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.

Territories 45

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

Alice Heiman

MARCH 26, 2020

Successful Sales Strategy Step 4 follows right along with our downloadable guide. Too often, sales strategies start with someone at the top coming up with an arbitrary growth number based on investor demands, new product development, operational capacity, or some other factor that has absolutely nothing to do with sales.

Strategy 53

Strategy Territories Referrals Revenue 53

criteria for success

JANUARY 26, 2022

Here at CFS, we often discuss setting and achieving sales goals. When you think about your sales goal, you need to take the cost of sales into account. This is a key component to your sales budget. As you work to adjust your sales budget to reflect your sales goals, keep the following principles in mind.

Hiring 103

Hiring Territories Lead Rank Lead Scoring 103

Alice Heiman

MARCH 26, 2020

Successful Sales Strategy Step 5 follows right along with our downloadable guide. Too often, sales strategies start with someone at the top coming up with an arbitrary growth number based on investor demands, new product development, operational capacity, or some other factor that has absolutely nothing to do with sales.

Strategy 58

Strategy Territories Quota Revenue 58

SBI Growth

JULY 14, 2013

There’s no denying that in sales, talent is a key differentiator. Today’s post is about how Sales Ops can create conditions that enable success. Today’s post is about how Sales Ops can create conditions that enable success. How well have you created conditions for sales success? Territories : The field of play.

Territories 328

Territories Incentives Incentive Compensation 328

Alice Heiman

MARCH 26, 2020

Successful Sales Strategy Step 6 follows right along with our downloadable guide. Too often, sales strategies start with someone at the top coming up with an arbitrary growth number based on investor demands, new product development, operational capacity, or some other factor that has absolutely nothing to do with sales.

Ideal Customer Profile 53

Ideal Customer Profile Strategy Buyer Persona Territories 53

SBI Growth

AUGUST 24, 2012

How do you plan on selling your sales strategy recommendation to the CSO? Over the last month you, the Sales Operations leader, have been thick in the weeds identifying growth opportunities to support your upcoming sales strategy plan. Demonstrate changing territory penetration rates. Static charts.

Strategy 257

Strategy Google Analytics ROI Penetration 257

Nutshell

MARCH 5, 2024

Definition: Lead distribution is the process of strategically assigning leads to specific sales reps. But if you want to do it right, you need a strategy behind how you assign those leads. Lead distribution is the process of matching up specific leads with certain sales reps at your company. Why is lead distribution important?

Distribution 77

Distribution Lead Rank Lead Scoring Sales Qualified Lead 77

SBI Growth

FEBRUARY 5, 2014

The first monthly commission statements will soon be in your sales reps'' hands. This post is for Sales leaders and HR business partners. This simple, free, downloadable tool reveals the vital signs of your plan. Read on to understand the mechanics of effective sales compensation. It answers a fundamental question.

Compensation 288

Compensation Territories Hiring Commission 288

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. A practical framework for sales planning.

Territories 40

Territories Outsourcing Services Account Ideal Customer Profile 40

SBI Growth

APRIL 9, 2013

Sales Leaders may want to look for some help outside of Sales. 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. Earlier posts talked about how HR Business Partners can provide value to Sales.

Hiring 297

Hiring Ideal Customer Profile Territories Trends 297

Hubspot Sales

JULY 22, 2020

Sales always has been, and always will be, about closing the deal. But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. Sales Productivity Tools. HubSpot Sales Platform. Gamifier makes sales performance fun.

Tools 113

Tools Closing Territories Hubspot 113

SBI Growth

JANUARY 10, 2014

Top sales leaders know how to communicate and roll out a sales plan. Get your sales managers involved early in the process. The sales management team needs to have a clear understanding of the new quota. The sales management team needs to have a clear understanding of the new quota. Start Early. Next Steps.

Quota 316

Quota Territories Top of Funnel Marketing Qualified Lead 316

Sales Hacker

SEPTEMBER 20, 2022

Everyone wants to have a Q4 (whether you’ve worked deals all year or started working a new territory last month). Strategies to re-engage the CEO, CFO, or your champion WITHOUT discounting. Where to download all of Michael’s templates. The post Q4 Pipeline Tactics: How to Unstick Your Deals NOW appeared first on Sales Hacker.

Pipeline 78

Pipeline How To Territories Discount 78

PandaDoc

OCTOBER 14, 2020

Despite their power, many brands aren’t utilizing storytelling techniques in their sales strategy. But an excellent sales pitch will use finely-tuned narrative techniques to wash these down. We’re going to explore how storytelling techniques can imbue your sales strategy with that crucial human touch.

Strategy 111

Strategy Face-to-face Research Google 111

Apptivo

FEBRUARY 20, 2023

ABCs of sales lead management 3. Sales Lead Management Process 4. Implementing a Lead Management Strategies to increase sales 5. However, inbound sales teams need a well-defined lead management system and the right tools to get the most value out of those leads. Overview 2.

Lead Rank 103

Lead Rank Lead Scoring Lead Management System 103

Allego

SEPTEMBER 8, 2022

It has 850 million members in more than 200 countries and territories worldwide. One group particularly prolific is sales professionals. Sales leaders, trainers, and consultants regularly post articles that they distribute via their LinkedIn newsletter. Top 18 LinkedIn Newsletters for Sales Leaders. Published weekly.

LinkedIn 118

LinkedIn Hiring Sales Leadership B2B 118

SBI Growth

MAY 18, 2013

Measuring sales turnover as a percentage can be misleading. Yet turnover is probably the most measured sales metric. HR, sales leaders, and Sales o ps all measure it. Many sales organizations are proud that they have a low turnover metric. Download the Top 10 Ways to Prevent ‘A’ Player Turnover Checklist.

Territories 303

Territories Hiring Quota Sales Leadership 303

SBI Growth

OCTOBER 12, 2013

Has your Sales Ops planning kept up with the new realities? Setting Quotas, territory structures, headcounts and total compensation budgets are examples. By doing so, you''ll also get the Sales Ops Planning Evolution Guide. The average B2B buyer is 57% done with their purchase decision before sales engages.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

SBI Growth

MAY 15, 2013

"Should we hire an external Sales Manager or promote from within?". Open Sales Management positions are bad for sales organizations. Having the wrong Sales Manager (SM) is worse. This post helps you decide between hiring an internal or external Sales Manager. You can download the SM Hiring Decision Guide here.

Hiring 300

Hiring Sales Management Forecasting Inside Sales 300

SBI Growth

OCTOBER 8, 2013

Do you have enough sales reps? Here’s how most companies (incorrectly) figure this out: The CEO hands a projected revenue number to you (the senior sales leader). This yields a cost of sale typically expressed as a percentage of revenue. The red bars from <10% – 99% are the number of sales reps for each range.

Ideal Customer Profile 293

Ideal Customer Profile Distribution Territories Analysis 293

Score More Sales

DECEMBER 27, 2013

In the first two posts in this series we talked about gaining visibility to grow sales as well as putting a plan in place. If it is a new plan, or new territory – find the upside to it and see how you can make it work for you. What projects are you going to commit to get done which will lead you to more sales in the coming year?

Lead Rank 255

Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

SBI Growth

DECEMBER 5, 2013

The sales organization is into the final run for the year. How has Sales Operations done this year? Did you directly enable the sales organization to close more business? Did you help keep sales expenses in check? With focus, Sales Ops leaders can positively impact sales revenue and costs.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

Xactly

JANUARY 17, 2019

A strategic sales plan is a portfolio of ideas, processes, and technology that guides a sales organization’s strategy and provides the resources and tactics for reaching sales goals. It defines your company’s go-to-market strategy and expected costs and returns. Processes: Are your sales territories balanced ?

Hiring 70

Hiring Territories Incentives Incentive 70

SBI Growth

NOVEMBER 23, 2013

It’s been two years since The Challenger Sale was published. Since this publishing, many B2B sales organizations have embraced this methodology. Since this publishing, many B2B sales organizations have embraced this methodology. The thesis of The Challenger Sale is sound. Hunters assume a generalist role in a territory.

Sales Methodology 308

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

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. A bad boss.

Hiring 292

Hiring Positioning Sales Management Compensation 292

Sales and Marketing Management

FEBRUARY 22, 2021

Here are lessons from two of our key programs last year that we plan to incorporate into our 2021 demand generation strategy: Revamped Webinars. While the topic is always important (our event on “patch management” was an unexpected winner last spring), a vibrant speaker with viral influence can boost registrations and post-event downloads.

Webinar Metrics 177

Webinar Metrics Lead Rank Marketing Qualified Lead Cancellation 177

SBI Growth

JANUARY 12, 2014

Recently, I was with a client discussing their long-range strategy for sales. Core to their strategy was tightening their alignment with Marketing and Product Development. It quickly became crystal clear how important Sales Ops was to this EVP. The sales leader has a strong and focused personality.

Influencer 257

Influencer Territories Data Analysis 257

SBI Growth

AUGUST 7, 2013

Not all “A” Player sales reps were meant to be managers. If you’ve been in sales long enough, you’ve seen this mistake unfold. He neglects his skill development and sales initiatives. Frequently, the top manager gets the nod for the VP of Sales. An ill-prepared sales manager damages his region. His team flounders.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

Zoominfo

DECEMBER 15, 2020

Which means things shaking up in the B2B world — holiday emails are being blasted, sales deals are being closed, and 2021 recruitment strategies are finishing up. And to get there, you have to ramp up your visibility and engagement with your best sales, marketing, and recruiting teams. Our post, “What is Buyer Intent Data?

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

SBI Growth

NOVEMBER 25, 2013

As a Sales VP, putting the best people in the correct positions is critical. 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. And make it look easy.

Promotion 297

Promotion Construction Hiring Scale 297

SBI Growth

JUNE 26, 2013

The average tenure of a B2B Sales VP is about 18 months. That means roughly one-half of B2B sales VP’s last less than 18 months. Today''s post provides ways sales operations can deliver value quickly to a new sales VP. A complete guide will be available for download at the end. How do they view sales operations?

Hiring 319

Hiring Lead Rank Compensation Guidelines 319

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. Download The Newly Promoted Sales Manager Guide ; It will give you clarity in the first 90 days on the job. Sales Manager Killers.

Promotion 288

Promotion Sales Management Hiring Face-to-face 288

Xactly

OCTOBER 29, 2018

For sales organizations, sales performance data can be a useful tool to drive strategic planning and increase performance. . Using a sales performance management (SPM) solution to analyze sales performance data, organizations can gain vital insights into the landscape they operate in.

Data 85

Data Top of Funnel Territories Compensation 85

Xactly

APRIL 16, 2018

That’s putting it very simply, but a smart sales operations leader will recognize this dilemma instantly. The company (the Principal) wants profits, but the sales rep (the Agent) wants an income. Variables in Sales Commission Strategies. Or, keep reading for more sales plan ideas.

Commission 58

Commission Motivation Hiring Strategy 58

Showpad

MARCH 3, 2020

Sales operations (sales ops) and sales enablement are terms used often within an organization. But how do they contribute to sales productivity and overall business performance? Sales Enablement versus Sales Operations. Sales Operations Roles and Responsibilities. Setting territory structure.

Sales Operations 100

Sales Operations Sales Enablement Hiring Compensation 100