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

SBI Growth

JUNE 2, 2013

She does great work in recruiting and hiring of Sales Reps. She even ensures Sales Managers are getting the new hires onboarded effectively. Any virtual benches that the Sales Managers had have long ago been used up. Increasing number of vacant Sales Rep positions. Sales cost is not growing.

Hiring 312

Hiring Ideal Customer Profile Margin Commission 312

SBI Growth

NOVEMBER 25, 2013

Download our Sales Rep Promotability Scale. It will allow you to: Objectively evaluate your team. But selling value allows not just revenue but margin to be considered. open territory) is met in stride. You must attend multiple sales meetings. The next Sales Manager completes most the signs weekly.

Promotion 297

Promotion Construction Hiring Scale 297

Partners in Excellence

FEBRUARY 17, 2020

But it’s important to look at the composition of that revenue to understand not only how it meets your current goals/objectives, but how it positions your organization/company for future growth. I would, also, say that even though sales person 2 hit his goal, he underperformed the potential.

Revenue 94

Revenue Territories Face-to-face Quota 94

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

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. Hiring Sales Talent. HR Management. Lead Management. Objection Handling. Sales Leadership. Sales Management. Sales Process.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

Your Sales Management Guru

MARCH 10, 2014

With many of my clients we have the each member of the sales team prepare a six month Business Plan and then a shorter Quarterly Action Plan is created and as I was preparing a client audit today I realized it was time to begin to have this client’s sales team evaluate their performance. What revenue/margin goals that need a focus.

Margin 78

Margin Territories Sales Forecasts Forecasting 78

Hubspot Sales

OCTOBER 27, 2020

Repairpeople are ideal for technical and consultative sales. They tend to be colder and more objective with prospects — believing that products should be sold on their merit as opposed to reps' personalities. These salespeople tend to methodically focus on each detail required to complete the sale.

Telemarketing 132

Telemarketing Engineering Top of Funnel Territories 132

The Brooks Group

OCTOBER 17, 2018

What Sales Performance Management is – and What it Isn’t. Sales PerformanceManagement is the practice of overseeing and guiding employees to improve their ability to sell products or services. Steps You Can Take to Implement a Sales Performance Management Approach. Focus on Good Management.

Hiring 40

Hiring Incentives Incentive Compensation 40

Sales Hacker

JANUARY 27, 2020

I’m talking about things like over-promising resources to clients to get them to sign, or working clients outside of one’s territory. I’m not referring to anything illegal. This happens far too often, and the negative impact on overall morale can be devastating. and how will you recognize the positives and fix the negatives.

Hiring 84

Hiring Lead Rank Lead Scoring Margin 84

A Sales Guy

OCTOBER 16, 2012

What will the sales team be responsible for in the coming year including; revenue. margin/margin growth. It’s critical to be absolutely clear on what the sales organization will be responsible for in 2013. Are the territories aligned properly? Do the territories need to be redrawn? revenue growth.

Margin 117

Margin Territories Channels Sports 117

Xactly

APRIL 11, 2018

This last point is particularly important as alignment between leaders and the reps in the field can make or break your sales plan. Allow for an open forum here and test out the objectives with reps to get an initial temperature on this year’s goals. How Do You Get Salespeople and Sales Managers to Believe in the Plan?

Compensation 54

Compensation Webinar Metrics Decision Maker Motivation 54

Tony Hughes

FEBRUARY 21, 2018

Very little has been written about proactive sales management but it's an important science to understand from rep level all the way to the corner office. Revenue itself is a lagging, "rearview" metric, and not one that can be moved by the SVP of Sales barking at the team to walk through the pipeline strategy again each week.

Top of Funnel 86

Top of Funnel Lead Rank Lead Scoring Distribution 86

The Pipeline

MARCH 2, 2012

As with all things worth doing in sales, there is some work involved, despite what some soothsayers will tell you, there is no silver bullet in sales. Hiring Sales Talent. HR Management. Lead Management. Objection Handling. Sales Leadership. Sales Management. Sales Meetings.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

The Pipeline

APRIL 8, 2011

Similarly in the market world, you have to entice a clientele base by promoting heavily without really striving for a high profit margin. Promote sales, throw out freebies, offer free shipping for certain orders. Hiring Sales Talent. HR Management. Lead Management. Objection Handling. Sales Leadership.

Pipeline 216

Pipeline Meeting Webinar Metrics Strategy 216

Chorus.ai

MARCH 5, 2021

By the end of a successful persona build, you should have a very clear picture of your ideal customer(s): their ages, lifestyle attributes, territories, and pain points. If you’re likely to need a lot of new hires to make your new sales plan work, HR should be in the loop as well. Step 1: Set clear goals. Clarity is the key.

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

Pipeliner

AUGUST 15, 2018

Very little has been written about proactive sales management but it’s an important science to understand from rep level all the way to the corner office. Check out Cracking the Sales Management Code by Jason Jordan to go deeper into this idea.). – Peter F. WIGS (Wildly Important Goals). – Dan Forbes.

Top of Funnel 64

Top of Funnel Distribution Call-back Lead Rank 64

Your Sales Management Guru

SEPTEMBER 1, 2015

Recruiting is a commitment; it should consume about a fifth of the sales leader’s time, and the process should be as well organized as the company’s sales methodology and forecasting systems. The following information is used in our online video training course for sales managers: https://app.wagmob.com/ken/.

Hiring 40

Hiring Ideal Customer Profile Scale Analysis 40

A Sales Guy

JULY 18, 2012

I’ve decided to start with aligning quota with business objectives. In other words, whatever you are looking to achieve from a business perspective should directly align with every sales person quota. Sales people are making progress in the wrong direction. This is where the sales strategy comes in.

Quota 110

Quota Objections Margin Penetration 110

Sales Hacker

DECEMBER 12, 2017

As a proponent of performance-based compensation , I’d like to think we’ll one day live in a utopian meritocratic business world where every employee’s annual compensation is based on some highly objective quantifiable assessment of their performance. How to Implement Pay Variable Compensation for Your Sales Team.

Compensation 79

Compensation Hiring Incentives Incentive 79

A Sales Guy

JULY 16, 2012

Let’s start with the rules: Quota MUST align with the business objectives. Quota MUST take into consideration, territory, product availability, sales cycle, sales support and market conditions. What products and services make up the sales strategy? What territories, locations will sales come from.

Quota 113

Quota Exercises Territories How To 113

Chorus.ai

MARCH 13, 2020

Setting good quotas is about steering your ship of sales toward your wider objective — and there’s a quota appropriate for every kind of destination. Revenue-Based Sales Quota Examples Revenue is typically what most people think of whenever someone says the word “quota.”

Quota 65

Quota Penetration Buyer Persona Sales Qualified Lead 65

Close.io

FEBRUARY 24, 2020

They get the big-picture view of what's happening and articulate that into sales plans, content, and processes for the sales team to execute on. Sales operations is the team that plans and organizes rep operations, territory planning, lead generation, sales analytics, and more. Let’s cut that in half.

Sales Enablement 85

Sales Enablement Top of Funnel Hiring Face-to-face 85

Close.io

JANUARY 7, 2020

Introduction to sales quotas: What are they, and why do you need to set them? Let’s begin with defining sales quotas, establish why you need to care about them, and identify top objectives for setting them. What is a sales quota? Three main objectives of sales quota goal setting. in the last year).

Quota 92

Quota Meeting Forecasting Lead Rank 92

Close.io

AUGUST 7, 2019

Excerpt: “Professional sellers who think like owners of their territories take more accountability for their outcomes and success, no matter what’s going on around them. In doing so, they usually create higher value for their clients, higher margins for their organization, and maximize their commission checks. CloserIQ Sales Blog.

Hiring 108

Hiring Webinar Metrics Call-back Follow-up 108