Steven Rosen

JANUARY 22, 2018

Imagine my surprise when I read Jim Dickie’s Sales Mastery post that showed that 1/3 of sales executives surveyed, said that sub-optimal sales manager coaching is one of their top 3 barriers to achieving their objectives in 2018. Sales leaders acknowledge the positive impact of sales coaching. What can you do?

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

Mindtickle

MARCH 24, 2022

And so even though I was teaching, I was learning about his business and doing projects for him and learning about sales, sales training, the complexities of strategic selling, and all of those things. I started working with CEOs and the senior leaders who had led these big, big companies to set up their sales from scratch.

Sales Leadership 52

Sales Leadership Hiring Call-back Cold Calling 52

Sales Hacker

OCTOBER 9, 2019

Their sales territory loses proper coverage since the rep is now focusing on the transition into management. Worse still — and this is the biggest problem — the newly promoted sales manager may not have had any practical training on how to manage a sales team. Training & Coaching. The Bottom Line?

Promotion 68

Promotion Sales Management Sales Leadership Hiring 68

The Pipeline

FEBRUARY 3, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. They say you can’t shrink your way to success, but perhaps there are situations in sales where you can. By shrinking your territories, strategically where it make sense.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

Understanding the Sales Force

APRIL 16, 2012

A similar scenario faced hundreds of sales leadership executives. I reviewed the 2012 Sales Performance Management Report, published by the Aberdeen Group and gleened some interesting statistics. 21% want a better sales hiring process. 16% want to achieve more balanced territories. 15% want to reduce turnover.

Hiring 188

Hiring Territories Compensation Forecasting 188

The Pipeline

SEPTEMBER 19, 2011

The Pipeline Renbor Sales Solutions Inc.s 25% Increase in Sales Training ROI – Sales eXchange – 115. Stored in Attitude , Business Acumen , Hiring Sales Talent , Proactive , Proactivity , Sales Leadership , Sales Management , Sales eXchange , execution. Given that, why train them?

ROI 243

ROI Pipeline Training Twitter 243

Steven Rosen

JANUARY 22, 2018

Imagine my surprise when I read Jim Dickie’s Sales Mastery post that showed that 1/3 of sales executives surveyed, said that sub-optimal sales manager coaching is one of their top 3 barriers to achieving their objectives in 2018. Sales leaders acknowledge the positive impact of sales coaching. What can you do?

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

SBI Growth

OCTOBER 24, 2013

The Sales Manager position is the fulcrum between sales leadership strategy and sales force execution. Teams without effective sales managers lack morale and discipline. Sales forces that consistently lose (or fail to keep) sales managers are losing money. Weak sales strategy. Poor territory.

Hiring 292

Hiring Positioning Sales Management Compensation 292

Mindtickle

OCTOBER 15, 2017

In B2B Tech this is most prevalent with sales teams divided into Sales Development, Sales Engineering, Account Executives and Account Managers. Within each of these groups, there is often further segmentation – based on account size, industry, and territory. New technologies are more convenient for training.

Hiring 52

Hiring Training Scale Segment 52

Mindtickle

OCTOBER 15, 2017

In B2B Tech this is most prevalent with sales teams divided into Sales Development, Sales Engineering, Account Executives and Account Managers. Within each of these groups, there is often further segmentation – based on account size, industry, and territory. New technologies are more convenient for training.

Hiring 52

Hiring Training Scale Segment 52

Bernadette McClelland

JANUARY 11, 2017

One of those strategies is summed up by this very ‘relevant to 20th century sales leadership behaviour’ statement : “If officers are unaccustomed to rigorous drilling they will be worried and hesitant in battle; if generals are not thoroughly trained they will be inwardly quail when they face the enemy.”.

Strategy 150

Strategy How To Competition Energy 150

The Pipeline

SEPTEMBER 8, 2014

In instances where this happens, it is sometimes worse that no help at all; what happens if the current sales leaders went through the same pattern of evolution, they just perpetuate the model; and the model is one of cloning. Most sales people know what they have to do, the challenge is getting them to do it.

Hiring 296

Hiring Lead Rank Sales Management Lead Scoring 296

BrainShark

AUGUST 7, 2022

Let’s say a company has three salespeople assigned to a given territory and a $3 million quota for that territory. Over-assigning quotas is often a symptom of lack of confidence in sales rep readiness. ‘Sophomore’ sales rep turnover. Many companies take wasteful approaches when training new sales reps.

System 62

System Revenue Top of Funnel Quota 62

Lessonly

NOVEMBER 13, 2020

And what is sales enablement leadership’s role if it’s not to set salespeople up with sales enablement tools and everything they need to succeed from start to finish in a sales cycle? . Develop your territory. Some of those include…. Be a trusted advisor. Forecast effectively.

Sales Enablement 42

Sales Enablement Software Software Sales Leadership 42

The Pipeline

AUGUST 8, 2011

Stored in Attitude , Business Acumen , Buying Process , Communication , EDGE Sales Process , Funnel management , Interactive Selling , Proactive , Proactivity , Sales Leadership , Sales Success , Sales eXchange , Sell Better , Shorter sales cycle , execution. Sales Bloggers Union. Sales Compensation.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

InsightSquared

APRIL 1, 2019

or a primed opportunity (thanks rep who I inherited the territory from!). Once you know how long ramp is, and what your successful sales reps are doing all day, it’s time to overcommunicate, train, and support your reps. By assigning trainings when your reps need them the most, you are increasing the likelihood of success.

Quota 99

Quota Sales Enablement Sales Leadership Pipeline 99

SBI Growth

FEBRUARY 18, 2014

It’s every Sales Manager’s struggle. You’ve had an open territory for some time. HR is done with the new-hire training. Most onboarding programs focus on a mixture of internal processes and product training. A sales manager should define a set of onboarding activities that drive the right selling behavior.

Hiring 202

Hiring How To Buyer Persona Demand Generation Targets 202

Mindtickle

DECEMBER 28, 2023

Some such technologies might include: Customer relationship management (CRM) platform Sales enablement platform Revenue productivity platform Business intelligence platform Content management system Sales enablement vs. sales operations In the world of sales, sales enablement and sales operations are two terms that are used often.

Sales Operations 52

Sales Operations Top of Funnel Sales Enablement Forecasting 52

Janek Performance Group

APRIL 2, 2024

Here, we’ll go micro and explore the key metrics, methodologies, and tools for evaluating your business development strategy. This can reveal areas that need improvement and suggest potential remedies, like sales training and coaching. These include expenses, such as marketing, sales efforts, and overhead.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62

Xactly

OCTOBER 1, 2018

As a sales leadership team, there are plenty of questions we ask ourselves to improve sales performance analysis and management, including: Are we setting up our teams for success? Are we assigning effective territories? Improving Sales Performance Analysis with Xactly Insights. Is our pay in line with performance?

Analysis 90

Analysis Data Incentives Incentive 90

Vengreso

DECEMBER 2, 2020

the resources, tools, and activities required to carry out the strategies. When bringing all of these elements together your sales plan makes it possible for everyone in the organization from the CEO down to the individual sales team to understand the global view, share the vision and objectives, and work towards achieving the same goal(s).

Ideal Customer Profile 120

Ideal Customer Profile Top of Funnel Hiring Segment 120

SBI Growth

JULY 26, 2013

started a sales improvement effort. He worked with sales leadership to bring in consultants. Hank is pushing to start the next recommended SFE (Sales Force Effectiveness) initiatives. However, Chief Sales Officer Victor wants to know if the first initiative is successful. Last year, Hank, the HR leader at DLA, Inc.,

Hiring 267

Hiring How To Sales Qualified Lead Face-to-face 267

The Pipeline

JANUARY 18, 2012

The Pipeline Renbor Sales Solutions Inc.s Stored in Business Acumen , Interview , Proactive , Proactivity , Productivity , Sales Leadership , Sales Success , audio , execution. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

The Pipeline

NOVEMBER 16, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Interview , Planning , Proactive , Sales Leadership , Sales Success , audio , execution. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

Mindtickle

DECEMBER 16, 2021

Whether your 2022 sales kickoff will be in person, virtual, or a hybrid, thoughtful and strategic planning is critical to success. . and enable reps with learning and training sessions both during the event and afterward. . You should leverage the existing sales enablement or readiness platform for SKO wherever possible.

Everest 52

Everest Sales Enablement Territories Exercises 52

A Sales Guy

MAY 7, 2013

You have a sales process in place, but the sales manager and sales people are using separate spread sheets with additional stages, because the current sales process doesn’t meet their needs. You’ve built a killer sales portal the sales team never seems to visit. They expect it will be GOOD.

Top of Funnel 128

Top of Funnel Sales Leadership Territories B2B 128

SalesLoft

NOVEMBER 17, 2020

Today’s top-performing sales reps use data, intelligence, and productivity tools 30% more than average performers. Whether you need to gain visibility into pipeline activity, manage deals, or decrease rep ramp time, Sales Engagement tools can help you improve efficiency, leading to sustained growth and profitability.

Top of Funnel 105

Top of Funnel Lead Rank Lead Scoring Buyer Persona 105

Vengreso

MARCH 30, 2022

LinkedIn Sales Navigator is arguably one of the most powerful social selling tools available – but most teams are underutilizing it. We are seeing only about 20-30% adoption, on average, in our clients, and even many of the power users are not maximizing the incredible potential LinkedIn Sales Navigator offers. and beyond.

LinkedIn 115

LinkedIn Lead Rank Lead Scoring Ideal Customer Profile 115

The Pipeline

DECEMBER 7, 2011

Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

The Pipeline

FEBRUARY 15, 2012

The Pipeline Renbor Sales Solutions Inc.s Sales Force (Mis)Alignment. Stored in Business Acumen , Coaching , Demand Generation , Hiring Sales Talent , Planning , Sales Force Alignment , Sales Leadership , Sales Management , Sales Strategy , Sales Success , Sales eXchange , execution.

Pipeline 223

Pipeline Hiring Demand Generation Targets Demand Generation 223

The Pipeline

FEBRUARY 17, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , HR Management , Hiring Sales Talent , Productivity , Sales Force Alignment , Sales Leadership , Sales Training , execution. Earlier this week, I posted on two related or intersecting topics sales leaders need to manage and improve.

Webinar Metrics 210

Webinar Metrics Pipeline Hiring Face-to-face 210

The Pipeline

NOVEMBER 23, 2011

Stored in Attitude , Business Acumen , EDGE Sales Process , Funnel management , Impact Questions , Interactive Selling , Planning , Prospecting , Sales Leadership , Sales Strategy , Sales Success , Sell Better , Video , execution , qualifying. Sales Bloggers Union. Sales Compensation. Sales Cycle.

Sales Qualified Lead 231

Sales Qualified Lead Pipeline Cold Calling Webinar Metrics 231

The Pipeline

JANUARY 17, 2012

The Pipeline Renbor Sales Solutions Inc.s Top 25 Sales Influencers for 2012. Stored in Attitude , Awards , Business Acumen , Gap Selling , Interactive Selling , Productivity , Sales Leadership , Sales Success , execution. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange.

Influencer 222

Influencer Pipeline Hiring Top of Funnel 222

The Pipeline

OCTOBER 26, 2011

Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

The Pipeline

MARCH 6, 2012

The Pipeline Renbor Sales Solutions Inc.s Win The Sale Without Compromising on Price. Stored in Attitude , Book Notice , Price , Proactive , Sales Leadership , Sales Success , Sales Technique , execution. All sales aren’t created equal. Sales Bloggers Union. Sales Compensation.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

MARCH 9, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Communication , EDGE Sales Process , Interactive Selling , Proactivity , Sales Leadership , Sales Process , Video , Zone Selling , execution. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Tool.

Pipeline 238

Pipeline Cold Calling Hiring Compensation 238

The Pipeline

MARCH 7, 2012

Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng.

Pipeline 210

Pipeline Sales Qualified Lead Cold Calling Webinar Metrics 210