article thumbnail

The 7 Sales Processes You Desperately Need

Hubspot Sales

We observed this troubling phenomenon while conducting research for our book Cracking the Sales Management Code. Without a common understanding of the term " sales process ," sales managers can’t coach or communicate with their sellers as effectively. Lead Qualification. Territory Management.

article thumbnail

Myth Busters: The 9 Sales Myths You Don’t Want to Fall For

SBI

Myth #1: Sales is a Numbers Game. When today’s Sales Managers came of age, we were taught that making more calls is what leads to more sales. It was the smartest way to approach sales at the time and it was so drilled into our heads that we keep preaching it to today’s generation of salespeople.

Lead Rank 139
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

10 Excuses for Sales Performance That Need To Stop In 2022!

LeadFuze

Im not going to accept these leads, theyre terrible. Sales reps are not making enough sales. The problem is that salespeople are not good at pipeline management and lead qualification, but it should be fixed with something like an upgrade in methodology. Our old CRM sucks. The Targets Were Ridiculously High.

article thumbnail

3 Sales Myths You Don’t Want to Fall For

SBI

A number of factors are affecting change on the sales process on both the buyer and the seller side. Myth #1: Sales is a Numbers Game. When today’s Sales Managers came of age, we were taught that making more calls is what leads to more sales. In the game of sales, we manufacture revenue.

BANT 50
article thumbnail

The Biggest Sales Excuses You Need to Stop Making in 2018

Sales Hacker

We don’t get enough leads. The leads are terrible/no good. Validity/Verdict : Inefficient pipeline management and lead qualification is a common problem across sales organizations but should not constitute an excuse for poor performance. My territory / opportunities are too small. Our old CRM sucks.

article thumbnail

What Happened When Sales & Marketing Got Married?

Jonathan Farrington

The salesforce of 50 specialist equipment consultants and key account executives is divided into eight geographical regions, each managed by an area manager under the control a national sales manager. Indeed, cost per sale was initially rising due, it had been assumed, to poor feedback of results by the salesforce.

article thumbnail

How to Build a B2B Sales Team Structure

Zoominfo

Yet, so is detail; inside sales practitioners are tasked with creating relationships without face-to-face interaction, thus often aim to give support to potential and current customers throughout the sales process, focusing on the volume of deals (rather than their size). Considerations for Inside vs Field Sales Reps.

B2B 200