How To Survive The Great January Sales Talent Exodus

Sales Benchmark Index

How to Get The Most Out Of Your Sales Talent

Sales Benchmark Index

In all professions, talent is a key element to success. Put the most talented team on the field and you’ll often win. The majority of your “A” sales players are talented. Territory Design Sales Performance Management Talent Management Compensation

10 Conversations to Retain Millennial Sales Talent

Sales Benchmark Index

Entering 2014, Sales and HR leaders face new trends causing turnover with top talent. This post offers solutions to Sales and HR leaders who ask this question: “How do we respond to demographic trends and retain top sales talent?” The challenge for sales is unique.

Leading Indicators of Sales Performance You Can’t Afford Not To Track

Sales Benchmark Index

Most of the time the Leader’s departure is related to poor revenue performance or inadequate return on Sales & Marketing dollars. The average lifespan of a Revenue Leader is less than two-years.

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SMA Research Findings: 10 Important Territory Planning Statistics

Xactly

Earlier this year, we teamed up with the Sales Management Association (SMA) to conduct a survey on sales territory design. More than 100 organizations participated in the survey and provided insights into how they design and plan their sales territories.

Sales VPs - Are 'A' Player Quotas Rising and Territories Shrinking?

Sales Benchmark Index

This blog is for Sales Leaders running rapidly growing sales forces. Subsequently, this leads to smaller territories. It is dividing up the total sale target between reps. Typically sales leaders also add 5-10% to the number as cushion.

Why Evaluate Potential Sales Talent? - A Great New Case Study

Anthony Cole Training

They were evaluated with OMG''s sales person assessment, and assembled into 5 teams, all selling the exact same product. This team tied for first place in most sales made. Just as important, they were able to neutralize the effect of good versus bad sales management and coaching.

How HR Stops the Exit of Top Sales Talent Now and for the Future

Sales Benchmark Index

As if the looming year end wasn’t pressure enough for a sales leader trying to meet sales quota, will the loss of top sales reps pile on? The HR Leader can take some concrete steps to stop the exit of sales reps and therefore the loss of revenue. Immediate Help for Sales.

Is Your Sales Talent Getting in the Way of Your Sales Transformation Initiatives?

Miller Heiman Group

Advancements in sales technology, such as access to behavioral data and AI-augmented selling, as well as dramatic changes in buyer behaviors have sales leaders everywhere talking about transforming their sales force. However, according to CSO Insights’ newly released 2018 Sales Talent Study , only 16.4 percent of sales leaders agree or strongly agree that they have the talent they need to succeed in the future. Addressing the Talent Gap.

Is Your Sales Talent Getting in the Way of Your Sales Transformation Initiatives?

Miller Heiman Group

Advancements in sales technology, such as access to behavioral data and AI-augmented selling, as well as dramatic changes in buyer behaviors have sales leaders everywhere talking about transforming their sales force. However, according to CSO Insights’ newly released 2018 Sales Talent Study , only 16.4 percent of sales leaders agree or strongly agree that they have the talent they need to succeed in the future. Addressing the Talent Gap.

Five Surprising Benefits of Great Sales Talent And Why It’s Worth The Investment

Xactly

If you want your company’s revenue to grow, you need to hire sales reps. Hiring the best often comes down to offering the right sales compensation plan , providing an accurate job description, and ensuring the right expectations are set. Sales Sales management Sales Strategy

Sales Management is not Cloning – Sales eXecution 266

The Pipeline

There has been lots written about the common mistake companies make in selecting new sales managers; specifically the habit of promoting some of their best sales people to the management ranks, whether they are suitable or not. Sales Execution Sales Success Tibor Shanto

Trade Deadline Sales Style

The Pipeline

With sales being a team experience at most companies, it is not all that different in this respect, save a couple of key areas. But let there be no doubt sales leaders do review their rosters at critical times in the year. Sales Process Tibor Shanto

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The Pipeline ? Shrink Your Way To Success

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. EDGE Sales Process.

Sales Leaders – Manage Your 50% Minority

The Pipeline

In the past I have written about the propensity of sales leaders to accept and live with the Pareto Principle, the 80/20 rule. NOTE: this is once the sales rep has been on-boarded, trained on your systems, and integrated into the process. by Tibor Shanto – tibor.shanto@sellbetter.ca.

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“Parasales” Reps – Sales eXchange 209

The Pipeline

Seems some sales organizations are taking a page from other paraprofessional playbook, some effectively, others, maybe not. Sales 2.0 Sales Process Tibor Shanto By Tibor Shanto – tibor.shanto@sellbetter.ca.

Shared Mediocrity – Sales eXchange 178 – A Question To Sales Leaders

The Pipeline

Sports have trade deadlines, sales organizations have trade season, usually at the start of the year, just after bonuses are paid. What I never understand is why companies, and sales leaders participate in this silly ritual. Sales Skills sell better Tibor Shanto

The Pipeline ? Talking Long-Term ? Acting Short-Term ? Sales.

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s Talking Long-Term – Acting Short-Term – Sales eXchange – 109. Last week I wrote about the follies of having a shorter sales cycle , beyond the points highlighted, I think it raises another trend in sales these days.

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The Pipeline ? Retarded Sales Behavior and The Reasons We.

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s Retarded Sales Behavior and The Reasons We Under-Perform. Stored in Attitude , EDGE Selling , Guest Post , Proactivity , Sales Strategy , Sales Tool , execution. Trading one Mickey Mouse sales idea for the next. Sales Fun.

The Pipeline ? ?But we're not IBM?

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s “But we’re not IBM” Stored in Attitude , Business Acumen , Communication , Communication Strategy , Guest Post , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Social Selling. EDGE Sales Process.

Trade Deadline Sales Style

The Pipeline

With sales being a team experience at most companies, it is not all that different in this respect, save a couple of key areas. But let there be no doubt sales leaders do review their rosters at critical times in the year. Sales Process Tibor Shanto

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Shared Mediocrity – Sales eXchange 178 – A Question To Sales Leaders

The Pipeline

Sports have trade deadlines, sales organizations have trade season, usually at the start of the year, just after bonuses are paid. What I never understand is why companies, and sales leaders participate in this silly ritual. Sales Skills sell better Tibor Shanto

Blending Talent and Sales Performance for Success

OpenSymmetry

Attention to performance results including your periodic reviews with your manager, regular sales progress, and management by objectives (MBO’s) all look to focus on the goals and objectives, as well as the achievement results after a period of time.

Rio Olympic Games – The Road to Gold

OpenSymmetry

It takes a certain mix of natural talent, drive, discipline, and support to mold a great athlete into an Olympian. In order for organizations to create that ‘medal-winning’ sales team, they must first understand the mix of influences that will drive sustainable success. This doesn’t mean mimicking Steve Jobs and getting a tearful response to your sales pitch. Evolving Sales Behaviors. In this scenario, the buyer doesn’t want to hear the sales pitch.

Are You Using Your Sales Performance Data Effectively?

Xactly

For sales organizations, sales performance data can be a useful tool to drive strategic planning and increase performance. . Using a sales performance management (SPM) solution to analyze sales performance data, organizations can gain vital insights into the landscape they operate in.

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2 Talent Management Steps to Save Your Year (and Your Job)

Sales Benchmark Index

The Olympics, just like sales organizations, are full of incredible successes, as well as unparalleled shortcomings. Don’t be caught standing on the wrong podium, VP of Sales. You know you have sub-par talent. Step 1 - Assess Your Sales Talent.

4 Sales Ops Lessons from the NFL

Sales Benchmark Index

There’s no denying that in sales, talent is a key differentiator. The majority of your “A” players are talented. However, even the most talented will fail if they''re put in the wrong environment. How well have you created conditions for sales success?

How to Setup a Commission Plan in Six Steps

Xactly

Motivating your sales reps is one of the key factors of sales success. In most sales organizations, the sales commission plan is the best way to do this. Your sales commission plan is a portion of your sales compensation plan. Optimize Your Sales Plan.

Why Your Inside Sales Reps Don't Last

Sales Benchmark Index

Throughout our history with the company, we performed multiple projects- Sales Process, Sales Structure, and Channel Management. However, every attempt we made to talk about Talent Management received the Heisman. A true Talent Management program emphasizes personal growth.

Sales Planning Fundamentals Part Three: Quota Planning

Xactly

This blog is the third in a series of sales planning fundamentals written by Xactly Chief Sales Officer Marc Gemassmer. If you’re in sales, this also means that you’re probably in the midst of planning season. Balancing Territories to Ensure Fair Quota Allocation.

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The Great Migration to Inside Sales - Will You Get it Right?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan The Growing Power of Inside Sales appeared on the Harvard Business Review Blog on July 29. The authors listed four scenarios where a move to inside sales could be effective: By market segment, By stage of the buyer engagement process, By geography, and. How about these: By sales talent - What roles are your salespeople best suited for? It may not be where the territory is or where the company is located.

What is Draw Against Commission in Sales?

Xactly

Commissions play a key role in your sales compensation plans, driving sales behaviors and motivating reps to hit their quota. Depending on your sales force structure and size, there are different sales commission structures that can be used in your incentive plan.

How to Organize Your Sales Force to Generate More Revenue

Sales Benchmark Index

This post is focused on organizing sales talent to help you make the number. The cost of sales is increasing. Hiring ‘A’ player sales reps is expensive. A symptom of this is: your revenue trends haven’t increased with your sales expense. Sales rep turnover.

Do You Really Have the Best Sales Team Possible?

Sales Benchmark Index

At this point, your 2013 sales number is essentially decided. I speak with many VP Sales who say the same thing every year: “We have some underperformers that are killing us.” Do I have the right talent on my team to meet these initiatives? Are they in the right territories?

Unleashing the Power of Frontline Sales Management

Sales and Marketing Management

From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. Very few had formal, repeated sales manager training programs.

In the Age of AI, Training Is More Critical Than Ever

Sales and Marketing Management

Author: Erik Charles When sales professionals look at artificial intelligence (AI), what do they see? And, at that point, the winners and losers will be separated by how well they combine their sales talents with skills for using AI. This is unexplored territory?—?and

The Rise of the Agile Performance Review

Sales Benchmark Index

Most HR and Sales leaders who just completed this mid-year chore would agree. It does not answer the question that is top of mind with Sales and HR leaders, “How can we improve the performance of our sales team?” A more Agile way of assessing sales talent has emerged.

Why Sales Leaders Shouldn't Skip this Critical Hiring Step

Sales Benchmark Index

To hire effectively you need to observe sales candidates in action. Most sales leaders discount the job tryout because it is difficult. This post is written for the head of sales of a rapidly growing organization. We asked you what causes frustration, and talent was mentioned every time. We will discuss how to test for great sales talent. Hiring the wrong talent can make your professional life extremely painful. Hire better sales talent.

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How HR Can Help Sales Attract Top Talent - Beyond the Obvious

Sales Benchmark Index

The most important function an HR leader can perform to support Sales is to help attract and retain top sales talent. Based upon our research interviews conducted with VPs of Human Resources, it is clear that most don’t really understand how to help Sales attract top talent.

The 3 Big Faults Sales Finds with HR

Sales Benchmark Index

She is the new HR Business Partner to the Sales Organization. This advantage will give her a long tenure serving sales. HR and Sales leaders who need better collaboration must read this post. It includes a tool: a profile of the Sales leader (Hanna’s advantage!)