Babette Ten Haken

SEPTEMBER 29, 2020

They anticipate that every employer hires professionals who are adequately trained to execute professional tools to: Increase efficiency. What happens when trust is the goal, and not just crushing your quota or delivering on your KPIs? Her playbook of cross-functional tools, Do YOU Mean Business? Eliminate waste. Build Trust.

Hiring 93

Hiring Engineering Intent Education 93

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. Everyone wants to know the quota from corporate before Day 1 of the Year. Yet most companies actually ''issue'' their sales quota sometime in the first quarter.

Quota 53

Quota Training Hiring Demand Generation 53

The ROI Guy

MARCH 28, 2018

You’ve launched your interactive ROI / TCO Tool to your sales team. Here are three successive steps you can take to measure and prove your program’s success: Step #1: Validating Awareness First, you have to measure if you’ve successfully gotten the word out about the Tool, and your getting the sign-ups you anticipated. Win rates 2.

ROI 45

ROI Tools Sales Tools Sales Qualified Lead 45

SBI Growth

AUGUST 4, 2013

It includes a tool to customize for your own agile reviews. The Agile Performance Review is just one of a range of tools you''ll receive. CRM tools now include dashboards that give instantaneous views. The opportunity to sell a hot product can quickly retire a full year quota. No need to wait a year!

Territories 282

Territories Lead Rank Lead Scoring Demand Generation 282

Hubspot Sales

APRIL 11, 2023

HubSpot research found that 16% of salespeople believe that unrealistic quotas contribute to turnover in sales. Make sure that the quotas you’ve set are attainable and adapt as the sales landscape changes. Survey your sales representatives about your current quotas. Leverage tools that save your team time. It’s a win-win.

Churn 114

Churn Hiring Survey Hubspot 114

SBI

OCTOBER 15, 2019

If you have a stellar team that’s exceeding their sales quotas and an endless supply of satisfied customers, it may be difficult to see the advantage of playbooks. In addition, salespeople handling such deals could vary in their approaches to managing the sales cycle, building relationships and meeting quota. Not a “one size fits all”.

Scale 101

Scale Sales Cycle Quota Sports 101

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. Then, meet individually with each salesperson to review their previous performance data, and present them with their new sales quotas.

Territories 79

Territories Conference Face-to-face Quota 79

The Pipeline

SEPTEMBER 25, 2013

I usually start my Proactive Prospecting workshops by asking “Who here can make quota strictly from their base and referrals from that base?” I don’t often hear back, mostly because a balanced, well thought-out action plan has to include cold calls, referrals, LinkedIn, and every available and effective tool. Tibor Shanto.

Cold Calling 282

Cold Calling Outsourcing Services Wireless Harvest 282

Hubspot Sales

JANUARY 9, 2018

Run three-day referral techniques workshop. Sales tools. For example, maybe Rep Carol’s January quota is $5,000. Rep Shane, who’s still ramping, has a $3,000 monthly quota. This section summarizes your game plan for hitting your revenue targets. Hold sales contest for referral sales. Sales training. Contest prizes.

Buyer Persona 145

Buyer Persona Referrals How To Commission 145

Babette Ten Haken

JUNE 25, 2018

First, when sales people put on the pressure to fulfill their quarterly quota, clients go dark. Also, when internal sales and client service teams are in such a rush to fulfill their daily call quota, they do not take the time to truly listen to the stated and unstated needs of the real, live customer. More details here.

Customer 54

Customer SME Retention Hiring 54

Increase Sales

JANUARY 13, 2015

After having sat through various sales training seminars, workshops to 2 day learning engagements, I realized that the majority shared this common presumption that was a barrier to increase sales. Goals, sales targets, quotas, call them what you will are part of the dialogue in any small business. Credit: Gratisography.

Training 70

Training Ideal Customer Profile Small Business Small Business 70

Babette Ten Haken

AUGUST 13, 2018

Amidst the daily overwhelm of fulfilling KPIs and meeting quotas and deadlines, who has time for calm attentiveness and reflection? Rather than representing a tactical, self-serving, solution which meets our quotas and KPIs. Engage me to speak or conduct an interactive workshop at your next corporate or association event.

Customer 53

Customer SME Retention Quota 53

Babette Ten Haken

MARCH 8, 2018

When I speak to sales audiences about customer retention, their expectations are that I will provide them with clever tools and tips on renewing customers, so they can meet quota. Interestingly, their C-Suite is not looking for tools and tips to get customers to renew contracts for another year.

Strategy 74

Strategy Customer Retention SME 74

InsightSquared

MARCH 9, 2020

That’s why all the programs offered by the NAWSP seek to equip women with the tools and network needed to accelerate their sales career. Becc Holland is the Head of Sales at Chorus.ai. Here is what her team has to say about her: “Becc’s the queen in the sales development community and I’ve learned so much from her. How amazing is that?

Energy 87

Energy SalesForce LinkedIn Decision Maker 87

Babette Ten Haken

AUGUST 2, 2018

The last time I checked, customers do not work hard to make sure your own department fulfills their quotas and KPIs. Engage me to speak or conduct an interactive workshop at your next corporate or association event. Babette’s playbook of collaboration tools, Do YOU Mean Business? , Think about it. Contact me.

Customer 55

Customer Survey SME Retention 55

Showpad

JULY 21, 2020

Think about sales methodology and process training, the content your enablement team provides — customer-facing and internal enablement content — and the technologies and tools you want your teams to use. In the case of implementing sales methodology and process training, revenue plan attainment improved by 4.1%, quota attainment by 6.7%

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. They should have the knowledge, tools, and resources to succeed — not just when they first begin, but throughout their tenure. Share the playbook.

Face-to-face 85

Face-to-face Lead Rank Lead Scoring Sports 85

Braveheart Sales

JANUARY 7, 2020

These all make complete sense within the framework of a sales workshop or a sales kick-off. The sad truth is that roughly half of salespeople miss their quota. Sure, there usually are some nuggets that can be gleaned from attending a workshop. Sales enablement tools should reinforce the process and tactics being taught.

Training 59

Training Sales Cycle Account Coaching 59

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 “Do you adapt and have the resolve to adapt?”.

Hiring 77

Hiring How To Face-to-face Pivotal 77

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. You are not alone, according to a research done by Brigade Group, 50% of new hires never meet their quota even after onboarding.

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. You are not alone, according to a research done by Brigade Group, 50% of new hires never meet their quota even after onboarding.

Hiring 52

Hiring Quota Sales Qualified Lead Follow-up 52

Highspot

JANUARY 9, 2024

Technology Training Technology training keeps sales teams up-to-date with the latest tools and solutions to streamline the sales process, from CRM systems to data analytics. This integration ensures that training supports key business activities such as meeting quotas, new acquisitions, product launches, and marketing campaigns.

B2B 52

B2B Training Top of Funnel B2C 52

Pipeliner

MARCH 18, 2018

Become a Detective: In sales management workshops we always talk about “inspect what you expect”. Validate they can sell your firm and they are using the proper sales tools. As a sales manager, creative sales strategies will push you over your quota-get your entire team into a creativity fix. Inspect what you expect!

Hiring 72

Hiring Call-back Sales Management CRM 72

SBI Growth

NOVEMBER 26, 2012

His quota attainment figures are outstanding. Humans are far too complex for some simple tool like this. Success requires a lot more than reading a book and attending some workshops. We asked the EVP which rep best represented the model. He told us that “Erick” was a true Challenger. Erick is our test case. Do it right.

Real Estate 323

Real Estate Hiring Banking Ideal Customer Profile 323

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

DiscoverOrg Sales

MAY 18, 2016

The hypothesis above is based on the research and conclusions of four leading sales trainers who shared their findings at the 2015 PipelineDeals Accelerate Sales Conference and Sales Hacker Workshop with Microsoft in Seattle, WA. Initial sales intelligence can be vetted during discovery calls, and also during product demos.

Ideal Customer Profile 133

Ideal Customer Profile PipelineDeals Top of Funnel Buyer Persona 133

Babette Ten Haken

JUNE 6, 2018

As a result, I was saddled by quotas, KPIs and corporate values. At the end of each fiscal quarter, everyone was consumed within a quota-attainment frenzy. Engage me to speak or conduct an interactive workshop at your next corporate or association event. Babette’s playbook of collaboration tools, Do YOU Mean Business? ,

Policies 48

Policies Demand Generation Agencies SME Energy 48

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 claiming responsibility for coaching, implementing coaching tools. ” At the same time, I see mirrored behaviors from sales people. “These programs, these workshop waste my time!

Sales Enablement 48

Sales Enablement Coaching Travel Sales 48

Partners in Excellence

FEBRUARY 1, 2017

I don’t know if it’s the workloads, the sheer size of our quotas and expectations of performance. As I look at quotas and targets qualitatively, as I look at general sales production, I don’t see changes that are unexpected or abnormal. Yes, quotas go up, but we expect people to improve and become more productive.

Quota 48

Quota Construction Social Media Exercises 48

Miller Heiman Group

FEBRUARY 23, 2018

In fact, according to CSO Insights, the research division of Miller Heiman Group, only 53 percent of organizations achieved quota plan attainment in 2017. With two tracks for strategy and operations, Elevate will empower every member of your team with workshops that address real-world sales and service situations.

Conference 48

Conference Groups Competition Sales Technology 48

MEDDIC

SEPTEMBER 9, 2021

Here are the metrics for a quota-carrying salesperson: if they generate $2M in average per year, and they take a maximum of three weeks off during the year, then a two-days SKO in January means a loss of production worth, about $20k. That’s $2M indirect cost for a sales force with 100 quota-carrying AEs.

Sales Methodology 52

Sales Methodology Motivation Promotion Quota 52

Customer Centric Selling

OCTOBER 14, 2015

Utilizing productivity tools like LinkedIn ‘activity’, Google Alert, PRNewswire, Lead411, etc. It aligns perfectly with what we teach in our CustomerCentric Selling® (CCS®) workshops. Learn how calculate how many leads they will need on a weekly/monthly basis, based on their close rate, to achieve quota.

Prospecting 40

Prospecting InsideView How To Cold Calling 40

Hubspot Sales

APRIL 13, 2022

Take a moment away from the phones, your quota, and your team to reflect on why you chose sales as a career path, why you chose the company you work for, and why you believe in the product you're selling. With a tool like this, you can add new prospects manually or set up a workflow to automate the process for you.

Networking 79

Networking Pipeline Up-Sell Closing 79

Showpad

DECEMBER 11, 2020

Not all of the elements of the onboarding processes you follow for new sales agents need to be virtualized — there must be room for workshops and informational sessions where you discuss the interpersonal aspects of sales in real time. It needs tools for personalization and data analytics. It must support your sales training program.

Training 59

Training Hiring Exercises Collateral 59

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. Some thought that it was a 4:1 ratio. Need more sales management resources?

Lead Rank 54

Lead Rank Lead Scoring Ideal Customer Profile Top of Funnel 54

Your Sales Management Guru

JUNE 6, 2017

Become a Detective : In sales management workshops we always talk about inspect what you expect. Validate they can sell your firm and they are using the proper sales tools. As a sales manager, creative sales strategies will push you over your quota-get your entire team into a creativity fix.

Sales Management 52

Sales Management Hiring Call-back System 52

Zoominfo

OCTOBER 22, 2019

Salespeople are perpetually busy throughout the year, as they strive to find their next customer and hit their quotas. Sales kickoffs provide the opportunity to reward your team with a fun experience — while also educating them and providing them with tools for success. Culture is incredibly important at our company.

How To 182

How To Follow-up Scale Up-Sell 182