Janek Performance Group

MAY 25, 2022

Lead, follow, or get out of the way, is a saying attributed to General George Patton. If you are in sales, you likely see yourself as a leader. If you are a sales manager, you must be a leader. But if sales management is a new role for you, it can feel like you are swimming upstream.

Sales Leadership 62

Sales Leadership Sales Management Lead Rank Promotion 62

Marc Wayshak

MAY 25, 2022

If so, you might often find yourself thinking, “I feel like with just a couple of small tweaks, we could be making so many more sales…”. One of the most common questions I get from sales managers is, “How can I make some small changes that will allow my sales team to sell significantly more?”. Scalable offering.

Hiring 62

Hiring Sales Management Training Lead Gen 62

No More Cold Calling

AUGUST 1, 2019

You won’t pitch, you’ll share best practices, and you’ll follow up. The problem is with typical sales metrics. If sales managers hold their people accountable for the number of phone calls they make, emails they send, and invitations and InMails on LinkedIn, that’s how they’ll prospect. Trust should.

Referrals 289

Referrals System Cold Calling Social Media 289

Openview

SEPTEMBER 21, 2017

When that transition is from an individual contributor to manager, that adjustment can be even more jarring. We all know the typical story with sales managers – they were a top performing salesperson, had ambitions to move up in their career, and then a position opens up and they are managing a group of salespeople.

Sales Management 96

Sales Management Hiring Sales Qualified Lead Pipeline 96

Janek Performance Group

OCTOBER 18, 2021

While teams that are behind need to score fast, they too must be mindful of time or risk giving up a last-second, game-winning field goal. In sales, the fourth quarter is equally important. In the fourth quarter, both sellers and buyers have additional incentive to get deals done. Ramp Up Coaching. Incentivize.

Lead Rank 118

Lead Rank Lead Scoring How To Incentives 118

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 27, 2013

We’re in the hurt locker, we’re down, and I have no money to try to boost sales in the last quarter. With a pleading voice and a frown his mother would not be proud of, this was one concerned sales manager. How many sales inquiries did Marketing give you, on average, per month for the last year?” What am I gonna do?”

Telemarketing 184

Telemarketing Leads Marketing Qualified Lead Sales Management 184

Janek Performance Group

JULY 12, 2022

For sales reps, it is a place to research prospects. But for sales leaders, CEOs, and business owners, it can be a missed revenue opportunity. There was likely a company meeting one day, and someone was assigned the task of setting up the company page. Turn LinkedIn Followers Into Valuable Leads. Click Save.

LinkedIn 62

LinkedIn Lead Gen Ideal Customer Profile Company 62

Hubspot Sales

NOVEMBER 28, 2023

Customer Messaging One of the most obvious signs of misalignment between sales and marketing teams is during direct customer interactions. Customers pick up on disparities in how the brand is presented or inconsistencies in responses from both teams. Let’s have a look at five key areas where these two departments should collaborate.

Lead Rank 107

Lead Rank Top of Funnel Marketing Qualified Lead Ideal Customer Profile 107

Hubspot Sales

MAY 19, 2018

Contrary to what most people believe, prospecting is not a numbers game. A common lazy salesperson’s practice is asking an employee at a prospective company to send you the contact information of the key decision-maker. 50-500 employees: At this size, look for specialized roles, such as Sales Manager, Business Development Manager, etc.

Prospecting 110

Prospecting Decision Maker Sales Qualified Lead Social Media 110

Act!

APRIL 16, 2024

Virtual sales teams allow organizations to optimize costs, hire the best sales talent worldwide, and engage with prospects in different time zones. That said, developing and managing successful remote teams comes with several challenges and resolving them before setting up virtual sales teams is critical for success.

Strategy 52

Strategy Hiring Top of Funnel Face-to-face 52

Zoominfo

MAY 13, 2018

Because sales is often commission-based and money-driven, stress and pressure run rampant. Although it’s easier said than done, as a sales rep or sales leader, it’s important to shift your focus to the activities that lead up to a sale. There’s no way around it, stress drives activity and sales managers know this.

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

Nutshell

MARCH 19, 2024

DOWNLOAD Ready to become a better sales leader? Get 70+ expert strategies for sales management success in our Sales Manager’s Survival Guide. FREE DOWNLOAD Why is sales productivity important? The following serves as a peek into the challenges typical sales teams face today that hinder their productivity.

How To 71

How To Sales Qualified Lead CRM Face-to-face 71

LeadFuze

DECEMBER 31, 2021

The Complete Guide to Prospecting for Sales Using Proven Outreach Techniques. Need Help Automating Your Sales Prospecting Process? This is crazy specific, but you could find all the people that match the following: . This is crazy specific, but you could find all the people that match the following: .

Prospecting 52

Prospecting Hiring Social Media Ideal Customer Profile 52

SBI Growth

OCTOBER 29, 2012

The plan looks great – equitable, in line with competition, attractive to sales. But wait – this new incentive compensation plan could flop. Take the time to test your new Sales comp plan for compatibility – compatibility with culture and other drivers. So, he commissioned HR to design a new incentive compensation plan (IC Plan.)

Compensation 253

Compensation Hiring Incentives Incentive 253

The Spiff Blog

APRIL 27, 2023

After 90 days, the call center found that employees who made referrals typically didn’t remember that they were owed a bonus and most didn’t even notice when it showed up in their paycheck. Though we won’t go as far as comparing sales management to dog training, it’s an easy analogy that illustrates the same idea.

Motivation 75

Motivation Hiring Compensation Incentives 75

Highspot

FEBRUARY 25, 2024

A LinkedIn report shows that 58% of sales ops professionals have a difficult time finding accurate, up-to-date data due to data silos. Source: LinkedIn Keeping Up With Evolving Sales Technology The rapid advancement of tech challenges sales operations to remain current.

Sales Operations 52

Sales Operations Forecasting Incentives Incentive 52

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. While you’re at it, assess your other sales team members.

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

The Spiff Blog

JANUARY 9, 2024

If you’re strapped for budget and can’t rely on new hires to hit your goals, here are some tried and true ways you can set sellers up for success in 2024. Streamline the ramp-up process. Sales ramp-up time can be costly, considering how much training and coaching is required to get new reps up to speed.

Banking 84

Banking Hiring Churn Scale 84

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

Hubspot Sales

JULY 25, 2023

Whether you’re skeptical, curious, or fully on board, it’s important to educate yourself about how sales reps are using AI. At the very least, you’ll stay up-to-date on trends in sales. 18% of sales professionals use AI for content creation, making it the most popular use case.

Top of Funnel 87

Top of Funnel Forecasting Sales Qualified Lead Lead Rank 87

SBI Growth

SEPTEMBER 23, 2013

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. Sign up for SBI''s free onsite research session here. By doing so, you will receive: A copy of a Sales Strategy Blueprint. Sales training.

Compensation 325

Compensation Social Media Incentives Incentive 325

Jeffrey Gitomer

MARCH 8, 2013

They help salespeople sell, and they’re a reflection of the quality of your business in the mind of the prospect. Sales wars (battles between sales and production, administration and credit) end up killing the customer. Have a manager who is a better salesperson than anyone on your team. Act on them.

Incentives 255

Incentives Incentive Compensation Referrals 255

Apptivo

MARCH 9, 2023

Omar Periu said- “Sales success comes after you stretch yourself past your limits on a daily basis.” However, at times no matter how long one stretches, sales tasks eat up a lot of productive hours. 3 Ways sales automation can help your reps sell more! Automated follow-up Drip!

Sales Automation 64

Sales Automation Lead Rank Lead Scoring Campaigns 64

Nutshell

NOVEMBER 9, 2018

They dislike cold calling prospects.”. Because we don’t have a system for qualifying prospects before we call them.”. Whether you ask three times or ten times, persistently asking “why” helps you move past the flawed assumption that your sales team is underperforming because they are lazy or unskilled. RESERVE YOUR SPOT.

Lead Rank 94

Lead Rank Sales Qualified Lead Lead Scoring Follow-up 94

LeadFuze

JULY 7, 2023

Knowing how to set sales goals is a crucial skill for any business owner, sales manager or marketer. It not only drives revenue growth but also helps in managing customer churn and acquisition costs effectively. But setting effective sales goals involves more than just choosing an arbitrary number.

Sales Goal 52

Sales Goal Churn Incentives Incentive 52

SBI

JULY 24, 2018

In fact, who doesn’t love a good forecast session with their sales manager? Not only that, sales reps see tremendous value in the information reported back to them from the CRM. Sales reps do not love their CRM and see little value in it. IT HASN’T AUTOMATED THE SALES PROCESS, SO WHAT? A HISTORY LESSON.

CRM 95

CRM SAP Forecasting Incentives 95

SBI Growth

MARCH 4, 2013

Dig in to these questions to be sure: Process issues: Do recruiter incentives include speed to fill or low vacancy metrics? The first couple months do not live up to those promises. Are Sales Managers held accountable for the use of the onboarding program? They find leads themselves through prospecting.

Hiring 326

Hiring Outsourcing Services Lead Nurturing Demand Generation 326

No More Cold Calling

SEPTEMBER 21, 2017

I’ve summarized interviews with three successful women in tech sales, and share why and how they outsell their peers. The first is Sue, a successful field sales manager in a tech company. But she brought a unique capability to technology sales: domain expertise as an end user. Neuroscience backs up these observations.

Cold Calling 266

Cold Calling Loyalty Account Intent 266

BrainShark

JUNE 28, 2023

The challenges in the latter category are also a symptom of the following problem. Some sales skills to continuously coach for are: Business Acumen Storytelling Active Listening Objection Handling Negotiation Skills Buyer Research Judgment Find more in 17 Sales Skills All Reps Need. For new hires this is easy. Get creative!

Sales Coaching 62

Sales Coaching Coaching Scale Hiring 62

Understanding the Sales Force

MARCH 14, 2014

Salespeople with a low Figure-it-Out Factor (FIOF) don''t pick things up very quickly. That same finding is used to determine how quickly a new salesperson will ramp up and apply what they learned from training. Salespeople with a lack of Commitment don''t have the incentive to change. There are reasons aplenty! Not really.

Consultative Selling 253

Consultative Selling Training Conference Coaching 253

Zoominfo

NOVEMBER 3, 2019

Because sales is often commission-based and money-driven, stress and pressure run rampant. Although it’s easier said than done, as a sales rep or sales leader, it’s important to shift your focus to the activities that lead up to a sale. There’s no way around it, stress drives activity and sales managers know this.

Hiring 100

Hiring Sales Qualified Lead Lead Rank Lead Scoring 100

Hubspot Sales

MAY 21, 2021

It’s one of the most important components of sustained sales success over time. As a sales manager or director, you can only influence your team’s sales performance in two dimensions: Their skill set (what they can do) and their motivation (how repeatedly or passionately they do it). How do you want to be managed?

Motivation 137

Motivation Strategy How To Hiring 137

Vengreso

JUNE 6, 2023

We will explore various aspects such as developing a winning mindset, consistently prospecting for new opportunities, and engaging in meaningful conversations with potential clients. Lastly, we’ll examine lessons gleaned from record-breaking achievements in sales to provide valuable insights on persistence and collaboration.

Hiring 90

Hiring Strategy Referrals Sales Qualified Lead 90

Gong.io

JULY 11, 2022

Let’s say you’re looking to implement a new email marketing campaign , and you need an email automation platform to set it up. When you book a demo with one of the team, you’re speaking with an insides sales representative. Revenue and ROI tend to be more predictable from inside sales teams. The ins and outs of inside sales .

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

Sales Training Connection

APRIL 15, 2015

You have to act like a leader before you’re appointed to a leadership position, and you have to manage your own leadership path … only be exiting your comfort zone can you develop “outsight”— the term she coins to describe the valuable perspective gained through actions.”. So let’s translate this message to sales management.

Sales Management 50

Sales Management Sales Leadership Coaching Pivotal 50

Mindtickle

JANUARY 19, 2023

In this blog post, we’ve rounded up sales productivity stats from the leading research firms and vendors in the sales enablement space to put together stats bucked into a few different categories: customer experience; rep time management; sales managers; sales enablement; and technology usage.

Strategy 52

Strategy Cold Calling Lead Rank Lead Scoring 52