Janek Performance Group

MARCH 12, 2024

Many companies tend to underestimate the importance of guidance, training, and support for their new hires, and that tends to be detrimental. Ask questions like, “How would you handle a customer’s price objections?” Simulations add some much-needed objectivity to the interview process. Will they be good at the job, or not?

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

SBI Growth

DECEMBER 10, 2013

Is my talent aligned to accomplish this objective? I’d suggest taking some time and splitting them into two groups. The first group is ‘B’ players that can become ‘A’ players in 18 months. The second group is ‘B’ players who cannot. Build out a plan for training them and turning them into ‘A’ Players ASAP. ‘A’

Territories 300

Territories Scale Guidelines Groups 300

Understanding the Sales Force

FEBRUARY 21, 2013

Here's why: He said to hire for characteristics and train for competencies. And when we train for competencies, that should be fine-tuning, not wholesale development. According to Objective Management Group's endless source of data, sales managers possess, on average, only 45% of the attributes of an effective sales coach.

Hiring 242

Hiring Sales Management Territories Analysis 242

The Pipeline

DECEMBER 16, 2011

The REAL Problem with Sales Training. Stored in Guest Post , Productivity , Sales Leadership , Sales Success , Sales Training , e-book , execution. It seems that every week we are being told that sales training is not working in a very high percentage of cases – 85-90% was one statistic I read just yesterday. JF Corporation.

Pipeline 230

Pipeline Training Twitter Hiring 230

The Pipeline

FEBRUARY 13, 2014

Every day there are new sales people stepping into new jobs, often into underperforming territories, and they not only make a go of it, but thrive. While attitude is important, and can be adopted and some say trained. One group, focuses on the former (without ever trying to put it into practice). What differentiates the two?

Territories 292

Territories Follow-up Up-Sell Segment 292

Smooth Sale

FEBRUARY 8, 2024

It’s about more than unpacking boxes; it’s about planting roots in uncharted territory and fostering growth in your career. Follow local companies, join regional industry groups, and participate in discussions. As you become more comfortable, modify your objectives considering your learnings and the input you get.

Networking 78

Networking Real Estate Influencer Ideal Customer Profile 78

The Pipeline

SEPTEMBER 19, 2011

25% Increase in Sales Training ROI – Sales eXchange – 115. Some aspects of sales training are easy to measure others not so, but it is a fair question when I am asked what they can expect from an ROI standpoint. Companies have shown selectivity with other training or development programs. Given that, why train them?

ROI 243

ROI Pipeline Training Twitter 243

The Pipeline

FEBRUARY 3, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. logically shrink territories. Not all sales people have the same skills.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

Hubspot Sales

OCTOBER 2, 2019

High-performing sales teams are twice as likely to provide ongoing training to reps than low performing teams. A sales performance management plan adds structure and accountability to your training process. Communicate objectives to your team and get their buy-in. Allows sales reps to build their skills.

SAP 119

SAP Oracle Compensation Territories 119

Allego

SEPTEMBER 8, 2022

It has 850 million members in more than 200 countries and territories worldwide. One group particularly prolific is sales professionals. Look Me in the Eye by Julie Hansen , Founder and Sales Presentation Expert, Performance Sales and Training. Radically Human: Today’s Sales by Shari Levitin , CEO, Levitin Group.

LinkedIn 118

LinkedIn Hiring Sales Leadership B2B 118

Allego

SEPTEMBER 18, 2017

As you’d expect, the industry’s evolution is driving major change in the way firms train and support their wholesalers. The traditional approach to sales training, like the traditional, product-centric sales pitch itself, is wholly inadequate for the challenges facing wholesalers. Turnabout is Fair Game.

Training 48

Training Lead Rank Hiring Lead Scoring 48

Allego

NOVEMBER 23, 2021

Think of how many resources go into hiring and training new workers to replace departing ones. You need to be able to preserve it so that you can pass it onto the next generation, preventing a massive outlay for training. At the same time, the pandemic has ushered in a new era of remote training and hybrid selling situations.

Harvest 118

Harvest Hiring Scale Face-to-face 118

The Pipeline

FEBRUARY 8, 2012

Whenever you ask a group of sales people what they would like to learn to do better, they always have “differentiate” near or at the top of the list. So the only thing left is to differentiate yourself by helping the buyer achieve his/her objectives. Identify buyer’s objective. Objection Handling.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

PandaDoc

APRIL 25, 2023

This type of plan may include hiring and onboarding followed by sales training plans — or plans to introduce a new method of sales activity into your existing processes. This can include training on product features and benefits, sales techniques, objection handling, and customer relationship management.

Examples 52

Examples How To Hiring Segment 52

Understanding the Sales Force

APRIL 26, 2012

Objective Management Group's statistics show that 74% of all salespeople are horrific. Whether it's a result of poor selection, lack of training, ineffective coaching or lack of practice, the causes vary by company and salesperson. Salespeople just aren't very good!

Quota 216

Quota Territories Compensation Sales Cycle 216

Janek Performance Group

APRIL 2, 2024

Key Metrics for Measuring Effectiveness Measuring the effectiveness of your business development strategy starts with identifying your goals and objectives. This can reveal areas that need improvement and suggest potential remedies, like sales training and coaching. Analyze trends over time and segment data by customer or territories.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62

Crunchbase

JULY 27, 2022

Sales ops often make their team available to help sales reps with less tangible soft skills development, such as providing training and tutelage in effectively managing their time and working collaboratively with other sales team members. Parsing out territories. Onboarding and training. Continuous improvement training.

Sales Operations 52

Sales Operations Company Territories Sales Qualified Lead 52

Janek Performance Group

MARCH 13, 2023

Duties and Responsibilities: Achieves business objectives for assigned territory. Develops sales forecasts for assigned territory. Job Description: Hospital Procurement Goal: Serves as a leader with advisory capacity in the procurement group and can work independently in managing the procurement process.

Hiring 62

Hiring Territories Negotiation Vendor 62

SBI Growth

OCTOBER 21, 2013

Those reps were covering an extensive territory and large customer base. The Sales Operations team moved to reorganize the group. Consider the metrics that will drive your top 3 sales objectives for the year. Continually develop and train on new strategies. Resource Allocation. Talent Management. Success is 50% talent.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

Openview

MAY 11, 2018

The building blocks of developing a great sales team have not changed – recruiting, interviewing, hiring, training and development. Next Gen Training and Development. Max Meadow, Principal Advisory Analyst for Brandon Hall Group , said, “That the 70/20/10 mix of training is the new standard for modern sales training.

Ideal Customer Profile 90

Ideal Customer Profile Hiring Scale Retention 90

Mindtickle

DECEMBER 16, 2021

and enable reps with learning and training sessions both during the event and afterward. . Defining a theme for your SKO helps to refine your messaging, solidify objectives, and, ultimately, make the event memorable. On-demand training video: Watch a pre-recorded training video and be prepared to discuss it during an SKO session.

Everest 52

Everest Sales Enablement Territories Exercises 52

Mindtickle

AUGUST 28, 2020

For the foreseeable future, leads no longer come in via live events, sales kickoffs are experienced through a screen, bootcamps and on-boarding new talent take place over video, and training and coaching are done virtually. In addition, boost morale by recognizing accomplishments, whether in one-on-one meetings or in a virtual group setting.

Sales Enablement 105

Sales Enablement Ideal Customer Profile Webinar Metrics Face-to-face 105

Janek Performance Group

SEPTEMBER 12, 2023

” This is a great reminder for me because, as the co-founder of Janek Performance Group, I sometimes dwell on challenges for far too long, trying to tackle them on my own. But the quote reminds me of the necessity to be selective and prioritize the most critical objectives. They’re done by a team of people.”

Face-to-face 62

Face-to-face Construction Lead Rank Lead Scoring 62

The Pipeline

AUGUST 8, 2011

One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. One of the things I hear most often from people we train is that they want to create “urgency” in their buyers. Objection Handling. Sales Training. Territory Alignment.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

The Pipeline

FEBRUARY 10, 2012

I was working with a group of sales managers earlier this week, including observing some pipeline reviews. Of course this is all well and good if you had a good role model, which it seems this group did; or it could turn out to be a disaster if you have the wrong type of manager, and now those habits get passed on to the next generation.

Pipeline 218

Pipeline Cold Calling Groups Lead Rank 218

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

SBI Growth

AUGUST 17, 2013

define our ideal customer profile (ICP) and the potential by territory. Defining team success, promoting and rewarding for that success brings the group together. Marketing is rewarded by compensation plans tied to initiative objectives. Are they trained, equipped and motivated? Here are five. Hire slow, fire fast.

Ideal Customer Profile 328

Ideal Customer Profile Hiring Lead Rank Analysis 328

Allego

APRIL 9, 2021

But think of how many resources go into hiring and training new workers to replace departing ones. You need to be able to preserve it so that you can pass it onto the next generation, preventing a massive outlay for training. The pandemic has ushered in a new era of remote training. It’s a fact of modern life.

Demographics 71

Demographics Harvest Hiring How To 71

The Pipeline

OCTOBER 10, 2011

Stored in Attitude , Business Acumen , EDGE Sales Process , Interactive Selling , Interview , Objection Handling , Planning , Proactive , Sales Strategy , Sales Success , Sales eXchange , execution. Objection Handling. Sales Training. Territory Alignment. Dave Kahle – Sales Training. Start With the End! Guest Post.

Pipeline 230

Pipeline Hiring Top of Funnel Cold Calling 230

Hubspot Sales

JUNE 28, 2019

Without a coxswain, even the most incredible group of athletes won’t move as quickly, powerfully, or efficiently as they could. Patrick Kelly, who led Xerox’s first Sales Operations group, describes the role as “all the nasty number things that you don’t want to do but need to do to make a great sales force.”. Territory Definition.

Sales Operations 95

Sales Operations Hiring Lead Rank Territories 95

The Pipeline

FEBRUARY 29, 2012

Focus on the buyer’s objectives, and “demo” how you can address them positively. Objection Handling. Sales Training. Territory Alignment. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Join the Renbor Sales Solutions LinkedIn Group. Download the latest version here.

Pipeline 212

Pipeline Hiring Cold Calling Webinar Metrics 212

Anthony Cole Training

DECEMBER 3, 2014

However, once I got into sales, sales management, sales training and became a president of a company, I think I finally understood. 2) I was reading discussion threads in the HBR Group in LinkedIn this morning about the discomfort or reluctance to give and receive feedback. Brian Tracey describes it as “Eat That Frog”.

Hiring 193

Hiring Sales Management SME Coaching 193

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

Janek Performance Group

AUGUST 29, 2023

Since beliefs determine actions, we must provide training, coaching, and support to influence our team’s beliefs. Sales training and coaching often teaches sales representatives precisely what to say to prospects. For example: Mr. Prospect, this is Nick with Janek Performance Group.

Prospecting 62

Prospecting Hiring Face-to-face Pipeline 62

The Pipeline

DECEMBER 7, 2011

Objection Handling. Sales Training. Territory Alignment. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Join the Renbor Sales Solutions LinkedIn Group. Guest Post. Hiring Sales Talent. HR Management. Impact Questions. Interactive Selling. Lead Management. Negotiations. Next Steps.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

Understanding the Sales Force

JANUARY 28, 2014

Do Technical Salespeople Need Sales Training? Getting a Sales Organization to Buy-In to Sales Training. At Objective Management Group (OMG), we have a model that we share with all of our Certified Partners (the companies that provide our award-winning sales force evaluations and sales candidate assessments to you).

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

The Pipeline

NOVEMBER 16, 2011

Objection Handling. Sales Training. Territory Alignment. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Join the Renbor Sales Solutions LinkedIn Group. Guest Post. Hiring Sales Talent. HR Management. Impact Questions. Interactive Selling. Lead Management. Negotiations. Next Steps.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240