Igniting Sales Transformation

DECEMBER 1, 2019

The activity KPI’s we set today, which incent the wrong behavior? Are there internal systems, processes or even management biases getting in the way of the objective too? Sports teams don’t show up on the field once a week expecting to win the game. Lack of training? Plan pre-work prior to your kick-off event.

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Zoominfo

OCTOBER 6, 2020

From a management perspective, sales is a team sport, but a higher performer just might want to stay in his or her own lane and just focus on their own numbers. Have you tried this response to XYZ’s objection? This is where incentives or compensation enter the narrative, you start to tie success to team performance.

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Lead Rank Lead Scoring Leads Marketing Qualified Lead 130

Allego

MARCH 11, 2021

the value of structured, objective skill assessments in identifying future learning opportunities. #1 We don’t usually hear the term “drill,” a decidedly sports term, in the context of sales and presentations. ways to promote engagement and meaningful learning, even in digital spaces. 1 Differentiating With Sales Relationships. “So,

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Hubspot Sales

JULY 30, 2020

Sales managers bring accountability to these objectives by breaking them down into smaller, personalized goals. SPIFFs -- Sales Performance Incentive Funds -- are popular performance tools that challenge salespeople to sell a particular product. Limit the cost to 5% of an incentive budget. Track and Celebrate Small Wins.

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Motivation Commission Webinar Metrics Decision Maker 113

Hubspot Sales

MAY 21, 2021

Improving your team’s skill set is a largely objective process. Not only are there are many external factors that affect motivation, every person requires different incentives and motivational tactics. Then I’ll ask, “Okay, what do you think the objective should be?”. Attend a sports game. But motivation is far harder.

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Janek Performance Group

JANUARY 3, 2023

Afterall, for each, their primary objective is supporting sales teams to boost performance and achieve success. Responsibilities of Sales Managers: Forecasting short- and long-term goals and objectives. Like their counterparts in sports, sales coaches need knowledge, experience, and expertise in their field.

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Coaching Hiring Sales Coaching Lead Rank 62

Mindtickle

JANUARY 30, 2018

No great sports person gets to be a world champion without a good coach by the side day-in-day-out, so why do you expect your salespeople to tough it out on their own? But coaching doesn’t just benefit your reps, it also benefits you which is an added incentive to put in place a formal coaching regime. Coaching improves your skills.

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Mindtickle

JANUARY 30, 2018

No great sports person gets to be a world champion without a good coach by the side day-in-day-out, so why do you expect your salespeople to tough it out on their own? But coaching doesn’t just benefit your reps, it also benefits you which is an added incentive to put in place a formal coaching regime. Coaching improves your skills.

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Coaching Sales Management Incentives Incentive 52

The Spiff Blog

MARCH 2, 2023

He enjoys spending time with his friends and playing a wide variety of sports. He likes to spend time with friends and family and enjoys practicing all sorts of sports. The main objective is to impact one individual in a positive way, and make them an ambassador of community growth. And that’s Vinny’s specialty!

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Meeting Engineering Travel Face-to-face 75

Cincom Smart Selling

MARCH 30, 2016

I personally don’t subscribe to the premise that business is either good or bad, but my friend felt strongly that big business was the object of scorn. Mustang equals sports car equals kids’ car. The success of the Mustang was due to Ford’s ability to sell it outside the demographic normally associated with sports cars.

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Hubspot Sales

JULY 25, 2023

With this data, they can recommend action steps or personalized emails to address the objections mentioned. In the Real World Sports technology platform Playbook was growing quickly and struggling to onboard and train new sales reps at scale. Instant feedback lets sales managers identify problems quickly and share feedback in context.

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Top of Funnel Forecasting Sales Qualified Lead Lead Rank 79

SalesLoft

JULY 2, 2015

We then review during our bi-weekly 1:1s and regularly check into our OKR (objective key results) system to make sure we are on track. We also do weekly spiffs that allow each RDR to gun after a specific target, and the prizes range from cash, dinners, sports games, sales training, working from the opposite coast and so forth.

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Motivation Churn Sports Cold Calling 52

Showpad

AUGUST 31, 2018

By first setting objectives and what you would like to see as a result of the kickoff meeting, the content of the agenda should be easier to determine. SKO objectives should reflect the goals of your wider organization. So what should your goals be? Learning content is great, but mastery of client-facing materials is essential.

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Janek Performance Group

AUGUST 26, 2022

In sports, teams must create their identity. It’s a defined methodology of goals, decisions, practices, and actions for how reps meet needs and achieve objectives. It’s akin to a sports team wanting to win games. Get creative with loyalty incentives. In our sports metaphor, channels are the types of plays teams run.

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Webinar Metrics Strategy Outsourcing Services Sports 62

Keith Rosen

NOVEMBER 3, 2013

Besides, the coaching industry was so new, no one had even heard of this type of profession outside of sports. Remember, as you respond to these questions, the objective is to design your ideal job. What benefit/incentive package is offered? Not at all. Just create what you want most without any self-imposed limitations.

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How To Coaching Travel Exercises 122

Janek Performance Group

MAY 24, 2023

Sports fans obsess over shots made, batting average, and greens in regulation. Perhaps, they have overcome initial objections and interested prospects enough to warrant a proposal. Whether exercising, watching sports, or doing your job, you can’t ignore the numbers. Today, analytics are everywhere.

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Lead Rank Lead Scoring Leads Marketing Qualified Lead 62

Partners in Excellence

JANUARY 4, 2024

Or it may be a methodology, process, objection handling technique. As much as I hate sports analogies, the very best teams have plays. The number of words/tone or call to action of that email. Or it might be the formula for the sequence and timing of touches in your prospecting. And it differs over circumstance and time.

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Ideal Customer Profile Guidelines Lead Rank Lead Scoring 95

Sales Hacker

APRIL 24, 2019

Many of these people make their living playing sports… but sales isn’t so different. Objection Island. Objection Island. It not only provides a great field for practicing rapid fire objection response, but allows team members to hear ideas, engage in peer coaching, and shake off some nerves through a shared experience.

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Exercises Objections Follow-up Face-to-face 98

Hubspot Sales

NOVEMBER 6, 2019

Previously successful: Has a track record of success, whether in sales or sports, school, another job, etc. Resume: Look for objective markers of success, like a promotion or membership on a sports team. Although you might hit your quantity objective, the quality will probably be disappointing. Write a job description.

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Pipeliner

MARCH 28, 2018

When we think of an effective sales manager we often think of someone who manages a sales team that consistently hits the sales goals and objectives set by their company. David Epstein, author of The Sports Gene, has devoted much of his career to studying the behavior of elite athletes and champions. But success is more than a number.

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Sales Management Hiring Coaching Motivation 76

Close.io

JUNE 3, 2019

Because it is objective, it only considers how long a lead typically takes to close on an individual rep’s sales, and how long it has taken to close similar leads in the past. However, it’s a great option if you’re lacking in historical data and your reps can think objectively and talk to you honestly.

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Sales Forecasts Forecasting Top of Funnel How To 91

Jonathan Farrington

JANUARY 20, 2013

Having shivered under the dark clouds of financial uncertainty for so long, there was no incentive to leave our comfort zones, and go off in search of greater security. Once we have done that, we are able to set objectives, design a strategy and formulate critical success factors, so we are able to benchmark our achievements together.

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Mindtickle

JANUARY 28, 2020

Here are some important benefits of micro-learning: Retain more training information: Conventional e-learning typically covers numerous training objectives in one lengthy course. It focuses on one learning objective, with one vital concept to remember, and then ends. Real-world incentives.

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Training Incentives Incentive Motivation 59

Mindtickle

JANUARY 28, 2020

Here are some important benefits of micro-learning: Retain more training information: Conventional e-learning typically covers numerous training objectives in one lengthy course. It focuses on one learning objective, with one vital concept to remember, and then ends. Real-world incentives.

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Training Incentives Incentive Motivation 52

LeadFuze

MAY 18, 2021

Why do people wear expensive designer brands or drive fancy sports cars? In fact, this satisfaction doesn’t only come from competing ourselves but also by competing vicariously through our adoration and loyalty to our favorite sports teams and athletes. Competition is what psychologists refer to as an “extrinsic incentive.”.

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Motivation Hiring Top of Funnel Salary 52

Hubspot Sales

JUNE 7, 2020

Some of the best industries to pitch on the show include food and beverage, household and kitchen, sports and fitness, and mobile apps. If there's no problem for your product or service to address, then why would anyone have any incentive to buy it? This aspect is one of the most fundamental bases of your entire pitch.

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