SBI Growth

FEBRUARY 7, 2014

Most organizations believe that their most successful sales people will make great sales managers. A recent study showed that only 11% of organizations train their sales managers. If you are a new manager, you are asking, “What do I do now?”. Sales Manager Killers. Where do you find them?

Promotion 288

Promotion Sales Management Hiring Face-to-face 288

SBI Growth

JANUARY 5, 2014

Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ‘A’ players on the team. Every sales manager is time starved. Sales Managers should be spending 75% of their time coaching their team. POST-SALES SUPPORT. Use the Sales Manager Time Tracker.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

Nutshell

NOVEMBER 20, 2024

Your role as a sales manager or director comes with multiple responsibilities, from developing and overseeing sales strategies to coaching and managing sales reps. Generating insightful sales reports is a critical component of your role and can involve some heavy lifting. What is a sales report template?

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Report Examples How To Sales Forecasts 62

Understanding the Sales Force

FEBRUARY 14, 2025

I read the majority of the reports, studies, white papers, and books related to sales development because others in the field might stumble onto a trend, an insight or a statistic of which I was not aware. That’s why I downloaded Xactly’s 2025 Sales Compensation Survey. The next finding explains the previous finding.

Data 220

Data Hiring Compensation Quota 220

Steven Rosen

JUNE 3, 2020

Unleash the 10X Factor to Close the Sales Gap. Do you want to close the sales gap? Now is the time to get sales on track. Even though we are still social distancing and face to face selling may not resume until 2021, you are still responsible for sales results. Sales managers are the key to driving sales performance.

Sales Leadership 394

Sales Leadership Closing Face-to-face Call-back 394

SBI Growth

MARCH 22, 2013

This post is about developing Sales Leadership. 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.

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How To Sales Leadership Exercises Proposal 312

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. Using the Stakeholder Wheel Job Aid (Click here to download the tool), walk your rep through the BDT. Download the tool here. User Buyer.

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Strategy Decision Maker Face-to-face Influencer 303

MTD Sales Training

JANUARY 28, 2019

For many sales managers, they can turn into long, boring sessions that people can’t wait to get out of. Many sales meetings fail because of the following reasons: – administrative matters receive more time than sales matters. – management uses threatening tactics rather than motivational ones.

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Sales Meeting Meeting Sales Management Skype 181

SBI Growth

APRIL 30, 2013

Yet many front-line sales managers are slow to respond. Because speed requires more time and effort from a sales manager. The average sales manager will avoid these requirements. This post will explore ideas sales managers can implement to increase their speed. Acquire new capabilities.

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Quota Promotion Social Media Territories 308

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. The newly promoted manager repeats behavior that made him successful as a rep. He neglects his skill development and sales initiatives. An ill-prepared sales manager damages his region.

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Construction Ideal Customer Profile Territories Compensation 334

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. I was curious to hear what he thinks.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

SBI Growth

OCTOBER 4, 2013

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.

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Quota Ideal Customer Profile Territories Demographics 306

No More Cold Calling

MARCH 25, 2021

Who paved the way for women in sales? Yet, even with gender biases and cultural norms working against them, there were women trailblazers in every century, including women sales leaders. Blazing a Trail for Women in Sales. Most notable among early women sales leaders is Lucinda W. Picture yourself in 1900.

Hiring 379

Hiring eBook Cold Calling Scale 379

SBI Growth

NOVEMBER 25, 2013

As a Sales VP, putting the best people in the correct positions is critical. Making your number next year means promoting, keeping and terminating certain sales reps. Download our Sales Rep Promotability Scale. This could be going on a sales call, helping with deal strategy or running a sales meeting.

Promotion 297

Promotion Construction Hiring Scale 297

SBI Growth

MAY 22, 2013

You are a Sales Rep. 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. Download the Self-Promotion Guide for a ready-built, effective approach to securing your next job.

Social Selling 324

Social Selling Hiring Inbound Outbound 324

SBI Growth

JANUARY 10, 2014

Top sales leaders know how to communicate and roll out a sales plan. Get your sales managers involved early in the process. The sales management team needs to have a clear understanding of the new quota. Sales can’t rely on marketing alone. Ensure your sales managers take this seriously.

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Quota Top of Funnel Territories Marketing Qualified Lead 316

SBI Growth

DECEMBER 25, 2012

This post is written for the head of sales. We will discuss 3 leading indicators to spot looming sales turnover. Your front-line Sales Managers don’t add sufficient value. They should be performed for all sales people that leave the organization. GET THE SALES EXIT INTERVIEW GUIDE HERE.

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Hiring Trends Compensation Lead Rank 324

SBI Growth

NOVEMBER 23, 2013

It’s been two years since The Challenger Sale was published. Since this publishing, many B2B sales organizations have embraced this methodology. Since this publishing, many B2B sales organizations have embraced this methodology. The thesis of The Challenger Sale is sound. Most sales reps don’t have “Challenger” DNA.

Sales Methodology 308

Sales Methodology Demand Generation Demand Generation Targets Face-to-face 308

SBI Growth

DECEMBER 31, 2013

Hanging up from your recent round of Sales Manager weekly meetings you realize something. The sales process you rolled out mid-year to increase sales isn’t working. In as little as one quarter, sales and morale are down. Yet last year the sales management program you did implement is producing results.

How To 287

How To Case Study Follow-up Industry 287

SBI Growth

JUNE 28, 2013

That’s why it stings when you feel like the sales team is your downfall. She uncovered the root problem for sales and helped them make the company number. Meet Kathy, a VP of Marketing whose team supports a 25+ sales rep company. Q3 was approaching and the sales team was demanding more quality leads. Q2 is now at its end.

Lead Gen 319

Lead Gen Marketing Banking Social Media 319

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.) Some challenges are eternal (sufficient quality talent, sales coaching, account segmentation.). The Wrong Way To Improve. His mistake?

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Hiring Direct Mail Buyer Persona Salary 292

SBI Growth

JUNE 5, 2013

Sales Leaders miss or make the number one sales call at a time. Sales leaders can control the quality of sales calls every day. Great single sales call execution will lead to great results. Every week sales reps attend sales calls unprepared. You have a Sales Process. They review the pipeline.

Objections 335

Objections Coaching Follow-up Lead Rank 335

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.

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Training Tools Follow-up Research 312

SBI Growth

JUNE 20, 2013

The problem with your sales force has been diagnosed. Hanna, an HR Business Partner to Sales, helped look into this. Hanna worked with Sales to define what a Sales onboarding program should accomplish. Sales looked at Hanna’s problem description and suggestions. You’ve determined the requirements of any solution.

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Hiring Forecasting Sales Forecasts Discount 321

SBI Growth

JUNE 3, 2013

How often have you rolled out a new sales project that failed? I met with a veteran CEO and his new sales leader recently. Yoda’s’ new sales leader was proposing a new sales process project. The sales manager was nervous as he spoke. Make your next sales project successful. You’re the head of sales.

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Hiring Follow-up Proposal Training 300

SBI Growth

DECEMBER 17, 2013

Sales Reps hear through the grapevine about a sales or marketing improvement project. Then they ask their managers what’s going on. Strong communications are the key - e nlist the HR Business Partner early to manage the change. For help, download the Change Communication Creator tool. It never fails.

Majestic 302

Majestic How To Channels Territories 302

DiscoverOrg Sales

DECEMBER 4, 2017

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. Streamlining the sales process. Create relevant sales content. Two things.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Steven Rosen

JULY 8, 2014

I don’t care if you or your sales team is at 80% or 105% of budget. Click here to Download a FREE eBook with Sales Management TIPS. Here are 5 ACTIONS Sales Managers Can Take: 1. There may be room for additional sales and opportunities to capture more business. Retarget Account Focus.

Coaching 294

Coaching eBook Account Sales Leadership 294

Cincom Smart Selling

APRIL 21, 2025

Sales leaders today are not just managing peopletheyre managing complexity. This shift has redefined the role of sales leadership. However, many companies still treat sales as an isolated function, optimizing it for immediate wins while ignoring the structural changes required for sustainable success.

Sales Management 48

Sales Management Top of Funnel Strategy Scale 48

SBI Growth

DECEMBER 28, 2013

Most sales leaders are getting ready to roll out new initiatives – Sales process, compensation plans, account planning, etc. The first step to improving initiative adoption is your sales leaders. As a starting point, download the Sales Leader Competency Guide. How do your sales leaders currently match up?

Compensation 296

Compensation Follow-up Call-back Engineering 296

SBI Growth

SEPTEMBER 27, 2013

Entering 2014, Sales and HR leaders face new trends causing turnover with top talent. This post offers solutions to Sales and HR leaders who ask this question: “How do we respond to demographic trends and retain top sales talent?” During the recent downturn, many sales forces benefitted from a uniquely capable labor market.

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Sales Talent Conversion Survey Salary 300

SBI Growth

JUNE 30, 2013

In B2B sales, activity leads to results. The correct time to add sales people is when business is soft. More sales people means more sales calls. This means your sales force will be in more deals. You reduce the number of sales reps to cut costs. You are going to need to hire new sales reps.

Hiring 308

Hiring Oracle Lead Rank Lead Scoring 308

SBI Growth

MAY 27, 2013

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. Within the next three years, the best B2B sales organizations will use “Big Data”. Too often we see CRM systems completely misused by Sales Organizations.

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Data Top of Funnel Hiring Harvest 323

SBI Growth

SEPTEMBER 2, 2013

We write frequently about aligning your sales process to your ideal customer''s buying process. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Learn why your team ignores your sales process and how to fix it. Team meetings are run by sales managers.

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Sales Process Webinar Metrics Vendor Energy 308

SBI Growth

MARCH 4, 2013

Plagued by Sales Rep turnover? This post is to help discover the root cause of Sales Rep turnover. It is for HR Business Partners working with Sales Leaders. Here’s a sales rep turnover example. Connection to the organization or to senior management. These also relate to Sales Rep turnover. Per 100 Reps*.

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Outsourcing Services Hiring Lead Nurturing Demand Generation 326