Partners in Excellence

FEBRUARY 8, 2022

LinkedIn is filled with surveys about, “What is the highest priority focus for [Fill In Your Favorite Role]?” ” There are surveys asking for the one area sales managers should focus on. These cover things like comp/metrics, training, forecasts, hiring, sometimes even coaching.

Survey 93

Survey Hiring Territories Incentives 93

Tony Hughes

FEBRUARY 22, 2018

The Sales Manager’s job is to provide an environment within which their sales people can succeed. Then viable territories and targets, the right levels of support, training and enablement tools, demand generation leadership, and remove internal roadblocks. What more could you possibly ask for?

Sales Management 86

Sales Management Hiring Demand Generation Agencies Territories 86

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.

Hiring 193

Hiring Sales Management SME Coaching 193

OpenSymmetry

JANUARY 27, 2016

A critical element that is relatively new is territory optimization and we will examine the case for this in this article. In order to maximize performace at the 100m, athletes train and diet – you will find that some do it through drugs, but that is like lying to the customer. New Concepts Driving Greater Performance .

Territories 40

Territories SalesForce Incentives Incentive 40

SBI Growth

SEPTEMBER 5, 2012

Help the sales leader identify any reps that are at risk of leaving. This should actually be an ongoing task of the HR leader to have frequent discussions with Sales Directors and Sales Managers to keep pulse on which Reps may be at risk for leaving. Has any documented issues of “disconnect” with sales management.

Sales Talent 288

Sales Talent Hiring Lead Rank Lead Scoring 288

The Pipeline

DECEMBER 16, 2011

The Pipeline Renbor Sales Solutions Inc.s The REAL Problem with Sales Training. Stored in Guest Post , Productivity , Sales Leadership , Sales Success , Sales Training , e-book , execution. The REAL Problem with Sales Training [link] #news #sales. This post has 1 comments.

Pipeline 230

Pipeline Training Twitter Hiring 230

The Pipeline

FEBRUARY 3, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. They say you can’t shrink your way to success, but perhaps there are situations in sales where you can. By shrinking your territories, strategically where it make sense.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

The Pipeline

SEPTEMBER 19, 2011

The Pipeline Renbor Sales Solutions Inc.s 25% Increase in Sales Training ROI – Sales eXchange – 115. Stored in Attitude , Business Acumen , Hiring Sales Talent , Proactive , Proactivity , Sales Leadership , Sales Management , Sales eXchange , execution. Given that, why train them?

ROI 243

ROI Pipeline Training Twitter 243

Score More Sales

JUNE 30, 2014

Here is what we believe it takes to compete with a strong solid sales team that closes the right deals with great sales velocity. Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. Train and coach frontline sales leaders. Increase Opportunities.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

MJ Hoffman

SEPTEMBER 26, 2018

However, your chances of ascending higher — to a VP or Director of Sales position — are zero. Only successful sales managers become sales executives. To excel as a manager (and someday make it to the C-suite), avoid these four significant failures. After all, the manager can’t reverse the change.

Sales Management 40

Sales Management Hiring Referrals Energy 40

MJ Hoffman

SEPTEMBER 26, 2018

However, your chances of ascending higher — to a VP or Director of Sales position — are zero. Only successful sales managers become sales executives. To excel as a manager (and someday make it to the C-suite), avoid these four significant failures. After all, the manager can’t reverse the change.

Sales Management 40

Sales Management Hiring Referrals Energy 40

SMEI

JANUARY 5, 2024

Sales Management Certifications: For those inclined towards leadership roles in sales, certifications like Certified Sales Executive (CSE) provide an edge. For example, SMEI’s sales and marketing certification programs come with digital badges for those who achieve the applicable designation. It’s free.

Marketing 87

Marketing Ideal Customer Profile Social Media Google Analytics 87

SBI Growth

MARCH 19, 2013

The sales team deserved a training program as aggressive as this year’s budget. In a recent post , I urged Sales Ops leaders to take responsibility for training and development. This sales leader agrees. It included activities the client’s Training and Development team had deemed necessary. Key Activities.

Revenue 288

Revenue Hiring Face-to-face Social Media 288

Miller Heiman Group

JULY 21, 2020

In The Way to Create Value , a recent eBook we created in partnership with LinkedIn, we suggested three ways that sales leaders can create the structure, culture and systems to start building high-performing sales teams that deliver more value for buyers. Layer Sales Technology. Commit to Reinforcement.

Lead Rank 100

Lead Rank Lead Scoring Buyer Sales Methodology 100

Sales Hacker

AUGUST 7, 2020

Sales Development. Sales Growth. Sales Enablement. Enterprise Sales. Sales Operations. Sales Technology. Training & Coaching. VP Nokia Software, North America Sales. VP New business – Sales leader. Regional Vice President of Sales. Vice President of Sales.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121

BrainShark

MAY 31, 2023

Compared to what Sales Enablement Pro calls “activity-based metrics” that look at the number of calls made, demo sessions booked, or emails sent, time to competency is instead a skill-based metric which may be less quantifiable upfront but more valuable in the long run. How do you measure time to competency as an onboarding metric?

Hiring 62

Hiring Sales Talent Scale Sales Enablement 62

SBI

JULY 24, 2018

In fact, who doesn’t love a good forecast session with their sales manager? Not only that, sales reps see tremendous value in the information reported back to them from the CRM. Sales reps do not love their CRM and see little value in it. Sales Managers: Remember, your sales reps are people too.

CRM 95

CRM SAP Forecasting Incentives 95

Sales Hacker

JULY 17, 2019

This was the gist of a question Scott Barker posed on LinkedIn. Now, look at his advice: To become a sales manager, you essentially need to become an extension of your HR team — something every employee can do to make a positive impact on the organization. What traits or skills do they look for in new managers?

Promotion 79

Promotion Sales Management Hiring Lead Rank 79

The Pipeline

SEPTEMBER 9, 2011

. “But we’re not IBM” Stored in Attitude , Business Acumen , Communication , Communication Strategy , Guest Post , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Social Selling. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

The Pipeline

AUGUST 8, 2011

Last week I wrote about the follies of having a shorter sales cycle , beyond the points highlighted, I think it raises another trend in sales these days. One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. Sales Leadership.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

Hubspot Sales

OCTOBER 18, 2023

During his tenure at Businessland, Dan advanced into sales management, covered various territories, got his first experience with sales training, and ultimately helped grow the company from $2 million in sales to $1.4 Dan's LinkedIn tagline is “trying to do more good for the universe.”

Hubspot 92

Hubspot Ideal Customer Profile Scale Distribution 92

Score More Sales

SEPTEMBER 29, 2014

Guard your time – a bit of advice given to me years ago by a wise sales manager that I’ve always worked to remember. Because of everything you do in your sales career, time is the one thing you cannot recoup. That means that you are not watched every minute – and most of us in selling are not micro-managed.

Lead Rank 227

Lead Rank Lead Scoring Sales Qualified Lead Territories 227

Understanding the Sales Force

JANUARY 28, 2014

Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Do Technical Salespeople Need Sales Training? Why Doesn''t Sales Methodology Get More Attention? Getting a Sales Organization to Buy-In to Sales Training.

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

Hubspot Sales

APRIL 27, 2023

In fact, at the time of writing this article, there are over 100,000 open SaaS sales roles on LinkedIn. No matter how much — or how little — experience you have in tech sales, it's possible to climb the career ladder in this field. Plus, you can move on from this role to become a sales manager or AE.

Hiring 102

Hiring Salary How To Ideal Customer Profile 102

The Pipeline

DECEMBER 7, 2011

Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip. Shorter sales cycle. Territory Alignment. Sales Benchmark Index.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

The Pipeline

JANUARY 18, 2012

Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip. Shorter sales cycle. Territory Alignment. Sales Benchmark Index.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

The Pipeline

NOVEMBER 16, 2011

Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip. Shorter sales cycle. Territory Alignment. Sales Benchmark Index.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

The Pipeline

OCTOBER 26, 2011

Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip. Shorter sales cycle. Territory Alignment. Sales Benchmark Index.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

Hubspot Sales

JANUARY 6, 2021

You've established the various stages of your sales process. You've trained your salespeople on the key actions required to move prospects from stage to stage. Lifecycle stages help you organize your contacts based on the stage of your sales process they're in. Invest considerable time, energy, and resources into training.

Sales Process 137

Sales Process How To Hubspot Hiring 137

The Pipeline

FEBRUARY 15, 2012

The Pipeline Renbor Sales Solutions Inc.s Sales Force (Mis)Alignment. Stored in Business Acumen , Coaching , Demand Generation , Hiring Sales Talent , Planning , Sales Force Alignment , Sales Leadership , Sales Management , Sales Strategy , Sales Success , Sales eXchange , execution.

Pipeline 223

Pipeline Hiring Demand Generation Targets Demand Generation 223

The Pipeline

MARCH 7, 2012

Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip. Shorter sales cycle. Territory Alignment. Sales Benchmark Index.

Pipeline 210

Pipeline Sales Qualified Lead Cold Calling Webinar Metrics 210

The Pipeline

FEBRUARY 17, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , HR Management , Hiring Sales Talent , Productivity , Sales Force Alignment , Sales Leadership , Sales Training , execution. Earlier this week, I posted on two related or intersecting topics sales leaders need to manage and improve.

Webinar Metrics 210

Webinar Metrics Pipeline Hiring Face-to-face 210

The Pipeline

FEBRUARY 8, 2012

Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip. Shorter sales cycle. Territory Alignment. Sales Benchmark Index.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

The Pipeline

FEBRUARY 21, 2012

The Pipeline Renbor Sales Solutions Inc.s Stored in Appointments , Contest , Proactive , Proactivity , Prospecting , Sales Success , Sales Technique , Sales Training , Workshops , execution. Sales Skills , Sales Technique , Sales Training , Win , Workshop. Sales Leadership.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Hiring 220

Customer Centric Selling

JANUARY 13, 2014

Sales Training Article: The Sales Manager''s New Year''s Resolutions. By George De Los Reyes, Sales Benchmark Index (SBI) I am big on New Year''s resolutions. Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ''A'' players on the team.

Sales Management 49

Sales Management Face-to-face Decision Maker Travel 49

The Pipeline

NOVEMBER 23, 2011

Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip. Shorter sales cycle. Territory Alignment. Sales Benchmark Index.

Sales Qualified Lead 231

Sales Qualified Lead Pipeline Cold Calling Webinar Metrics 231

The Pipeline

JANUARY 17, 2012

Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip. Shorter sales cycle. Territory Alignment. Sales Benchmark Index.

Influencer 222

Influencer Pipeline Hiring Top of Funnel 222