Vengreso

OCTOBER 13, 2022

If you’ve been listening to the Modern Selling Podcast for awhile, then you know that Vengreso had an amazing partnership for years with the Miller Heiman group (who was acquired by Korn Ferry). In fact, Vengreso was the first outside sales training company in its 40 year history that Miller Heiman ever hired.

Groups 69

Groups Scale Hiring Lead Rank 69

Understanding the Sales Force

NOVEMBER 10, 2023

Most do not become CEOs via a career in sales, and as a result, don’t know what they don’t know about sales and the sales organization. They believe that the sales organization is some mysterious group of overpaid characters that don’t fit into a neat, controllable box.

Company 212

Company Hiring Scale Forecasting 212

Understanding the Sales Force

DECEMBER 9, 2013

Understanding the Sales Force by Dave Kurlan Eventually, most antiquated models are replaced by more up-to-date, efficient, and sometimes exciting models. Outside sales is being replaced by inside sales but not in the way that most people think. Let''s quickly compare inside sales to outside sales.

Inside Sales 268

Inside Sales Outside Sales Telemarketing Travel 268

Understanding the Sales Force

SEPTEMBER 17, 2014

Understanding the Sales Force by Dave Kurlan. Last week I led our annual Sales Leadership intensive and hosted the best group of sales leaders to ever attend the event. Chad Burmeister , who is well known throughout the inside sales community, was one of the attendees. That''s code for how old the OMG partner is!

Inside Sales 212

Inside Sales Outside Sales Study Distribution 212

Sales Training Connection

DECEMBER 13, 2013

Inside salespeople are no longer just engaged in small commodity type sales or as backup for completing the secondary tasks of the outside sales group. As Steve Martin pointed out in an HBR blog companies are increasingly creating inside sales groups who are independently handling accounts in the mid-market.

Inside Sales 118

Inside Sales Training Scale Outside Sales 118

Sales and Marketing Management

JULY 13, 2020

There's a few common scenarios that occur in partially onsite outside sales teams: Benching: Situated side-by-side in wide-open rows, benching is an efficient way to provide a home base for employees on the go. Shared Offices: It's not uncommon to see a small group of two to four employees occupying a private office-sized space.

Face-to-face 257

Face-to-face Outbound Collateral Conference 257

Understanding the Sales Force

APRIL 7, 2014

It''s important to separate inside sales into its 5 most common forms: As a replacement for traditional outside sales. They are quota carrying salespeople responsible for the entire sales cycle but doing it from the comfort of a desk. This is technically "inside" but the comparison to inside stops there.

Consultative Selling 297

Consultative Selling Inside Sales Top of Funnel Funnel 297

Hubspot Sales

APRIL 5, 2023

Glassdoor estimates that inside sales reps often have a take-home pay of $70,000, including commission and bonuses. Outside sales representative positions include some travel time to meet with buyers and pitch products. Glassdoor predicts the average yearly salary of an outside sales rep to be $72,000.

Ideal Customer Profile 111

Ideal Customer Profile Salary Hiring Lead Rank 111

Understanding the Sales Force

NOVEMBER 5, 2012

Understanding the Sales Force by Dave Kurlan Today I received a request for all of my articles to date which reference Objective Management Group's Sales VP/Director Assessment. Out of nearly 1,000 articles, I hadn't referenced OMG's Sales VP/Director Assessment even once! I conducted a quick search and found - what?

Lead Rank 204

Lead Rank Lead Scoring Leads Marketing Qualified Lead 204

Understanding the Sales Force

DECEMBER 12, 2013

I''ve written four White Papers over the last several years, all backed by science and data from the more than 700,000 salespeople and sales managers that Objective Management Group has evaluated and assessed. The Science of Sales Longevity. Why Did the Move from Outside Sales to Inside Sales Take so Long?

Study 203

Study Outside Sales Inside Sales Video 203

Score More Sales

JANUARY 4, 2013

If you are in outside sales, the number of targeted events you attend (events where your customers and prospects are). These examples stand out because if you do some of these things above, you will work toward finding and closing qualified sales opportunities. So, what are your activity goals for you or your group?

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

Janek Performance Group

JANUARY 3, 2023

Responsibilities of Sales Managers: Forecasting short- and long-term goals and objectives. Developing sales plans. Tracking individual and group performance metrics. Communicating the organization’s vision to the sales team. Seeking and enlisting sales training partners. What Is Sales Coaching?

Coaching 62

Coaching Hiring Sales Coaching Lead Rank 62

SBI Growth

OCTOBER 21, 2013

80% of its sales team was outside sales reps. The Sales Operations team moved to reorganize the group. The following insights are a primer for this in depth conversation. Resource Allocation. An electronics manufacturer was seeing declining revenue per head.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

Zoominfo

JANUARY 8, 2020

Will you be building an inside sales team? Will your outside sales team use the data? This can be a great place to start if you’re on a tight budget and need a few strong contacts to get things rolling, or if you’re only looking to target a few specialized market groups. Consider: Who will be using the initial data?

Top of Funnel 200

Top of Funnel Marketing How To Inbound 200

Understanding the Sales Force

DECEMBER 12, 2013

I''ve written four White Papers over the last several years, all backed by science and data from the more than 700,000 salespeople and sales managers that Objective Management Group has evaluated and assessed. The Science of Sales Longevity. Why Did the Move from Outside Sales to Inside Sales Take so Long?

Study 149

Study Outside Sales Inside Sales Video 149

Braveheart Sales

FEBRUARY 20, 2020

The session, which featured a group of senior and sub-debt lenders, discussed recurring monthly revenue, customer attrition rates and the cost to create new customers. I also had the privilege of hosting a breakfast where we discussed the state of sales in the security industry. Source: Objective Management Group]. Source: com].

Revenue 52

Revenue Hiring PointClear Inside Sales 52

Vengreso

NOVEMBER 18, 2020

Face-to-face meetings have been replaced by video conferencing, and many sales leaders are scrambling to train their sales teams on how to sell remotely. A 2020 study by the RAIN Group found that pre-pandemic, only 27% of respondents reported conducting more than half of their sales activities virtually.

Hiring 111

Hiring Face-to-face Lead Rank Lead Scoring 111

Score More Sales

APRIL 26, 2013

It was good to see all of the participants interacting and truly a smart way to see and hear a group of people discussing a subject. Not enough employees with CRM seats – companies will selectively give certain individuals seats, such as all sales but no marketing, or inside sales but not outside sales (or vice versa).

CRM 179

CRM SugarCRM Guidelines Face-to-face 179

The Brooks Group

MAY 5, 2020

Here at The Brooks Group, we have conducted a Sales Leader survey each week since mid-March, when many businesses were forced to close and workers who could do so, set up shop from home. But eliminating sales roles across the board can be a recipe for disaster since these roles represent the key to future revenue.

Face-to-face 52

Face-to-face Survey Cancellation Trends 52

Babette Ten Haken

FEBRUARY 21, 2019

Regardless of whether you are an inside or outside sales professional, the care and feeding of potential and current clients is critical. Well, the sales rep was OK. The internal groups made recommendations which really improved product performance. After all, how many sales reps tur n over each year?

Ideal Customer Profile 64

Ideal Customer Profile Retention SME Referrals 64

Score More Sales

NOVEMBER 26, 2013

join groups in the industries your customers and prospective buyers belong to. join groups in the industries your customers and prospective buyers belong to. In outside sales, this is the same as dropping by a client’s location – suddenly the customer sees you and remembers something they want to buy or want to tell you.

LinkedIn 226

LinkedIn Trade Show Ideal Customer Profile Lead Rank 226

Vengreso

JULY 17, 2020

In the post-quarantine world, remote sales professionals won’t be working from home all the time, but neither will outside sales teams be in the field as they used to. Distribution of buying groups’ time by key buying activities. And with an average of three vendors per buyer, a company would only have 5.6%

Chemicals 115

Chemicals Trade Show Engineering Social Selling 115

Janek Performance Group

FEBRUARY 23, 2022

If the current sales reps have only received product training without formal sales training, bringing in an outside sales trainer with a proven track record and experience is a valid option. Another reason to partner with a sales training company is when your team is scaling and you need to get reps up to speed quickly.

Outsourcing Services 117

Outsourcing Services Hiring Training Harvest 117

Sales Evangelist

JUNE 14, 2020

Curt Tueffert is the Vice President of sales development for a large industrial distributor in Houston, Texas. The company was founded in 1908 is now a multinational publicly traded company with over 200 outside sales. Curt Tueffert is the Vice President of sales development for a large industrial distributor in Houston, Texas.

Networking 52

Networking Lead Rank Lead Scoring How To 52

SalesLoft

JANUARY 2, 2020

Your SalesMBA Blog (Jeff Hoffman) | If it’s sales training you need the MJ Hoffman blog will not disappoint. Filled with industry-leading sales training, expertise it covers B2B and B2C sales along with inside and outside sales training, info that took 20 years to acquire. Stop by and read today.

Lead Rank 52

Lead Rank Webinar Metrics Lead Scoring Inside Sales 52

Score More Sales

JULY 26, 2012

There are massive shifts happening in the sales profession, including the displacement of outside sales professionals in favor of inside sellers, thanks to the trifecta elements where one can run a business globally in a total virtual manner. Panelists Kyle York , Barb Giamanco , and Jonathan London shared a number of ideas.

Licensing 192

Licensing Video Face-to-face B2B 192

Janek Performance Group

AUGUST 8, 2022

As sales becomes increasingly automated, even your best reps are only as good as their tech proficiency. Sales reps are a diverse group. Also, be sure your sales development features the following: Regular reviews Sales enablement tools Internal one-on-one and group sales coaching Outside sales training partners.

Sales Talent 48

Sales Talent Survey Coaching Forecasting 48

Zoominfo

JANUARY 8, 2020

Will you be building an inside sales team? Will your outside sales team use the data? This can be a great place to start if you’re on a tight budget and need a few strong contacts to get things rolling, or if you’re only looking to target a few specialized market groups. Consider: Who will be using the initial data?

Top of Funnel 100

Top of Funnel Marketing How To Inbound 100

Hubspot Sales

APRIL 8, 2020

Another part of the process would be adopting the aforementioned inside-out sales function or another hybrid inside-outside sales model. Finding an initial middle ground between field and outside sales will be central to that process. A successful transition won't be abrupt.

Inside Sales 111

Inside Sales Hiring Scale Face-to-face 111

The Brooks Group

JUNE 3, 2020

For companies who have the resources to do so, or are bullish on their future, now is the ideal time to upgrade your sales talent in a bid to refortify for the “next normal.” . More with Less: In some cases, your company may have pulled back as well – and may need sales professionals to take on a larger territory or a more varied role.

Hiring 52

Hiring Face-to-face Territories Churn 52

Pipeliner

FEBRUARY 5, 2018

A variety of industries use inside sales as a popular high-growth sales model. According to Harvard Business Review , 46 percent of high-growth tech companies are expanding through inside sales, as compared to 21 percent growing through outside sales teams. Growth Carries Challenges.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Hubspot Sales

JUNE 1, 2018

Spending a certain amount of time on one group of activities could set a rep up for record week, while concentrating on something else might launch you down the path to a slump. When I was in outside sales, I would organize my leads by location and always have the date of my last contact for each lead noted.

Pivotal 111

Pivotal Call-back Follow-up Maximizer 111

Janek Performance Group

MARCH 27, 2023

Organizations were forced to change their sales process to accommodate their prospect’s new buying journey or suffer the consequences. Traditional sales organizations with outside sales reps had to quickly pivot to new virtual processes. The new sales process required the salespeople to learn new skill sets.

Sales Process 48

Sales Process Ideal Customer Profile Hiring Face-to-face 48

Janek Performance Group

FEBRUARY 6, 2023

Expand Your Comfort Zone You may be comfortable in your current sales role, but if you are not challenging yourself, you may not be moving forward. For example, sales reps often start with inside positions or business development. The post Advice for My Twenty-Year-Old Self first appeared on Janek Performance Group.

Networking 62

Networking Discount Outside Sales Lead Rank 62

Selling Essentials RapidLearning Center

JUNE 14, 2019

No surprise, according to Mike Marks, managing partner at Indian River Consulting Group. Some 34 percent of respondents intend to expand inside sales, while another 31 percent are thinking about it but not sure. There’s a greater awareness of the sales cost economics,” says Mark Peck, CEO of Apexx Group.

Distribution 45

Distribution Selling Skills Lead Rank Lead Scoring 45

A Sales Guy

APRIL 16, 2012

You no longer have expensive, outside sales reps, selling your low end products and services your inside sales team can be selling. Each go-to-market approach, from hunting and farming to channel and inside sales has it’s on own unique approach to selling. You’ve created separation.

Inside Sales 117

Inside Sales Compensation Channels Outside Sales 117

Engage Selling

APRIL 2, 2012

Then hold a group meeting to discuss it. Meet with each salesperson privately to reinforce the plan and address questions and concerns that weren’t raised before the group. Have competing reps (for instance, inside and outside sales) meet to establish relationships and build trust.

Compensation 79

Compensation Commission Territories Guidelines 79