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

Xactly

AUGUST 2, 2018

The sales territory is a geographical area that is managed by a sales rep or sales team. A territory can be defined by sales potential, history, geography, or a combination of the above. The objective is to make sure sales territories are balanced to help increase revenues. .

Territories 68

Territories Demographics Travel Distribution 68

Hubspot Sales

MARCH 21, 2019

Lead Generation Sales Metrics. Sales Outreach Metrics. Primary Conversion Sales Metrics. Channel Sales Metrics. Sales Productivity Metrics. Sales Process, Tool, and Training Adoption Metrics. Is the dashboard going to help individual sales reps track their progress towards their monthly quota?

Examples 105

Examples Hiring Report Hubspot 105

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

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

Zoominfo

DECEMBER 16, 2020

So, let’s dive into how Salesforce Sync helps enable sales reps by supporting the foundation of any sales process: Territory Management. ZoomInfo Salesforce Sync for Territory Management. When you leverage tools like Salesforce Sync, you’re better positioned to time your outreach perfectly.

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219

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

JUNE 13, 2018

Effective territory design is the basis of strategic sales planning. Balanced territories allow you to set fair quotas, which have a huge impact on your incentive compensation and success of your salesforce. Ultimately, if your sales territories aren’t optimized, you hinder sales reps’ motivation and performance.

Territories 49

Territories Travel Webinar Metrics How To 49

SBI Growth

SEPTEMBER 14, 2012

HR can help the Sales leader to improve recruiting results and play a vital role in making the sales number in 2013. Begin today with the ideas and free tools offered in this post. HR and Sales leaders often fail in the execution of convincing the top talent to make the career move. Avoid a Myopic Focus. Hot product.

Sales Talent 312

Sales Talent Territories Compensation Quota 312

SBI Growth

MAY 18, 2013

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. His boss does not want to split his territory. Because of this, Todd isn’t extremely competent on relevant sales skills. His Sales Manager didn’t want to rock the boat.

Territories 303

Territories Hiring Quota Sales Leadership 303

Nutshell

MARCH 5, 2024

Lead distribution is the process of matching up specific leads with certain sales reps at your company. There are numerous ways you can do this, but most of them focus on assigning leads to the sales reps most qualified to convert them. DOWNLOAD Unsure which sales process stages are right for your company?

Distribution 77

Distribution Lead Rank Lead Scoring Sales Qualified Lead 77

Partners in Excellence

DECEMBER 16, 2014

As with the prior articles, I get huge numbers of requests from sales manager to help Hack their jobs. “What are the short cuts?” ” “How do I manage my time better?” Having said that, here’s a few of my favorite hacks to sales management. Are you setting the right example?

Sales Management 93

Sales Management Hiring Top of Funnel Maximizer 93

Mindtickle

JUNE 29, 2017

Sales managers are critical to the success of their sales reps. While sales managers are charged with ensuring reps meet their numbers, how they meet their numbers is not as simple as it once was. Yet businesses often under-invest in their sales managers. Can your sales reps wait that long?

Sales Management 52

Sales Management Hiring Lead Rank Top of Funnel 52

Mindtickle

JUNE 29, 2017

Sales managers are critical to the success of their sales reps. While sales managers are charged with ensuring reps meet their numbers, how they meet their numbers is not as simple as it once was. Yet businesses often under-invest in their sales managers. Can your sales reps wait that long?

Sales Management 52

Sales Management Hiring Lead Rank Top of Funnel 52

Hubspot Sales

FEBRUARY 12, 2018

Questions for Interviewing a Sales Manager. Why do you want to be a sales manager? Pretend I'm a sales rep who has missed quota three months in a row. Not to mention those chosen to lead the sales team actually take a pay cut -- often earning less than their direct reports. Tell me about yourself.

Sales Management 140

Sales Management Hiring Promotion Analysis 140

Partners in Excellence

MAY 26, 2014

I’m not sure anyone looks forward to the Sales Management Review (sometimes these are called QBR’s, but there are other reviews). It’s unfortunate, because there’s a huge amount of value in the review process–both for sales people and managers. No value to the sales person.

Sales Management 90

Sales Management Forecasting Top of Funnel Sales Cycle 90

SBI Growth

SEPTEMBER 5, 2012

Help the sales leader identify any reps that are at risk of leaving. This should actually be an ongoing task of the HR leader to have frequent discussions with Sales Directors and Sales Managers to keep pulse on which Reps may be at risk for leaving. Has any documented issues of “disconnect” with sales management.

Sales Talent 288

Sales Talent Hiring Lead Rank Lead Scoring 288

Partners in Excellence

DECEMBER 1, 2020

While they may provide outstanding skills, increase people’s knowledge in markets, products, sales approaches; it’s critical the people going through these programs understand how to apply what they are doing directly to their jobs. For example, how we position our solutions will vary based on industry/markets.

Sales Enablement 88

Sales Enablement Territories Face-to-face Maximizer 88

LevelEleven

MAY 31, 2018

For sales leaders with teams covering vast territories across multiple countries, it’s difficult to know if each salesperson on your team is focusing on the right things day-in and day-out. Even after you’ve firmly established Key Performance Indicators (KPIs), sales reps can easily get their focus derailed when they’re remote.

System 72

System Sales Management Hotels Competition 72

Partners in Excellence

JULY 30, 2012

The other day I wrote about the “Almost Perfect Sales Management Article.” ” That post stimulated a flurry of questions about a Sales Management Standard Operating Process/System. There are a few key building blocks to the Sales Management/Leadership Process.

Sales Management 86

Sales Management Hiring Top of Funnel Territories 86

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

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

Zoominfo

DECEMBER 16, 2020

So, let’s dive into how Salesforce Sync helps enable sales reps by supporting the foundation of any sales process: Territory Management. But what if reps and managers could identify accounts owned by specific reps or that are unowned, yet a part of particular territory? It’s not just reps who suffer, either.

SalesForce 100

SalesForce Territories Intent Signal Buyer Persona 100

Pipeliner

NOVEMBER 23, 2022

An example is, during election times, everyone scrambles to learn about political outcomes. A lighter example is the love everyone has for the motion picture Back to the Future —McFly and the professor are able to return to a time in the past, knowing everything that is going to happen. Sales Management and Quotas.

Pipeline 97

Pipeline Revenue Forecasting Quota 97

SMEI

JANUARY 5, 2024

Moreover, they demonstrate your dedication to staying abreast of evolving trends and best practices, a critical aspect in the ever-changing landscape of sales and marketing. Keeping Up with Industry Trends The sales and marketing sector is continuously evolving, with new tools, strategies, and market dynamics emerging regularly.

Marketing 85

Marketing Ideal Customer Profile Social Media Google Analytics 85

Sales Hacker

JANUARY 20, 2022

Strong sales reps are the lifeblood of your business and how you choose to invest in them matters. For frontline sales managers, attributes like competency, quality of work, ease of execution, and length of contribution indicate reps’ overall job success, but you can’t rely on those inputs to tell you if they are personally satisfied.

Retention 98

Retention Sales Coaching Coaching Scale 98

Janek Performance Group

MARCH 12, 2024

Many sales professionals often don’t receive the crucial tools needed for success right away. 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.

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

SBI Growth

SEPTEMBER 23, 2013

VPs of Sales are asking questions like: Is our Sales Process good enough? Are my Sales Managers good enough? Do This— Start with a Sales Strategy Blueprint. To have a sales strategy you can execute, it must follow a structured path. Over 125 sales executives participated in vetting this approach.

Compensation 325

Compensation Social Media Incentives Incentive 325

Hubspot Sales

OCTOBER 5, 2017

CRM (customer relationship management): Software that allows companies to keep track of their potential and existing customers at whichever stage they may assume in the sales cycle. Gatekeeper: Person in charge of communicating or preventing information from reaching a decision-maker; for example, receptionists or personal assistants.

Prospecting 142

Prospecting Tools Top of Funnel Lead Rank 142

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.

Hiring 275

Hiring Territories LinkedIn Groups 275

SBI Growth

OCTOBER 29, 2013

You are strategizing with Sales Managers and reps. What You Get — A sales tool that maps the decision making process of your product or service. What This Means to You — Your sales team can get in early and sell the way customers buy. This tool will get you going in under a week. #2 The Love and Hate of Q4.

Territories 308

Territories Compensation Buyer Google 308

Understanding the Sales Force

JANUARY 27, 2014

One of Objective Management Group''s (OMG) most successful partners had an opportunity to work with young business leaders that had never sold. They were assessed with OMG''s tools, and assembled into 5 teams, all selling the exact same product. There simply wasn''t any sales management and the coaching they received was consistent.

Case Study 288

Case Study Study Lead Rank Lead Scoring 288

Steven Rosen

JUNE 25, 2013

As the head of sales it doesn’t matter if you are involved directly in the process, what matters, is that you have in place a top-notch sales selection system. Without a clear process your sales managers will each adopt their own approach and ultimately achieve sub optimal results. Time & Territory Management.

Hiring 309

Hiring Territories eBook Sales Management 309

Hubspot Sales

OCTOBER 2, 2019

Having a sales performance management process in place is crucial for your team’s overall success. There is often a disconnect between the level of effort sales reps put into their work and the tangible outcome seen by sales management and the company at large. Helps predict future sales trends.

SAP 119

SAP Oracle Compensation Territories 119

Showpad

MARCH 3, 2020

Sales reps need support to drive growth and increase likelihood of success, whether they’re going through initial onboarding, working through the buyer’s journey or collaborating with marketing. While these two functions handle different aspects of the sales process, there is some cross-functional collaboration.

Sales Operations 100

Sales Operations Sales Enablement Hiring Compensation 100

Sales and Marketing Management

JUNE 4, 2017

Author: Matt Brown, Senior Vice President of Sales, Lawson Products Salespeople are often described as extroverted with good social and communication skills. Typically dispersed across territories far and wide, and always on the go, face-to-face communication is often overridden by email, voicemail and text. Create a plan.

Face-to-face 197

Face-to-face Automotive Webinar Metrics Conference 197

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