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

Janek Performance Group

MARCH 2, 2022

Unless your product is revolutionary, like the first smart phone, it’s only marginally different from the competition. Instead, even the best products need a sales strategy centered around the people who sell. In addition, sales managers should keep on eye on a rep’s long-term development. Sales Training.

Strategy 117

Strategy Incentives Incentive Coaching 117

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

Sales Training Connection

JANUARY 8, 2013

Key Account Executives Sales Training. In this post, we are focusing on companies who have a separate Key Account sales team. Over the years we have had the opportunity to design sales training initiatives for numerous companies having Key Account sales teams. Let’s take a look at that difference.

Account 98

Account Training Territories Margin 98

Distribution Pricing Journal

OCTOBER 9, 2023

Striking an optimal balance between remote and on-site work can bolster effective decision-making and foster a cooperative atmosphere among pricing managers and their teams. At the risk of alienating some of our sales managers in our audience – bear with us – pricing managers don’t always trust direct feedback from individual reps.

Meeting 52

Meeting Face-to-face Distribution Ideal Customer Profile 52

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 103

Retention Engineering Coaching Face-to-face 103

Cincom Smart Selling

FEBRUARY 9, 2016

In many ways, managing multiple sales channels is like climbing that mountain—it looks easy until you really get into the process, and then the challenges and difficulties become all too apparent. If you currently manage a multi-channel operation, you know how naïve this statement sounds. But what about making it effective?

Channels 83

Channels Sales Management Sales Qualified Lead Collateral 83

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”. This also is an opportunity to build a better sales team that will increase your market share as competitors lag.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

Sales Training Connection

JANUARY 11, 2013

Key Account Executives Sales Training. In this post, we are focusing on companies who have a separate Key Account sales team. Over the years we have had the opportunity to design sales training initiatives for numerous companies having Key Account sales teams. Let’s take a look at that difference.

Account 78

Account Training Territories Margin 78

The Pipeline

MARCH 6, 2012

Stored in Attitude , Book Notice , Price , Proactive , Sales Leadership , Sales Success , Sales Technique , execution. All sales aren’t created equal. Funnel management. Hiring Sales Talent. HR Management. Lead Management. Sales Bloggers Union. Sales Compensation. Sales Cycle.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

Your Sales Management Guru

JULY 7, 2013

Learn how thought leadership marketing will impact your vertical market presence. The first thing most people ask when considering whether to focus on vertical or niche markets is, of course, what are the benefits? Better margins. Lower cost of sales. Wednesday July 10th, SM18 Dominate Your Market: at 2:30pm .

Marketing 86

Marketing Trade Show Ideal Customer Profile Face-to-face 86

Partners in Excellence

SEPTEMBER 5, 2019

Hundreds of pundits, thousands of articles, hundreds of books, hundreds/thousands of sales/marketing automation suppliers purport to have their miracle cures to fixing sales performance. I’ve become a broken record on this issue, citing the data on declining sales/management tenure.

Sales Talent 91

Sales Talent Face-to-face Margin Retention 91

The Digital Sales Institute

FEBRUARY 24, 2021

Delivering consistent sales or business messages and content across all channels and partners including social media, digital, web, forums and via salespeople. Reduce leakage and sales costs while improving margins by getting salespeople to focus only on the “worthwhile” customers to boost productivity, conversion rates and value captured.

B2B 59

B2B Strategy Margin Negotiation 59

The Brooks Group

MARCH 18, 2019

Increased Productivity - Using channel sales leaves you the time and resources to develop your products instead of spending it on making sales. Increased Market Share – Selling your products through third-party dealers increases your total sales in your industry. Challenges of Channel Sales.

Outsourcing Services 70

Outsourcing Services Channels Sales Process Margin 70

Sales Management Plus -- SMP

DECEMBER 5, 2023

These could include sales volume, customer satisfaction scores, revenue, profit margins, operational efficiency, or inventory turnover. This could involve training staff, changing processes, or investing in new tools or technology. To review branch performance, a distribution company could follow these steps: 1.

Distribution 52

Distribution Lead Rank Lead Scoring Analysis 52

Corporate Visions

JULY 2, 2020

You can think of training and enablement programs as similar waves along a continuum. 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.

Sales Enablement 105

Sales Enablement Webinar Metrics Territories Top of Funnel 105

Zoominfo

DECEMBER 13, 2018

In 2006 Jeb founded Sales Gravy, the most visited sales employment and career search website on the internet. Sales Gravy is an internationally recognized sales training and acceleration firm catering to the career development needs of salespeople and sales leaders. 3. Criteria for Success. The SalesPOP!

Channels 187

Channels Face-to-face Video Hubspot 187

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

Janek Performance Group

OCTOBER 1, 2021

Because salespeople may not have received training on how to generate referrals they feel uncomfortable and give up. News flash—part of the responsibility of every sales manager is to teach their salespeople how to help clients make decisions. So, the next time your sales managers ask you, “How did you generate those referrals?

Referrals 118

Referrals Scale Influencer Lead Rank 118

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

Close.io

JANUARY 23, 2020

The alternative is to apply a flat rate to net sales income, which incentivizes reps to focus more on profit than revenue. If you’re selling a simply-priced product or service that’s always in demand, easily understood by your target market, and has a short sales cycle, a flat rate would be a good starting point.

Commission 94

Commission Hiring Margin Scale 94

Sales Training Connection

JANUARY 9, 2013

Competition continues to increase in today’s global market. In that market milieu leading companies are changing what it takes to win the innovation race. So how do companies get better at bring innovative and cost effective products to the market? ©2013 Sales Horizons, LLC. ©2013 Sales Horizons, LLC.

Margin 119

Margin Ideal Customer Profile Lead Rank Lead Scoring 119

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 Targets 93

SBI Growth

DECEMBER 24, 2012

The result – your average sales price (ASP) must be higher. You have to charge more to achieve the desired profit margin. Ignoring Content Marketing. Take the simple example of Marketing Automation technology. It can be wonderful for helping you stimulate and manage latent sales demand. Bad decision.

Hiring 326

Hiring Lead Rank Collateral Demand Generation Targets 326

The Brooks Group

OCTOBER 11, 2017

Maintaining a healthy profit margin is (of course) important to the overall success of your sales team and organization. Those in the organization in charge with business strategy should set a price based on market research. Your salespeople are closest to your customers and the market. Incentivize on Margins.

Discount 56

Discount Margin Negotiation Face-to-face 56

Cincom Smart Selling

JUNE 30, 2020

Increased Margins. Reduction or Elimination of Sales Training. One example here are context-sensitive “Help” or “Training” videos that show a user how to go about a specific problem. While this does not eliminate the need for training, it can reduce the time needed. Support for Various Routes to Market.

Benefit 62

Benefit Proposal Discount Vendor 62

Pipeline

MAY 30, 2023

Let’s take a closer look at the five components of sales enablement. 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).

Sales Enablement 52

Sales Enablement Top of Funnel Outsourcing Services Sales Qualified Lead 52

Pointclear

JUNE 4, 2013

Since the economic downturn we recognize that companies have cut back on training for salespeople. I predict that this year about 50% of salespeople will miss quota due to the cut back in sales enablement and training. DM: What should sales executives be preparing for as we look forward? So a lot going on!

Hiring 214

Hiring Ideal Customer Profile Call-back Retention 214

Pipeliner

FEBRUARY 1, 2018

I’m sorry if this offends anybody, but the weak link in the revenue chain is usually sales management. Sales meetings often expose lazy or short-term mindsets and, sadly, waste most of the participant’s time. Sales meetings often expose lazy or short-term mindsets and, sadly, waste most of the participant’s time.

Sales Meeting 84

Sales Meeting Meeting Forecasting Case Study 84

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. Time Training and Onboarding. Management’s Coaching Time. Why so much?

Hiring 52

Hiring Margin Discount Sales Qualified Lead 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

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

Mindtickle

OCTOBER 16, 2020

Our discussion opened with a clear acknowledgement that Sales team effectiveness was an issue even before the pandemic hit. Forrester research shows that about 40% of field sellers’ activities are essentially the same as inside sales, all as a result of increased digital activation of buyers.

Networking 105

Networking Conversion Scale Face-to-face 105

Zoominfo

DECEMBER 13, 2018

In 2006 Jeb founded Sales Gravy, the most visited sales employment and career search website on the internet. Sales Gravy is an internationally recognized sales training and acceleration firm catering to the career development needs of salespeople and sales leaders. Featured Video: If You Hate Mondays.

Channels 100

Channels Video Hubspot Face-to-face 100

Sales Training Connection

AUGUST 3, 2013

New product launches and your sales force. Every year B2B companies market develop a dazzling array of new products. Others are designed to be significant revenue producers or game changers and a few are “bet the company” entries into the market. In others, the product concept was backed by poorly developed market research.

Compensation 105

Compensation Incentives Incentive Coaching 105

Anthony Cole Training

FEBRUARY 14, 2012

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). Increase Sales (22). key to sales success (4). keys to sales success (30). Leadership Training (2). managing sales (4). managing sales teams (18).

Hiring 169

Hiring Ideal Customer Profile Webinar Metrics eBook 169

The Pipeline

FEBRUARY 3, 2012

One approach that intrepid leaders can look to is too shrink the size of territories, based on a number of factors driven by deal size, length of cycle, nature of the offering (new or mature), is the focus margin or market share, is there opportunity for organic growth, or strictly competitive account growth, and others. HR Management.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212