SBI Growth

DECEMBER 10, 2013

At this point, your 2013 sales number is essentially decided. Do you have the team you need to have a successful Q1? It is very possible that those reasons lie within the team you have assembled. Chances are, there are unfortunately some weak links in your team. Has my team evolved with the new buyer?

Territories 300

Territories Scale Guidelines Groups 300

Hubspot Sales

JULY 28, 2021

One of the most lucrative ways to improve your bottom line is through boosting your sales team's effectiveness — yet many companies choose to focus on aspects of the business like product velocity or customer support costs rather than dialing in on their sales execution. That said, sales execution can be elusive.

Top of Funnel 119

Top of Funnel Churn Face-to-face Pipeline 119

SBI Growth

OCTOBER 15, 2013

This post answers the most persistent question facing HR leaders who support Sales organizations. “ How can HR help Sales Make the Number? ”. I also offer the Agile HR Leader’s Scorecard. It’s a convenient tool to assess HR’s support for sales. How Sales Support Becomes Agile. In a word, become more Agile.

Hiring 303

Hiring Social Media Ideal Customer Profile Microsoft 303

SBI Growth

JUNE 26, 2013

The average tenure of a B2B Sales VP is about 18 months. That means roughly one-half of B2B sales VP’s last less than 18 months. Today''s post provides ways sales operations can deliver value quickly to a new sales VP. Here''s part of the dialog from a recent call with a sales operations leader. replies Dave. “OK,

Hiring 319

Hiring Lead Rank Compensation Guidelines 319

BrainShark

NOVEMBER 7, 2022

That’s why most sales reps shy away from video coaching assessments — despite its potential to help grow their careers and client portfolios. Video coaching assessments help reps build that skillset. But getting them comfortable with recording themselves on camera and getting that performance assessed is the tricky part.

Coaching 62

Coaching Video Lead Rank Lead Scoring 62

Highspot

NOVEMBER 4, 2021

Every manager’s success is highly dependent on the success of their team, and there’s practically nowhere this is more true than in the sales organization. Ensuring their team has the skills, knowledge, and preparation to execute successfully means that team can deliver – now, and in quarters to come.

Scale 52

Scale Sales Management Comparison Coaching 52

Allego

NOVEMBER 1, 2022

Sales trainers will not be replaced by a machine. And it frees them up to focus on strategy, said Rich Smith, VP of Sales at Allego, during a recent webinar, Demystifying AI in Learning Technology. 3 Ways AI Helps Sales Teams. 3 Ways AI Helps Sales Teams. Shall we play a game?”). AI for Learning.

Scale 112

Scale Face-to-face Webinar Metrics Film 112

BrainShark

JULY 9, 2023

If you’re trying to maximize sales rep performance and drive results, coaching should be an essential part of your strategy. CSO Insights reported that sales coaching has had the greatest impact on win rates and quota attainment over the span of five years. The conductor shares the common goals of the team.

Coaching 62

Coaching How To Lead Rank Lead Scoring 62

Sales Hacker

APRIL 21, 2020

When I first wrote this article, we were in a very different place, with unemployment at an all-time low and sales hiring a top priority. That secret weapon is a hiring scorecard. In this article I’m going to show you how to create and implement a hiring scorecard so you can make the right hire, the first time.

Hiring 93

Hiring Sales Talent Lead Rank Lead Scoring 93

Allego

OCTOBER 25, 2022

Great sales reps aren’t born. For reps to build up their selling skills and gain the insights they need, they require ongoing coaching from sales managers. Sales Coaching in the Virtual Selling Era. The move to hybrid work forced sales organizations to adapt and adjust their processes for virtual selling environments.

Face-to-face 96

Face-to-face Coaching Scale Video 96

Sales Hacker

FEBRUARY 10, 2021

Whether you need to hire dozens of sales reps in the next few months or you’re a scrappy startup and need your first three sales hires, building a business will nearly always involve hiring for sales. Although hiring is the hardest job we have to do as sales leaders, it’s certainly one of the most important tasks to get right.

Hiring 139

Hiring Sports Decision Maker Face-to-face 139

Hubspot Sales

JANUARY 4, 2021

Why not in sales? Risk management in sales feels less like second nature and more like a second thought. Understanding your risk is essential for your business and the team's ongoing health, but it doesn't require rocket science. What is sales risk? Risk Management Best Practices for Sales Teams.

Decision Maker 130

Decision Maker Sales Qualified Lead Churn Margin 130

BrainShark

MAY 2, 2022

Virtual sales training is any synchronous or asynchronous learning provided online or via a digitalized experience. Additional benefits of virtual sales training include: The ability to quickly refer back to a specific training as a refresher before sales calls or to answer specific customer questions.

Training 71

Training How To ROI Course 71

SBI Growth

AUGUST 22, 2013

Some sales candidates look great during the hiring process. They wow the interviewers, but mysteriously fail to perform after onboarding. HR has worked hard to find capable talent, and Sales has committed time and money to ramp the new hire. If you’re a Sales or HR leader, this may be happening all too often.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

SBI Growth

AUGUST 11, 2012

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. Get access to cutting-edge advice on how to hit your sales targets with the Make the Number Program (click this link). Step 1 - Assess Your Sales Talent.

Hiring 257

Hiring Sales Talent Guidelines Follow-up 257

BrainShark

MAY 31, 2023

While employee cutbacks and attrition are widespread across sectors and roles at the moment, these numbers are especially concerning for sales— a department with historically high turnover at the best of times. What is time to competency in sales onboarding? Because of quota attainment,” said Zines. “If

Hiring 62

Hiring Sales Talent Scale Sales Enablement 62

BrainShark

AUGUST 16, 2022

When used regularly, sales enablement and readiness platforms increase your sales team’s skill, performance, and revenue. They also make a huge impact on the effectiveness of sales kickoff events, which are basically intensive, multi-day sales training sessions (with a bit of celebration thrown in).

Sales Enablement 62

Sales Enablement Tools How To Follow-up 62

BrainShark

AUGUST 4, 2022

Lessonly by Seismic is one of the most popular sales learning solutions available. However, many organizations find themselves looking for an alternative training software for their customer-facing teams. AI-powered video coaching (so sales managers get instant insights into reps’ sales skills). Adobe Captivate Prime.

SAP 62

SAP Face-to-face Video Course 62

Highspot

OCTOBER 30, 2023

In this article, we help you navigate the intricacies of sales performance metrics, guiding you on which ones are pivotal and how best to measure them. What Is Sales Performance? Sales Performance vs. Sales Metrics Why Analyze Your Sales Performance? Why Analyze Your Sales Performance?

Lead Rank 59

Lead Rank Lead Scoring Churn Top of Funnel 59

SBI

AUGUST 23, 2021

Bigtincan (ASX:BTH), the global leader in Sales Enablement automation, announced it has entered into a binding agreement to acquire 100% of Brainshark, Inc. Combining Brainshark with Bigtincan’s Sales Enablement platform will be transformative for customers and their customer-facing teams. Waltham, MA – August 23, 2021.

Face-to-face 138

Face-to-face Lead Rank Lead Scoring Hotels 138

Allego

OCTOBER 1, 2021

While salespeople of all levels desire more coaching, sales leaders and coaches say they are already stretched too thin and do a lot of coaching as it is. These seasoned sales executives discussed the current state of sales coaching and shared five key takeaways sales coaches can implement today to become better coaches. >>

Sales Coaching 87

Sales Coaching Coaching Scale Hiring 87

Miller Heiman Group

OCTOBER 6, 2020

Most direct sales reps have been sidelined from visiting their clients, and video calls have become the norm. But the last few months have made something glaringly apparent: the basics of performance may be executed differently, but those things that drive excellence in performance have not changed.

Ideal Customer Profile 109

Ideal Customer Profile Face-to-face Sales Qualified Lead Scale 109

SBI Growth

NOVEMBER 9, 2012

The 2013 Number came back from the Board for the VP of Sales. Regional Sales Leaders? VP of Sales Operations? If you answered anything other than #4 , revisit the value your Sales Operations Leader is providing. If you have a world class Sales Ops Leader, you’ll know that this is your first and best resource.

Hiring 303

Hiring Webinar Metrics Sales Operations Forecasting 303

Women Sales Pros

MARCH 29, 2019

There is a common belief that sales force turnover is always a bad thing. Well, I am here to say that some sales force turnover is a good thing. Use a predictive assessment to get an objective read of the candidate. Do you believe some sales force turnover is a good thing? And, the negative statistics are staggering.

Hiring 89

Hiring Sports Compensation Conference 89

Hubspot Sales

APRIL 3, 2019

In fact, 56% of executives and their teams wasted time on strategic planning, while only 44% spent the strategic planning time productively. Luckily, you can join the 44% of leaders and teams that had productive strategic planning sessions. Or should I say, what's the strategic plan? Does strategic planning sound too good to be true?

Sales Operations 106

Sales Operations Objections Software Software 106

Bigtincan

NOVEMBER 2, 2021

There is no shortage of sales onboarding solution options to choose from and most of them offer basic instructor-led training that is created once and typically isn’t updated for months or years at a time. Visual data points on sales KPIs (like bookings and close rate) that quickly allow you to see where reps are struggling.

Comparison 105

Comparison Software Software Hiring 105

SBI Growth

OCTOBER 20, 2013

You just got off the weekly call with the Sales Leadership team. Your boss, the SVP of Sales, has some ‘great’ news. “We We got budget approval to add new sales heads. Start recruiting now so we can start of 2014 with a full team.” During that time, we have insisted on the ‘Topgrading for Sales’ method of hiring.

Hiring 288

Hiring Ideal Customer Profile Lead Rank Lead Scoring 288

SBI Growth

JANUARY 2, 2013

Another year has gone by, and you fell short on your sales number. Talent Assessment of Sales Leadership and Sales Reps. Talent Assessment of Sales Leadership and Sales Reps. The question to ask yourself is: Was the team good enough? Start the year with a formal assessment of the entire team.

Lead Rank 267

Lead Rank Lead Scoring Sales Qualified Lead Lead Gen 267

SBI Growth

OCTOBER 16, 2012

If the CEO fired your SVP of Sales tomorrow, would you get the job? If you want a quick way to find out if you possess the skills to beat your internal peers for the SVP Sales job click here to attend one of our no-cost Make The Number session and get a copy of the SVP Sales Readiness Assessment. Why do you care?

Hiring 288

Hiring Promotion Influencer Groups 288

SBI Growth

MARCH 20, 2013

Bradford Smart and Greg Alexander wrote a book called Top-Grading for Sales: World-Class Methods to Interview, Hire, and Coach Top Sales Representatives. Its goal was to help sales leaders cut through garbage and target true ‘A’ Players. 2) Request to see the W2s of their top 2 and bottom 2 performers. This takes moxie.

Hiring 276

Hiring Maximizer Sales Examples 276

SBI Growth

JANUARY 12, 2013

As the head of sales you can become overwhelmed with technology options. We will discuss how your sales organization can prepare to utilize technology effectively. Many sales organizations are using new technology to automate broken processes. They had 27% quota attainment within their sales force.

Sales Methodology 335

Sales Methodology Hiring Forecasting CRM 335

Emissary

AUGUST 16, 2022

Sales enablement functions can serve organizations in multiple ways, from helping to craft the content sales teams need at each point in the funnel to training and coaching individuals. In celebration of the coming year, we’ve selected the 23 best sales enablement tools for revving up revenue this year and next. . .

Sales Enablement 52

Sales Enablement Tools Top of Funnel Hiring 52

Zoominfo

APRIL 11, 2019

Every sales manager wants their team to be successful– but sometimes, that’s easier said than done. Sales reps face a number of obstacles that can keep them from their goals and it’s your job as their manager to help them overcome these challenges. 5 Ways to Provide Sales Team Support 1. Keep reading!

Sales Qualified Lead 100

Sales Qualified Lead Penetration Face-to-face Quota 100

Braveheart Sales

FEBRUARY 9, 2022

What Does Staying in the Moment Mean in Sales? When one loves to explore data and has access to a huge database of salespeople over 685,000 strong, what happens? Well, for me, I can’t help myself. I frequently analyze elements from that database. Recently, I went mining for insights on consultative selling.

Consultative Selling 52

Consultative Selling Hiring Call-back Pipeline 52

Miller Heiman Group

JUNE 30, 2020

In normal times, sales managers carry the heavy weight of many responsibilities, including coaching their sales team, ensuring a positive customer experience and improving financial results. If before we thought that sales managers were running on sand rather than on pavement , they’re now treading quicksand.

Top of Funnel 78

Top of Funnel Lead Rank Funnel Sales Qualified Lead 78

BrainShark

AUGUST 7, 2022

Even worse, these inefficiencies have been accepted by sales organizations as “the way we’ve always done it.” By identifying sources of waste and taking steps to plug the holes, sales teams can improve overall results. Unfortunately, that’s exactly what sales leaders do with inflated pipeline-to-quota ratios.

System 62

System Revenue Top of Funnel Quota 62

Crunchbase

DECEMBER 11, 2020

For sales teams, access to customer information is essential to do their job. Data needs to be readily available to use for prospecting , sales calls and to see how sales reps are measuring against their goals. Align on team goals and strategy. With data, the days of spending eight hours cold calling are over.

Industry 98

Industry Data Ideal Customer Profile Face-to-face 98