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. That’s 100 deals.

Sales Management 93

Sales Management Hiring Top of Funnel Maximizer 93

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

Salesmate

OCTOBER 22, 2021

The key to attracting and retaining top-performing sales reps is sales commission. A skilled sales rep needs recognition for his performance to stay motivated. Therefore, if you don’t want to lose your best sales reps, you need a strong sales commission structure. What is sales commission?

Commission 52

Commission Motivation Tools Salary 52

Hubspot Sales

NOVEMBER 18, 2020

Sales leaders, be honest — you're curious about what your peers are up to. The ability to share information with other leaders, or to ask "how are you managing?" If you don’t have the time or resources to commission your own data, you’re in luck because we’ve compiled a list of important data points sales leaders need to know.

Sales Leadership 141

Sales Leadership Hiring Face-to-face Decision Maker 141

The Brooks Group

JUNE 1, 2015

In order to maintain a healthy profit margin, you must reinforce the importance of value within your sales culture. Keep in mind these 6 tips for protecting profit margin: 1. When a sales rep is genuinely passionate about the product they are selling, it comes through in their presentation. download.

Margin 40

Margin Compensation Hiring Lead Rank 40

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

SBI

NOVEMBER 8, 2018

Customer-Specific Prices: The Silent Source of Margin Leakage. In creating customer-specific agreements, sales teams often override existing pricing structures and guidance, in many cases over-discounting. Thus, the proliferation and under management of these agreements have become a significant source of margin leakage.

Margin 139

Margin Customer System Vendor 139

Close.io

JANUARY 27, 2020

In this transition, it’s essential that you lay a strong foundation for your sales team. What if you onboard too few sales representatives? And if you hire too many people, it will eat up your profit margins. What is a sales org chart? ? Five best org chart creators & builders for sales teams. ? Let’s begin! ?

Tools 72

Tools Hiring Hubspot Distribution 72

SBI Growth

JUNE 2, 2013

“Do we have a sales turnover problem that needs to be fixed now?". HR is busy filling open Sales Rep positions. This post helps HR and Sales decide if it’s time to fix the underlying cause. Get the Turnover Trouble Tool for help with the 13 leading indicators to watch. She is the HR business partner to sales.

Hiring 312

Hiring Ideal Customer Profile Margin Commission 312

The Brooks Group

SEPTEMBER 25, 2017

Time management is one of the most important priorities for a sales manager. The best sales managers know they need to be dedicating a significant amount of their time each week coaching their salespeople—but which group will bring in the best return on coaching investment? The Great Debate.

Coaching 56

Coaching Sales Management Quota Sales Talent 56

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. You Need Channel Management. But, managing multi-channels is a strategic process that requires a strategic-level outlook and plan.

Channels 83

Channels Sales Management Sales Qualified Lead Collateral 83

SBI Growth

NOVEMBER 25, 2013

As a Sales VP, putting the best people in the correct positions is critical. Making your number next year means promoting, keeping and terminating certain sales reps. Download our Sales Rep Promotability Scale. But selling value allows not just revenue but margin to be considered. You must attend multiple sales meetings.

Promotion 297

Promotion Construction Hiring Scale 297

Sales Management Plus -- SMP

DECEMBER 5, 2023

Yet many distributors don’t take the time to analyze the differences in their branches because they lack the right tools for analysis. Fortunately, SMP gives you the flexibility to create your own data visualizations based on any of the sales data you would find inside SMP or your ERP system. Would You Like Analyze Your Branches?

Distribution 52

Distribution Lead Rank Lead Scoring Analysis 52

The Digital Sales Institute

FEBRUARY 24, 2021

The Future B2B Sales Strategy. The future B2B sales strategy will have to account for both the harsh business and economic challenges that will prevail for probably a good five years. Sales leaders looking to balance their immediate goals with long term opportunities will need to plan for the four N’s. The Future of B2B sales.

B2B 59

B2B Strategy Margin Negotiation 59

SBI Growth

NOVEMBER 14, 2012

66% of Sales Reps believe that increasing the time invested by sales managers would help to increase their sales. After all, sales management is responsible for Sales Performance Management. Build those skills by utilizing the tools around you. Your manager is one of those tools.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

SBI

OCTOBER 10, 2019

Transforming Sales: How to Make Your Way of Selling Into Your Competitive Advantage. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. And have you made that strategy easy for your salespeople to learn, and for sales managers to coach?

Competition 99

Competition Hiring How To Sales Enablement 99

Sales Hacker

OCTOBER 7, 2020

But if you are a VP of Sales being told to reduce costs, what is the best way to approach these cuts to minimize damage to the company and your team? Sales should be one of the last places to reduce costs — after all, salespeople are the engine of the revenue machine. Margin compression is a huge obstacle to overcome in a down economy.

Hiring 103

Hiring Salary Margin Compensation 103

Pipeline

MAY 30, 2023

What makes sales teams win more deals? Turns out that sales enablement plays a key role in results. Sales enablement gives your sales reps the leadership, support, technology, content, and processes they need to close more deals consistently. It’s also how you turn 50% of your average performers into elite sales reps.

Sales Enablement 52

Sales Enablement Top of Funnel Outsourcing Services Sales Qualified Lead 52

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

The Spiff Blog

OCTOBER 19, 2023

Believe it or not, the new year is right around the corner– and that means it’s time to plan your sales compensation strategy for 2024. But, in this era of constantly shifting market conditions, it can be difficult to know what changes will best set your sales organization on the path towards success. Don’t worry, we’re here to help!

Compensation 83

Compensation Incentives Incentive Commission 83

Braveheart Sales

DECEMBER 7, 2023

Organizations who engage in comprehensive sales training experience transformation. Sales coaches. Sales coaches possess a specific kind of passion that compels them to dive into the trenches with unrefined sales teams, time and time again. This month, we sat down with one of our very own sales coaches, Chris Mott.

Coaching 52

Coaching Hiring Guarantee Face-to-face 52

Hubspot Sales

AUGUST 23, 2022

Having powerful software is an undeniably critical component of any strong sales strategy. But it can be difficult to know which tools are worth the investment — and which aren't. Fortunately, we did some digging to determine which areas of the sales cycle leaders are investing in most heavily for 2022 and beyond.

Data 79

Data Lead Rank Hubspot Top of Funnel 79

Understanding the Sales Force

APRIL 16, 2012

Understanding the Sales Force by Dave Kurlan The weather, with temperatures reaching the high 80's, was completely unfavorable for the runners entered in the 2012 Boston Marathon. A similar scenario faced hundreds of sales leadership executives. 32% reported that their sales cycle is too long. 15% want to reduce turnover.

Hiring 188

Hiring Territories Compensation Forecasting 188

SalesLoft

JUNE 21, 2022

If you had to guess, what percent of your sellers are actively using the sales technology you’ve purchased? . As a value engineer, I am constantly talking with sales teams about the ROI of sales tech. And so many of my conversations involve the idea of sales tech stack consolidation. Sales Reps. Points of Failure.

Lead Rank 52

Lead Rank Lead Scoring Scale Vendor 52

The Pipeline

MARCH 6, 2012

The Pipeline Renbor Sales Solutions Inc.s Win The Sale Without Compromising on Price. Stored in Attitude , Book Notice , Price , Proactive , Sales Leadership , Sales Success , Sales Technique , execution. All sales aren’t created equal. A Random Walk Up Sales Street. EDGE Sales Process.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

Crunchbase

JANUARY 5, 2023

High-performing sales teams use data to make strategic decisions to take their sales to the next level. Sales key performance indicators are at the heart of defining which direction you’re moving in. Key performance indicators in sales drive success, but you also need to know what to track to avoid getting lost in the numbers.

Cost per Lead 52

Cost per Lead Top of Funnel Lead Rank Lead Scoring 52

Close.io

MAY 20, 2019

If you want to scale your sales team, grow your revenue, and beat out the competition, there’s no question you need to understand data. All the best sales teams in the world run on data. Unlike revenue, more isn’t always better when it comes to sales data. You don’t need more sales metrics and data to wade through.

Lead Rank 88

Lead Rank Top of Funnel Lead Scoring Churn 88

Partners in Excellence

AUGUST 22, 2019

Too often, as executives look to improve sales performance, they look to doing something new or different. It may be adopting a new methodology, new technologies or tools, changing your go to customer strategies. Any of these can improve sales performance, but the come with their costs.

Ideal Customer Profile 90

Ideal Customer Profile Top of Funnel Hiring Sales Methodology 90

Apptivo

JULY 11, 2023

What is a sales forecast? Why are sales forecasting essential for a business? How to create a sales forecast? Benefits of having an accurate sales forecast like Apptivo 5. Sales forecasting software and tools 6. What is a sales forecast? Why are sales forecasting essential for a business?

Sales Forecasts 40

Sales Forecasts Forecasting Trends Top of Funnel 40

Cincom Smart Selling

FEBRUARY 16, 2018

At one time, managing sales was a matter of looking at the annual revenue target and making adjustments to the capacity of the sales force by adding or taking away head count. 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

Tony Hughes

MAY 27, 2019

According to Jason Jordan and Michelle Vazzana in Cracking The Sales Management Code, 83% of what is measured (typically in CRM systems) cannot be managed. No wonder so many CRM implementations become manage-up tools with poor data and no real transparency. Number of opportunities reviewed by sales manager.

CRM 87

CRM Revenue Margin Forecasting 87

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. You’ll even see sales rep positions advertised online under the title of “business development representative.” What is Sales? If so, careful market research will be necessary.

Hiring 130

Hiring Sales Qualified Lead Buyer Persona Scale 130

SBI Growth

NOVEMBER 8, 2013

“Every Friday I get on the call with my sales directors. Many organizations run into this phenomenon with their sales leadership. The managers get on the line and report their commits for the month. After a few painful minutes, you move on to the next manager. How can the managers, and your, time be better spent?

Licensing 281

Licensing Margin Report Sales Operations 281

Distribution Pricing Journal

OCTOBER 9, 2023

As one of our readers wrote: “As a pricing director, understanding the business and grappling with the sales rep and customer-facing issues related to pricing is a significant portion of your role. .” When you interact directly with top customers and local sales reps, you gain a valuable insight into what really drives buying behavior.

Meeting 52

Meeting Face-to-face Distribution Ideal Customer Profile 52

Zoominfo

DECEMBER 13, 2018

With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like prospect research, sales outreach, and professional development. Today, we do the same for sales reps. 2. Sales Hacker.

Channels 187

Channels Face-to-face Video Hubspot 187

Crunchbase

JANUARY 26, 2021

Every year in the sales industry brings new trends and processes for business leaders to consider. Over the last few decades, we’ve seen the rise of everything from e-commerce, to virtual reality sales. Channels in the sales playbook are evolving. The easiest option could be to simply add a new channel to your sales cycle.

Trends 98

Trends Social Media Discount Decision Maker 98

Salesmate

JUNE 23, 2020

SaaS businesses that have just started out in the market have to make their resources last for a longer time for maximizing the profit margin. Smart tools, such as CRM, or automation software can ease the manual labor and let you focus more on the business process. Managing business-critical data. – Vendasta.

CRM 126

CRM Hiring Software Software 126