SBI Growth

JANUARY 11, 2013

How can you ensure a green, over-eager new rep doesn’t blow the sale? Here’s how: Add the " L ook-to-Book" ratio to your key account Win/Loss Analysis. We captured 36 metrics that CEOs believe “reveal the truth” about sales org performance. We’ve modified the concept and included it in a Win/Loss Analysis template.

Account 297

Account Closing Analysis Coaching 297

Membrain

JANUARY 16, 2022

I’m always stunned by how little win/loss analysis we do. Of course, when we win or lose a deal, there is some reason code–usually some drop down in CRM that gives us a handful of choices about why we won or why we lost.

Analysis 147

Analysis CRM Course Sales Management 147

Janek Performance Group

FEBRUARY 13, 2024

For sales managers, look for qualities that build strong teams and motivate others to perform their best. Whether you seek a new hire or promotion, here are several essential qualities of sales managers. Someone in line for this position already possesses effective sales strategies. Asks questions.

Sales Management 139

Sales Management Hiring Promotion Motivation 139

SBI Growth

NOVEMBER 14, 2012

66% of Sales Reps believe that increasing the time invested by sales managers would help to increase their sales. After all, sales management is responsible for Sales Performance Management. Your manager is one of those tools. Two simple strategies: Increase your access to coaching.

Ideal Customer Profile 300

Ideal Customer Profile Lead Scoring Lead Rank Analysis 300

Membrain

OCTOBER 26, 2022

What is more valuable to your sales team than understanding why you win, and why you don’t? But there’s more to End of Year (EOY) win/loss analysis than just improving individual sales performance. In fact, effective win/loss analysis can help you improve almost every aspect of your business. Probably not much.

Analysis 25

Analysis How To Sales Sales Management 25

Anthony Cole Training

JULY 21, 2023

Excerpt from Objective Management Group’s recent webinar on The Data Behind Sales Managers of Elite Teams. The second chapter of this guide addresses a fundamental question: how often should sales managers coach their teams?

Coaching 240

Coaching Webinar Metrics Analysis Objections 240

SBI Growth

AUGUST 7, 2013

However, we frequently see Sales VPs still stuck in the sales manager mindset. An ill-prepared sales manager damages his region. A Sales VP focused on the wrong things can ruin the entire company. They cross collaborate with manager peers, their reps, and the VP. He helps the new reps ramp up quickly.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

Janek Performance Group

JANUARY 8, 2024

By performing a white space analysis, you can identify who that customer is and how to best target them. How does white space analysis work? What is a White Space Analysis? However, your analysis isn’t simply focused on customers—it also leverages information regarding the industry, competitive landscape, and key stakeholders.

Analysis 90

Analysis Segment Lead Rank ACT 90

Hubspot Sales

JULY 9, 2019

Although factors like your product line, buyer personas, and brand awareness are important, sales managers are also critical to the success of any business as they have the potential to unlock huge returns that impact the business's bottom line. Onboarding and training new hires is another sales management responsibilities.

Sales Management 142

Sales Management Hiring Buyer Persona Compensation 142

SBI Growth

DECEMBER 28, 2012

Customer / Prospect Segmentation – This detailed analysis of your marketplace is essential. Sales Time Studies are essential in capacity planning. Once you’ve done the above analysis, you can begin to build optimized territories. It builds credibility with sales management. Let the Market Decide.

Territories 303

Territories Marketing Analysis Segment 303

Anthony Cole Training

JULY 28, 2023

Excerpt from Objective Management Group’s recent webinar on The Data Behind Sales Managers of Elite Teams. Through a deep analysis of sales evaluations and coaching frequencies, we uncover the impact of consistent coaching on various aspects of sales performance.

Webinar Metrics 233

Webinar Metrics Analysis Coaching Objections 233

SBI Growth

SEPTEMBER 19, 2012

Over 42% of all Sales Managers don’t make their yearly number. A VP of Sales first thought is to terminate those Sales Managers. Who needs a Sales Manager if they can’t make their number?”. You need to ask yourself: How are you measuring your sales managers? Are you thinking the same?

Hiring 308

Hiring Lead Rank Lead Scoring Quota 308

Hubspot Sales

DECEMBER 30, 2020

If sales is a journey, your strategic plan is the roadmap you'll provide your team to help them reach their destination. It is one of the most important activities you will ever do as a sales manager because, without it, your sales team will have no direction and no instruction manual to follow in order to achieve their targets.

Sales Management 137

Sales Management Hiring Buyer Persona Exercises 137

SBI Growth

OCTOBER 4, 2013

As a sales rep, it’s important to understand how upper management views quota setting. Understanding their perspective will go a long way towards your analysis and case. Top-Down Quota Setting: Metrics that mean the most to Upper Management and Owners. These include Territory Vacancy Rate and Talent Level (sales rep).

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

SBI

JANUARY 28, 2020

6 Ways Sales Enablement Leaders can Gain Sales Management Support. Sales Enablement is generally focused on assisting individual sellers with less focus placed on others in the organization. “ Sales Enablement supports the sales team to move buyers to a decision point. Needs analysis.

Sales Enablement 131

Sales Enablement Sales Management Coaching Engineering 131

SBI Growth

DECEMBER 19, 2012

My VP of Sales wants me to research trends in inside sales and conduct account segmentation. The sales managers are yelling for updated dashboards and territories. Oh, and Marketing wants to discuss sales enablement improvements. You don’t have HR and Sales Managers yelling at you!” Alex responded.

Sales Operations 303

Sales Operations Compensation Territories Segment 303

Understanding the Sales Force

JANUARY 14, 2014

Understanding the Sales Force by Dave Kurlan According to FreeDictionary.com , the original definition of Methodology is, "the theoretical analysis of the methods appropriate to a field of study or to the body of methods and principles particular to a branch of knowledge." Needs Analysis. Size of components. Total capacity.

Sales Methodology 271

Sales Methodology Negotiation Proposal Analysis 271

SBI Growth

SEPTEMBER 23, 2013

VPs of Sales are asking questions like: Is our Sales Process good enough? Are my Sales Managers good enough? Do This— Start with a Sales Strategy Blueprint. To have a sales strategy you can execute, it must follow a structured path. What Sales Leaders Should Do Now. How many heads do I need?

Compensation 325

Compensation Social Media Incentives Incentive 325

SBI Growth

DECEMBER 13, 2013

You call a sales manager strategy meeting. “We Pipeline reviews, strategy sessions, forecasting analysis and sales training are all mentioned. Traditional sales training does not. Sales rep development is important. Sales Manager Team Meetings: This is the second important component of an Adoption Plan.

Training 302

Training Face-to-face Webinar Metrics Forecasting 302

SBI Growth

SEPTEMBER 22, 2013

Stop kidding yourself when you say you involved the sales team. Asking a couple of sales reps does not constitute understanding the buyer. Having one sales manager on the implementation team is just checking the box. User buyer examples: Sales reps by vertical. Sales Managers (all levels).

Eloqua 316

Eloqua Marketo Buyer Persona Collateral 316

SBI Growth

AUGUST 22, 2013

Questions - after studying the package, the candidate is allowed to ask 5 clarifying questions about the sales opportunity. Analysis - the candidate studies the data provided, does independent research and determines the prospect''s needs. Sales Manager - Scenario: Only 2 of 8 members of the sales team are making the number.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

Understanding the Sales Force

JANUARY 27, 2024

Wouldn’t it be cool if, instead of the news that currently appears in your feed, or the sports analysis you just heard, you could read the news of your last few days of selling, or hear the play-by-play analysis of your sales call from earlier today? Example One: Dave had a tough few days on the sales trail.

Sports 194

Sports Analysis Outbound Examples 194

Zoominfo

OCTOBER 12, 2022

My life would be a nightmare without it,” says Wing, a ZoomInfo global sales manager who focuses on Europe, the Middle East, and Africa. For sales professionals, conversations aren’t just about closing deals — they’re also about cultivating relationships.

Analysis 130

Analysis Territories Scale SalesForce 130

SBI Growth

NOVEMBER 17, 2013

Shut-down that whining Sales Director that keeps complaining about some worthless, one-off report. Give Sales Ops the “air cover” they need to deliver lasting impact. Let sales management see that they carry weight in key decisions. Latitude: Often, Sales Ops isn’t given the freedom to develop new approaches.

Company 296

Company Hiring Buyer Persona Maximizer 296

Sales and Marketing Management

MAY 28, 2018

Despite the urgency to find strong candidates to fill open positions, women are underrepresented in all levels of sales, with women holding just one in four mid-level sales manager roles, and only one in five sales leadership positions. percent of what their male counterparts earn. Women Outperform.

Face-to-face 250

Face-to-face How To Salary Quota 250

Janek Performance Group

SEPTEMBER 18, 2023

In sales, this is called a win-loss analysis. Recently, Janek Performance Group hosted the webinar Reviewing Game Tape—Optimizing Sales Performance Through Win-Loss Analysi s. Here, Janek Managing Partner Nick Kane and Chief Marketing Officer Sarah McMullin were joined by Andrew Peterson, Co-CEO and Co-Founder of Clozd.

Analysis 77

Analysis Webinar Metrics Sports Groups 77

Zoominfo

SEPTEMBER 2, 2021

Conversation intelligence provides reps with a deeper understanding of sales calls by recording, transcribing, and analyzing these meetings to deliver AI-based insights. ZoomInfo Engage is our sales engagement platform that features an automated sales dialer. Engage calls are now transcribed by Chorus.

Data 52

Data Scale SalesForce Forecasting 52

SBI Growth

OCTOBER 2, 2012

With his background in sales management and general management, Storer admitted, “I wish I had these tools when I was a senior manager.”. Find out what your sales team does that brings value to your buyers through factual research. Do an optimization analysis. But they are patiently persistent.

Hiring 306

Hiring Ideal Customer Profile Face-to-face Oracle 306

Zoominfo

JANUARY 15, 2021

If you’re a sales manager, you’ve maybe been in the sales forecasting hot seat — of presenting numbers that look different from your prediction. What Is Sales Forecasting? Sales forecasting is how sales managers, directors, and VPs estimate upcoming revenue. Multivariable analysis forecasting.

Sales Forecasts 207

Sales Forecasts Forecasting Hiring Pivotal 207

Sales and Marketing Management

JUNE 3, 2019

Through predictive analysis, we’ve identified a set of six core skills and characteristics where high-performing salespeople score well: Qualifying prospects with a swift level of interest – People who score well on this capability are able to capitalize on the moment in a closing market by quickly and accurately gauging someone’s readiness to buy.

Hiring 222

Hiring Lead Rank Lead Scoring Analysis 222

SBI Growth

AUGUST 31, 2013

Modified the sales compensation and quotas. Revised sales territories. Shifted around Sales Managers. However, Hank''s analysis showed bad news. High-Performance Sales Culture Traits. She''s tweaked the hiring profile. Implemented standardization of tools and processes.

Hiring 310

Hiring Transportation Follow-up Lead Rank 310

Hubspot Sales

JULY 26, 2023

Here’s where AI predictive analysis comes into play. AI predictive analysis uses machine learning to analyze historical data and identify patterns, correlations, and trends, and then uses this information to make predictions about future outcomes. Generating accurate predictions.

Forecasting 98

Forecasting Lead Rank Lead Scoring Sales Management 98

Zoominfo

MAY 17, 2018

Keep reading for our top tips to increase sales forecast accuracy and speed up your pipeline. Ditch the weighted sales pipeline. A weighted pipeline approach involves careful analysis of opportunity stage and making predictions about which deals will close and how much each is worth. Use technology to enable sales managers.

Sales Forecasts 232

Sales Forecasts Forecasting Pipeline Scale 232

Sales and Marketing Management

JANUARY 3, 2018

Author: Tim Houlihan Dispensing with sales manager myths. What’s your sales manager mythology? In a recent conversation with a sales vice president, he noted that leadership is not about being engaged, it’s about the willingness to take risks. He was talking about his sales managers. What you can do.

Journal 180

Journal Study Comparison Territories 180

SBI Growth

SEPTEMBER 6, 2018

As you lean back in your chair, proud of your team’s sales accomplishments the prior year, It’s the beginning of a new year, you are looking at a map of the United States hanging on the wall of your office.

Territories 159

Territories Sales Management Sales Analysis 159

Understanding the Sales Force

JULY 20, 2014

Two of the results pointed to an article of mine from earlier in 2014 that answered the question, " How Many Sales Candidates are Worthy of Being Hired? ". Best of all, those top candidates are identified using a customized, scientific and objective analysis , not one based on resumes and industry experience.

Hiring 246

Hiring Real Estate Incentives Incentive 246

Sales and Marketing Management

JANUARY 7, 2019

Author: Rory Christian According to IDC , despite a "typical" $1 billion company spending a large amount of resources devoted to training for customer-facing people, poor sales enablement results in around $14 million of wasted sales and marketing expenses, and $100 million in lost sales opportunities.

Hiring 233

Hiring Decision Maker Energy Face-to-face 233