Sales and Marketing Management

DECEMBER 13, 2021

From team-based sales to varying prospect conversations based on the data available and the unique customer needs, selling is constantly experiencing significant shifts. Blindly applying a "what worked last year will work this year" approach to compensation is a trap that needs to be avoided.

Compensation 120

Compensation Data Sales Conversion 120

SBI Growth

APRIL 6, 2013

Since January 1 st , your top 3 sales reps have all left the company. When Sales Operations decides to take on a territory analysis , we care about 3 things: Determining the number of accounts, prospects and total potential for each rep. Sales Ops may also use intuition to ‘gut check’ whether these patches are fair.

Territories 323

Territories Lead Rank Lead Scoring Compensation 323

Openview

MAY 30, 2018

We’ve all heard Tom Cruise’s famous line from Jerry Maguire, but showing your sales team members the money is often a complicated equation. In this guide, you’ll find tips for designing sales compensation packages that yield results and actually scale. Salary or Bonus-Heavy Compensation: Which Model is Best?

Compensation 147

Compensation Top of Funnel Commission Lead Rank 147

The Pipeline

AUGUST 10, 2017

Proactive Prospecting Summer – Part 6. In this segment of Proactive Prospecting Summer, we look at the importance of the unspoken in prospecting calls. Telephone prospecting, after all, is an exercise in communication. The post Prospecting Dynamics appeared first on Renbor Sales Solutions Inc.

Prospecting 159

Prospecting Compensation Exercises Segment 159

SBI Growth

OCTOBER 12, 2013

Has your Sales Ops planning kept up with the new realities? Setting Quotas, territory structures, headcounts and total compensation budgets are examples. By doing so, you''ll also get the Sales Ops Planning Evolution Guide. By doing so, you''ll also get the Sales Ops Planning Evolution Guide. Where You Can Focus.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

The Pipeline

FEBRUARY 18, 2020

No joke, I think people in sales and the industries around it, need to lighten up a bit. I know sales is a high-stake endeavour, but it gets that much more difficult if you forget to laugh. But seeing some of the pundits talk about sales one does have to ask: has sales lost its sense of humor? The Sales Scrum Podcast.

ACT 335

ACT Face-to-face Buyer Compensation 335

Janek Performance Group

JANUARY 16, 2024

With any job, a primary consideration is compensation. One common perk of a career in sales is the ability to earn more based on your own hard work and selling success. However, the types of sales compensation plans can be more complex than for other professions. We all want to be paid fairly.

Compensation 118

Compensation Salary Commission Margin 118

The Pipeline

OCTOBER 20, 2014

I don’t like it, I know it is god’s punishment to sales people, but it works, and I have made the connection between successful cold calls, a robust pipeline and the kids eating. Sure everyone knows this until the prospect answers the phone, and then they forget and bam, garlic breath.

Cold Calling 300

Cold Calling Call-back Compensation Pipeline 300

SBI Growth

OCTOBER 18, 2012

In the trenches every day, sales reps deal with a lot of pressure. Total compensation, benefits, company financials and market position, for example. But without the right foundation, even the most talented sales reps fail. Great companies build a bedrock of success that enables their sales teams. Those are important.

Territories 300

Territories Real Estate Compensation Quota 300

SBI Growth

AUGUST 7, 2013

Not all “A” Player sales reps were meant to be managers. If you’ve been in sales long enough, you’ve seen this mistake unfold. He neglects his skill development and sales initiatives. Frequently, the top manager gets the nod for the VP of Sales. An ill-prepared sales manager damages his region. His team flounders.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

No More Cold Calling

JANUARY 16, 2020

Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. That’s why we need sales managers. Actually, what we need is strong sales leadership. Sales managers do what they ask others to do. I’m including myself here.

Referrals 328

Referrals Sales Management Hiring Scale 328

Understanding the Sales Force

NOVEMBER 3, 2016

While doing that is always challenging, perhaps the biggest issue is how salespeople will respond to the impact this change has on their total compensation. That problem is the biggest reason why it is so important to create an effective compensation plan.

Compensation 120

Compensation Commission Territories Salary 120

The Pipeline

AUGUST 3, 2012

By the way, the word just should also be avoided when following through with a prospect, rather than saying “I am just following up”. Be proactive and leave out the JUST, get to the point, the thing that will move the sale forward. . But clearly articulating your goal is not aggressive or pushy, it is what makes for good sales people.

Cold Calling 303

Cold Calling Compensation Follow-up Objections 303

The Pipeline

NOVEMBER 6, 2013

While this is an important statistics for sellers to keep in mind, it means nothing to those who sell or set appointments by phone, where there is no body language, and it’s down to intonation and words; and as we have said before, words may not break your bones, they could hurt your sales. The above is a result of our social conditioning.

Intent 278

Intent Cold Calling Compensation Inside Sales 278

SBI Growth

OCTOBER 29, 2013

There is nothing more stressful than Q4 for a VP of Sales. We will use Sales Leader’s Q4 Critical Path Guide. Your Talent — How to improve your sales manager’s performance. You are strategizing with Sales Managers and reps. You know that there are certain things your EVP of Sales has no control over.

Territories 308

Territories Compensation Buyer Google 308

SBI Growth

MAY 3, 2013

Sales success is, ultimately all about results. But sales operations’ main responsibility is to predict and position for future success. Today’s post is about dramatically evolving how you predict future sales success. Download your Guide to Evolving Your Sales KPI''s Now. Sales reps will be evaluated incorrectly.

Ideal Customer Profile 308

Ideal Customer Profile Outsourcing Services Lead Rank Lead Scoring 308

Score More Sales

JULY 11, 2013

He was my sales colleague. It can take weeks or months for some in sales to truly qualify a sales opportunity. Take a moment to list out the questions you don’t have answers for with existing clients and also with your top prospective customers. Looking back, I remember thinking that Ron had some sort of memory problem.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

No More Cold Calling

JUNE 25, 2020

Are you looking for your B2B sales leads in all the wrong places? Is your sales team searching too many faces, looking for traces of prospects, instead of narrowing the search to recruit only your ideal clients? There’s a better way, but it takes guts and conviction from every sales leader. Your conversation shifts.

Lead Generation 409

Lead Generation B2B Lead Rank Lead Scoring 409

SBI Growth

JANUARY 26, 2014

Sales or marketing challenges exist in every organization. Sales performance may be suffering. The acute issues of 5-10 years back (sales process, CRMs, dialing or direct mail leads, etc.) aren''t the same today (social prospecting, content marketing, buying process maps, etc.). Russ is the HR business partner to sales.

Hiring 292

Hiring Direct Mail Buyer Persona Salary 292

SBI Growth

MAY 21, 2013

Does your Chief Sales Officer rely heavily on you for their success? As the sales operations leader, you focus on helping your sales leaders shine. Think about your most valued sales ops team members. At the core, your best sales ops employees: Deliver insight, not just data. Help sales make their quota.

Hiring 300

Hiring Collateral Comparison Territories 300

Sales and Marketing Management

MARCH 19, 2018

Author: Matthew Sunshine More than 40 percent of salespeople claim that lead prospecting is often more difficult than qualifying and closing the actual deal. But difficulty and a lack of time are merely surface reasons explaining why sales teams often fail to generate more leads. Make lead generation a priority — and measure it.

Sales Qualified Lead 221

Sales Qualified Lead Marketing Qualified Lead Leads Lead Generation 221

SBI Growth

NOVEMBER 17, 2013

Listen up Chief Sales Officer. It’s time that Sales Operations gets your undivided attention. Download the Leaders Guide to Sales Ops Enablement by clicking here. There are multiple reasons why Sales Ops needs your attention now. Sales, marketing, IT, strategy, operations and customer service. Opportunity is ripe.

Company 296

Company Hiring Buyer Persona Maximizer 296

John Barrows

MARCH 5, 2020

What’s going to happen to SDRs and prospecting teams in the future? The sales development function is always changing. We spoke to Josh Roth to hear how he thinks prospecting teams and the role of an SDR is going to change. Josh: When I started as a sales rep, I think you were still able to sell with a phone and Google.

Prospecting 140

Prospecting Top of Funnel Compensation Decision Maker 140

SBI Growth

FEBRUARY 6, 2013

It is the first night of sales kickoff for a $400 million communications company. My sales force tells me they can’t make it. Three years ago I dropped a King’s ransom with a compensation consultant. Before that I spent a small fortune on sales training. Did you know that I personally made 27 sales calls this year?

Banking 288

Banking Software Software Competition 288

SBI Growth

DECEMBER 5, 2013

The sales organization is into the final run for the year. How has Sales Operations done this year? Did you directly enable the sales organization to close more business? Did you help keep sales expenses in check? With focus, Sales Ops leaders can positively impact sales revenue and costs.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

SBI Growth

FEBRUARY 2, 2013

I hear this lament often from Sales Ops leaders. The highest priorities on your plate are often about reacting to the sales team. Compensation disputes, monthly reporting, new rep on boarding, SKO planning, forecast re-do’s, etc., Deploy or Expand Inside Sales. Deliver a silver bullet that will lower cost of sales.

Revenue 303

Revenue Inside Sales Webinar Metrics Field Sales 303

Sales and Marketing Management

MAY 31, 2020

Sales teams are a particularly unique case as their compensation is likely to be highly leveraged and more sensitive to changes in the marketplace. What happens to the sales force and their commission-based structure? Is top sales talent at risk of leaving if they can’t earn commissions? . Model Costs Accurately.

Motivation 194

Motivation Compensation Commission Incentives 194

SBI Growth

FEBRUARY 26, 2013

As the VP of Sales, you’re pulled in 15 directions. You’re coaching and mentoring Sales Directors and Managers. Many Sales VPs are innately aware of the competition. Many Sales VPs are innately aware of the competition. They know their rivals’ compensation plans. This ramped up the sales cycle considerably.

Competition 323

Competition Customer Lead Rank Top of Funnel 323

SBI Growth

NOVEMBER 14, 2012

66% of Sales Reps believe that increasing the time invested by sales managers would help to increase their sales. Now is the perfect time to approach the subject when you’re in discussions regarding quota, compensation and 2013 goals. After all, sales management is responsible for Sales Performance Management.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

Score More Sales

JULY 22, 2014

Midmarket companies and larger SMBs seem to fall into three camps: the ones who understand the power of social sales and actively work to build a plan of action, the ones who are coming around to this idea but not doing much yet, and those who are turning a blind eye and are missing a great window of opportunity. Are there any new executives?

Ideal Customer Profile 234

Ideal Customer Profile Banking Engineering Twitter 234

Score More Sales

DECEMBER 16, 2013

If I say that I help sellers and their managers on the front lines of mid-sized technology and distribution companies with sales strategies and top tactics, you either know someone in that situation or you don’t. Start with LinkedIn and make sure you have a fantastic profile that draws prospects and partners to you. Close More Deals.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

Sales 2.0

MAY 14, 2020

And I’ve done this many (many) times in my sales career and used many (many) hours of time on this. And I know many senior sales people that have spent lots of time on this too. Sales people should sell. Apparently, a lot of sales people think researching this kind of contact data is the price of doing business too.

Data 396

Data Enterprise Enterprise Insurance 396

SBI Growth

SEPTEMBER 23, 2012

Can you count on your current Sales Rep behaviors to “Make the Number” in 2013? HR has a stake in this as the governor of company-wide behavior modification, including the Sales Department. Sign up for our Make the Number tour to learn more about how top performing companies will change Sales in 2013. says the Sales rep).

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

Score More Sales

JULY 31, 2014

We have written about social sales relationship building and social sales research. It often is based on specific companies you are following who fit your profile for best target companies as prospects. Do you want to learn about your prospective customer’s world? Next, put a plan into place. Follow them there.

Ideal Customer Profile 229

Ideal Customer Profile How To Twitter Google 229

The Pipeline

JANUARY 18, 2013

For salespeople, this creates “prospect paralysis” because they don’t know whether to follow up and, if so, when and how. Armed with this knowledge, a salesperson has valuable and actionable insight to make better and more informed selling decisions and actions, so they can focus on the most promising prospects and opportunities.

Decision Maker 276

Decision Maker Commission Compensation Proposal 276

Sales and Marketing Management

SEPTEMBER 14, 2020

Some sales organizations saw their pipelines disappear overnight, so they began to reevaluate processes in an attempt to preserve them. It was a common practice pre-pandemic to measure each business area with different KPIs, metrics and compensation models designed to optimize each area of operation. Pandemic-Induced Approaches .

SAP 207

SAP Compensation Face-to-face Analytics 207

SBI Growth

DECEMBER 17, 2013

Sales Reps hear through the grapevine about a sales or marketing improvement project. It has samples of communications to use in various situations related to Sales improvement. Sales or Marketing leadership thinks there’s a problem and decides to fix it. Will our compensation change? It never fails. Our quotas?

Majestic 302

Majestic How To Channels Territories 302