Understanding the Sales Force

APRIL 4, 2013

Understanding the Sales Force by Dave Kurlan The latest interview between Jonathan Farrington, CEO of TopSalesWorld , and me is available here. We discussed why only 17% of all sales managers are effective at coaching and the conversation was very enlightening. DNA - They don''t have the DNA to support effective sales coaching.

Coaching 225

Coaching Sales Management Incentive Incentives 225

Zoominfo

JANUARY 24, 2025

By visualizing data through intuitive dashboards and providing predictive insights, sales analytics software transforms how businesses approach sales management. Why Sales Analytics is Essential for Success Sales analytics tools have become integral to companies striving to make informed, data-driven decisions.

Analytics 246

Analytics Software Software Tools 246

Understanding the Sales Force

NOVEMBER 10, 2023

And “We don’t know what we don’t know about sales” is a true statement in most companies. As a result, they can’t anticipate when in a sales cycle or sales process they will be impacted, and don’t have the awareness to take steps to work around it and improve.

Company 220

Company Hiring Scale Forecasting 220

Steven Rosen

MAY 28, 2014

Last week I was speaking with a VP of Sales of a well-known software company. George was not pleased with the performance of his sales team and was under intense pressure from the senior team to turn things around. Sales were off in 4 out of 5 regions and he felt that the sales team was just not motivated.

Motivation 319

Motivation Incentive Incentives Coaching 319

Sales and Marketing Management

JANUARY 27, 2019

Author: Brad Wilsted Note: This is part 3 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. Hire the right sales managers. This doesn’t happen by accident.

Sales Management 166

Sales Management Hiring Compensation Incentives 166

Understanding the Sales Force

FEBRUARY 25, 2024

Because sales managers are not coaching – still – at least not consistently or effectively. It’s simply incomprehensible that sales managers aren’t picking up the clue phone. Sales Managers don’t want to coach because it takes away from personal sales.

Coaching 341

Coaching Guidelines Margin Incentive 341

Steven Rosen

OCTOBER 8, 2021

Sales leaders agree that a highly motivated and engaged sales force drives greater performance. Many sales managers ask me how to ensure that they have a highly motivated and engaged team, and I usually ask them “WHY”? The sales manager must also be aware that each rep has different motivators.

Motivation 379

Motivation Commission Incentives Incentive 379

Steven Rosen

DECEMBER 2, 2012

Many companies run Presidents Club, STAR Club and Summit programs to reward and recognise their top sales performers. In building a Top Performers Program, sales management needs to decide what they want to reward. In building a Top Performers Program, sales management needs to decide what they want to reward.

Territories 304

Territories Quota Comparison Incentive 304

SBI Growth

AUGUST 13, 2013

To learn how other top companies fund initiatives, register for this event: How To Make Your Number in 2014: A Sales Strategy You Can Execute. I mentioned department-aligned efforts (HR = Talent or Learning; Marketing = Lead Generation or Sales Enablement; Sales = Sales Process or Sales Management.)

Hiring 288

Hiring Incentive Incentives Benefit 288

SBI Growth

OCTOBER 29, 2012

Let’s suppose HR is fully engaged for redesign of a 2013 Sales Compensation plan. The plan looks great – equitable, in line with competition, attractive to sales. But wait – this new incentive compensation plan could flop. So, he commissioned HR to design a new incentive compensation plan (IC Plan.) What can be done?

Compensation 253

Compensation Hiring Incentive Incentives 253

Jeffrey Gitomer

MAY 22, 2011

There is an incentive for that person to maintain or improve his or her performance to stay at the top. Why don’t you take a look at your company, your employees, your salespeople, and your awards and rewards? KEY POINT OF UNDERSTANDING: Incentives and awards are economic stimuli of the first degree. Sales Management.

Hiring 291

Hiring Social Media Loyalty Incentive 291

SBI Growth

MAY 17, 2021

Most agree it’s important, some understand why, but very few sales leaders use it as a competitive differentiator. There are many factors that drive high-performance in a sales organization: talent development, enablement, and incentives, to.

Incentives 292

Incentives Incentive Competition Sales 292

Steven Rosen

JANUARY 26, 2014

Sales leaders agree that a highly motivated and engaged sales force drives greater performance. So one would naturally ask the question “how do I motivate and engage my sales force?” Many sales managers ask me how to ensure that they have a highly motivated and engaged team. I usually ask them “WHY”?

Motivation 288

Motivation Commission Incentives Incentive 288

Salesmate

JUNE 4, 2021

Similarly, many other practices in sales have changed with the changing world around. One such practice is that of providing sales incentives to the salespeople. What are sales incentives? Call it what you will, incentives are what get people to work harder.” – Nikita Khrushchev . Split incentives .

Incentives 105

Incentives Incentive Compensation Motivation 105

SBI Growth

MARCH 4, 2013

Think about boosting your company’s bottom line by $10M a year. Here’s a sales rep turnover example. Your Company. Dig in to these questions to be sure: Process issues: Do recruiter incentives include speed to fill or low vacancy metrics? When a candidate is hired, they need to be onboarded to your company.

Outsourcing Services 326

Outsourcing Services Hiring Lead Nurturing Demand Generation Targets 326

Sales and Marketing Management

MARCH 5, 2020

Author: Leeatt Rothschild Sales managers are racing to hit their 2020 goals, which are likely higher than last year’s. It’s no secret that by setting effective sales incentives and pay structures you can dramatically increase your team’s success rate. Recognize that each sales rep is an individual.

Incentives 204

Incentives Incentive Commission How To 204

No More Cold Calling

AUGUST 1, 2019

The problem is with typical sales metrics. If sales managers hold their people accountable for the number of phone calls they make, emails they send, and invitations and InMails on LinkedIn, that’s how they’ll prospect. I always advise clients against offering incentives for referral business. Forget about incentives.

Referrals 289

Referrals System Cold Calling Social Media 289

Sales and Marketing Management

MARCH 27, 2019

Author: Mike DeLeonardis, President, North America at beqom Seventy-nine percent of companies say that increasing sales productivity is a strategy they’re using to reach growth targets in 2019, but actually meeting this goal may be a challenge as only 35 percent of average-performing sales reps’ time actually goes to selling.

Strategy 223

Strategy Compensation Commission Incentives 223

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. Steve is a VP of The Americas of a large enterprise software company.

Compensation 325

Compensation Social Media Incentives Incentive 325

Miller Heiman Group

FEBRUARY 27, 2020

It’s hard out there for your average sales manager. Sales trends like ever-expanding buyer expectations, changing sales methodologies and nonstop transformation initiatives have coalesced to make their role more challenging than ever. Implement a Rigorous Hiring Process for Sales Managers and Leaders.

Sales Management 96

Sales Management Hiring Company Ideal Customer Profile 96

The Pipeline

AUGUST 14, 2014

Examples in sales may be lead to opportunity conversions, or proposals to close. You often hear sales managers and director speak of how they are doing against their KPI’s. Or “what do you want me to do, get sales or complete the KPI’s you gave me?” Looking at it that way can be a part of potential problems.

Workbooks 288

Workbooks Distribution Incentives Incentive 288

SBI Growth

MAY 27, 2013

However, most Big Data examples concern large B2C companies. These companies are harvesting vast amounts of internet activity and point of sale data. Many of the B2B sales leaders simply dismiss the Big Data revolution. This creates a huge headache for every sales manager. Still, it’s completely subjective.

Data 323

Data Top of Funnel Hiring Harvest 323

Hubspot Sales

AUGUST 22, 2018

Sales manager job description. Sales managers are responsible for helping their reps meet individual quota, getting the team to hit quota, forecasting sales and running sales reports, providing mentorship and training, recruiting, hiring, and onboarding new salespeople, and more. Sales manager requirements.

Hiring 141

Hiring Sales Management Forecasting Quota 141

Sales and Marketing Management

JULY 26, 2017

With those numbers in mind, if you are a sales manager, HR director, marketing manager or other executive charged with increasing employee engagement or driving customer loyalty, what tools do you think make sense to use as your starting point? Not your father’s incentive program. “We Source: Flurry Analytics).

Incentive 209

Incentive Incentives Retail Loyalty 209

Vengreso

DECEMBER 20, 2024

Today more than ever sales managers encounter both unique challenges and remarkable opportunities. As technology continues to reshape the sales landscape, to learn how to be a good sales manager, one must adapt to new demands and expectations.

Sales Management 58

Sales Management Forecasting Face-to-face How To 58

Understanding the Sales Force

MARCH 14, 2014

Salespeople with a lack of Commitment don''t have the incentive to change. In between training sessions, salespeople must be coached on consultative selling by their sales manager. The sales managers didn''t really know how to sell consultatively either! They are conditionally committed.

Consultative Selling 256

Consultative Selling Training Conference Coaching 256

Jeffrey Gitomer

MARCH 8, 2013

Have the best company in the world. Sales wars (battles between sales and production, administration and credit) end up killing the customer. Instill pride for sales. Have incentives and contests to keep it competitive. Pay a larger incentive the second time. Equip them with the latest in technology.

Incentive 255

Incentive Incentives Compensation Referrals 255

Pointclear

SEPTEMBER 10, 2013

Some have heard me say in interviews and on SLMA Radio that, pound for pound, marketers produce more revenue than anyone in their company. Recently (Aug 29th) on SLMA radio I interviewed Eric Lundbohm about the different ways to compensate marketers (other than salary) for their efforts in creating wealth for their company.

Compensation 208

Compensation Revenue Marketing Sales Qualified Lead 208

Hubspot Sales

MAY 29, 2019

So you’ve just been promoted to sales manager -- congratulations! In your first three months as a manager, you’ll have to learn an entirely new set of processes -- some related to sales, some not. Assess your strengths as a manager. Understand how your team wants to be managed. Potential value: $100.

Sales Management 141

Sales Management Hiring Forecasting Pipeline 141

Sales Hacker

SEPTEMBER 9, 2020

If you’re looking to get a little extra from your revenue team, examining your sales incentives program is a great place to start. . An effective sales incentive program is not just the fuel to drive your revenue team. Why It Matters to Invest in Sales Incentives R ight N ow.

Incentives 87

Incentives Incentive Revenue Webinar Metrics 87

Understanding the Sales Force

JULY 22, 2014

With all of that information about their past, how can you possibly gauge potential when hiring for your sales force? Objective Management Group (OMG) has three candidate assessments that provide companies with exactly that for sales, sales management, and sales leadership (VP/Sales Director).

Hiring 241

Hiring Decision Maker Construction Incentive 241

Sales and Marketing Management

DECEMBER 26, 2018

In my work with sales executives from corporations large and small, I repeatedly see that team rewards are easily overlooked in favor of individual incentives. And while individual incentives are critical to the success of any sales organization, most companies are not fully invested in supporting the team environment.

Incentives 191

Incentives Incentive Google Account 191

Sales and Marketing Management

OCTOBER 3, 2018

Author: SMM Staff Suppliers of incentive gift cards tout their flexibility, the ease with which gift card programs can be administered, and their versatility in terms of use. That’s the takeaway from a new survey of incentive gift card users by Sales & Marketing Management magazine. What are those respondents’ roles?

Incentives 159

Incentives Incentive Survey B2B 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? ". If they can submit a resume and get an interview, they''ll take it but any more effort than that and they''ll remain with the company for which they are currently working.

Hiring 244

Hiring Real Estate Incentives Incentive 244

Zoominfo

MAY 17, 2021

Sales reps’ lives were built around the office — the environment, the energy, and the excitement of end-of-quarter blitzes. Then everyone went remote, and over the last year sales leaders and enablement teams had to come up with new ways to incentivize their reps. Use a Sales Spiff for Short-Term Goals.

Incentives 147

Incentives Incentive Call-back Energy 147

Close.io

OCTOBER 1, 2018

So you want to become a sales manager ? First you’ll need to make sure you’ve got the right skills, experience, drive and track record at the helm in both selling and at managing others—in order to back yourself up. Want to get a ready-made set of resources to manage a sales team effectively?

Sales Management 115

Sales Management Hiring Lead Rank Forecasting 115

MTD Sales Training

DECEMBER 15, 2011

Sales people need to learn more and such continuing education is everlasting and is an investment. The problem is that many managers have difficulty in figuring out exactly what to train/coach/teach. The sales team has already gone through the company sales training. His self-esteem is at an all-time low.

Sales Meeting 263

Sales Meeting Meeting Education Motivation 263