The Sales Readiness Blog

JANUARY 31, 2022

Do you wonder why the most successful sales leaders in your organization reach their goals every quarter? They focus on ROI when engaging with customers and prospects.

ROI 52

ROI Maximizer How To Sales 52

Sales and Marketing Management

JUNE 28, 2015

Sales professionals, sales managers and marketers must keep pace with the changing sales environment by tapping the true ROI of their millennial sales team. Teaser: Millennials are more diverse, more tech savvy and extremely socially connected, and are already disrupting the way we buy and sell. read more

ROI 120

ROI How To Sales Management Marketing 120

Showpad

APRIL 30, 2020

All professionals are under the gun to maximize return on investment, but arguably no one is more committed to boosting the ROI of sales enablement than the people responsible for implementing it. Quantifiable sales enablement ROI for the sales enablement director. improvement in win rates.

Sales Enablement 52

Sales Enablement ROI Scale Maximizer 52

Increase Sales

APRIL 6, 2016

As an educated and trained instructional designer, one of the tenets was connecting L&D to return on investment (ROI). ” Personally, I have never found aligning ROI to L&D difficult. ROI in L&D is like the leaves on the branches of a tree. And as one moves up the organization it can be much easier.

ROI 70

ROI Education Coaching Facebook 70

Gong.io

MARCH 5, 2018

Investing in ramping new sales hires faster is some of the strongest ROI you can generate as a sales leader. Especially if sales enablement isn’t a dedicated function at your company. The post The ROI of Ramping New Sales Hires Faster appeared first on Gong. But somehow it often takes a back seat.

Hiring 105

Hiring ROI Quota Revenue 105

Hubspot Sales

JULY 5, 2021

Exemplary sales managers don't just pop up out of nowhere. And very few — if any — reps can assume a management role and thrive, based strictly on intuition. Even the most effective sales leader might struggle to turn a rep who seems like "management material" into a successful manager.

Training 106

Training Sales Management Lead Rank Lead Scoring 106

Allego

APRIL 2, 2019

Today’s sales training and enablement professionals can’t afford to be dismissive of ROI: if your sales training and coaching programs aren’t generating tangible results – in terms of higher revenues, faster ramp-up, shorter sales cycles, etc. – Sales managers don’t prioritize training.

ROI 67

ROI Training Negotiation Incentives 67

Sandler Training

DECEMBER 10, 2019

Discover the hidden ROI of training top sales talent. The post The Hidden ROI of Training Top Sales Talent appeared first on Sandler Training. Ongoing, modern training is one of the biggest investments you can make in your people.

Sales Talent 59

Sales Talent ROI Training Hiring 59

Allego

OCTOBER 3, 2019

Every organization seeks a healthy return on its investments, but when it comes to boosting or even measuring the ROI of sales training, things can get tricky. A common–and often valid–complaint among reps is that a particular sales training course, technique or tip simply doesn’t work in the real world.

ROI 48

ROI Top of Funnel Training Hiring 48

Understanding the Sales Force

NOVEMBER 10, 2023

As a result, they can’t anticipate when in a sales cycle or sales process they will be impacted, and don’t have the awareness to take steps to work around it and improve. When this lack of awareness is prevalent at the top of a sales organization, it is challenging to grow it or scale it.

Company 212

Company Hiring Scale Forecasting 212

No More Cold Calling

AUGUST 20, 2015

If you’re a sales manager, you’ve probably even said it. The problem is that sales reps neglect important activities during early stages of the sales process. I asked my client how the sales reps prepared. ” Was their sales manager clueless, or what? You are now a true sales manager.

Closing 120

Closing Sales Management Referrals Ideal Customer Profile 120

The Pipeline

DECEMBER 11, 2014

Data can help you improve your process – and your workforce ROI. Think you have the best possible toolkit for your sales team? The best sales tools now are all about integration and automation. The Pipeline Guest Post - Diana Doherty. Want to increase productivity without stressing out your employees? Think again.

Tools 319

Tools SalesForce Sales Management Lead Rank 319

Partners in Excellence

JUNE 1, 2014

My friend, Gary Hart , stirred the pot a little by posing the question, “Is there an ROI in developing critical thinking skills?” So Gary raises as very provocative and thoughtful question, “Is there an ROI on critical thinking?”

ROI 99

ROI Lead Rank Segment Analysis 99

Understanding the Sales Force

SEPTEMBER 26, 2012

One particular call causes the salesperson to become so excited that she devotes the rest of this week to developing an appropriate solution, value proposition, ROI, proposal and presentation. That's what sales managers are supposed to be doing. She is so focused on this opportunity that she forgets all about what is up ahead.

Sales Management 192

Sales Management Proposal ROI Pipeline 192

Braveheart Sales

OCTOBER 22, 2020

Can sales managers become true coaches rather than simply managers and directors? If your organization is ready to embrace and get behind all these elements, it is ready to make the best use of sales training. The post The 5 Requirements to Maximize ROI on Sales Training appeared first on Braveheart Sales Performance.

Maximizer 52

Maximizer ROI Training Incentives 52

SalesLatitude

NOVEMBER 15, 2018

Why do sales managers spend so much time reviewing and analyzing sales forecasts yet sales people typically do not? Because the best way to get sales people to take forecast accuracy seriously is to train and coach them on best practices and why it is important to them. Who have you validated this information with?

Forecasting 92

Forecasting Sales Management Pipeline Sales Forecasts 92

CommercialTribe

OCTOBER 22, 2020

What is more critical for sales managers is to regularly practice the craft of coaching and see the impact on more deals won and reps to plan. So, how can sales leaders help their teams adopt an approach backed by quantifiable insights to drive sustainable success? The Right Sales Tech. A Missed Opportunity.

Coaching 52

Coaching Sales Management Hiring Sales Coaching 52

CommercialTribe

NOVEMBER 24, 2020

Welcome to part three in our series on data-driven sales coaching, aimed at arming sales leaders with the advice they need to effectively direct coaching efforts and realize a strong ROI. So, where was her frontline sales manager? If you’re new to the series, start here. The CFO’s eyes glaze over.

Coaching 52

Coaching Top of Funnel Hiring Sales Management 52

Allbound

JULY 25, 2018

I was speaking with a Chief Revenue Officer of a mid-market, mar-tech, SaaS company who was earning about $15 million in Annual Recurring Revenue (ARR) and surprisingly enough, despite having the word “Revenue” in his title, he was shockingly disinterested in measuring the ROI from his channel team. What’s worse?

Channels 48

Channels ROI Marketo InsideSales 48

The Brooks Group

DECEMBER 10, 2018

The question is, will the training program result in permanent behavior change and lasting sales performance improvement, or will it be a “flavor of the month” that your sales team abandons a few weeks after the experience? What is a Sales Training Reinforcement Program? Have Expert Sales Coaches Lead the Program.

Maximizer 40

Maximizer ROI Training How To 40

The Brooks Group

DECEMBER 10, 2018

The question is, will the training program result in permanent behavior change and lasting sales performance improvement, or will it be a “flavor of the month” that your sales team abandons a few weeks after the experience? What is a Sales Training Reinforcement Program? Have Expert Sales Coaches Lead the Program.

Maximizer 40

Maximizer ROI Training How To 40

SalesEngine

APRIL 3, 2017

Voice controlled digital assistants may not sound that exciting, but if you’re in sales, sales management or in any position responsible for revenue, they should be. When p roperly implemented, digital sales assistants let reps update the CRM with simple voice and text instructions. No logging in required.

ROI 69

ROI CRM Engineering Data 69

Miller Heiman Group

AUGUST 24, 2019

But a formal approach to sales enablement—when supported by a charter—makes a huge difference in results and turns sales enablement from a cost center into an ROI generator. of organizations reported running sales enablement in a formal way. Yet despite this adoption of formal sales enablement, only 9.2%

Sales Enablement 77

Sales Enablement ROI Lead Rank How To 77

CommercialTribe

FEBRUARY 18, 2021

Across a 2 month study, we asked sales leadership who’s ultimately responsible for the productivity of individual reps — and it wasn’t surprising to hear that the buck stops with sales managers. The Right Sales Tech. Shifting low and middle performers to high performers. In this case, seeing truly is believing.

Top of Funnel 52

Top of Funnel Study Hiring Sales Management 52

SalesFuel

APRIL 8, 2024

Listening to their testimonials can give you even more context into the ROI your clients experience. Photo by Kampus Production SalesFuel - Sales Credibility | Sales Research | Sales Hiring | Sales Management | Sales Enablement This will help you when they want to negotiate pricing.

Negotiation 115

Negotiation Buyer B2B Hiring 115

Steven Rosen

MARCH 1, 2023

Most companies don’t have sales leadership programs for their senior sales managers. In today’s reality, it is increasingly difficult to justify the costly $10,000 price tag of a weeklong Executive Leadership Training Course that has little ROI. Therefore development opportunities must be sourced from outside.

Coaching 156

Coaching Networking Face-to-face Course 156

The Pipeline

SEPTEMBER 9, 2020

Jason Jordan is a thought leader in the domain of business-to-business sales and conducts ongoing research into management best practices in hiring, developing, measuring, and leading world-class sales teams. His wild experiences as a sales consultant led to the comical stories in Sales Insanity.

Course 235

Course Hiring Video Discount 235

Zendesk Sell

FEBRUARY 12, 2019

Use them to understand when your process is working and when it’s not, which of your sales reps needs more training or is ready for a promotion, what outreach methods are earning the highest ROI, and more. Below, learn how to use each of the five most important sales reports to be a successful sales manager.

Report 77

Report Top of Funnel Sales Management Funnel 77

CommercialTribe

MAY 4, 2021

Fact: There’s a gap between the reality of who and where sales managers actually spend their time versus who and where sales leaders believe time should be spent. Now that we’ve covered WHO your sales managers should be spending more time with, let’s discuss WHERE in the sales process they should be most involved.

Top of Funnel 52

Top of Funnel Study Hiring Sales Process 52

SBI Growth

AUGUST 13, 2018

Picture this… You have just acquired a B2B technology company focused on big data and are tasked with growing the Portfolio company quickly over the next 18 months due to the company’s potential. Your company’s due diligence captured a few opportunities.

ROI 120

ROI B2B Data Opportunity 120

Sales Manager Now

DECEMBER 2, 2021

To have the sales accountability most companies strive for requires a reporting system that measures and monitors the KPIs and process your team is expected to perform. For instance, when data is not being collected or added into the CRM by the team, the original ROI begins to shrink.

CRM 78

CRM ROI Report System 78

SBI Growth

AUGUST 13, 2018

Picture this… You have just acquired a B2B technology company focused on big data and are tasked with growing the Portfolio company quickly over the next 18 months due to the company’s potential. Your company’s due diligence captured a few opportunities.

ROI 149

ROI B2B Data Opportunity 149

Pointclear

JANUARY 21, 2014

This month we tackle the issue of Marketing not delivering on an ROI responsibility. I believe I have heard all of the excuses for Marketing’s failure to measure the ROI for marketing efforts. Actually, this list is shorter than the one for salespeople’s excuses for not following up on sales leads. I don’t know where to start.

Harte Hanks 226

Harte Hanks Marketing ROI Sales Qualified Lead 226

Steven Rosen

APRIL 3, 2018

As companies look to develop their next generation of leaders, they need to look at carefully targeting their development efforts to ensure positive ROI. They need to determine which groups of leaders can benefit the most from executive sales coaching. Why Executive Sales Coaching . It only makes good business sense.

Sales Coaching 320

Sales Coaching Coaching Hiring Face-to-face 320

Chorus.ai

SEPTEMBER 22, 2020

All focus was on maximizing growth, and frontline sales managers were most worried about what to do if their reps were regularly exceeding quota. It’s altered so much of the context surrounding sales, from the kinds of companies able to buy to the language that wins deals. But COVID-19 has drastically changed this environment.

ROI 118

ROI Buyer Persona Churn Follow-up 118

ExecVision

APRIL 23, 2018

With all of these challenges, how do you get ROI from trade shows, conferences, and events? Drive ROI at Marketing Events. Since adopting the practice of arranging appointments with prospects in advance, we get ROI on marketing dollars before we even show up for the event. The Right Way to Work a Booth.

ROI 40

ROI Ideal Customer Profile Maximizer Closing 40

Steven Rosen

JUNE 20, 2021

Most companies don’t have sales leadership programs for their most senior sales managers. It is increasingly difficult to justify the costly $10,000 price tag of a weeklong Executive Leadership Training Course that has little ROI in today’s reality. Therefore, development opportunities must be sourced from outside.

Sales Leadership 234

Sales Leadership Face-to-face Networking Travel 234