Anthony Cole Training

JANUARY 27, 2014

One of Objective Management Group’s (OMG) partners, Market Sense, in Austin, Texas, had an opportunity to work with 15 MBA students that had never sold. They weren''t very good, they converted a smaller percentage of opportunities, but their Desire and Commitment helped them persevere. This kind of story doesn''t happen every day.

Case Study 186

Case Study Study Sales Talent Hiring 186

Miller Heiman Group

FEBRUARY 11, 2020

Even when managers do find the time, they take a narrow view, focusing on ways that their sellers can position themselves to close a specific opportunity, like acquiring a new piece of business. But coaching on individual opportunities doesn’t help the seller grow—or drive long-term sales success. Hiring New Sellers.

Trends 65

Trends Study Hiring Sales Management 65

Miller Heiman Group

JANUARY 14, 2020

In “ Finding an Extra Gear: The 2 nd Annual CSO Insights Sales Operations and Technology Study ,” researchers from Miller Heiman Group lay out the sales operations best practices that companies need to pursue to grow this critical sales function. The new study found that sales operations’ already-expansive ecosystem continues to grow.

Sales Operations 58

Sales Operations Study Forecasting Sales Technology 58

Sales Hacker

DECEMBER 9, 2022

According to a study by Cascade Insights , more than 75% of sales leaders agree their planning efforts are problematic — and 90% of sales ops leaders confessed on LinkedIn they need to do sales planning faster and more frequently. Consider new territory rules that reflect changes in the market (and your business). Territory profiles .

Lead Rank 97

Lead Rank Territories Lead Scoring Quota 97

Janek Performance Group

APRIL 17, 2024

They then leverage research tools and market insights to pinpoint promising opportunities. This is accomplished by uncovering additional opportunities and cross-selling/up-selling to existing clients. This includes lead handoff criteria, territory ownership, and commission structures, which can undermine collaboration and cohesion.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Miller Heiman Group

JANUARY 16, 2020

The 2 nd Annual Sales Operations and Technology Study from Miller Heiman Group found that just more than 5% of sales organizations deploy AI in their sales technology stack, and the majority—66.2% But fear not: AI offers quite powerful opportunities for those sales organizations ready to invest in it.

Opportunity 53

Opportunity Sales Operations Lead Rank Lead Scoring 53

SBI Growth

OCTOBER 25, 2012

The rep’s territory potential starts to max out. Complete a Time Study. This is critical to the success of the study. The study told us this customer needed to reprioritize time in several different areas: Internal Email. Travel - Redesigned sales territories to reduce travel time. Customer Issue Resolution.

Hiring 310

Hiring Travel Territories Face-to-face 310

SBI Growth

OCTOBER 4, 2013

Territory Potential: Growth rates for newer territories will rapidly outpace more mature markets. Territory potential can vary widely based on demographic trends and Ideal Customer Profile saturation. Sales Capacity: Driving revenue is directly related to the time available to pursue active opportunities.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

Sales Hacker

JANUARY 20, 2021

In fact, a study by Terminus showed that in 2019, 23% of respondents had no active ABM program. They are only engaging in one-to-many ABM and one-to-few ABM, and they are missing opportunities to drive sales cycles with target organizations that are stuck in status quo. This year, that number dropped to just 5.8%.

Account Based Marketing 67

Account Based Marketing Top of Funnel Account Lead Rank 67

SBI Growth

FEBRUARY 5, 2014

They roll out the draft plans in November, have a few meetings, adjust the territories and quotas, roll it out to the field and run off to the next challenge.". Here’s the two step process to that Managers and Reps follow in the first month: Step One : Complete a Territory Account Plan. The January Two-Step.

Compensation 288

Compensation Territories Hiring Commission 288

Janek Performance Group

SEPTEMBER 29, 2021

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. A Gallop study from 2014 of more than 800 companies found that gender-diverse companies had better financial outcomes than those dominated by men.

Hiring 118

Hiring Travel Promotion Sales Leadership 118

Steven Rosen

MAY 5, 2022

Study after study has shown that sales manager coaching significantly impacts performance. As a result, very few companies realize the gains promised by these studies. Other areas include product knowledge, territory management, and key behavioral competencies. Coaching Day Planner and Tracker. Cadence.

Coaching 177

Coaching Sales Management Sales Coaching Account 177

Sales and Marketing Management

AUGUST 21, 2020

Get the message out: Studies report that users are 35 times more likely to open and read an SMS message than an email. A short code is just that — a short five- or six-digit number that is capable of sending SMS messages at high volumes within a territory. And, while down from its peak in 2011, over 1.5 and the U.K.,

Marketing 177

Marketing Territories Consumer Channels 177

Sales and Marketing Management

OCTOBER 22, 2018

In one study, Wilson Learning Worldwide found “high-skill” sales managers drove 29 percent higher revenue performance and 16 percent higher customer satisfaction than managers with low-skill ratings. In this study, top managers brought in an average $3.5 That’s a huge opportunity for organizations of all sizes.

Sales Management 218

Sales Management Hiring Compensation Scale 218

Xactly

JANUARY 3, 2019

Companies that set cookie-cutter quotas across similar roles see 14% lower quota attainment than those that assign quotas based on territory-specific opportunities ( Complete Sales Planning Handbook. ). 83% of companies have payment inaccuracies for commissions, at an average rate higher than 5 percent. The best way to do this?

Handbook 99

Handbook Territories Compensation Incentives 99

Steven Rosen

MAY 5, 2022

Study after study has shown that sales manager coaching significantly impacts performance. As a result, very few companies realize the gains promised by these studies. Other areas include product knowledge, territory management, and key behavioral competencies. Coaching Day Planner and Tracker. Cadence.

Coaching 156

Coaching Sales Management Sales Coaching Account 156

SMEI

JANUARY 5, 2024

Balancing with Professional Responsibilities: Juggling certification studies with your current job can be challenging but rewarding in the long run. Additionally, the networking opportunities provided by certification programs often lead to valuable industry connections.

Marketing 93

Marketing Ideal Customer Profile Social Media Google Analytics 93

Score More Sales

JUNE 30, 2014

Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. Our recipe for success requires that you be able to listen to the customer and flex in ways that help bring big opportunities and deals to closure. Increase Opportunities. Don’t act like an enterprise company that is immovable.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

Score More Sales

APRIL 5, 2014

Seligman spent years studying the relationship between positive attitudes and sales success. To challenge your beliefs, and be more open to optimism, think of yourself as a learner when you are new to a job or new to a territory, or have new products and services put on you to sell. Increase Opportunities. Expand Your Pipeline.

Inside Sales 212

Inside Sales Positioning Territories Insurance 212

Zoominfo

JULY 12, 2022

Your reps miss out on new sales, cross-selling, and upselling opportunities. In fact, a study from InsideSales found that conversion rates dropped eightfold if outreach happened after the initial five-minute window. This reduces conversion rates, as hot leads aren’t qualified and remain stalled in your marketing automation platform.

Data 130

Data Lead Rank Lead Scoring Sales Qualified Lead 130

SBI Growth

JANUARY 19, 2014

Opportunities slip through the cracks. Territories underperform. Personas and buying process maps should be studied to ensure buyer alignment. Opportunity Entry. Without a customer focused onboarding, new reps learn through trial and error. This is a critial mistake. Every sales rep should know their customers care about.

Hiring 275

Hiring Policies Territories System 275

Showpad

JUNE 29, 2021

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. To dig into all the data, visit the study homepage. And these responsibilities cover the two enablement domains on the left hand side of our domain framework, sales readiness and sales content management that are all before the opportunity.

Face-to-face 96

Face-to-face Study Survey Coaching 96

Steven Rosen

JANUARY 22, 2018

Study after study has shown that sales manager coaching has a significant impact on performance. CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate. As a result, very few companies realize the gains promised by these studies. Time in field: 17% increase in performance.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

Pipeliner

JULY 18, 2019

What to look for while setting up a sales office in a new territory. Firstly, the market dynamics in the new territory can be dramatically different from what you are used to in your role. Several studies show that the average salesperson spends just over a third of their time actually selling. Finalizing a location.

Hiring 71

Hiring Territories Scale Networking 71

Sales Gravy

OCTOBER 23, 2022

The most impactful thing you can do is put new opportunities into the pipeline and then advance those opportunities through the pipeline. Veterans who have a good handle on their territories and pipeline, can do their job in about four hours a day once they learn how to compress work into short sprints. Impact = Productivity.

Construction 78

Construction Territories Pipeline Field Sales 78

Steven Rosen

JANUARY 22, 2018

Study after study has shown that sales manager coaching has a significant impact on performance. CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate. As a result, very few companies realize the gains promised by these studies. Time in field: 17% increase in performance.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

Miller Heiman Group

JULY 21, 2020

In our 2019 World-Class Sales Practices Study , sales leaders said an ineffective sales methodology or process was the second-most debilitating hurdle to sales success, finishing behind only inefficient internal operations. Tools to effectively evaluate sales opportunities, situations and challenges. Define a Sales Methodology.

Lead Rank 100

Lead Rank Lead Scoring Buyer Sales Methodology 100

SBI Growth

AUGUST 4, 2013

In a recent study , 57% of employees either "never had a performance review or rated their most recent performance review as neutral to not useful.". Changes to Territory coverage. The addition or subtraction of a key account from the territory will do likewise. Spotlight on Performance. New products added to the portfolio.

Territories 282

Territories Lead Rank Lead Scoring Demand Generation 282

SBI Growth

AUGUST 7, 2013

He establishes a presence at the largest opportunities to show the company’s dedication. He’s looking at compensation analysis, territory design, and sales structure. He studies the skills needed to execute in the field. They identify roadblocks and opportunities. However, he can’t spend time with every customer.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

Score More Sales

JUNE 3, 2014

A CSO Insights study found that companies who had put CRM into their sales process only increased revenues by 17%. 2010 Demandgen study, done on behalf of Genius, said 2 out of 10 organizations make purchase decisions based on annual budget. Use systems thinking to grow your territory and your team. Increase Opportunities.

Inside Sales 234

Inside Sales Lead Rank InsideSales Lead Scoring 234

Miller Heiman Group

FEBRUARY 20, 2020

In part, that’s because sales managers spend less time coaching—14%—than they do on selling, forecasting and administrative tasks, according to our latest study, 2020 Trends in Sales Management. Territory coaching: Focusing salespeople on the right industries, organizations and buyer roles to build markets. Define Sales Coaching.

Sales Coaching 80

Sales Coaching Coaching Top of Funnel Lead Rank 80

Score More Sales

APRIL 30, 2014

Recently we posted about a study that showed the power and necessity of follow up in building relationships with buyers who ultimately do business with you. The same is true for companies in your geographic territory who fit one of your buyer profiles. Here are three ways to follow up better and gain more opportunities: Look at Data.

Follow-up 222

Follow-up Ideal Customer Profile Decision Maker Buyer 222

SBI Growth

DECEMBER 5, 2013

There are several possible reasons: Need to keep your complete book of business and preserve your territory. Conduct a time study on yourself. Use this opportunity to refer them to a better alternative. You instinctively avoid customer attrition. So why maintain Bad Customers? How Do You Acquire Bad Customers?

Customer 303

Customer Referrals Margin Territories 303

Close.io

SEPTEMBER 19, 2019

Room 1” is the biggest missed opportunity in marketing and sales. Marketing’s measured on the number of qualified opportunities that sales accepts, which is what sales cares about—not the number of raw leads or MQLs created. 4 S2s: Out of the eight S1s, they want at least four to convert into “S2”s, or sales accepted opportunities.

Outbound 60

Outbound Case Study Ideal Customer Profile Account 60

BrainShark

AUGUST 24, 2022

Territory Management. Salespeople must communicate effectively throughout the sales cycle, from cold outreach and follow-up to moving an opportunity along. To be effective, salespeople need to develop a strategic approach to prospecting and work on it daily to identify new business opportunities better. Territory Management.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

Miller Heiman Group

FEBRUARY 26, 2019

According to CSO Insights’ 2018-2019 Sales Performance Study , only 54 percent of salespeople are making or exceeding quota. For instance, the top-down approach may miss the potential of each individual sales rep’s opportunities in their territory or accounts (e.g. Organizations aren’t setting quotas effectively.

Strategy 71

Strategy Territories Quota Proposal 71

SBI Growth

MARCH 18, 2013

He tells you “he loves this place… will miss everyone… got a better opportunity.” Don’t think the top sales rep leaves because someone offered a better opportunity. Account Assignments: Current customers were reassigned due to the new structure and territories. We studied 9 months of actions. Why did this happen?

Compensation 323

Compensation Quota Commission Territories 323