Steven Rosen

MAY 15, 2021

The next level of management was not actively involved in the follow-up. There was a lack of accountability at both levels of sales management to turn the learning’s into sustainable skill development. Great training with no follow-up or sustainment is a great event, nothing more, nothing less.

Survey 358

Survey Coaching Training Sales Management 358

BrainShark

MAY 31, 2023

In a webinar with former Bigtincan CMO Rusty Bishop, Forrester Principal Analyst Eric Zines explained why attrition is so bad for sales in particular. If a seller leaves and there’s a spot open, that quota isn’t covered or it’s split up by others on the team halfheartedly.” What is time to competency in sales onboarding?

Hiring 62

Hiring Sales Talent Scale Sales Enablement 62

SBI Growth

SEPTEMBER 9, 2013

This is the year to shake things up. This post is for HR and Sales leaders who want more. In today’s environment, “A” player sales talent is more informed than ever. It’s easy for top sales talent to remain informed about how much they should expect to earn. Social media is a key tool.

Compensation 288

Compensation Competition Salary Social Media 288

SBI Growth

DECEMBER 13, 2012

B2B Sales organizations are rapidly transforming to compete in the world of Sales 2.0. But will the sales talent keep pace? HR leaders will play a major role in success of the Sales 2.0 But what about new HR metrics for sales organizations? This tool offers a variety of potential metrics.

Hiring 282

Hiring Sales Talent Ideal Customer Profile Analytics 282

Act!

APRIL 16, 2024

That’s how fast the remote sales landscape is evolving. Virtual sales teams allow organizations to optimize costs, hire the best sales talent worldwide, and engage with prospects in different time zones. allows you to see exactly how a prospect came into your sales funnel and what led to their conversion into a customer.

Strategy 52

Strategy Hiring Top of Funnel Face-to-face 52

SBI Growth

JANUARY 6, 2014

These measures will help you objectively evaluate potential and current sales reps. Click here to learn more about the tool. Next generation sales reps are profoundly social. They develop strong personal brands, referral networks and grow sales through social media outlets. Sales Process Execution.

Hiring 316

Hiring Social Media Networking Referrals 316

Highspot

DECEMBER 2, 2021

Create Clarity Around Your Sales Talent Lifecycle. It all starts with your people — sales talent management is the crux of any organization’s success. Explore this opportunity: formulate a top-tier talent strategy by deepening your involvement in the talent acquisition planning processes.

Face-to-face 98

Face-to-face Sales Talent Sales Methodology Sales Enablement 98

SalesFuel

MARCH 19, 2024

What The B2B Sales Training Program Should Include The average organization spends $1,200 a year on professional development per employee. The spending in sales departments may be a bit higher, Factor8 reports , especially if the company is launching a new product. And up to 75% of these buyers “prefer a rep-free sales experience.”

B2B 52

B2B Training Hiring Lead Rank 52

Miller Heiman Group

FEBRUARY 25, 2020

Though sales organizations hire more sellers than ever to grow their business and compensate for losing salespeople, studies show that they may not be following hiring best practices: 84% of sales leaders say they lack the sales talent they need to succeed in the future. How Hiring Affects the Bottom Line.

Hiring 97

Hiring Sales Management SAP Sales Talent 97

SBI Growth

AUGUST 18, 2012

One of the first obstacles for the HR leader in doing so is that he or she may have no clout with sales executives. The Sales Clout Analyzer tool can help you assess your score with Sales and provide insight into what to improve. Get a copy of it by signing up for our Making The Number Tour. Follow @SteveLoftness.

Hiring 257

Hiring Lead Rank Lead Scoring Face-to-face 257

SBI Growth

AUGUST 16, 2013

SBI’s 7 th annual research session will expand on the agile sales concept. In an increasingly competitive environment, best-in-class sales organizations are looking for an edge. Download this tool to keep pace with your customers by utilizing the agile sales approach. They have kept up with the market.

Customer 328

Customer B2C Decision Maker Inside Sales 328

SBI Growth

JUNE 10, 2013

You''ve seen this before: a sales leader makes an urgent call to the HR business partner. Or, the sales talent isn’t ready to handle a sudden competitive threat. This post will help sales leaders Make the Number with the help of their HR partners. The post focuses on the major HR risks to sales objectives.

Top of Funnel 257

Top of Funnel Sales Talent Churn Call-back 257

SBI Growth

AUGUST 4, 2013

A more Agile way of assessing sales talent has emerged. It includes a tool to customize for your own agile reviews. Sign up for the onsite session for your leadership team. The Agile Performance Review is just one of a range of tools you''ll receive. Sign up for the onsite session for your leadership team.

Territories 282

Territories Lead Rank Lead Scoring Demand Generation 282

SBI Growth

OCTOBER 15, 2013

This post answers the most persistent question facing HR leaders who support Sales organizations. “ How can HR help Sales Make the Number? ”. It’s a convenient tool to assess HR’s support for sales. How Sales Support Becomes Agile. Enable sales teams to communicate their value to buyers when they aren''t present.

Hiring 303

Hiring Social Media Ideal Customer Profile Microsoft 303

Zoominfo

APRIL 11, 2018

Whether you’re a hiring manager, sales leader, or the CEO of a company, you know it can be difficult to identify and hire top sales talent. These are as follows: 1. Successful sales professionals are often very perceptive. They can read a person’s emotions and pick up on unspoken concerns. Perceptive.

Hiring 178

Hiring B2B Sales Cycle Call-back 178

SBI Growth

NOVEMBER 20, 2013

It’s also for those who aspire to become top sales reps. This post includes a link to a valuable tool – the Top Sales Rep''s Satisfaction Index. Here are the sales advantages they seek: New Capabilities: Top sales reps want to improve their ability reach more customers. How will it satisfy a critical buyer need?

Hiring 314

Hiring Social Media Compensation Buyer Persona 314

SBI Growth

SEPTEMBER 1, 2013

This post is focused on organizing sales talent to help you make the number. The cost of sales is increasing. Hiring ‘A’ player sales reps is expensive. A symptom of this is: your revenue trends haven’t increased with your sales expense. How to Make the Number in 2014: A Sales Strategy You Can Execute.

Revenue 316

Revenue Hiring Lead Rank How To 316

Zoominfo

OCTOBER 20, 2019

Whether you’re a hiring manager, sales leader, or the CEO of a company, you know it can be difficult to identify and hire top sales talent. These are as follows: Interview Questions For Sales Rep Qualities 1. Perceptive Successful sales professionals are often very perceptive. In the job market yourself?

Hiring 130

Hiring Sales Cycle B2B Call-back 130

SBI Growth

JUNE 24, 2013

Isn’t it time sales took some responsibility? You’re fighting the classic finger pointing between sales and marketing. If the sales talent could evolve with the market; they would make the number. Do you think sales does anything with it? How will I get sales to pay attention to the leads?

Lead Gen 320

Lead Gen Churn Lead Rank Lead Scoring 320

SBI Growth

NOVEMBER 19, 2012

It is dividing up the total sale target between reps. Typically sales leaders also add 5-10% to the number as cushion. Sales leaders have no idea if each rep’s quota is attainable. Instead – Incorporate Bottoms Up. Sales Cycle – quotas should align to sales cycle length. Follow @ScottGruher.

Territories 275

Territories Quota Hiring Maximizer 275

SBI Growth

DECEMBER 26, 2013

This post will also help HR and Sales leaders answer a vexing question: “What do we need to do to retain and empower our top sales talent?” It also provides a free tool to diagnose your top performers’ challenges. The war for talent is over, and the talent won.". So, I have to constantly follow up.

Hiring 282

Hiring SAP Study Retention 282

Jeffrey Gitomer

MAY 16, 2013

You’re a micro manager with little or no current sales talent yourself. You’re an unschooled leader, following the old way rather than learning what’s new. You’re using CRM as an accountability tool, rather than a sales tool. Successful sales leaders…. Manage the sales cycle, not call activity.

Cold Calling 261

Cold Calling Referrals Sales Leadership Sales Cycle 261

SBI Growth

FEBRUARY 25, 2013

Learn more about the right way by downloading the Exit Interview Tool. We’ve also written on Sales Rep Exit Interviews. So far we’ve covered: Signs your Sales Team Isn’t Happy. Why Your Best Sales Reps Leave. How HR Stops the Exit of Top Sales Talent. A’ Player Rep – Download the Exit Interview Tool.

Sales Management 267

Sales Management Construction Guarantee Compensation 267

Sales and Marketing Management

OCTOBER 22, 2018

From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. Second, frontline sales management drives continuous improvement.

Sales Management 218

Sales Management Hiring Compensation Scale 218

Zoominfo

APRIL 11, 2018

Whether you’re a hiring manager, sales leader, or the CEO of a company, you know it can be difficult to identify and hire top sales talent. These are as follows: 1. Successful sales professionals are often very perceptive. They can read a person’s emotions and pick up on unspoken concerns. Perceptive.

Hiring 138

Hiring Sales Cycle B2B Call-back 138

SBI Growth

DECEMBER 10, 2013

It’s foolish to spend additional money on someone who will end up missing quota yet again in 2014. You’ll end up with clear A’s, C’s, and two different varieties of B’s. Get a clear picture about your sales team talent. Download the SBI Talent Assessment Tool and find out who on your team is a true ‘A’ Player.

Territories 300

Territories Scale Guidelines Groups 300

SBI Growth

NOVEMBER 12, 2013

As you plan for next year, a defined sales strategy is a must have. By signing up for our Annual Research Tour here , you’ll get the CEO’s Sales Strategy Assessment. The tools they require to be successful. Talent – Understanding of items 1-4 tells you what type of talent you need to execute. Sign-up here.

Strategy 317

Strategy Hiring Margin Top of Funnel 317

SBI

MARCH 19, 2019

Finding the right sales talent isn’t easy – but even when you hire the perfect candidate, keeping them for the long-term can be a whole different challenge. New reps must be supported from day one with sales readiness programs that prepare them with the skills and knowledge to effectively engage buyers. 1: Make onboarding agile.

Hiring 101

Hiring Sales Talent Pivotal Sales Enablement 101

SBI Growth

AUGUST 27, 2012

The most important function an HR leader can perform to support Sales is to help attract and retain top sales talent. Based upon our research interviews conducted with VPs of Human Resources, it is clear that most don’t really understand how to help Sales attract top talent. What kinds of tools will I use?

Compensation 244

Compensation Commission Territories Quota 244

Openview

DECEMBER 12, 2018

In 2019, curating feedback from across the web, and arming sales to be prepared with it proactively will become as important as knowing what your competitors are saying about you. There was a time not long ago where sellers could, following a short orientation, actually “self-enable.” The war for sales talent is at an all-time high.

Trends 100

Trends Hiring Sales Talent Scale 100

Miller Heiman Group

SEPTEMBER 16, 2019

Your organization’s future depends on the quality and performance of your sales talent. Buyers agree with this dismal appraisal of sales talent: less than a quarter of buyers see sellers as an important resource to help them solve their business problems. The Sales Talent Problems that Cost You Most.

Hiring 50

Hiring Webinar Metrics Sales Talent Ideal Customer Profile 50

Hubspot Sales

NOVEMBER 18, 2020

Sales leaders, be honest — you're curious about what your peers are up to. In 2021, 68% of sales leaders plan to implement a hybrid or fully remote sales model. Sales leaders ranked video conferencing software as the most important tool for their teams, followed by their CRM. is invaluable.

Sales Leadership 142

Sales Leadership Hiring Face-to-face Decision Maker 142

Braveheart Sales

AUGUST 5, 2020

I’ve frequently pointed out, both verbally and in my writing, the need to pivot sales during this crazy time. For example, up until when the pandemic hit it was extremely difficult to attract sales talent. There were more sales positions than qualified people to fill them. Expand, Not Cut. Meet Steven Olkie.

Hiring 52

Hiring Sales Talent Pivotal Follow-up 52

Miller Heiman Group

OCTOBER 22, 2019

When organizations don’t follow a documented sales process or when their sellers don’t understand the sales process they’ve been asked to follow, there’s a disconnect. If sellers get bogged down in a poorly defined or overly complex sales process, they won’t follow it.

Sales Operations 52

Sales Operations Hiring Forecasting Sales Forecasts 52

SBI Growth

JANUARY 2, 2013

John Kenney writes a great post on how to Maximize Your "B Player" Sales Talent in 2013 ). “C” Making the number starts with having the right talent on board. The VP-Sales and the VP-Marketing own this area jointly. Can you analyze your 2012 Lead Generation using top down and bottom up approaches?

Lead Rank 267

Lead Rank Lead Scoring Sales Qualified Lead Lead Gen 267

Gong.io

JULY 25, 2022

Have you given up trying to deal with this problem? While the example below is pure fiction, you can use it to guide your own sales conversations and as a framework to follow. Sales rep: Brian, do you mind if I confirm a few items about your organization before we get started? Sales rep: Great. Sales rep: Hmm.

Top of Funnel 117

Top of Funnel Funnel Scale Sales Methodology 117

SBI Growth

AUGUST 22, 2013

Sales can learn a lesson here. Sign up here to receive a copy of the Sales Job Tryout Toolkit. Here''s a 7-step overview of a tryout for a sales rep. It follows the format of your typical sales proposal. The candidate’s skills with web-based presentation tools are on full display. Follow @jdkenney.

Hiring 300

Hiring Proposal Exercises Lead Rank 300