Trending Sources

How to Optimize Inside Sales Territories

Sales Benchmark Index

96% of organizations are increasing or maintaining their investment in inside sales last year. It is a good bet your SVP of Sales is implementing, expanding or considering an inside sales team right now. Are you prepared to optimize the investment in inside sales? (To To learn the latest on why insides sales is on the rise sign up for our Making the Number Tour here.). Where I have seen some of the greatest amount of pain is around territory design.

Why Did The Move from Inside to Outside Sales Take So Long?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Eventually, most antiquated models are replaced by more up-to-date, efficient, and sometimes exciting models. Outside sales is being replaced by inside sales but not in the way that most people think.

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Multiple Pipelines – A Complete Guide for Sales

Pipeliner

Does your sales organization follow two different sales pipeline processes within the sales cycle? Do you cluster your sales team based on the territories, their various splits (inside / outside sales), and even sales situations (pre/post-sales, renewals and account expansions)? Then, you are following a multiple pipelines sales strategy!

Multiple Pipelines – Management CRM Reports

Pipeliner

Pipeliner CRM provides you with all the information you need for accurate sales forecasting, planning, monitoring, and execution of your sales strategy and tools. Moreover, with Pipeliner CRM, you can create as many sales pipelines as you need. Systematize all the segments: territories, splits (inside / outside sales), and even sales situations (pre/post-sales, renewals and [.]

Guest Article: Agile Field Sales Teams are the New Winners

Jonathan Farrington

Agile Field Sales is an emerging paradigm made possible by the rapid expansion of capabilities in cloud and mobile technologies. This approach to Agile Field Sales merges the benefits to reps and management. Furthermore, agile sales teams can adapt the sales process quite rapidly.

10 Reasons Why Inside Sales Will Displace Field Sales Teams by 2015

Pointclear

To read an excerpt from her latest book, Smart Sales Manager , click here. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations. Should they keep their expensive sales duo: inside sales AND field sales? Or just go with inside sales? The following trends indicate that field sales teams are becoming extinct.

Skype 69

Build a Bold, Data Infused Sales Strategy for 2013

Sales Benchmark Index

“Freedom lies in being Bold” – Robert Frost Are you consistently bringing bold sales strategy ideas to the VP of Sales? To be a world class Sales Operations leader, pick up the pace. Quantifying the potential impact for their sales leader.

In the Scramble for 2013 Sales Team Planning

Score More Sales

Many sales leaders and smaller company CEOs are discussing sales tam planning for next year. This is something we work on routinely with technology and distribution companies for inside and outside sales teams – don’t hesitate to ask us if you have a question or two.

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Why Did The Move from Outside to Inside Sales Take So Long?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Eventually, most antiquated models are replaced by more up-to-date, efficient, and sometimes exciting models. Outside sales is being replaced by inside sales but not in the way that most people think.

Sales 22

The 3 Big Faults Sales Finds with HR

Sales Benchmark Index

She is the new HR Business Partner to the Sales Organization. This advantage will give her a long tenure serving sales. The advantage is being Outside-In. HR and Sales leaders who need better collaboration must read this post. Can’t promote a sales manager to a director.

Why Sales Organizations Fail-Harvard Business Review

HeavyHitter Sales

Here’s one of my recent Harvard Business Review articles titled the  Why Sales Organizations Fail.           What prevents a sales organization from achieving success? The Build stage is when the sales organization is first establishing itself.

Inside/Outside, Is It Even Relevant Anymore?

Partners in Excellence

Sometimes I wonder about the discussions I hear about Inside versus Outside/Field/Direct sales. In ancient times, when I started selling (the ’80’s), I started as a direct/field sales person. We field sales guys were, honestly, relieved.

Which Sales ADD Do You Suffer?

The Pipeline

Let’s take it as a given that all good sales people suffer some form of ADD, if you want to debate that, feel free to give me a call, but there is no denying that we bounce around like so many balls on a pinball table. Pretty much the common failings of many sales people.

Don’t Just.

A Sales Guy

hire a two new sales reps. redo the sales process. change the sales strategy. promote a new sales manager. establish new territories. create a sales operations function. establish and inside sales team. build an outside sales team. ” or “Let’s just create and inside sales team.” When we set out to “just” hire a new sales person we end up hiring a farmer when we really need a hunter.

SalesProCentral

Delicious Sales

Sales (12918). Sales Management (2614). Inside Sales (849). Outside Sales (81). Sales Process (1775). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? Is your sales process slow or fast? sales

The Complete Guide to Hidden Sales Strategies

Stride

Thank you for your interest in this premium guide for sales professionals. In this guide, you will learn important concepts, strategies and tactics used by today’s successful sales professionals. Sales agents must establish a long-term strategy for customer retention. Sales Tip

Sales Compensation Best Practices

Sell More and Work Less

Countless commission structures fail despite the best intentions of sales leaders. More fail when sales managers don’t explain their plans properly. Review and edit the plan with your sales manager, and bring a non-sales manager into the discussion for a different point of view.

Ode to The Salespeople Customers Can't Wait To Meet?

The Sales Association

Sharing best practices in sales and sales management www.salesassociation.org. Bernadette McClelland mentors and teaches salespeople within B2B markets in Australia, NZ and India to sell more effectively, step up their sales leadership skills and become trusted advisors. While in the Sales Industry I learned to utilize technology as a resource for improving my sales and the teams I managed techniques and numbers. Subscribe To The Sales Association.

Interview with the COO of the Innovative New Company, SalesRepMarketing.com

Top Sales Blog

Recently, a new company has brought to the sales market an innovative marketing service that is designed specifically for territory based sales representatives. The company is SalesRepMarketing.com This company provides a comprehensive online marketing solution that is geo-targeted for a sales rep’s territory. Ryan: I actually started my career as a territory based sales rep, or district manager for ADP.

Top Sales Blog: A Lesson in Achieving Goals: The Story of the 11th.

Top Sales Blog

Top Fifteen Articles on Top Sales Blog. Will I Have to Cold Call for the Rest of my Sales Career? Is "Price Retention" Going to be Our Biggest Sales Challenge for 2009? Will Fultz on the Sales Bloggers Union. Will Fultz on Sales Gravy. 30/60/90 Day Sales Plan.

You Can't Sell to the Customer that You Can't See - Top Sales Blog

Top Sales Blog

Top Fifteen Articles on Top Sales Blog. Will I Have to Cold Call for the Rest of my Sales Career? Is "Price Retention" Going to be Our Biggest Sales Challenge for 2009? Will Fultz on the Sales Bloggers Union. Will Fultz on Sales Gravy. 30/60/90 Day Sales Plan.