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How Realistic is your 2014 Sales Quota?

SBI Growth

This blog addresses how sales reps can ensure their quota is realistic and attainable. Many sales reps are forced to accept a quota that is neither. Over 65% of Sales Goals are driven by Executive and Corporate expectations. If their projections are unrealistic, so are the sales reps’ quotas. Bottom-Up Quota Setting.

Quota 306
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Latest Research on Personality Assessments for Sales Selection

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Two articles caught my attention today. OMG identifies weaknesses on its Sales Candidate Assessments that predict why someone who has all the greatest personality traits could be expected to fail. I guarantee that 74% of them will suck at sales too!

Research 291
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View From the Top - When Salespeople Call on Purchasing

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan The single question that salespeople ask more than any other is, "When I'm with purchasing, they don't seem to have a compelling reason to buy and don't care about our value add. Why are their sales managers, VP's, Presidents and CEO's content to allow the bus rides to continue?

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Make Sales Data Meaningful in 2013 by Spending Time in the Field

SBI Growth

Sales Operations Leaders aren’t making data meaningful today. In fact, when asking Sales Operations Leaders what qualitative data they had gathered, here are their responses: Conducted internal win/loss debrief on large opportunities. The objective of the interview is to map a customer buying process.

Data 267
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Will These 6 Tests Save 2013’s Sales Compensation Plan?

SBI Growth

This post will help you test a redesigned sales compensation plan to ensure cultural fit. Plus, you’ll find advice on compatibility with other sales effectiveness drivers. Let’s suppose HR is fully engaged for redesign of a 2013 Sales Compensation plan. HR even brought in an expert compensation firm. What can be done?

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Top 5 Reasons Why Salespeople Don't Qualify Effectively

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Last week I posted this article in reference to an Inc. This is known throughout the selling universe but sales people still suck at this. Non-Supportive Buy Cycle (the way that salespeople buy things doesn''t support ideal sales outcomes). How come?".

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You Can Help Salespeople Burdened with Sales Weaknesses

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan If you have been reading my Blog for a while you know that there is more to selling than just utilizing skills to execute the sales process, sales model, and sales methodology. Non Supportive Buy Cycle (causes them to empathize with stalls, put-offs and objections).