Sales Training Connection

OCTOBER 16, 2013

Before we examine some of the advantages, it is important to note that KAMs are not just territory sales reps with another label. How do you train KAMs? . Sales training for KAMs is not just more of the same. So, let’s explore the next step – Sales Training 2.0. ©2013 Sales Momentum ®.

Health Care 108

Health Care Territories Selling Skills Ideal Customer Profile 108

Hubspot Sales

MARCH 20, 2020

High-revenue growth companies are seeing the payoff; 54% of high-performing companies are using sales coaching more than in the past, and 60% use sales coaching as an integrated part of a sales training program. The ultimate goal of a sales coaching program is to empower sales managers to coach their team members.

Sales Coaching 106

Sales Coaching Research Coaching Sales Methodology 106

Sales Training Connection

AUGUST 27, 2014

Before we examine some of the advantages, it is important to note that KAMs are not just territory sales reps with another label. How do you train KAMs? . Sales training for KAMs is not just more of the same. So, let’s explore the next step – Sales Training 2.0. ©2013 Sales Momentum ®.

Health Care 82

Health Care Pharmaceuticals Territories Selling Skills 82

Hubspot Sales

APRIL 12, 2023

Do you have sales development reps who generate leads and then distribute those leads to account executives? Or are your field sales reps handling deals from start to finish within their assigned territories? Once you've mapped out the structure of your sales team, define the critical activities for each role.

Revenue 118

Revenue Proposal SalesForce Lead Rank 118

Pointclear

JUNE 26, 2012

Having recently authored a piece for SandHill.com called Mastering the Virtual Sale , I discovered that the inside sales profession is growing at a rapid clip—far exceeding growth in field sales. So I attended this event expecting to find out more about how and when resources would be flowing to inside sales teams.

Inside Sales 162

Inside Sales Hiring Conference Field Sales 162

Repsly

JUNE 28, 2018

Even though this kind of monitoring saves you time and money in the long run, it’s probably exhausting trying to keep track of which locations need extra help in terms of training, promotions, or other inconsistencies like perpetual out of stock products.

Retail 66

Retail Promotion Territories How To 66

Velocify

JUNE 28, 2017

4) Territory and Quota Management Solutions. Territory and quota management solutions assign leads to reps based on geographic areas. This is most useful for field sales teams who need reps to connect with customers in person and need a way to automate the process so they can scale effectively as territories shift and change.

Sales Technology 53

Sales Technology Top of Funnel Hiring Software 53

Sales Hacker

NOVEMBER 6, 2017

Andrew is currently VP of Field Sales at GuideSpark and the former VP of WW Sales Development + Pipeline at Responsys, where he helped lead the company to an acquisition by Oracle for $1.6 “Training matters”- David Baga. “Incentivize your team”- Arjun Dev Arora.

Hiring 90

Hiring Lead Rank Lead Scoring Oracle 90

Sales Hacker

AUGUST 7, 2020

Sales Development. Sales Growth. Sales Enablement. Enterprise Sales. Sales Operations. Sales Technology. Training & Coaching. VP Nokia Software, North America Sales. Strategic Sales Manager. Territory Account Manager. VP Sales and Account Management. Leadership.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121

Sales Hacker

APRIL 16, 2018

How to develop a sophisticated sales recruiting engine. Why training is crucial to successful enablement. Subscribe to the Sales Hacker Podcast. 3) A career in sales and marketing [3:30]. 4) The data behind a sales career [5:00]. 3) A career in sales and marketing [3:30]. Building Territory Plans.

Revenue 67

Revenue Scale Top of Funnel Territories 67

Sales Hacker

NOVEMBER 24, 2020

Sam Jacobs: On today’s show, we’re talking to a friend, an insightful author and leader, and an expert on sales, Trish Bertuzzi. She’s going to be talking to us about team selling and how the concept of combined quotas with senior and junior account executives, converging on one territory, is coming back.

Outsourcing Services 80

Outsourcing Services Lead Rank Pivotal Enterprise 80

Zoominfo

AUGUST 12, 2020

Inadequate training or onboarding processes. Your typical sales onboarding process includes learning team guidelines, utilizing tech stacks, and familiarizing accounts. But one of the most important parts of training sales professionals is teaching the same sales methodology. Sales is no longer an individual sport.

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200

Tony Hughes

MARCH 4, 2018

Sales drones are an amusing but eerie concept to me. Robots could suddenly be everywhere eliminating field sales. Since these deals are less common, there is more competition for them which causes enterprise sales people to be even more valuable. Inside sales doesn't have to be a career path to outside sales.

Hiring 68

Hiring Top of Funnel Lead Rank Lead Scoring 68

Partners in Excellence

NOVEMBER 14, 2013

But the reality is, spans of control are decreasing in field sales. In inside sales, they appear to be a little larger, but not huge. Interspersed, less frequently, some account and territory reviews. Sometimes, we look at how they spend their time, sometimes there’s some training.

Coaching 88

Coaching Benefit Territories Account 88

LeadFuze

JANUARY 1, 2022

Productmarket-fit evaluation is essential to your go-to market strategy in any new territory you want to enter. Building a repeatable sales model. When selling a product, field sales will be used when the target segment is large and there are many steps in the sale process. 6) Dont Engage With A Basic Call Center.

Outsourcing Services 52

Outsourcing Services Sales Outsourcing Hiring Lead Rank 52

Pipeliner

OCTOBER 6, 2018

For simplicity and those new to the concept, ABM is simply going after targeted “Named” lists of executives, companies, and territories vs. spray and pray? What we need is some good old-fashioned sales training. This is a new spin on a timeless classic. Please comment if you see this trend as more nuanced than this.

Account Based Marketing 49

Account Based Marketing Contactual SalesForce Lead Rank 49

Zoominfo

AUGUST 12, 2020

Inadequate training or onboarding processes Your typical sales onboarding process includes learning team guidelines, utilizing tech stacks, and familiarizing accounts. But one of the most important parts of training sales professionals is teaching the same sales methodology. Sales is no longer an individual sport.

B2B 100

B2B Lead Rank Sales Qualified Lead Top of Funnel 100

Jonathan Farrington

NOVEMBER 24, 2012

Field sales reps have a reputation for being early adopters of technology that will make them more productive. They know that the more efficient they can be in communicating with prospects, the more productive they will be at advancing the sales cycle. The latest generation of mobile sales tools delivers these capabilities.

Coaching 41

Coaching Wireless Retail Field Sales 41

Sales Hacker

FEBRUARY 17, 2020

Our findings on field sales, its challenges, and solutions are summarized in this infographic. Keep reading to find outside sales statistics and details on what our survey revealed. Inside Sales CRMs for Outside Sales Teams. Field sales has vastly different needs than your inside sales team.

Outside Sales 83

Outside Sales Field Sales Oracle Enterprise 83

Partners in Excellence

JUNE 6, 2012

An enterprise “Go To Market Strategy,” is a multilayered approach–each layer combining different elements of strategy and execution, complemented by systems, processes, tools, training, and people. In Business Management, we would look at things like the sales process, metrics, systems, tools, training, incentives.

Hiring 82

Hiring Ideal Customer Profile Maximizer System 82

OutboundView

AUGUST 16, 2019

You can generally find them traveling around their territory to meet prospects. Outside sales are also sometimes called “field sales.” There is not a lot of hard data on how much this type of sales organization structure improves revenue. Do You Need an Inside Sales vs. Outside Sales Team?

Outside Sales 31

Outside Sales Inside Sales Salary Hiring 31

Sales Hacker

JUNE 9, 2020

Taking the right approach to training and coaching. Subscribe to the Sales Hacker Podcast. Taking the right approach to training and coaching [28:46]. Why don’t you run sales operations?” Finally convinced our CEO to give me a sales territory because I was determined to go do this thing.

SalesForce 78

SalesForce Video Call-back LinkedIn 78

The Brooks Group

FEBRUARY 8, 2013

Executive Summary: Given the unique—and rapidly expanding-- capabilities of mobile devices to monitor location data, record sales activities and capture real-time transactions, leading edge sales organizations are leveraging mobile devices to drive improved field sales productivity and performance.

WebTrends 40

WebTrends Ideal Customer Profile Insurance Insurance 40

The Brooks Group

MARCH 26, 2009

For six years I was a part of a national sales team and each of my coworkers were responsible for sales across a multi-state territory. Over those years I worked for three different directors/VPs and — as a result — gained valuable firsthand insight on how to help manage a remote or field sales force.

Territories 40

Territories Travel Inbound Discount 40

The Ultimate Sales Executive Resource

JULY 19, 2010

They might therefore welcome tools, like the one, I believe I was alerted to through a LinkedIn Group, promising efficiency gains in coaching field sales people. Setting the scene The product is a sort of voice recorder than can replay specific recorded advise on sales behavior to reinforce sales training.

Coaching 40

Coaching Face-to-face Objections Territories 40

Vendor Neutral

JANUARY 24, 2022

When it comes to selecting a sales technology stack, there are lots of ways to diminish your financial return. Learn the 5 most common mistakes to avoid.

Sales Technology 52

Sales Technology Sales Lead Rank Lead Scoring 52

The Sales Association

NOVEMBER 9, 2011

There is so much training and support for people who conduct sales face to face, but what about the phone? Case Study We do phone sales training with a Fortune 50 wireless telecom client that has a large SMB field sales team in the Midwest. Steve Richard is head of training at Vorsight ( [link] ).

Cold Calling 34

Cold Calling Top of Funnel Face-to-face Call-back 34

Mindtickle

JANUARY 18, 2024

For example, sales leaders leverage sales analytics to determine goals, optimize processes, and more accurately forecast future sales. In addition, they help sales managers and sales enablement teams to better understand seller performance. Ongoing training and enablement ensures they are always ready to sell.

Analytics 52

Analytics Tools Churn Sales Cycle 52

Sales Hacker Training

MAY 8, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. Why mega deals aren’t just for sales superheroes. Gunner Shock is an actual person, and he’s a Field Sales Rep for a publicly traded provider of an application monitoring tool set. What You’ll Learn.

Lead Rank 80

Lead Rank Lead Scoring Call-back Oracle 80

The Pipeline

MARCH 21, 2017

In sales, context matters. Every prospect, sales conversation, territory, company, and product is different and requires salespeople to adapt and adjust to those unique situations. There is no easy button that will make sales work perfectly every time. Emotion is sales process agnostic.

Influencer 180

Influencer Face-to-face Call-back Guarantee 180

Sales Hacker

APRIL 17, 2019

Skill Pill provides micro-learning and gamified learning apps, delivering high-impact training when and where you need it. This mobile app is a canvassing CRM with features like territory assignments, team messaging, and lead tracking. Spotio is a field sales software that allows reps to canvas with ease. Price: Free.

Travel 110

Travel Hubspot Microsoft Google 110

Hubspot Sales

AUGUST 8, 2019

Percentage of sales reps attaining 100% quota. Revenue by territory. Activity Sales Metrics. These sales metrics show what salespeople are doing on a daily basis. Activity metrics are “manageable,” meaning sales managers can directly influence them. Average time to find, onboard, and train new partners.

Cost per Acquisition 130

Cost per Acquisition Lead Rank Churn Webinar Metrics 130

Gong.io

NOVEMBER 25, 2019

Is someone really right for this sales role, or should they be in a different sales role? . Somebody’s got a bigger patch, and somebody’s got a smaller territory. . If you think about most sales frontline managers, they’re promoted reps. You know, all these things that many sales leaders are always talking about. .

Revenue 71

Revenue Lead Rank Lead Scoring Scale 71

Hubspot Sales

FEBRUARY 7, 2018

Because you’re largely working by yourself or with a few other team members, a field sales job can be isolating. Pace Productivity, a consulting firm, found the average outside sales rep works 48 hours a week and spends 13% of their time traveling. On the other hand, you’ll likely have a flexible schedule.

Hiring 127

Hiring Salary Engineering Compensation 127

Highspot

JULY 31, 2020

Attends onboarding and training in order to grow skillset. Manages day-to-day operations of sales organization, such as forecasting and tool administration. Tracks and reviews sales performance metrics. Prepares sellers for customer engagements via training and onboarding activities. What Is a Sales Enablement Team?

Lead Rank 72

Lead Rank Hiring Segment Sales Enablement 72

Gong.io

APRIL 9, 2019

Are you looking to get better at sales coaching, but you’re not sure how? Let me guess: no one trained you for sales coaching. You’re simply doing your best to pass on what YOU know about sales to your team. BUT… that’s a dangerous sales coaching mistake. If you don’t do sales coaching, they’ll leave.

Sales Coaching 121

Sales Coaching Coaching Top of Funnel Call-back 121

Hubspot Sales

OCTOBER 1, 2018

Some sales cycles are quick, but many have a large number of opportunities that are months -- and maybe years -- old. If salespeople change roles, territories, or move on from a company, sales pursuit records are often lost due in part to poor CRM documentation. The vast majority of sales conversations are never reviewed.

Prospecting 101

Prospecting Top of Funnel Social Media Hubspot 101