Sales Benchmark Index

OCTOBER 8, 2012

96% of organizations are increasing or maintaining their investment in inside sales last year. It is a good bet your SVP of Sales is implementing, expanding or considering an inside sales team right now. Are you prepared to optimize the investment in inside sales? (To To learn the latest on why insides sales is on the rise sign up for our Making the Number Tour here.). 4 Lenses to Optimize for Inside Sales Territories.

Territories 75

Territories Inside Sales Lead Generation How To 75

Sales Benchmark Index

NOVEMBER 28, 2012

Throughout our history with the company, we performed multiple projects- Sales Process, Sales Structure, and Channel Management. Register here for a copy of our Inside Sales talent management scorecard to see how Inside Sales Reps should be evaluated.

Inside Sales 121

Inside Sales Territories Inbound Retention 121

Score More Sales

MAY 27, 2013

If you make regular time in your calendar to do some searching for those referral partners who are adjacent or within your niche and can refer multiple people your way over time, you could grow sales tenfold. The post Inside Sales Power Tip 115 – Be Social appeared first on Score More Sales.

Inside Sales 104

Inside Sales Telecommunications Referrals Trade Show 104

Score More Sales

JUNE 3, 2013

A common issue among newer remote (inside) sales pros is that we tend to latch on to one person within a company to call on. This is one of the TOP issues I see when meeting with an inside sales team or with individual sellers.

Inside Sales 83

Inside Sales Decision Maker Outbound Territories 83

Score More Sales

APRIL 5, 2014

Remote professional selling, or Inside Sales, is tough – lots of activity and not always a lot of revenue to show for it. Suddenly your first deal closes – or your first deal after a slump – or enough deals to get you to the next level in your comp plan – and wow, is sales great!

Positioning 81

Positioning Territories Inside Sales Insurance 81

Leads360

JANUARY 29, 2013

According to a 2012 Bridge Group study [1] , from 2009-2011 the number of inside sales jobs grew 124% in the U.S. This evolution means an increasingly mature buying market that is driving new CRM-related needs for sales and marketing teams. CRM Sales Automation

Leads360 35

Leads360 Eloqua Inside Sales Territories 35

Score More Sales

JULY 22, 2013

As a sales professional, you cannot rely on others managing you – you need to self manage. Think of yourself as an entrepreneur of your territory, or niche, or product line. The post Inside Sales Power Tip 124 – Self Management appeared first on Score More Sales.

Guidelines 41

Guidelines Outbound Inside Sales Territories 41

Score More Sales

MARCH 4, 2013

A week ago I sat down with a sales professional who told me that when he started at a midmarket big data company in sales, he was given no guidelines, no leads, and very little guidance in getting started with his new sales territory.

Inside Sales 48

Inside Sales Guidelines Outbound Territories 48

Score More Sales

AUGUST 20, 2012

We have a very high respect for the Sales Force Effectiveness Blog over at Sales Benchmark Index. They regularly have great and highly valuable content, covering key topics and issues on the minds of sales leaders and C-level leaders around sales and leadership.

Travel 51

Travel Outside Sales Territories Inside Sales 51

Pointclear

JULY 17, 2013

To read an excerpt from her latest book, Smart Sales Manager , click here. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations. Should they keep their expensive sales duo: inside sales AND field sales? Or just go with inside sales? The following trends indicate that field sales teams are becoming extinct.

Skype 69

Skype Decision Maker Face-to-face Territories 69

Tech Bytes

JANUARY 7, 2015

At a 2013 Inside Sales Virtual Summit , one speaker noted, “Prospects now participate in sales presentations via Skype, web conferencing and video. Inside sales will soon surpass field sales.”

Skype 33

Skype Face-to-face Consumer Study 33

Dave Stein's Blog

JANUARY 25, 2011

During the past few years, the challenging economy precipitated changes in approach for many sales organizations. The transition to alternate sales channels yields potential rewards as well as poses risks. They must realize that sales has undergone a massive transformation.

Territories 23

Territories Channels Inside Sales Education 23

Productivity and Motivational Tips for Inside Sale

SEPTEMBER 9, 2014

Millennials are the future of inside sales. Right now, the inside sales profession is seeing a lot of hungry, ambitious new talent flood into their organizations. Sales momentum does a disappearing act. I get this comment from sales managers a lot.

Incentive 29

Incentive Incentives Promotion Study 29

Leads360

JUNE 28, 2017

Did you know that high-growth companies are more likely to be familiar with the different types of sales technologies on the market? Of the sales technologies listed, here are the 13 least known according to participants (in order, starting from the least known). 1) Sales Gamification.

Training 76

Training Territories Proposal Commission 76

Understanding the Sales Force

JULY 31, 2013

Understanding the Sales Force by Dave Kurlan The Growing Power of Inside Sales appeared on the Harvard Business Review Blog on July 29. The authors listed four scenarios where a move to inside sales could be effective: By market segment, By stage of the buyer engagement process, By geography, and. How about these: By sales talent - What roles are your salespeople best suited for? It may not be where the territory is or where the company is located.

SAP 25

SAP Guidelines Territories Segment 25

Productivity and Motivational Tips for Inside Sale

JANUARY 16, 2013

Will this be the year that Inside Sales decides to take LinkedIn seriously? LinkedIn just announced 200 million registered users and it’s membership spans more than 200 countries and territories.

Telecommunications 26

Telecommunications Territories Education Software 26

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.

Telemarketing 21

Telemarketing Outside Sales Travel Hotels 21

Pointclear

OCTOBER 20, 2016

At the start of 2016, we were brought in to support a group of sales reps who did not make their numbers in 2015. To date in 2016, these same territory reps have exceeded their numbers. Snatching support away from these territories will cause what I call a ‘bubble in the funnel.’

Funnel 83

Funnel Territories Travel Analysis 83

Pointclear

JUNE 26, 2012

His new firm, which specializes in strategic positioning and provocative sales messaging, is called Visible Impact. But, when I attended the recent Leadership Summit put on by the American Association of Inside Sales Professionals (AA-ISP), I was reminded that sometimes questions can just lead to more questions. So I attended this event expecting to find out more about how and when resources would be flowing to inside sales teams.

Conference 22

Conference Government Maximizer Outbound 22

Jonathan Farrington

AUGUST 7, 2013

A few months ago, I started to write about one of the missing pieces in many sales enablement discussions – the sales managers. Sales Enablement and Sales Management – Enable Your Sales Managers First. See also Miller Heiman Sales Best Practice Study ).

Coaching 62

Coaching System Buyer Territories 62

Productivity and Motivational Tips for Inside Sale

JULY 11, 2014

So you and your inside sales colleagues are starting to come back from vacation. That’s especially true of one of the toughest job in inside sales: prospecting. They strategically plan and understand their territory and determine the best penetration strategy.

Skype 33

Skype Penetration SalesForce Prospecting 33

Dave Stein's Blog

APRIL 27, 2011

When companies come to us to understand how their salespeople can sell more effectively, we don’t just look at sales training. One of the foundation exercises we conduct with sales leaders consists of a look at inhibitors to effective selling at multiple levels.

Collateral 59

Collateral Exercises Margin Incentive 59

Smart Selling Tools

AUGUST 13, 2013

“Inside Sales now generates more than 50% of company revenue and is being tasked with more responsibilities and expectations—to grow territories, form partnerships, and generate new business. In 2009, there were 800,000 inside sales departments. Sales Effectivenes

InsideSales 119

InsideSales Inside Sales Cancellation Outbound 119

Productivity and Motivational Tips for Inside Sale

JUNE 5, 2013

They’ve even managed to squeeze time with their teams – weekly meetings, walking the sales floor, and 1:1 forecast reviews. That’s because the majority of your sales talent are young Millennials. It’s time to spark up your Sales Boards and TV Sales Monitors.

Inside Sales 1

Inside Sales Territories Forecasting Energy 1

Pointclear

OCTOBER 13, 2015

“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. It was with a slight hesitation that the sales manager added the second sentence about sales lead management being a marketing function.

ActiveConversion 130

ActiveConversion Follow-up Territories Buyer 130

Partners in Excellence

APRIL 25, 2016

In the “old days” the structure of the sales organization was pretty simple. Hire a bunch of people, give them territories with goals and turn them loose to sell. Customers order products from the web, not needing much sales engagement.

Territories 44

Territories Segment Face-to-face Objections 44

Smart Selling Tools

MAY 7, 2014

You’ll need a new fuel source if you want to blast sales into the next stratosphere. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Sales & Marketing Content. Sales Enablement.

InsideSales 2

InsideSales ROI Forecasting Vendor 2

Smart Selling Tools

MAY 6, 2014

You’ll need a new fuel source if you want to blast sales into the next stratosphere. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Sales & Marketing Content. Sales Enablement.

InsideSales 2

InsideSales ROI Forecasting Vendor 2

Sales Benchmark Index

MAY 15, 2013

"Should we hire an external Sales Manager or promote from within?". Open Sales Management positions are bad for sales organizations. Having the wrong Sales Manager (SM) is worse. This post helps you decide between hiring an internal or external Sales Manager.

Sales Management 92

Sales Management Forecasting Territories Data 92

Partners in Excellence

FEBRUARY 10, 2016

Sometimes I wonder about the discussions I hear about Inside versus Outside/Field/Direct sales. In ancient times, when I started selling (the ’80’s), I started as a direct/field sales person. We field sales guys were, honestly, relieved.

Telemarketing 42

Telemarketing Inside Sales Maximizer Territories 42

Score More Sales

JUNE 30, 2014

To win in sales you, and your company, need a recipe for success. The ingredients to win in sales must be pure and of high quality to create a great, high-end, finished product. Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team.

Territories 128

Territories Buyer Commission Compensation 128

Sales Benchmark Index

OCTOBER 25, 2012

42% is the average amount of time a sales person spends engaging with a customer. We all know improving selling time should increase sales. And what is the value I should receive by actually improving a sales person’s selling time in front of a customer? The rep’s territory potential starts to max out. As a Sales VP, you need to understand how to get back more time. Below is a sample of the actual worksheet we gave to sales reps.

Travel 97

Travel Territories Forecasting Report 97

Sales Benchmark Index

DECEMBER 19, 2012

My VP of Sales wants me to research trends in inside sales and conduct account segmentation. The sales managers are yelling for updated dashboards and territories. Oh, and Marketing wants to discuss sales enablement improvements. Sales Strategy.

Sales Operations 108

Sales Operations Compensation Territories Comparison 108

Sales Training Connection

MAY 12, 2014

Increasing sales productivity. Senior sales leadership spends a great deal of time thinking about how to improve sales productivity. They invest in sales training . They change compensation systems and territorial designs. Sales Training.

Funnel 78

Funnel System Channels Territories 78

Score More Sales

MAY 9, 2014

There are dozens and dozens of resources showing ways to use LinkedIn to help sales grow. Here is a page I created to help sales professionals with a variety or resources. Social Marketing Manager at LinkedIn, rated the #1 Social Sales Influencer offers a good example with his profile.

LinkedIn 102

LinkedIn Buyer Decision Maker Territories 102

Sales Benchmark Index

SEPTEMBER 23, 2013

Your Sales Strategy. It is one thing to have a sales strategy. VPs of Sales are asking the question “What have I done before?”. VPs of Sales are asking questions like: Is our Sales Process good enough? Are my Sales Managers good enough? Sales training.

Compensation 125

Compensation Incentive Incentives Strategy 125

Smart Selling Tools

OCTOBER 1, 2014

More than 1400 sessions, more than 350 exhibitors, 18 keynotes, 20 parties, 2 rock concerts, and 5 opportunities to help charities on site, there is perhaps no bigger event for sales and marketers. Sales reps can use DocuSign right from within Salesforce CRM. Fantasy Sales Team.

Vendor 102

Vendor Twitter InsideSales InsideView 102

Score More Sales

FEBRUARY 11, 2015

When you love being a sales rep, or a business development rep, or a regional account rep, or a national account rep, you know it. It certainly lowers the quality of the work environment for those around you who ARE happily building their territories.

Territories 88

Territories How To Buyer Engineering 88

Productivity and Motivational Tips for Inside Sale

JUNE 1, 2012

If they’ve been passed up for a promotion, or they have a lousy territory, they may start caring less and less and end up in the Dead Zone. Coaching in the Comfort Zone : Salespeople who have been part of the old sales regimen may fall into this comfort zone. When you coaching someone in the Comfort Zone must, include strategies that shake them up and change their routine, their territory, their product responsibilities.

Closing 3

Closing Sales Management Territories Influencer 3

ShadeTree Blog

AUGUST 28, 2012

Execution) Regardless of the size of their territory, whether they are inside or in-the-field, are new to the organization or are tenured, all reps must ask those two questions, without failure or excuses. salesforce.com sales process sales measurement sales effectiveness lead qualification inside salesAll inspired and resourceful reps that expect or intend to blow past their quota start their day in the same dedicated manner.

Territories 3

Territories Quota Resources Revenue 3