Partners in Excellence

JUNE 29, 2020

You’ve moved from being an individual contributor to managing a team. How do you transition from being a great sales person into being a great sales manager. The job of sales manager is different. Our personal ability to successfully manage and close deals made us successful as individual contributors.

Promotion 94

Promotion Sales Management Territories Coaching 94

The Pipeline

MAY 26, 2016

Brock writes a book on a critical subject like sales management, it is an opportunity to learn and share with others in my circle. But when the subject is one you can relate because you have lived it, it is a bonus. The post Sales Manager Survival Guide – Book Review appeared first on Renbor Sales Solutions Inc.

Sales Management 180

Sales Management Coaching Sports Promotion 180

Partners in Excellence

SEPTEMBER 8, 2022

We tend to focus on the pieces/parts of what we do, the responsibilities of our organization, for example marketing, SDRs/Inside Sales, AEs, Account Managers, Sales Engineering, Sales Ops, Sales Enablement. Today, I want to focus on Sales Management.

Hiring 73

Hiring Sales Management Territories Forecasting 73

Partners in Excellence

AUGUST 18, 2017

Are you a Front Line Sales Manager? Do you still have a personal territory with a quota for that territory? Unfortunately, too many managers are in this position–it’s untenable. The job of a high performing sales person, an individual contributor requires focus and full time dedication.

Territories 48

Territories Hiring Quota Sales Management 48

Steven Rosen

MAY 31, 2021

As the head of sales it doesn’t matter if you are involved directly in the process, what matters, is that you have in place a top-notch sales selection system. Without a clear process, your sales managers will each adopt their own approach and ultimately achieve sub-optimal results. Self-manager. S – Systematic.

Hiring 386

Hiring Territories Energy Sales 386

Sales Hacker

DECEMBER 9, 2022

Related: How to Calculate a Lead Score, with Examples. Sales leaders often evaluate prospects and existing customers based on readily available information — order history, and firmographic data (company location, size, industry, etc). Related: The New Growth Formula: Customer Success + Predictive Sales. Try This Instead.

Lead Rank 97

Lead Rank Territories Lead Scoring Quota 97

Xactly

JUNE 13, 2018

Effective territory design is the basis of strategic sales planning. Balanced territories allow you to set fair quotas, which have a huge impact on your incentive compensation and success of your salesforce. Ultimately, if your sales territories aren’t optimized, you hinder sales reps’ motivation and performance.

Territories 49

Territories Travel Webinar Metrics How To 49

Partners in Excellence

MAY 20, 2022

First, congratulations, your first job as a sales manager is a huge step forward in your career. Now, don’t screw it up—you’ll get a lot of managers who will immediately congratulate you, shake your hand, smile then say, “What have you done for me lately?”. But for now: Be proud that you are a first line sales manager.

Sales Management 73

Sales Management Hiring Promotion Coaching 73

InsideSales.com

JULY 3, 2020

For a Sales Representative, climbing the corporate ladder begins with a promotion to Sales Manager. This is an exciting opportunity to be recognized by senior management and develop your career options. Below we have outlined 6 of the pitfalls and benefits of a good Sales Manager. How Sales Manager Succeed.

Sales Management 58

Sales Management Ideal Customer Profile Territories Promotion 58

LeadFuze

JULY 14, 2023

How to be a good sales manager is an inquiry that many professionals in the field often ponder. The role of a sales manager extends beyond just overseeing a team; it’s about fostering growth, driving performance, and achieving targets. A sales manager position, that’s your answer.

SalesManager 52

SalesManager Sales Management Strategy How To 52

Sales 2.0

FEBRUARY 15, 2023

Forecast management needs to be overhauled A third area ripe for AI is forecast management. “In In my experience a lot of sales managers are keeping deals in their heads and they spend a lot of time discussing what they think is going to close and why. Paul agrees that some companies have too many sales tools.

Conversion 195

Conversion Amdocs Territories Forecasting 195

Zoominfo

OCTOBER 12, 2022

When Sarena Wing took on a new international sales territory, she was excited to get started. Wing was able to lean on ZoomInfo’s Chorus conversation intelligence solution and its SalesOS platform to analyze successful deals and perform lightning-fast research on her new territory and team. Luckily for her, that era is over.

Analysis 130

Analysis Territories Scale SalesForce 130

Partners in Excellence

OCTOBER 8, 2014

There’s a lot of stuff written about what sales managers have to do and their key job responsibilities. Some of the laundry list items include: Make sure the team makes the number, develop the strategy, manage the forecast/pipeline, manage performance, recruit, train, coach, and on and on. No related posts.

Sales Management 104

Sales Management Territories Incentives Incentive 104

OpenSymmetry

JANUARY 27, 2016

A critical element that is relatively new is territory optimization and we will examine the case for this in this article. The territory optimization and alignment element of salesforce effectiveness is vital for three reasons. Finally, deployment of an automated solution generates improved sales performance.

Territories 40

Territories SalesForce Incentives Incentive 40

Cincom Smart Selling

SEPTEMBER 21, 2017

Sales management software tools cover a vast amount of functional territory. The sales management process involves many things that are not directly tied to selling. The problem facing sales managers is finding the time and expertise to do this in a meaningful and productive way. After-sale support.

Software 81

Software Software Sales Management Proposal 81

Cincom Smart Selling

SEPTEMBER 21, 2017

Sales management software tools cover a vast amount of functional territory. The sales management process involves many things that are not directly tied to selling. The problem facing sales managers is finding the time and expertise to do this in a meaningful and productive way. After-sale support.

Software 81

Software Software Sales Management Proposal 81

Partners in Excellence

MAY 6, 2021

It would be unacceptable for them not to have territory plans, maximizing the growth within their territories. We invest millions in software tools to help do these things, we invest additional millions in training to do these things, we invest thousands of person hours in account and territory planning. So think about it.

Territories 163

Territories Maximizer Compensation Account 163

Steven Rosen

DECEMBER 2, 2012

In building a Top Performers Program, sales management needs to decide what they want to reward. Many companies I work with tie their program to sales vs. objectives. For this to work effectively, quotas need to be set fairly against both large and small territories. What to do? To find out more go to [link].

Territories 304

Territories Quota Comparison Incentives 304

Hubspot Sales

MARCH 7, 2018

KPIs for Sales Managers. Sales Volume by Location. Sales managers -- and particularly field sales managers -- can often feel like they are trapped in a fog. This is the metric that managers most consistently monitor. New Leads/Opportunities. Client Acquisition Rates. Competitor Pricing.

Lead Rank 143

Lead Rank Lead Scoring Sales Management Scale 143

Pipeliner

MARCH 21, 2018

Before, salespeople armed with price structure, territory and targets did fine as long as they managed their territory and produced results. Sales management provided oversight, bridged with corporate and could be hands-off. 25 percent goes to reporting, administrative and CRM-related tasks. Not today!

Sales Management 43

Sales Management Territories Study Report 43

Sales Hacker

OCTOBER 9, 2019

Sales is the most important function with any company, and the sales manager plays a critical role within it. That said… The importance of your sales manager cannot be understated. The sales force drives the company’s revenue and it’s the sales manager’s job to drive the sales force.

Promotion 68

Promotion Sales Management Sales Leadership Hiring 68

Sales and Marketing Management

SEPTEMBER 12, 2017

Smart sales managers rely on good data to make decisions about successes and failures in their territory. How were the incentive-related communications received? Measure what works best in your culture, in your competitive environment and in your territories. Matching Incentive to Your Corporate Culture.

Incentives 168

Incentives Incentive Commission Territories 168

Partners in Excellence

JUNE 4, 2015

Sales manager, or sales person—-choose, you can only be one! While it seems so obvious, too many managers make the wrong choice–that is they try to be both. There are several devastating scenarios: Sales manager as super sales person. ” This is a manager with a hero complex.

Sales Management 48

Sales Management Hiring Territories Sales 48

Close.io

OCTOBER 1, 2018

So you want to become a sales manager ? First you’ll need to make sure you’ve got the right skills, experience, drive and track record at the helm in both selling and at managing others—in order to back yourself up. Want to get a ready-made set of resources to manage a sales team effectively?

Sales Management 115

Sales Management Hiring Lead Rank Forecasting 115

Partners in Excellence

MAY 26, 2014

I’m not sure anyone looks forward to the Sales Management Review (sometimes these are called QBR’s, but there are other reviews). It’s unfortunate, because there’s a huge amount of value in the review process–both for sales people and managers. No value to the sales person.

Sales Management 90

Sales Management Forecasting Top of Funnel Sales Cycle 90

Partners in Excellence

DECEMBER 16, 2014

As with the prior articles, I get huge numbers of requests from sales manager to help Hack their jobs. “What are the short cuts?” ” “How do I manage my time better?” Having said that, here’s a few of my favorite hacks to sales management. No related posts.

Sales Management 93

Sales Management Hiring Top of Funnel Maximizer 93

Partners in Excellence

FEBRUARY 8, 2022

” There are surveys asking for the one area sales managers should focus on. There are surveys for sellers covering things like prospecting, pipeline management, closing, sales process. ” If sales management and selling were that easy… The problem is, these are false choices.

Survey 94

Survey Hiring Territories Incentives 94

SBI Growth

OCTOBER 4, 2013

Bottom-Up Quota Setting: Validating quota from a Sales Rep & Sales Management perspective. 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.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

Sales and Marketing Management

SEPTEMBER 12, 2017

Smart sales managers rely on good data to make decisions about successes and failures in their territory. How were the incentive-related communications received? Measure what works best in your culture, in your competitive environment and in your territories. Matching Incentive to Your Corporate Culture.

Incentives 136

Incentives Incentive Commission Territories 136

Partners in Excellence

JULY 30, 2012

The other day I wrote about the “Almost Perfect Sales Management Article.” ” That post stimulated a flurry of questions about a Sales Management Standard Operating Process/System. There are a few key building blocks to the Sales Management/Leadership Process.

Sales Management 86

Sales Management Hiring Top of Funnel Territories 86

CommercialTribe

JUNE 23, 2020

With June nearly over and the initial shock of the COVID-19 crisis behind us, sales management teams are focusing on building a plan to come out stronger on the other side. We recommend three main areas of focus for sales leaders: WHO they focus sales manager coaching effort against. Here, research comes first.

Top of Funnel 40

Top of Funnel Hiring Sales Management Face-to-face 40

Partners in Excellence

JANUARY 15, 2021

There are all sorts of things for us to think about: We can give them more responsibility and bigger territories. Over the years, we developed as sales people. We each moved to more important territories, larger accounts, more responsibility. I was anxious to move into sales management and leadership.

Territories 87

Territories Hiring Account Coaching 87

Partners in Excellence

APRIL 4, 2016

The responsibilities of a sales manager are very broad. Frontline managers have to work to make sure each person on the team is performing at the highest levels possible. At the same time, there’s the “business management” aspect of the job: Are we going to make our numbers? Mistakes New Managers Make.

Coaching 48

Coaching Sales Management Face-to-face Analysis 48

Partners in Excellence

DECEMBER 1, 2020

What maximizes the success of a Global Account Manager in hunting in her account will be different from that which is most effective for territory managers. How a SDR applies the selling process in their role will be slightly different from the work of a product specialist, and different from an account manager.

Sales Enablement 88

Sales Enablement Territories Face-to-face Maximizer 88

Partners in Excellence

DECEMBER 1, 2011

Rather than looking at a specific metric, I’ll spend a little time talking about the differing points of view on metrics—the sales person/individual contributor’s view and sales management’s view. Sales people resist metrics because management uses them as a club on performance.

Sales Management 88

Sales Management Top of Funnel Territories Funnel 88

Corporate Visions

JULY 2, 2020

But, just as the first wave of agricultural society gave way to the second wave of industrial society, so too Learning Paths transitioned to more situational, Territory Plan-based learning and enablement. The Second Wave: Territory Plans. Before you assume an approach like this isn’t scalable, look again.

Sales Enablement 105

Sales Enablement Webinar Metrics Territories Top of Funnel 105

Hubspot Sales

JULY 22, 2020

This tool allows sales managers to analyze the email productivity of their reps. Anaplan provides several cloud-based planning tools for sales: territory and quota planning, incentive compensation planning, sales forecasting, configure price quote optimization, and trade promotion planning. EmailAnalytics.

Tools 108

Tools Closing Territories Hubspot 108