SBI Growth

JANUARY 5, 2013

Sales VPs need to train their Sales Managers differently. Coaching sales people has changed. 77% of all Sales Managers reported fewer sales calls in 2012. 77% of all Sales Managers reported fewer sales calls in 2012. A sales manager can’t be everywhere.

Coaching 319

Coaching Sales Management Buyer Negotiation 319

SBI Growth

FEBRUARY 25, 2013

The loss of a talented sales manager is troubling. Learn more about the right way by downloading the Exit Interview Tool. We’ve also written on Sales Rep Exit Interviews. So far we’ve covered: Signs your Sales Team Isn’t Happy. Why Your Best Sales Reps Leave. Be sure to check them out as well.

Sales Management 267

Sales Management Construction Guarantee Travel 267

SBI Growth

MARCH 9, 2013

These would be some of the items your reference check should dig into: Sales reps - They will be executing the new process. Sales Managers - They are coaching the new process. Regional Sales Leadership - You want to know if the consulting firm will help you develop more ‘A’ player sales managers.

Hiring 296

Hiring Tools Scale Call-back 296

SBI Growth

MARCH 22, 2013

In particular, the front-line Sales Manager - a critical role responsible for marshaling a team of revenue makers. This post includes a downloadable Sales Leader Curriculum. This tool is perfect for HR Business Partners who serve the Sales function. It will help to prevent vacant Sales Management positions.

How To 312

How To Sales Leadership Exercises Proposal 312

The Pipeline

MAY 26, 2016

Brock writes a book on a critical subject like sales management, it is an opportunity to learn and share with others in my circle. Sales Manager Survival Guide: Lessons From Sales’ Front Lines , is a book I wish I had way back when I was promoted from being territory rep to sales manager.

Sales Management 180

Sales Management Coaching Sports Promotion 180

SBI Growth

JANUARY 27, 2014

As a sales manager, your team looks to you for coaching and strategic help. At the end you can download the Deal Strategy Tool Kit which will aid you in this approach. At the end you can download the Deal Strategy Tool Kit which will aid you in this approach. Download the tool here.

Strategy 303

Strategy Decision Maker Face-to-face Influencer 303

SBI Growth

APRIL 9, 2013

This post discusses what Sales might want in an HR Business Partner. The downloadable tool includes a profile of a highly successful HR business partner to sales. Also included in the download is a sample scorecard of objectives for the HR business partner to Sales. Call to action.

Hiring 297

Hiring Ideal Customer Profile Territories Trends 297

SBI Growth

FEBRUARY 14, 2013

These are words Millennials used to describe one-on-one meetings with Sales Managers. These are Millennial Sales Reps that report to Gen X or older Sales Managers. It’s not uncommon to see sales forces with these mixed generations – older managing younger. In some cases, even younger managing older.

Face-to-face 282

Face-to-face How To Loyalty Coaching 282

Sales 2.0

FEBRUARY 1, 2023

This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. This first interview is with Oliver Churchill , the founder and CEO of Acuity Sales Decision Science. Drivers download the Waze app onto their phones and drove around.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

SBI Growth

JUNE 23, 2013

In this post we will discuss how pipeline reviews can expose Sales Management. Here is an example pipeline review between a Private Equity firm and Sales Leader. This Sales Leader had aggressive goals. Sales Management continues to make a fatal mistake. Download the Top 6 Pipeline Improvement Metrics Tool.

Pipeline 321

Pipeline Quota Sales Cycle Proposal 321

SBI Growth

DECEMBER 8, 2013

In this post, you’ll hear about Jeanne, the HR business partner to sales at a software company. Today''s post includes insight on what can go wrong with sales performance. It also includes the free downloadable SBI guide: 8 Steps to Sales Process Improvement. Sales managers need specific training that includes role-plays.

Face-to-face 310

Face-to-face How To Quota Policies 310

SBI Growth

JANUARY 9, 2013

A tool is available for download – a full syllabus of Sales leadership courseware. Here are five steps for HR to build a sales leadership pipeline in 2013: 1. Determine necessary skills for sales leadership at your firm. The below downloadable tool will give over 40 sales leadership skills to choose from.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

SBI Growth

DECEMBER 18, 2013

Today’s post focuses on the missing link: Enabling your front-line sales managers. Without strong front-line sales managers, your chances of making the number are low. How can you help your sales managers execute? Download the CEO’s Sales Manager Test to help with this. Sales Process.

Hiring 305

Hiring Strategy Handbook Face-to-face 305

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. Download this tool here and you can follow along with in the next section.

Sales Operations 303

Sales Operations Compensation Territories Segment 303

SBI Growth

JUNE 2, 2013

This post helps HR and Sales decide if it’s time to fix the underlying cause. Get the Turnover Trouble Tool for help with the 13 leading indicators to watch. She is the HR business partner to sales. She does great work in recruiting and hiring of Sales Reps. You may have to ask Sales Ops or the Sales Managers for data.

Hiring 312

Hiring Ideal Customer Profile Margin Commission 312

SBI Growth

JANUARY 1, 2014

Download the 4 Step Fast Ramp Guide at the end of this post. Now that productivity is defined, you need to identify the tools they need. Gamification: Encourage the competitive nature of the new sales reps by making the training interactive. The sole focus is putting tools in his bag to expedite the onboarding process.

Training 282

Training Buyer Persona Hiring How To 282

SBI Growth

DECEMBER 22, 2012

It’s especially for HR leaders to increase their Sales recruiting channels. This post will show how to use LinkedIn for some free sales recruiting sources. Plus, you can download a tool to assess your current Reps’ “source-ability” scores. Since the world didn’t end, you still need to recruit Sales personnel.

Hiring 275

Hiring Territories LinkedIn Groups 275

SBI Growth

FEBRUARY 15, 2013

If your sales team has lost a big deal recently, this article is for you. So is this Stakeholder Assessment Tool. The most troublesome loss is one the sales team virtually guaranteed. I recently spoke with a sales manager about a big deal one of his reps lost. In the bottom of the 9 th ? The Situation.

Call-back 282

Call-back Guarantee Exercises Follow-up 282

SBI Growth

JANUARY 11, 2013

He can ensure his top salespeople attend key account sales calls. Click here to download the special Win/Loss Analysis template. In most organizations, it’s your sales managers and directors. Their consistently outstanding sales performance got them promoted. Here’s How This Works: Let’s quickly define both tools.

Account 297

Account Closing Analysis Coaching 297

SBI Growth

MARCH 28, 2013

Download the Sales Ops Field Kit Here. Think about the last big effort you drove for sales. Rolling out a new CRM tool or territory structure. Within the Sales Ops Field Kit ( click here to download ), there are tools to support you. Face it – many sales managers and directors are too biased.

Face-to-face 276

Face-to-face Quota Territories Compensation 276

SBI Growth

JANUARY 26, 2014

HR, Sale and Marketing leaders alike will want to read this. Also, this downloadable, free tool ( The Stakeholder Scheduler ) is what you need. It outlines the stakeholders and their involvement for various sales force solutions. In fact, he only worked with the head of sales and two sales managers.

Hiring 292

Hiring Direct Mail Buyer Persona Salary 292

SBI Growth

DECEMBER 28, 2013

As a starting point, download the Sales Leader Competency Guide. This will help you get a handle on the traits and skills your sales leaders should have. How do your sales leaders currently match up? After the reps give their stamp of approval, the sales managers are involved. Is there room for improvement?

Compensation 296

Compensation Follow-up Call-back Engineering 296

SBI Growth

SEPTEMBER 14, 2013

We find numerous obstacles Sales VPs and Sales Managers face. Every year we compile research for our Sales & Marketing Research Review. Conducting over 5400 Sales Management surveys and interviewing 600+ executives gave us new insight. It told us all sales leaders have faced this challenge.

Hiring 300

Hiring Face-to-face Lead Rank Lead Scoring 300

SBI Growth

JUNE 28, 2013

Sam, the VP of Sales is knocking at Kathy’s door. He said, “My sales managers pointed to the lack of leads as their downfall.” The best part is every post provides a tool or guide. I think I have more downloads from SBI content than I have from iTunes.” Download the 10 Point Checklist for Lead Gen Alignment.

Lead Gen 319

Lead Gen Marketing Banking Social Media 319

SBI Growth

SEPTEMBER 18, 2013

Sales Leaders leverage Sales Training as a tool for improvement. This will prevent wasting your sales or HR dollars on low-return methods. This article lists sales training poisons SBI has seen - and their respective antidotes. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here.

Training 312

Training Tools Follow-up Research 312

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. They trust their managers to execute.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

SBI Growth

OCTOBER 4, 2013

Download our Quota Validation Guide for Sales to see which metrics align to realistic quotas. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. Gain access to guides and tools to help you make the number in 2014. These include Territory Vacancy Rate and Talent Level (sales rep).

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

SBI Growth

MAY 22, 2013

You must treat hiring managers as your Buyers. Download the Self-Promotion Guide for a ready-built, effective approach to securing your next job. The Hiring Manager as the Buyer. They are on the market looking for an HR solution: a top sales rep. Shift your focus to sales managers and HR. Build your profile.

Social Selling 324

Social Selling Hiring Inbound Outbound 324

SBI Growth

NOVEMBER 25, 2013

Making your number next year means promoting, keeping and terminating certain sales reps. Download our Sales Rep Promotability Scale. You must attend multiple sales meetings. If you just listen to your sales manager, the critical interactions will be missed. Knowing who to promote is the first step.

Promotion 297

Promotion Construction Hiring Scale 297

SBI Growth

MARCH 4, 2013

This post is to help discover the root cause of Sales Rep turnover. It is for HR Business Partners working with Sales Leaders. Included is a tool that helps pinpoint your root cause of turnover. $25 Here’s a sales rep turnover example. Connection to the organization or to senior management. 25 Million a year!

Hiring 326

Hiring Outsourcing Services Lead Nurturing Demand Generation Targets 326

SBI Growth

DECEMBER 1, 2012

How do I enable sales managers to reinforce the use of the persona? What changes do I need to make to our CRM or Sales Force Administration Tools? After marketing and sales have completed the personas, the next step is to build an implementation plan. Enable Sales Managers to Coach Reps on Personas.

Meeting 288

Meeting Ideal Customer Profile Buyer Persona Forecasting 288

SBI Growth

SEPTEMBER 2, 2013

When you register, you’ll also receive the Reinforcement Framework Tool. Many sales processes are devoid of an adoption and reinforcement plan. Creating tools. Team meetings are run by sales managers. The process and tools are iterated and improved as the team learns. Selecting a vendor to partner with.

Sales Process 308

Sales Process Webinar Metrics Vendor Energy 308

SBI Growth

MAY 18, 2013

Many sales organizations are proud that they have a low turnover metric. Download the Top 10 Ways to Prevent ‘A’ Player Turnover Checklist. His Sales Manager didn’t want to rock the boat. Ned walks into the Sales Manager’s office and resigns. Once Ned is gone, the Sales Managers labels Ned a ‘bad hire’.

Territories 303

Territories Hiring Quota Sales Leadership 303

SBI Growth

AUGUST 23, 2013

Download the Sales Process Accelerator Tool to help you get started. What Does It Mean to Use a Customized Sales Process? 5 Steps to Building a Customized Sales Process. The manager’s goal is making sure the version works and the coaching tools work. Follow Sales Benchmark Index @MakingTheNumber.

Top of Funnel 276

Top of Funnel Competition Buyer Sales Methodology 276

DiscoverOrg Sales

DECEMBER 4, 2017

This is where sales enablement technology comes in. A tool like DiscoverOrg contains direct-dial phone numbers, verified email addresses – for only decision-makers, not mom-and-pop shops. In particular, focus on areas of training and coaching if you are looking to improve sales performance. Download the Full Report.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

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. “I Smart companies use delivery tools like: Pod casts. Modify it for your training content, company and sales force.

Training 302

Training Face-to-face Webinar Metrics Forecasting 302