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. No value to the sales person.

Sales Management 90

Sales Management Forecasting Top of Funnel Sales Cycle 90

CommercialTribe

JUNE 23, 2020

With June nearly over and the initial shock of the COVID-19 crisis behind us, sales management teams are focusing on building a plan to come out stronger on the other side. We recommend three main areas of focus for sales leaders: WHO they focus sales manager coaching effort against.

Top of Funnel 40

Top of Funnel Hiring Sales Management Face-to-face 40

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

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

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

Corporate Visions

JULY 2, 2020

But, just as the first wave of agricultural society gave way to the second wave of industrial society, so too Learning Paths transitioned to more situational, Territory Plan-based learning and enablement. The Second Wave: Territory Plans. Negotiations and Discounting – Review deal profitability to find the “unscrupulous discounters.”

Sales Enablement 105

Sales Enablement Webinar Metrics Territories Top of Funnel 105

Cincom Smart Selling

FEBRUARY 9, 2016

Things like commission splits, national account representation and other everyday sales matters must be decided prior to the fact, or someone will end up feeling abused. This information will inform your decisions about future territory assignments. These are the things that, when mishandled, will blow up a sales organization.

Channels 83

Channels Sales Management Sales Qualified Lead Collateral 83

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

But selling value allows not just revenue but margin to be considered. open territory) is met in stride. You must attend multiple sales meetings. If you just listen to your sales manager, the critical interactions will be missed. When it does, the sales rep that endears themselves to the boss is promoted.

Promotion 297

Promotion Construction Hiring Scale 297

Partners in Excellence

FEBRUARY 17, 2020

I would, also, say that even though sales person 2 hit his goal, he underperformed the potential. Surely there were product line B possibilities in his territory, he just didn’t bother to chase them. In reality, had he looked for all the opportunity in his territory, he might have sold much more than $10M.

Revenue 94

Revenue Territories Face-to-face Quota 94

Understanding the Sales Force

APRIL 16, 2012

Despite those business pressures, these initiatives were put in place: 53% want higher margins. 21% want a better sales hiring process. 16% want to achieve more balanced territories. These are great examples of sales leadership paying attention to the wrong issues! 52% want better visibility into reps' opportunities.

Hiring 188

Hiring Territories Compensation Forecasting 188

Close.io

JANUARY 23, 2020

When using a tiered commission structure, it's crucial to pair it with a solid sales management software that'll keep your reps organized, focused, and productive. Marginal (tax-rate) commissions. A marginal commission structure is ideal for SaaS businesses that target reps on monthly recurring revenue (MRR).

Commission 94

Commission Hiring Margin Scale 94

Partners in Excellence

NOVEMBER 3, 2020

We measure a lot of stuff in sales. We have all sorts of pipeline metrics, activity metrics, prospecting metrics, account, territory, retention, renewal, mix, margin, and endless other metrics. Let’s imagine we have two sales people with very similar territories. Both have identical quotas, $5M.

Churn 107

Churn Marketing Qualified Lead Territories Pipeline 107

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. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

Corporate Visions

JULY 2, 2020

But, just as the first wave of agricultural society gave way to the second wave of industrial society, so too Learning Paths transitioned to more situational, Territory Plan-based learning and enablement. The Second Wave: Territory Plans. Negotiations and Discounting – Review deal profitability to find the “unscrupulous discounters.”

Sales Enablement 52

Sales Enablement Webinar Metrics Territories Top of Funnel 52

Your Sales Management Guru

MARCH 10, 2014

Second, monthly the Sales Manager must discuss with each salesperson as to their actual performance vs the plan. What prospecting and activity goals are important to manage. What revenue/margin goals that need a focus. What account or territory intelligence and relationship building is important. What did I miss?

Margin 78

Margin Territories Sales Forecasts Forecasting 78

Hubspot Sales

OCTOBER 27, 2020

When times are tight and sales opportunities are sparse, the Hunter will forge into new sales territories and find new prospects. Hunters need to work with their sales managers to jointly determine which opportunities should be pursued and which should be given a decent burial.

Telemarketing 131

Telemarketing Engineering Top of Funnel Territories 131

The Brooks Group

OCTOBER 17, 2018

In order to effectively manage your team members’ sales performance, you must take a holistic approach and enable the most important players on your sales team—your sales managers. Steps You Can Take to Implement a Sales Performance Management Approach. Focus on Good Management.

Hiring 40

Hiring Incentives Incentive Compensation 40

Xactly

OCTOBER 10, 2018

maybe margin will be a new measure). Looking back at #4, what worked in the incentive plan to drive sales behavior towards the set goals? You need to have representatives from sales operations, HR, marketing, plus sales management and finance in the room. Oh yeah, add to #8 a common sales troublemaker.

Compensation 79

Compensation Incentives Incentive Webinar Metrics 79

Xactly

AUGUST 30, 2018

Download the "2018 Sales Compensation Administration Best Practices Executive Guide," for incentive compensation trends, best practices, and tips to drive the right sales behaviors to kickoff your sales compensation planning. So what can sales managers do to help their teams meet quota?

Enterprise 40

Enterprise Enterprise Top of Funnel Compensation 40

SalesLoft

OCTOBER 26, 2012

Best response to “Yes”: The more you can empower a sales representative in a sales cycle the more likelihood you can expedite and close a sales cycle. It must be tied to the compensation as a percentage of gross margin. In general sales management are compensated on PNL. In-market execution.

Margin 52

Margin Discount Compensation Guidelines 52

Partners in Excellence

AUGUST 22, 2019

As people struggle to make their numbers or to maintain their pipeline/activity metrics, they tend to cast a wider net, losing focus on the Ideal Customers, pursuing marginal cases. As in (1), these opportunities are low probability, but consume lots of sales time. Hyperfocus on your ICP. Keep a disciplined review cadence.

Ideal Customer Profile 90

Ideal Customer Profile Top of Funnel Hiring Sales Methodology 90

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.

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

Revenue growth, gross margins, and sales costs as a percent of customer retention should be looked at in relation to the sales plan’s effectiveness. How Do You Get Salespeople and Sales Managers to Believe in the Plan? Bob and Justin also cover: Territory alignment. Quota setting. Team structures.

Compensation 54

Compensation Webinar Metrics Decision Maker Motivation 54

Partners in Excellence

JULY 5, 2018

Business people, particularly sales, are obsessed with numbers. They don’t tell us why we may or may not be making our revenue/quota/margin goals, why we aren’t having enough customer meetings, why our activity levels are not where they should be, or whether the activities are producing what we expect them to be producing.

Proposal 48

Proposal Marketing Qualified Lead Margin Hiring 48

Partners in Excellence

AUGUST 28, 2014

Sometimes we just let it go, thinking, it’s better to have someone in the territory, getting whatever business they can, even though it’s not what they should be doing. As managers, we should be terrified of this–a pissed off customer talks to far more people than a satisfied one. It’s wrong for our customers!

Salary 91

Salary Territories Coaching Margin 91

Your Sales Management Guru

AUGUST 10, 2016

After working in a VAR partner organization for 8 years as a Sales Manager, leading an entire channel focused company for 8 years as a VP of Sales and spending the last 19 years consulting with vendors, distributors and VARs, dealers, resellers, partners all focused on channel based strategies, I believe I can say: I have seen it all.

Channels 40

Channels Lead Rank Lead Scoring Strategy 40

Salesmate

OCTOBER 22, 2021

I’ve got a sales commission calculator tool for you next. Gross margin commission structure. The gross margin commission structure is more specific, as it also considers the expenses incurred. The companies that implement this structure want to increase and retain their profit margin. Authorization. Documentation process.

Commission 52

Commission Motivation Tools Salary 52

Pipeliner

OCTOBER 13, 2020

With Sales Performance Insights a sales leader or sales representative can see, at a glance, how various leading and lagging indicators have been combined so far for a sales unit, for reps as compared with other reps, and for territories as compared with others. Subjective value would be a leading indicator.

Lead Rank 98

Lead Rank Lead Scoring Leads Marketing Qualified Lead 98

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

Jonathan Farrington

SEPTEMBER 23, 2012

Today’s post is all about defending margin, and so I apologize for any embarrassment the title may have caused – and I also apologize to anyone anticipating some mild titillation: In fact the only embarrassment I may cause you today, is if you recognize yourself in any of the scenarios!

Margin 44

Margin Negotiation Discount Policies 44

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. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

Partners in Excellence

OCTOBER 31, 2013

Why is it important for sales people to analyze the pipeline to improve performance? Are we chasing the right customers, are we doing the right things in our sales process? What things do we notice about those deals that have higher margins or deal values? How can we start finding more of those types of deals?

Pipeline 93

Pipeline Top of Funnel Revelation Sales Cycle 93

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. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy.

Pipeline 216

Pipeline Meeting Webinar Metrics Strategy 216

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