Sales and Marketing Management

MARCH 8, 2019

And how do we, in turn, ensure our own sales kickoffs are effective? We recently completed our sales kickoff at InsideView. The three-day agenda combined information sharing, skills development, team workshops and fun, which I’m sure sounds pretty familiar. Incorporate different perspectives into training teams.

InsideView 223

InsideView Scale Exercises Call-back 223

Sales Hacker

JULY 10, 2018

Over the last year, sales management coaching has become THE hot topic. There has been an avalanche of articles in sales publications on coaching and new sales tools focused on making it easier to coach. In 2018, we are developing our version of the five core competencies for sales managers.

Coaching 45

Coaching Sales Management How To Lead Rank 45

Customer Centric Selling

NOVEMBER 18, 2013

Sales Training Article: How to Survive the Late Release of Your New Quota. By Dan Perry, Sales Benchmark Index (SBI) Last year you got your 2013 quota in mid-February. This caused mass confusion, frustration and demotivation on your sales team. Sales leaders want to start strong in the first quarter.

Quota 53

Quota Training Hiring Demand Generation 53

Customer Centric Selling

OCTOBER 28, 2013

Sales Training Article: How Realistic Is Your 2014 Sales Quota? By Joel McCabe, Sales Benchmark Index (SBI) Image courtesy of Stuart Miles at FreeDigitalPhotos.net. Oftentimes misguided quotas can become astronomical and outlandish. Many sales reps are forced to accept a quota that is neither.

Quota 45

Quota Training Analysis Research 45

SBI Growth

AUGUST 31, 2013

Modified the sales compensation and quotas. Revised sales territories. Shifted around Sales Managers. Hold a vision creation workshop over 2 half days. During this workshop, work through defining these four areas, using results from step 2: a. Run the team through a common vision creation workshop.

Hiring 310

Hiring Transportation Follow-up Lead Rank 310

Your Sales Management Guru

OCTOBER 1, 2012

I proposed based upon my experience that working a partnering-model will bring your organization one salesperson’s quota per year WITHOUT absorbing the cost of sales in hiring another person. Acumen Management Group Ltd. You can achieve this by bringing these other resources to your prospects attention.

Sales Management 71

Sales Management Top of Funnel Hiring Lead Rank 71

The Brooks Group

SEPTEMBER 18, 2018

When your salespeople head into a new quarter or year with a solid sales business plan, they’re more likely to improve sales forecast accuracy, attain quota, and effectively support your organizational goals. Unfortunately, many sales reps fail to prioritize planning. Step 1: Take Measure of the Sales Target.

Territories 79

Territories Conference Face-to-face Quota 79

No More Cold Calling

AUGUST 14, 2019

As I reflected on my career in sales and sales management, I realized my best business had come from referrals. I did my “feet on the street” research and interviewed sales leaders and salespeople. I designed a one-day workshop, which I offered in live public sessions for many years. Was this company asking?

Referrals 291

Referrals Cold Calling Survey Scale 291

Partners in Excellence

MAY 3, 2022

When I meet with managers, I ask them, “What data do you use to monitor performance?” ” They say the obligatory answers, “We look at forecast data, pipeline data, YTD quota performance, and so forth. You are behind your YTD quota. In workshops, I ask the managers to develop an initial reports themselves.

Data 92

Data Report Quota Pipeline 92

Customer Centric Selling

OCTOBER 21, 2013

Sales Training Article: Is"Sales Manager" An Oxymoron? Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Ambro at FreeDigitalPhotos.net Are you doing more selling than managing? Need some help with your sales performance?

Sales Management 45

Sales Management Training Analysis Pipeline 45

Pipeliner

JULY 20, 2018

One sales manager read my article and emailed me asking if I had a class on body language and social cues. Identifying the Mysteries of Body Language, a workshop on buyer types and the nuances of reading body language was created. Sales managers are emailing that their new hires are body language illiterate.

Face-to-face 63

Face-to-face Decision Maker Hiring Up-Sell 63

Hubspot Sales

JANUARY 9, 2018

It’s like a traditional business plan but focuses specifically on your sales strategy. A business plan lays out your goals -- a sales plan describes exactly how you’ll make those happen. Who writes sales plans? What is a sales plan template? A typical sales plan includes the following sections: Target customers.

Buyer Persona 145

Buyer Persona Referrals How To Commission 145

Pipeliner

MARCH 18, 2018

Last week after presenting a keynote program called Gourmet Living , an attendee came up to me afterwards and discussed her challenges as a sales manager. Since my keynote program had been about creating a Menu for Your Life with many metaphors around cooking, I started thinking about what her sales management recipe should be.

Hiring 72

Hiring Call-back Sales Management CRM 72

Allego

JANUARY 28, 2021

She was able to pivot her 20 years of industry experience into online training seminars and workshops in a matter of weeks. Stanley describes one of the most telling exercises she conducts during her sales management workshops—she asks sales leaders for their worst hire stories. “I They’re not.”.

Hiring 77

Hiring How To Face-to-face Pivotal 77

SBI Growth

AUGUST 4, 2013

Unfortunately, none of these apply to a modern sales organization. Meanwhile, Agile is spreading everywhere in Sales - to onboarding , sales management, and sales training. The opportunity to sell a hot product can quickly retire a full year quota. Training classes and workshops won''t get it done.

Territories 282

Territories Lead Rank Lead Scoring Demand Generation 282

Mindtickle

JUNE 23, 2022

At each stop revenue leaders gathered to network, discuss challenges, and swap best practices for creating an entire team of quota-crushing reps (yes, it’s very much possible). 3 Sales coaching can have a huge impact — but only when it’s done right. Throughout the month of June, we made stops in San Francisco, Chicago, and New York.

Ideal Customer Profile 52

Ideal Customer Profile Scale Coaching Face-to-face 52

Customer Centric Selling

OCTOBER 5, 2016

I mention Belichick’s “next man up” approach because sales managers, sales executives and CEO’s often rely heavily upon their “A” Players that comprise the top 10% of their sales staff to achieve top-line revenue. Identifying and sharing best sales practices can be a sustainable competitive advantage.

Face-to-face 74

Face-to-face Enterprise Enterprise Coaching 74

Customer Centric Selling

JUNE 18, 2014

Qualifying opportunities can be a vexing ongoing problem for sales managers. Organizations without a tactical sales process often rely upon the opinions of salespeople under pressure to show adequate pipelines. Sellers that aren’t YTD against quota become overly optimistic. Need some help to increase sales?

Pipeline 73

Pipeline Opportunity Quota Revenue 73

Customer Centric Selling

FEBRUARY 22, 2017

In doing so, inaccurate data will provide flawed information that management will use to make decisions. The major reason Sales Force Automation (SFA) failed was that technology absent process merely speeds up the mess. Sellers that were below quota would enter unqualified opportunities to artificially inflate their pipelines.

Hiring 63

Hiring Forecasting Pipeline Discount 63

Showpad

JULY 21, 2020

In the case of implementing sales methodology and process training, revenue plan attainment improved by 4.1%, quota attainment by 6.7% Revenue attainment improved by 9.8%, quota attainment by 20.7% Many years ago, I was speaking at a manufacturing company’s global sales manager gathering. Now, how does that sound?

Sales Enablement 139

Sales Enablement Leads Marketing Qualified Lead CRM 139

Hubspot Sales

JUNE 21, 2022

For example, suppose a sales rep misses their quota by the end of a quarter. Team-building can take many forms , from a monthly team lunch to a learning workshop. When morale tanks, so too does sales performance. It's why effective sales managers value their team's well-being just as much as targets and metrics.

Face-to-face 85

Face-to-face Lead Rank Lead Scoring Sports 85

Customer Centric Selling

AUGUST 5, 2013

By Scott Gruher, Sales Benchmark Index (SBI) Image courtesy of imagerymajestic at FreeDigitalPhotos.net "When Is This Deal Going to Close?" The worst question a sales leader can ask a rep. You are thinking solely of your own quota. Need some help with your sales performance? This question adds no value.

Training 63

Training Sales Management Forecasting Coaching 63

Braveheart Sales

JANUARY 7, 2020

These all make complete sense within the framework of a sales workshop or a sales kick-off. But, if success in sales was just about laying out an account map and telling sellers what to say, everyone would be crushing their sales goals. The sad truth is that roughly half of salespeople miss their quota.

Training 59

Training Sales Cycle Account Coaching 59

Mindtickle

JANUARY 1, 2017

The following month is a blur of job-specific training workshops and e-learning, as your new reps try to get up-to-speed on your product, target customers, and industry intel. It’s easy to blame the recruitment process here, but it’s more likely that your sales onboarding program could benefit from a more systematic approach.

Hiring 52

Hiring Quota Sales Qualified Lead Follow-up 52

Mindtickle

DECEMBER 31, 2016

The following month is a blur of job-specific training workshops and e-learning, as your new reps try to get up-to-speed on your product, target customers, and industry intel. It’s easy to blame the recruitment process here, but it’s more likely that your sales onboarding program could benefit from a more systematic approach.

Hiring 52

Hiring Quota Sales Qualified Lead Follow-up 52

Increase Sales

MARCH 5, 2014

As I listen to the honor stories from top sales performers from global Fortune 500 firms who have less than ethical sales managers; observe the questionable behaviors of some local small business owners or hear my professional colleagues share some of their personal stories, I shiver with dread as so many fail to do what’s right.

Small Business 101

Small Business Small Business Social Media Networking 101

Your Sales Management Guru

DECEMBER 6, 2017

Other tips: Your website must be a sales tool- make sure your salespeople use it in your sales process and that it includes customer testimonials. Instead of lunch workshops, making them “business breakfast sessions”, especially for net new prospects. Salespeople should also continue to develop their network of referral sales.

Lead Rank 54

Lead Rank Lead Scoring Ideal Customer Profile Top of Funnel 54

The Pipeline

NOVEMBER 11, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Coaching , Guest Post , Proactivity , Sales Leadership , Sales Management , Sales Success , execution. If you make the sale about them, you win, if you come across as focused on the sale and your quota, you smell desperate.

Pipeline 258

Pipeline Cold Calling Top of Funnel Compensation 258

Customer Centric Selling

JUNE 22, 2016

Their primary concern is keeping sales managers off their backs by showing they have adequate activity to get at or near YTD against quota. Need some help to increase sales? Take a look at the sales training workshops available to get started and improve sales performance.

Opportunity 53

Opportunity Forecasting Call-back Pipeline 53

Babette Ten Haken

MAY 30, 2018

Operating alone, wearing blinders, going to work, doing your job, chasing your sales quota, or cutting costs to fulfill your organization’s KPIs, are no longer acceptable. Engage me to speak or conduct an interactive workshop at your next corporate or association event. Not that these behaviors ever were, in the first place. “I

SME 55

SME Influencer Retention Education 55

Babette Ten Haken

DECEMBER 17, 2018

Or, we have not met our sales quota. And we are not thrilled about having “that” talk with our micro-managing sales manager. Hire me to speak or conduct a workshop at your next corporate or association event. So, we become preoccupied with a drama we create inside our heads. Subscribe to my blog.

Ideal Customer Profile 65

Ideal Customer Profile Customer SME Hiring 65

Customer Centric Selling

SEPTEMBER 21, 2016

As a sales manager, most of my sellers hit the accelerator hard as needed. I wish I had the wisdom back then to encourage all of my staff to look a sales cycle ahead to evaluate whether their pipelines were sufficient to deliver the numbers needed for them to be YTD against quota or better.

Sales Cycle 40

Sales Cycle Inbound Pipeline Quota 40

Partners in Excellence

FEBRUARY 1, 2017

Recently, I was having a conversation with Robert Racine about the state of sales management. During the discussion, he mentioned, almost in passing, that too many Sales Managers are becoming Zombies–that is acting purely on autopilot, rather than thinking, evaluating, engaging. Pick Up The Damn Phone!

Quota 48

Quota Construction Social Media Exercises 48

Showpad

DECEMBER 11, 2020

However, that inherent talent isn’t the norm since most skilled sales agents started as novices and honed their talents over time. But as a sales manager, you know there’s only so many hours in the day, and you can’t spend all of them on training. Some people simply have an innate knack for dealmaking.

Training 59

Training Hiring Exercises Collateral 59

Partners in Excellence

AUGUST 1, 2018

Increases in spending on SE, yet not seeing the concurrent increases in percent of sales people making quota. SE metrics are getting disconnected from Sales’ metrics. If the goal of SE is to help improve the performance/effectiveness of sales people, then shouldn’t SE metrics look at the impact of these?

Sales Enablement 48

Sales Enablement Coaching Travel Sales 48

ExecVision

JUNE 7, 2018

It becomes hard to differentiate the level of success (and promotability) of front-line managers when the KPI we focus on is percent to quota. In 2018, we are developing our version of the five core competencies for sales managers. They presented a scorecard we could use to measure the growth of each sales rep over time.

Sales Coaching 40

Sales Coaching Coaching Webinar Metrics Lead Rank 40

Customer Centric Selling

NOVEMBER 5, 2016

techie), I was given my first sales position with Compugraphic Corporation, selling production automation equipment to newspapers in Florida, Georgia, North Carolina and South Carolina. Successful salespeople who are promoted into sales management are rarely trained how to manage salespeople so they end up being 98% sales and 2% manager.

Analysis 40

Analysis Pipeline Promotion Engineering 40