Hosting Workshops? Environment Counts.

Engage Selling

Sales Coaching motivating employees optimizing sales Pipeline Management Prospecting referrals sales quota sales successThis month I spent a day working with a group of world-class data visualization architects. Who even knew there was such a profession!

3 Reasons We fall short of fulfilling Our Professional Development Quota

Babette Ten Haken

In the angst of fulfilling our employer’s KPIs, we often overlook the benefit of creating our own professional development quota. Because when we fall short of fulfilling whatever “their quota” happens to be, it is because “their” quota grates up against our own words, actions and values.

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3 Ways to Go From a Missed Quota to Your Best Month Ever

Hubspot Sales

Tell yourself, “ I missed my quota this month, but I’m still a talented person, and I’m going to use this opportunity to get better. For you, these steps might be attending a selling workshop or meeting with a mentor. I missed quota earlier this year.

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How to Ensure Sales Training Fails

Engage Selling

Over the last 16 years I have facilitated thousands of sales workshops. Sales Coaching motivating employees Pipeline Management sales quota sales training sales workshop selling The Sales Leader Training

6 Professional Development Targets to Hit Each Month

Babette Ten Haken

Or, your sales manager’s quota. Babette Ten Haken’s One Millimeter Mindset keynote storytelling for customer retention speaking programs and workshops focus on innovative strategies and tactics for business growth, workforce profitability and professional development.

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Sales Training Advice to Determine If Your 2014 Quota Is Realistic

Customer Centric Selling

Sales Training Article: How Realistic Is Your 2014 Sales Quota? Oftentimes misguided quotas can become astronomical and outlandish. This blog addresses how sales reps can ensure their quota is realistic and attainable. Many sales reps are forced to accept a quota that is neither.

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Sales Tips: How to Avoid a Stressful Year-end

Customer Centric Selling

People that haven’t sold don’t fully understand the added stress on sellers entering December less than YTD against quota. Watching the 2016 election made me realize the similarity of presidential candidates trying to reach their “quota” of 270 electoral votes.

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Sales Tips: Are You Doing More Selling Than Managing?

Customer Centric Selling

After another 18-months of consistently overachieving my quota, I was told I was being promoted into sales management and instructed by my VP of Sales to take the six reps assigned to me and “teach them to sell like you do.” Sales Tips: Are You Doing More Selling Than Managing ?

Sales Tips: A Brilliant Sales Management Strategy

Customer Centric Selling

Salespeople that consistently exceed their numbers need minimal coaching and can allow sales managers to make their number despite the fact that many B or C Players don’t achieve quota. The regional managers were given quota relief for the sellers that were chosen to report directly to Bob.

Sales Tips: Quantity vs. Quality in Sales Pipelines

Customer Centric Selling

The hope of all this activity was that it would yield quota performance or better. At the start of the fourth quarter each year, the branch had weekly performance review meetings until everyone had made quota for the year. Sales Tips: Quantity vs. Quality and Making Sales Numbers.

Sales Tips: How Deep Is Your Sales Bench?

Customer Centric Selling

It may prove sobering to look at the last 3 years, subtract the contributions of your “A” Players and calculate the average % of quota your B and C Players generated. Take a look at the sales training workshops available to get started and improve sales performance.

Sales Tips: Race to December 31st - Marathon vs. Sprints

Customer Centric Selling

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 Tips: Marathon vs. Sprints.

Sales Tips: Accelerating Close Dates

Customer Centric Selling

This is especially true when sellers with thin pipelines map a path to achieving quota with opportunities that aren’t qualified. Take a look at the sales training workshops available to get started and improve sales performance. Sales Tips: Accelerating Close Dates.

Sales Tips: How to Determine WHERE Your 2017 Revenue Will Come From

Customer Centric Selling

The reality: If you don’t close anything this January, you’re going to have to close twice as much in February just to make year-to-date (YTD) quota! Things to consider include: How many WINs do you need in order to make your revenue quota? Sales Tips: How to Plan Your 2017 for Success.

Sales Tips: Latent Need of CEOs

Customer Centric Selling

Seller performance (% of quota) in any company can be calculated to decimal points, but how revenue is generated is largely left up to sellers. Generally, only about 50% of sellers achieve quota. Sales Tips: The CEO's Need to Exert Control Over Sales.

Sales Tips: Garbage In, Garbage Out

Customer Centric Selling

Sellers that were below quota would enter unqualified opportunities to artificially inflate their pipelines. During a workshop I was teaching I asked the VP Sales (Phil) if he was using their offering to forecast. Sales Tips: Grading Opportunities - Garbage In, Garbage Out.

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Sales Tips: BANT

Customer Centric Selling

Timeline: Sellers with thin pipelines will be sorely tempted to provide timelines that meet their need to show they will be on target to be YTD or better against quota. Take a look at the sales training workshops available to get started and improve sales performance.

Sales Tips: Quality Control and Seller Productivity

Customer Centric Selling

That may be an accurate term for sellers that are year-to-date or better against quota. Sales Tips: Determining "Forecast" vs. "Sunshine Pump". By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: Knowing When to Walk

Customer Centric Selling

The road less traveled is likely to take sellers to a better YTD position against quota. Take a look at the sales training workshops available to get started and improve sales performance. Sales Tips: Knowing When to Walk.

Sales Tips: How to Make Your Best Sellers Better

Customer Centric Selling

During our sales training workshops , we talk about A vs. B & C Players. The perception is that A Players are already at the top of their games and consistently exceed their quotas. Years ago I was back to do a new hire workshop for a client.

Sales Tips: Does CRM Just Speed Up the Mess?

Customer Centric Selling

Whether using Excel spreadsheets or CRM there is a knee-jerk reaction of sellers that are running less than YTD against quota to be over optimistic and show that it is likely they’ll be YTD or better against their number in the next few months. Sales Tips: Does CRM Just Speed Up the Mess?

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Sales Tips: Who Owns the Pipeline?

Customer Centric Selling

Sellers less than YTD against quota want their managers to believe they’ll catch up in the coming months. Sales Tips: Who Owns the Pipeline? By John Holland, Chief Content Officer, CustomerCentric Selling®.

The Five Pillars to Business Value / ROI Selling Success

The ROI Guy

It is for this reason that we have implemented formal Customer Success Workshops, led by Dave Stachura , the latest addition to the Alinean team. A business value / ROI sales tool can be a fantastic foundation to business value selling success, but to elevate to greatness, you need more.

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Measuring ROI / TCO Sales Tool Success

The ROI Guy

Is there a difference in performance between those who use the Tool frequently and quota performance? Adoption Alinean business value selling customer success workshops Pisello ROI tools Sales Enablement Salesforce TCO Tools Value SellingYou’ve launched your interactive ROI / TCO Tool to your sales team. So what should you look for to tell if the program is working and your launch is a success?

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The Least Effective Way to Open a Sales Call by Kelley Robertson

Increase Sales

A prospect that could help you reach your annual sales quota in one fell swoop! He does this by conducting sales training workshops and delivering keynote speeches at conferences, sales meetings and other events.

The Sales Leadership Imperative! Webinar for Sales Managers Who Need To Increase Sales Today

Keith Rosen

Most sales professionals, in practically every industry sector are struggling to meet sales quotas. Important webinar below for any business owner, executive and sales manager who’s top priority is to retain customers and bring in more business and more sales today.

3 Reasons Why Your Sales Training Program Fails

MJ Hoffman

Not only are you paying for the training itself and related expenses, your sales team is losing prime selling hours to attend workshops and sessions. CSO Insights' 2016 Sales Enablement Study found successful training can increase quota attainment up to 38% (depending on the focus of the training). Sales training is a big investment. Nonetheless, this investment can reap significant dividends.

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3 Ways to improve Your Customer Retention Scorecard

Babette Ten Haken

Crush quotas and the competition. Engage me to speak or conduct an interactive workshop at your next corporate or association event. Do you have a customer retention scorecard? You know what I am talking about.

5 Ways to Deliver a Truly Impactful Sales Kickoff

Sales and Marketing Management

The three-day agenda combined information sharing, skills development, team workshops and fun, which I’m sure sounds pretty familiar. We’ve got each others’ backs and will help our sellers throughout the year to hit our shared revenue and quota achievement goals.

You Are Where You Are By Choice

The Pipeline

I had a couple of interesting conversations with two reps recently during a break in a workshop. Both centred around where each of the reps were currently, both in terms of quota in the current year, and their over all sales career. By Tibor Shanto – .

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Sales Tech Game Changers: How to Align the Sales Organization to Strategic Corporate Initiatives

Smart Selling Tools

In Person Workshop – SAVO meets with the client in a live, onsite workshop to finalize the design and configuration of the solution. Quota Attainment – Reps using SAVO outperformed their peers by 70%. of sellers make quota.

The 3 Habits You Must Adopt to be a Great Sales Manager.

MJ Hoffman

Rallying reps to hit their quota is no easy task, especially when every team member is motivated by different things. It’s important to catch those behaviors early, to secure the chances of your reps hitting their quotas.

Transparent Negotiations: The Counterintuitive Way to Negotiate More Valuable and Predictable Deals

Sales and Marketing Management

You’re incentivized to hit a volume target, likely paid faster when a client pays faster, are likely rewarded for longer commitments (or penalized for shorter commitments), and have a quota based on hitting period-based targets, right? .

Is Self Bias impeding how we acquire and retain our Customers?

Babette Ten Haken

Yet, as we chase quotas and attempt to fulfil KPIs, often the last professional attribute we think about is self bias. Providing compelling speaking programs and workshops focused on professional innovation, workforce engagement and customer success for customer retention.

2 Ways We create Unforgettably Innovative Customer Experiences

Babette Ten Haken

Because these actions only fulfill your own KPIs and quarterly quotas. Engage me to speak or conduct an interactive workshop at your next corporate or association event. Innovative customer experiences stand out from what customers are used to experiencing.

Workforce Profitability retains Customers

Babette Ten Haken

Except that each department continues to work independently, targeting departmentally-specific quotas and KPIs. Engage me to speak or conduct a workshop at your next corporate or association event. A solid workforce profitability strategy ultimately retains customers.

11 Traits of a High Performance Sales Culture

Sales Benchmark Index

Modified the sales compensation and quotas. 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.

The Top 5 Habits and Skills of Great Sales Managers

Hubspot Sales

Rallying reps to hit their quota is no easy task, especially when every team member is motivated by different things. Usually, you won't have quota relief -- which means every day that position isn't filled, you're falling behind.

Stakeholder Someones are doing the Selling in Your Organization

Babette Ten Haken

Outside of your KPIs and quotas. Engage me to deliver one of my speaking programs or workshops for a refreshing change from the same-old stuff. I have news for you. Your stakeholder someones just may really be doing the selling in your organization. Do you know who they are?

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Develop Your Professional Zen for Customer Experience Success

Babette Ten Haken

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.