A Sales Guy

MARCH 4, 2014

They resolve territory disputes. They sit next to, talk with and are closer to the sales people than any other person (role) in the company. Sales managers are the lynchpins to success in sales organizations. Sales managers are the key to a humming sales organization.

Sales Management 115

Sales Management Territories Influencer Sales Leadership 115

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do? Do nothing.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do? Do nothing.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

SalesLatitude

DECEMBER 27, 2018

The first-line sales manager is one of the most rewarding, yet overworked positions in the sales chain. Client and team meetings, account and territory planning, financial and administrative work, management requests, and sales rep coaching are just a few of the sales manager’s responsibilities.

Sales Management 98

Sales Management Forecasting Sales Cycle Coaching 98

Janek Performance Group

SEPTEMBER 29, 2021

The evidence clearly shows that a gender-diverse sales team historically outperforms a non-diverse sales team. A 2019 study by Xactly that researched 100,000 women in sales roles, including sales reps, account managers, and sales managers, found that 86% of women achieved quota, compared to only 78% of men.

Hiring 118

Hiring Travel Promotion Sales Leadership 118

Sales Training Connection

APRIL 4, 2014

Sales manager with a new sales team. As most in sales leadership would share – the front-line sales manager is the pivotal job for building and sustaining sales success. And, perhaps the most critical time for any sales manager is when first taking over a new sales team.

Sales Management 119

Sales Management Pivotal Coaching Sales Coaching 119

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

Steven Rosen

DECEMBER 2, 2012

In building a Top Performers Program, sales management needs to decide what they want to reward. Many companies I work with tie their program to sales vs. objectives. For this to work effectively, quotas need to be set fairly against both large and small territories. What to do? To find out more go to [link].

Territories 304

Territories Quota Comparison Incentives 304

Allego

SEPTEMBER 8, 2022

It has 850 million members in more than 200 countries and territories worldwide. Given the changing world, wouldn’t it be crazy for your sales to use the same tired tactics to reach consumers? The Sales Hunter Edge by Mark Hunter , Author, Speaker, Trainer and Consultant. For good (sales)people doing good things in a good way.

LinkedIn 118

LinkedIn Hiring Sales Leadership B2B 118

Janek Performance Group

JANUARY 16, 2024

Without the incentive of commission or performance-based bonuses, salespeople may lack the motivation to go above and beyond in driving sales results. Sales managers will have to think of nonmonetary alternatives as motivators. As a result, the organization may lose the benefits of a united and collaborative sales team.

Compensation 118

Compensation Salary Commission Margin 118

Your Sales Management Guru

APRIL 2, 2012

Sales Leadership: Gaining Insight and Accountability. Most sales leaders have a lot of confidence-which is good, but many have never experienced what many CEO’s have, that is an insights and help from other CEO’s. Sales Management Board of Advisors. o Managing Time/Energy/Emotional Cycles.

Sales Leadership 67

Sales Leadership Account Face-to-face Groups 67

Engage Selling

AUGUST 26, 2017

When you’re part of an organization whose sales team is spread out over a large territory, it’s easy to lose touch with what’s happening on the front lines, where staff work directly with prospects and customers. Your sales managers are … Read More »

Sales Management 48

Sales Management Territories Prospecting Sales 48

The Pipeline

FEBRUARY 8, 2012

So the only thing left is to differentiate yourself by helping the buyer achieve his/her objectives. Identify buyer’s objective. Understand how you can help them achieve those objectives. Hiring Sales Talent. HR Management. Lead Management. Objection Handling. Random Walk Down Sales Street.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

The Pipeline

AUGUST 8, 2011

Stored in Attitude , Business Acumen , Buying Process , Communication , EDGE Sales Process , Funnel management , Interactive Selling , Proactive , Proactivity , Sales Leadership , Sales Success , Sales eXchange , Sell Better , Shorter sales cycle , execution. Hiring Sales Talent. HR Management.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

Lessonly

NOVEMBER 13, 2020

I often used to think of repetition at work as failure or a lack of creativity, but in sales especially, having the basics down pat doesn’t stifle creativity at all. It actually allows reps to spend less time fumbling through basic objections or demo decks and more time customizing their conversations with prospects and customers.

Sales Enablement 42

Sales Enablement Software Software Sales Leadership 42

Xactly

JANUARY 18, 2019

And, ultimately, Insights customers achieve 10% higher sales objective attainment than non Insights users. While your planning incentives, consider bringing in sales managers and top reps to review the plan and get their feedback from the perspective of the sales team. Optimize Your Sales Plan.

Commission 81

Commission Incentives Incentive Compensation 81

SBI Growth

JULY 26, 2013

started a sales improvement effort. He worked with sales leadership to bring in consultants. Hank is pushing to start the next recommended SFE (Sales Force Effectiveness) initiatives. However, Chief Sales Officer Victor wants to know if the first initiative is successful. Last year, Hank, the HR leader at DLA, Inc.,

Hiring 267

Hiring How To Sales Qualified Lead Face-to-face 267

The Pipeline

JANUARY 18, 2012

The Pipeline Renbor Sales Solutions Inc.s Stored in Business Acumen , Interview , Proactive , Proactivity , Productivity , Sales Leadership , Sales Success , audio , execution. Hiring Sales Talent. HR Management. Lead Management. Objection Handling. Random Walk Down Sales Street.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

A Sales Guy

MAY 7, 2013

You have a sales process in place, but the sales manager and sales people are using separate spread sheets with additional stages, because the current sales process doesn’t meet their needs. You’ve built a killer sales portal the sales team never seems to visit.

Top of Funnel 128

Top of Funnel Sales Leadership Territories B2B 128

The Pipeline

NOVEMBER 16, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Interview , Planning , Proactive , Sales Leadership , Sales Success , audio , execution. Hiring Sales Talent. HR Management. Lead Management. Objection Handling. Random Walk Down Sales Street. Sales Cycle.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

The Pipeline

OCTOBER 10, 2011

The Pipeline Renbor Sales Solutions Inc.s Sales eXchange – 118. Stored in Attitude , Business Acumen , EDGE Sales Process , Interactive Selling , Interview , Objection Handling , Planning , Proactive , Sales Strategy , Sales Success , Sales eXchange , execution. Hiring Sales Talent. Sales Tool.

Pipeline 230

Pipeline Hiring Top of Funnel Cold Calling 230

The Pipeline

APRIL 27, 2011

The Pipeline Renbor Sales Solutions Inc.s The six elements of a perfect sales meeting. Stored in Attitude , Business Acumen , Coaching , Emotional Intelligence(EQ) , Guest Post , Sales Leadership , Sales Management , Sales Meetings. Do you dread the weekly sales team meeting? HR Management.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

The Pipeline

FEBRUARY 15, 2012

The Pipeline Renbor Sales Solutions Inc.s Sales Force (Mis)Alignment. Stored in Business Acumen , Coaching , Demand Generation , Hiring Sales Talent , Planning , Sales Force Alignment , Sales Leadership , Sales Management , Sales Strategy , Sales Success , Sales eXchange , execution.

Pipeline 223

Pipeline Hiring Demand Generation Targets Demand Generation 223

The Pipeline

FEBRUARY 29, 2012

Focus on the buyer’s objectives, and “demo” how you can address them positively. Sales Skills , Sales Success , Tibor Shanto. Hiring Sales Talent. HR Management. Lead Management. Objection Handling. Random Walk Down Sales Street. Sales Bloggers Union. Sales Cycle.

Pipeline 212

Pipeline Hiring Cold Calling Webinar Metrics 212

The Pipeline

DECEMBER 7, 2011

Hiring Sales Talent. HR Management. Lead Management. Objection Handling. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

The Pipeline

NOVEMBER 23, 2011

Stored in Attitude , Business Acumen , EDGE Sales Process , Funnel management , Impact Questions , Interactive Selling , Planning , Prospecting , Sales Leadership , Sales Strategy , Sales Success , Sell Better , Video , execution , qualifying. Hiring Sales Talent. HR Management. Sales Cycle.

Sales Qualified Lead 231

Sales Qualified Lead Pipeline Cold Calling Webinar Metrics 231

Jeffrey Gitomer

MARCH 8, 2011

You KISS’d it & managed to cover a LOT of territory very clearly. Get Sales Blog Updates. Leadership. Overcoming Objections. Sales Management. Sales Videos. Stop whining and be the solution to your own problems. Share this Post. xmlns:dc="[link] xmlns:trackback="[link]. -->.

Hiring 207

Hiring Social Media Loyalty Cancellation 207

SalesforLife

JUNE 27, 2019

If you read our blog, you know that account executives are responsible for building TAM maps for their particular geographic territory. If you’re looking to use event campaigning to build pipeline , here are three simple steps that these teams are using that you can adopt for your organization.

Campaigns 95

Campaigns Ideal Customer Profile Strategy Trade Show 95

The Pipeline

JANUARY 17, 2012

The Pipeline Renbor Sales Solutions Inc.s Top 25 Sales Influencers for 2012. Stored in Attitude , Awards , Business Acumen , Gap Selling , Interactive Selling , Productivity , Sales Leadership , Sales Success , execution. Hiring Sales Talent. HR Management. Lead Management. Objection Handling.

Influencer 222

Influencer Pipeline Hiring Top of Funnel 222

The Pipeline

OCTOBER 26, 2011

Hiring Sales Talent. HR Management. Lead Management. Objection Handling. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

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. Hiring Sales Talent. HR Management. Sales Cycle.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

DECEMBER 12, 2011

Why not, because everyone realised value, and since value is subjective, it is not tied to a specific number, but to other elements, usually the buyers’ objectives and the challenges they perceive in attaining them. If their objectives were easily attained, they would get to it and do it. Hiring Sales Talent. HR Management.

Pipeline 225

Pipeline Hiring Lead Rank Lead Scoring 225

Vengreso

DECEMBER 2, 2020

A sales plan or sales strategy can be the difference between an organization merely surviving, or a company exceeding all sales objectives. With so many ups and downs this year, as well as company pivots and new long-term strategies, sales planning is more important than ever before for success.

Ideal Customer Profile 120

Ideal Customer Profile Top of Funnel Hiring Segment 120

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

The Pipeline

FEBRUARY 24, 2012

Leverage your personal experience and the collective experience of your company to understand what the most likely objectives of your prospect are, to develop a strategy and execution plan. Hiring Sales Talent. HR Management. Lead Management. Objection Handling. Random Walk Down Sales Street. Sales Cycle.

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240

The Pipeline

JANUARY 23, 2012

Planning in sales, is multifaceted discipline. Most in sales are comfortable with planning on an annual level, territory level and account level. One can argue that not all of these type planning are necessary for all sales, there is one that applies to all, and is generally practiced by the least number of reps.

Pipeline 220

Pipeline Top of Funnel Hiring Webinar Metrics 220

The Pipeline

MARCH 9, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Communication , EDGE Sales Process , Interactive Selling , Proactivity , Sales Leadership , Sales Process , Video , Zone Selling , execution. Hiring Sales Talent. HR Management. Lead Management. Objection Handling.

Pipeline 238

Pipeline Cold Calling Hiring Compensation 238