Close.io

OCTOBER 1, 2018

So you want to become a sales manager ? First you’ll need to make sure you’ve got the right skills, experience, drive and track record at the helm in both selling and at managing others—in order to back yourself up. Want to get a ready-made set of resources to manage a sales team effectively?

Sales Management 115

Sales Management Hiring Lead Rank Forecasting 115

Partners in Excellence

DECEMBER 16, 2014

As with the prior articles, I get huge numbers of requests from sales manager to help Hack their jobs. “What are the short cuts?” ” “How do I manage my time better?” Having said that, here’s a few of my favorite hacks to sales management. I’ll stop here. No related posts.

Sales Management 93

Sales Management Hiring Top of Funnel Maximizer 93

Partners in Excellence

MAY 26, 2014

I’m not sure anyone looks forward to the Sales Management Review (sometimes these are called QBR’s, but there are other reviews). It’s unfortunate, because there’s a huge amount of value in the review process–both for sales people and managers.

Sales Management 90

Sales Management Forecasting Top of Funnel Sales Cycle 90

Janek Performance Group

MARCH 1, 2023

“I just closed a deal with a 60 percent gross margin!” ” a new sales hire proudly told me early in my sales management career. What’s the net margin? The salesperson looked confused and asked, “Net margin, what’s the difference?” How many sales reps do you have?” “We

Margin 62

Margin Decision Maker ROI Hiring 62

Partners in Excellence

NOVEMBER 3, 2022

I seldom hear career pathing discussions from sales leadership. Perhaps things like, we move SDRs into AE roles, possibly an account manager role. For a few, possibly sales management. Managers, if they coach, coach for day to day, quarter to quarter performance. Their margins tend to be the best.

Retention 106

Retention Engineering Coaching Face-to-face 106

Partners in Excellence

NOVEMBER 5, 2021

We no longer have to do the heavy lifting in helping customers recognize the need to change, in helping them understand the issues they face and the opportunity to improve. We don’t have to help them manage their buying process, helping them align the various people involved and their agendas. This is a huge lost opportunity!

Revelation 109

Revelation Margin Discount Retention 109

Sales Hacker

OCTOBER 7, 2020

Margin compression is a huge obstacle to overcome in a down economy. Consider switching up your compensation plan if you have a product with tightening margins or if margins need to be defended. One thing you can try is to comp your reps on profit margin instead of on revenue. This Is a Time of Opportunity.

Hiring 103

Hiring Salary Margin Compensation 103

Your Sales Management Guru

OCTOBER 6, 2015

11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. Find out what is important to your sales team, and create rewards that will reinforce these.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

Sales Management Plus -- SMP

DECEMBER 5, 2023

Reviews can help identify opportunities to increase profitability, through cost savings or revenue growth. These could include sales volume, customer satisfaction scores, revenue, profit margins, operational efficiency, or inventory turnover. To review branch performance, a distribution company could follow these steps: 1.

Distribution 52

Distribution Lead Rank Lead Scoring Analysis 52

Janek Performance Group

OCTOBER 1, 2021

News flash—part of the responsibility of every sales manager is to teach their salespeople how to help clients make decisions. If your sales team is not consistently generating referrals from clients and instead view it as a problem, then treat it as a coaching opportunity. Solution : Change your mindset.

Referrals 118

Referrals Scale Influencer Lead Rank 118

Pointclear

NOVEMBER 27, 2017

Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. Experienced sales managers, however, know how to deal with it. He had 10 sales territories in his domestic North American sales force. So, What’s a Sales Manager to Do?

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

Cincom Smart Selling

FEBRUARY 22, 2021

Increase sales dollars per quote, and quote volume. Produce higher margins. Increase upsell and cross-sell opportunities. Chris Moffett | Head of Sales & Market Development for Purely CRM in Vancouver, BC. Reduce the number of approval steps such as rules and constraints on discounts. Date: February 23, 2021.

Microsoft 62

Microsoft Margin Discount Conference 62

A Sales Guy

JULY 23, 2014

Each has its own business, margins and mix of products and services. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Your sales management team must understand your company’s overall goals and structure compensation to align with them.

Compensation 120

Compensation Margin Commission Salary 120

Your Sales Management Guru

NOVEMBER 28, 2017

Each has its own business, margins and mix of products and services. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Your sales management team must understand your company’s overall goals and structure compensation to align with them.

Compensation 68

Compensation Margin Commission Salary 68

Sales Hacker

MAY 6, 2021

From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever. What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)?

Hiring 93

Hiring Retention B2C Demand Generation 93

LeadFuze

JANUARY 1, 2022

How to Make a Go To Market Strategy With Our Proven Template. The Winning by Design Blueprint Series provides a step-by-step go to market plan for every part of the sales process, including developing a go to market strategy. First, we will define what “go to market” really means. Go To Market Strategy.

Strategy 52

Strategy Lead Rank Outsourcing Services Marketing 52

Apptivo

JULY 11, 2023

They play an important role in a company’s overall sales strategy and should be considered in conjunction with other objectives and goals for the allotted period. If this company chooses not to run sales predictions and instead relies only on previous trends and assumptions.

Sales Forecasts 40

Sales Forecasts Forecasting Trends Top of Funnel 40

Your Sales Management Guru

OCTOBER 7, 2014

Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Your sales management team must understand your company’s overall goals and structure compensation to align with them. What are sales goals? ave order size, add margin?

Compensation 81

Compensation Margin Hiring Commission 81

Pipeliner

DECEMBER 20, 2017

Each has its own business, margins and mix of products and services. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Your sales management team must understand your company’s overall goals and structure compensation to align with them.

Compensation 58

Compensation Margin Commission Salary 58

Bernadette McClelland

JANUARY 15, 2017

What has changed though is what we are selling, and how we now go to market. But today, what we are really selling is change and that takes more than us just knowing our product specs, our pricing and our place in the market – the lines have blurred. That division disappeared and that function became the responsibility of the rep.

Telemarketing 150

Telemarketing Lead Rank Margin Retail 150

Partners in Excellence

SEPTEMBER 26, 2022

Yeah, I know many of you will say, “Well dugghhh, Dave, we know all about it and how important it is, after all, we’ve been selling for years… ” The reality, as I review pipelines, win/losses, deal strategies, the biggest challenges most people face is the opportunities aren’t really qualified. This is our ICP.

Ideal Customer Profile 68

Ideal Customer Profile BANT Pipeline Margin 68

Partners in Excellence

FEBRUARY 17, 2020

Stated differently, sales has to sell the entire product portfolio, not just their favorite products. It introduces new product, services, perhaps goes after new markets. I would, also, say that even though sales person 2 hit his goal, he underperformed the potential. The market has passed it’s peak and is in decline.

Revenue 94

Revenue Territories Face-to-face Quota 94

Understanding the Sales Force

APRIL 21, 2014

OMG''s sales assessment is an executional sales assessment and scientifically shows not only if a sales candidate can sell, but whether or not they will sell and succeed - for your company, in a specific sales role, against your competition, at your price points, calling into your market, and from the challenges they''ll face.

Hiring 258

Hiring Groups Exact Face-to-face 258

Cincom Smart Selling

FEBRUARY 16, 2018

Today, corporate sales management is more focused on how best to enable a selling process that both serves the customer effectively and delivers more revenue and higher margins. The individual hiring decisions and talent appraisals for sales-position candidates are being made at the local level by local managers.

Hiring 48

Hiring Margin Proposal Penetration 48

Braveheart Sales

MAY 4, 2021

Resumes are merely marketing documents and are possibly written by a professional resume writer (read: marketer). Many hiring managers are merely looking for a salesperson who most resembles them and that they can hire as quickly as possible. Management’s Coaching Time. Time Training and Onboarding. Think about it.

Hiring 52

Hiring Margin Discount Sales Qualified Lead 52

The Brooks Group

MARCH 18, 2019

A channel sales model differs from direct sales, in which a company sells its products and services directly to prospects and customers without an outside party involved. What Are the Benefits of Channel Sales? Increased Market Share – Selling your products through third-party dealers increases your total sales in your industry.

Outsourcing Services 70

Outsourcing Services Channels Sales Process Margin 70

The Pipeline

FEBRUARY 3, 2012

A common concern I hear from sales leaders across all verticals is that they don’t feel that reps are fully covering their territories. This concern applies to coverage for existing accounts, or harvesting the new business opportunities. Funnel management. Hiring Sales Talent. HR Management. Lead Management.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

Corporate Visions

JULY 2, 2020

To move up and to the right in this model, your enablement organization must become faster, more flexible, and more responsive, equipping the field to address more acute, must-win business challenges and market opportunities. The second wave of sales enablement, moving up and to the right, is what we call the Territory Planning wave.

Sales Enablement 105

Sales Enablement Webinar Metrics Territories Top of Funnel 105

Your Sales Management Guru

NOVEMBER 28, 2016

Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Your sales management team must understand your company’s overall goals and structure compensation to align with them. What are sales goals? ave order size, add margin?

Compensation 0

Compensation Margin Hiring Commission 0

Zoominfo

OCTOBER 22, 2021

You can add “business development vs. sales” to that long list. Sales is, well, sales: bringing your product to your target market. Business development can concern anything your company does to expand its market reach. They can also be invaluable in times of market uncertainty. What is Sales?

Hiring 130

Hiring Sales Qualified Lead Buyer Persona Scale 130

The Spiff Blog

OCTOBER 19, 2023

Considering the volatility that most companies faced throughout 2023, you’re probably pondering a lot of significant changes to the way you design, execute, and manage your sales comp programs over the course of the next year. Market data shows that the proportion of ARR earned from new business has decreased from 61.4%

Compensation 83

Compensation Incentives Incentive Commission 83

Partners in Excellence

AUGUST 22, 2019

In every case we’ve seen, there are huge opportunities for performance improvements, improvements in effectiveness and efficiency, just by improving execution on the things that are already in place. Managing these takes time away from focusing on the real, highly qualified deals. Focus on disqualification.

Ideal Customer Profile 90

Ideal Customer Profile Top of Funnel Hiring Sales Methodology 90

Distribution Pricing Journal

NOVEMBER 30, 2023

SPAs also foster closer collaboration between manufacturers and distributors, aligning their sales and marketing strategies with strategic accounts. The distributor and supplier work together to negotiate these agreements to specific customers or market segments based on marketing goals to offer reduced pricing.

Margin 52

Margin Distribution Discount Vendor 52

Your Sales Management Guru

JUNE 9, 2013

Essentially this entails analyzing your customers over three years as to the total revenue or margin they would have generated for you. This proactive approach of analyzing each customer, looking for potential new opportunities will turn your sale team into problem solvers. Sales Management Training'

Quota 104

Quota Microsoft Margin Hotels 104

Partners in Excellence

MARCH 12, 2020

They were hitting their monthly proposal number, but many of the opportunities were marginally qualified, or opportunities they shouldn’t have been chasing in the first place. This was a breakthrough finding for my client.

Proposal 96

Proposal Margin Sales Cycle Quota 96

Zoominfo

AUGUST 26, 2021

You can add “business development vs. sales” to that long list. Sales is, well, sales: bringing your product to individuals in your predetermined target market segment. Business development can concern anything your company does to expand its market reach. They can also be invaluable in times of market uncertainty.

Hiring 130

Hiring Sales Qualified Lead Buyer Persona Scale 130

Pipeline

MAY 30, 2023

Sales support: support is a broad category that includes training, workflows, escalation, feedback, and tactical support (e.g., your customer wants to modify the terms and conditions of your deal, and you need management guidance/approval). set the budget early to disqualify poor candidates), set general and specific sales goals (i.e.,

Sales Enablement 52

Sales Enablement Top of Funnel Outsourcing Services Sales Qualified Lead 52