2018

Sure, you know you need ICM to handle accurate and timely payments, but do you really need automated sales territory planning as well? Although automating technology for territory design can increase your sales up to 20 percent, territory planning is often categorized as a luxury in SPM—instead of as the necessity it is.

Territories 41

Territories Incentives Incentive Compensation 41

Pipeliner

MARCH 2, 2018

The job of a sales manager is to provide a succeeding environment for salespeople. Beyond that, it’s providing viable territories and targets, proper support levels, tools for training and enablement, demand generation leadership, and the removal of internal roadblocks. But he was not able to provide me with a viable territory.

Sales Management 94

Sales Management Hiring Demand Generation Agencies Territories 94

Anthony Iannarino

JANUARY 7, 2020

There are different types of sales managers you run into during your time in sales. These are the seven types of sales leaders you find on the sales floor, six of which you should avoid. These are the seven types of sales leaders you find on the sales floor, six of which you should avoid.

Sales Management 78

Sales Management Ideal Customer Profile How To eBook 78

criteria for success

JANUARY 26, 2022

Consider Modifying Territories. Many organizations seem to view sales territories as if they are carved in stone. But when necessary, territories can be adjusted to improve your sales budget. Look at how much you’re spending in each territory compared to the sales you’re getting. Download Now.

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Hiring Territories Lead Rank Lead Scoring 103

Miller Heiman Group

FEBRUARY 11, 2020

Sales organizations undergo constant change initiatives. Managers sit squarely at the intersection of these trends, yet for most organizations, sales management strategies have hardly changed. In fact, the changes that have occurred in the managerial ranks have intensified managers’ internal and administrative focus.

Trends 65

Trends Study Hiring Sales Management 65

Xactly

JULY 5, 2018

One of the most important things to consider when designing plans are the different roles on your sales team. Sales managers and their reporting reps will have responsibilities unique to their roles, which means your compensation plans should be tailored to different roles. Your best sales rep is not necessarily the best leader.

Compensation 69

Compensation Sales Management Examples Commission 69

SBI Growth

MAY 18, 2013

Download the Top 10 Ways to Prevent ‘A’ Player Turnover Checklist. Here’s an example: Top Territory Todd: Todd has exceeded quota the past 5 years. Here’s an example: Top Territory Todd: Todd has exceeded quota the past 5 years. Yet he has 3x the average territory potential in his patch. This is not as easy as many think.

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Territories Hiring Quota Sales Leadership 303

Pipeliner

FEBRUARY 22, 2018

Off the Cuff Instant Interview Question: “What are some tips for doing practical market, territory and account planning?”. While those of us in sales are usually viewed as not the best of planners, my experience is that we welcome practical, streamlined planning that helps win business. Download a free trial now.

Territories 40

Territories Outsourcing Services Account Ideal Customer Profile 40

SBI Growth

OCTOBER 4, 2013

Download our Quota Validation Guide for Sales to see which metrics align to realistic quotas. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. Bottom-Up Quota Setting: Validating quota from a Sales Rep & Sales Management perspective.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

Hubspot Sales

MARCH 7, 2018

KPIs for Sales Managers. Sales Volume by Location. Sales managers -- and particularly field sales managers -- can often feel like they are trapped in a fog. Download our free report here to learn the top 3 metrics ranked by sales professionals. New Leads/Opportunities. Is quota too high?

Lead Rank 143

Lead Rank Lead Scoring Sales Management Scale 143

SBI Growth

FEBRUARY 7, 2014

Most organizations believe that their most successful sales people will make great sales managers. A recent study by the ASTD found that only 11% of companies train their managers. If you are a new manager, you are asking, “What do I do now?”. As a newly promoted manager, you need a guide so you do not thrash.

Promotion 120

Promotion Sales Management Hiring Face-to-face 120

Anthony Iannarino

JULY 2, 2020

The salesperson drove past the location every day for two and a half years, as he worked in his territory, without ever stepping foot inside the building. When forced to see every prospect in his territory as part of a growth plan, he summoned his courage , walked through the front door, and asked for the person who had fired his company.

Closing 121

Closing Territories Decision Maker eBook 121

criteria for success

APRIL 13, 2022

As a sales manager, one of your most important responsibilities is to develop people. We like to say that sales managers should focus less on developing sales and more on developing salespeople. For sales managers who started out as salespeople, though, this can be especially hard. Download Now.

Ideal Customer Profile 98

Ideal Customer Profile eBook Motivation Forecasting 98

Anthony Iannarino

MAY 20, 2020

Your territory isn’t as good as your neighbor’s territory. Your sales manager and the shady characters in your sales operations team want to make sure you are never a candidate for President’s Club. So they meticulously created a geographical territory that contains no clients you could win.

Lead Rank 128

Lead Rank Lead Scoring Territories Cold Calling 128

SBI Growth

APRIL 9, 2013

This post discusses what Sales might want in an HR Business Partner. The downloadable tool includes a profile of a highly successful HR business partner to sales. Also included in the download is a sample scorecard of objectives for the HR business partner to Sales. Competencies to Support the Sales Organization.

Hiring 297

Hiring Ideal Customer Profile Territories Trends 297

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

Pipeliner

MAY 12, 2018

It’s Monday morning and Jennifer in Sales Management needs to provide feedback about sales performance and attitude to Joe, a team member. As a result, he leads a comfortable life and continues to produce status quo sales results, which creates a status quo sales culture. Improve your sales-management skills.

Sales Management 51

Sales Management Hiring Intent Territories 51

SBI Growth

JANUARY 10, 2014

Get your sales managers involved early in the process. The sales management team needs to have a clear understanding of the new quota. The impact to the individual sellers and their territories. Rebalancing of any territories due to the new quota. Ensure your sales managers take this seriously.

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Quota Top of Funnel Territories Marketing Qualified Lead 316

SBI Growth

DECEMBER 22, 2012

This post will show how to use LinkedIn for some free sales recruiting sources. Plus, you can download a tool to assess your current Reps’ “source-ability” scores. Since the world didn’t end, you still need to recruit Sales personnel. Q1 of 2013 is a busy time to refill empty Sales territories.

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Hiring Territories LinkedIn Groups 275

CommercialTribe

JUNE 23, 2020

With June nearly over and the initial shock of the COVID-19 crisis behind us, sales management teams are focusing on building a plan to come out stronger on the other side. We recommend three main areas of focus for sales leaders: WHO they focus sales manager coaching effort against.

Top of Funnel 40

Top of Funnel Hiring Sales Management Face-to-face 40

Nutshell

MARCH 5, 2024

DOWNLOAD Unsure which sales process stages are right for your company? Our 16 Sales Process Templates for B2B Pipelines provide top examples of how companies just like yours structure their sales processes. This random approach may work well for companies where all leads are similar and all sales reps have similar skills.

Distribution 77

Distribution Lead Rank Lead Scoring Sales Qualified Lead 77

Xactly

JANUARY 18, 2019

To help ensure you set your sales team up for success, here are six steps to setup a commission plan. Download our "Ultimate Guide to Sales Compensation Planning" for incentive best practices and everything you need for a sales comp plan design project. Optimize Your Sales Plan. Gather as Much Data as Possible.

Commission 81

Commission Incentives Incentive Compensation 81

SBI Growth

JANUARY 1, 2014

Download the 4 Step Fast Ramp Guide at the end of this post. Give historical context to the territories/accounts. Be present when the new rep’s Sales Manager is not available. Process Coaching: Teach the new sales rep how to use the CRM. Lead management, opportunity management, forecasting, chatter, etc.

Training 282

Training Buyer Persona Hiring How To 282

SBI Growth

NOVEMBER 25, 2013

Making your number next year means promoting, keeping and terminating certain sales reps. Download our Sales Rep Promotability Scale. open territory) is met in stride. You must attend multiple sales meetings. If you just listen to your sales manager, the critical interactions will be missed.

Promotion 297

Promotion Construction Hiring Scale 297

Hubspot Sales

JULY 22, 2020

This tool allows sales managers to analyze the email productivity of their reps. 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. EmailAnalytics.

Tools 108

Tools Closing Territories Hubspot 108

SBI Growth

AUGUST 7, 2013

However, we frequently see Sales VPs still stuck in the sales manager mindset. An ill-prepared sales manager damages his region. A Sales VP focused on the wrong things can ruin the entire company. They cross collaborate with manager peers, their reps, and the VP. They trust their managers to execute.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

SBI Growth

APRIL 30, 2013

Yet many front-line sales managers are slow to respond. Because speed requires more time and effort from a sales manager. The average sales manager will avoid these requirements. This post will explore ideas sales managers can implement to increase their speed. Jeff is slow to…. Sound familiar?

Promotion 308

Promotion Quota Social Media Territories 308

Zoominfo

JANUARY 12, 2021

Over the last two decades, customer relationship management (CRM) systems have become the center of the universe for enterprises and small- to medium-sized businesses (SMB) alike. Regardless of where you are in your journey with your CRM, it’s never too late to focus on your data.

System 100

System CRM Forecasting Territories 100

SBI Growth

NOVEMBER 23, 2013

Sales Leaders should assess if their organization is ready to adopt this complex methodology. Download our Challenger Readiness Guide and learn if your organization is ready. Here are five big questions to ask: Is my sales team structured appropriately to handle The Challenger Sale?

Sales Methodology 308

Sales Methodology Demand Generation Demand Generation Targets Face-to-face 308

SBI Growth

MARCH 28, 2013

Download the Sales Ops Field Kit Here. Think about the last big effort you drove for sales. Rolling out a new CRM tool or territory structure. Within the Sales Ops Field Kit ( click here to download ), there are tools to support you. Face it – many sales managers and directors are too biased.

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Face-to-face Quota Territories CRM 276