Sales Hacker

FEBRUARY 16, 2021

She spent most of her career at Hewlett Packard Enterprise where she started off as an individual contributor, then moving into leadership, and ultimately running the inside sales organization at FireMon. We talk about lessons field sales can learn from inside sales and about how to manage a career and a family.

Inside Sales 112

Inside Sales Field Sales Policies Travel 112

SBI Growth

JANUARY 6, 2013

As a Sales Operations leader part of your role is enabling field sales to adopt change. 3 Keys to Navigating Change Management in Sales. The Mothership” “The Ivory Tower” “MT Doom” “The Evil Lair” These were all acronyms I heard last year referring to Sales Operations and Corporate headquarters from field sales.

Compensation 317

Compensation Quota Survey Field Sales 317

SBI Growth

JANUARY 24, 2013

Field Sales has seen a resource shift from outside to inside sales. Sales relies more than ever on marketing to engage the buyer early in the process. All this requires seamless coordination between sales and marketing leadership, field sales, and strategy. Field Sales.

Sales Qualified Lead 297

Sales Qualified Lead Marketing Lead Rank Marketing Qualified Lead 297

Sales Hacker

FEBRUARY 17, 2020

Our findings on field sales, its challenges, and solutions are summarized in this infographic. Keep reading to find outside sales statistics and details on what our survey revealed. Inside Sales CRMs for Outside Sales Teams. Field sales has vastly different needs than your inside sales team.

Outside Sales 92

Outside Sales Field Sales Oracle Enterprise 92

SBI Growth

FEBRUARY 2, 2013

Deploy or Expand Inside Sales. Deliver a silver bullet that will lower cost of sales. You’ll also give your field sales organization the time to acquire more new accounts. Done right, deploying or expanding inside sales will improve revenue and reduce costs. Without your field sales rep doing anything.

Revenue 303

Revenue Inside Sales Webinar Metrics Field Sales 303

SBI Growth

JULY 3, 2014

Successful sales organizations have many routes to market. In other words, they sell via multiple sales channels. These sales channels can be internal. Inside, field sales, key accounts, etc. Point being, sales channels can take many shapes and sizes.

Channels 288

Channels How To Sales Enablement Sales Operations 288

SBI Growth

JANUARY 7, 2014

Notice field sales isn’t recommended until you hit a $25K CAC. Using expensive field resources drives up CAC and extends your time to break-even cost. It’s a fact: Inside sales costs less and reduces CAC. Yet, field sales often ignores these leads. So should you. The below image is from Matrix Partners.

Inside Sales 288

Inside Sales Hiring Sales Qualified Lead Field Sales 288

Pointclear

FEBRUARY 21, 2013

Customer Demands Blur the Line Between Inside Sales and Field Sales. The line between inside sales and outside sales has become blurred.” Traditional field sales are deploying many of those techniques that were thought of as exclusive to inside sales,” Bob says. e-mail communication.

Inside Sales 240

Inside Sales Skype Face-to-face Field Sales 240

MTD Sales Training

JUNE 6, 2012

More and more companies are electing to employ their own in-house telesales staff to set appointments for the field sales teams. The question that arises though is how do you compensate this inside sales team? Commission on the Sale. 1: The Telesales Person Tries to Make the Sale Rather Than SELL the Appointment.

Compensation 265

Compensation Sales Qualified Lead Commission Field Sales 265

Pointclear

MAY 6, 2014

The main reason that the results from CRM initiatives are suboptimal in most organizations with a field sales force is that the main stakeholder, the sales rep, doesn’t get the “WIIFM” (“What’s in it for me?”).

CRM 258

CRM Intent Field Sales B2B 258

Zoominfo

AUGUST 27, 2020

Sales territory maps serve as the game boards for outside sales, which makes field sales reps the game board pieces. Though it can be tedious, sales territory mapping provides a framework for strategic planning — ensuring that sales reps don’t go into meetings blind. The Benefits of Sales Territory Mapping.

Territories 264

Territories Outside Sales Field Sales Segment 264

SBI Growth

FEBRUARY 26, 2013

They used a field sales force model with 10 Field Reps and 3 Solutions Engineers. This Inside Sales rep typically closed 6 deals a week. Beta Company’s Field Reps closed an average of 2. Because of their expensive field sales force, Beta Company needed to price itself far above the more nimble competition.

Competition 323

Competition Customer Lead Rank Top of Funnel 323

G2Crowd - Sales Blog

AUGUST 28, 2020

Let's be honest, sales is difficult.

Field Sales 105

Field Sales Sales 105

SBI Growth

SEPTEMBER 13, 2013

Is there a large quantity of leads accelerating to the sales force within the first day of inquiry? If so you are likely suffering from one of the following: Score thresholds that are too low: There is an eagerness to show results to the field. Sales leaders encourage low thresholds to increase the flow of leads.

Lead Rank 288

Lead Rank Lead Generation Lead Scoring Video 288

The Pipeline

JULY 16, 2013

While the curriculum is billed for internal sales, this GAP Selling presentation is applicable to all B2B sellers, inside or field sales. The presentation will present a sales framework that will allow you to succeed in changing markets.

Webinar Metrics 267

Webinar Metrics Segment Maximizer Field Sales 267

SBI Growth

OCTOBER 26, 2012

Field Sales Research: It is critical to obtain the view of the sales team. Sales Representative Interviews – Perform sales representative interviews to uncover the challenges sales reps are experiencing today. The best time to survey the field is one month after sales kickoff.

Meeting 293

Meeting Sales Qualified Lead Survey ROI 293

SBI Growth

AUGUST 16, 2012

Recently I spent the day shadowing a sales rep named Jim who has been in field sales for 20 plus years. If you are a field sales rep and you have ideas on this topic and future topics, please submit them in the comments section below. Otherwise you might just receive a “too busy right now, can we reschedule” email.

Social Media 290

Social Media Lead Rank Ideal Customer Profile Networking 290

Zoominfo

AUGUST 12, 2020

Inside Sales or Field Sales? (or Adoption of inside sales models has grown significantly in recent years. The idea is that sales reps prospect from central or remote locations, in a more structured environment. Even when they’re grouped into teams, field sales reps tend to be more individualistic and self-driven.

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200

Score More Sales

OCTOBER 19, 2017

Your sales reps – be they inside sellers, field sales, or otherwise are critically important to the success of your planned revenue growth for a very simple reason: A significant portion of the buying journey is done without sales involved and that won’t change.

Company 198

Company Field Sales Revenue Sales 198

SBI Growth

JULY 2, 2013

We’ve been out of alignment with our field sales activities. When “A” Leaders say they have a talent issue, they cite these reasons: We’ve got a young team in place that is still growing. Our training and onboarding programs haven’t provided the tools and skills to be successful. We’re not providing the value our customers demand.

Hiring 310

Hiring Compensation Salary Policies 310

Steven Rosen

JULY 8, 2014

As you sit down to do mid-year reviews, ask your sales people to pick one area (competency or behavior) that they are committed to improving that would have a positive impact on their performance. Get Out in the Field. Sales coaching is about holding your salespeople accountable for doing what they said they are going to do.

Coaching 294

Coaching eBook Account Sales Leadership 294

SBI Growth

AUGUST 18, 2012

Create an advanced sales mastery certification program along the collegiate system of 100, 200, 300, and 400-level classes. HR leaders can help the field sales personnel execute the sales strategy by: Understanding the sales strategy through review and questioning of sales leaders.

Hiring 257

Hiring Lead Rank Lead Scoring Face-to-face 257

SBI Growth

OCTOBER 31, 2013

A field Sales Rep should be spending around 64% of those available hours selling. Of the 365 days in a year, you can spend 232 of them selling (See Exhibit A). At 8 hours per day, that’s 1,856 hours per year you can somehow monetize. What if you spent an hour or two more per week selling? You would close a few more deals per year.

Lead Rank 324

Lead Rank Lead Scoring Referrals Trade Show 324

Pointclear

DECEMBER 10, 2013

Field sales is flat while inside sales is up 20 percent in the last few years. Knowing the new science of sales is what will help a salesperson to consistently meet expectations, says my latest guest on PowerViews, Chad Burmeister, vice president of corporate sales at ConnectandSell.

Inside Sales 255

Inside Sales Lead Rank Social Media Video 255

SBI Growth

MAY 23, 2013

Or have you wondered why the sales force ignores your leads? A quick diagnosis can identify common mistakes between lead generation and field sales teams. A common complaint by sales is that the leads were not ready to buy. If you ever find yourself in this situation, it’s time for a quick diagnosis.

Lead Rank 304

Lead Rank Lead Scoring Sales Qualified Lead Leads 304

SBI Growth

NOVEMBER 18, 2012

SBI believes that any decisions on sales process must include research. For example, one client of ours has a large direct field sales force. SBI’s reviewed the sales process at the client’s request. You must understand how your Buyers make a purchase decision. It’s expensive, and results had been declining for years.

Sales Process 303

Sales Process Licensing How To Government 303

The Pipeline

AUGUST 2, 2013

As you’ll read below, she boldly predicts that by 2015 inside sales will overtake field sales, as that unfolds, she will be in greater demand. Josiane heads up TeleSmart Communications , and is leading practice and thought leader in the area of inside sales and management. How can that be?

Sales Management 257

Sales Management Hiring Inside Sales Cold Calling 257

Outside Sales Talk

FEBRUARY 28, 2024

link] Start Selling More Today with Badger Maps – The #1 Route Planner for Field Sales See Badger in Action: [link] If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters! Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

Outside Sales 52

Outside Sales Field Sales Strategy Analysis 52

SBI Growth

SEPTEMBER 6, 2013

Sales pros are there to enable them to buy. Perhaps we need to change the term Sales Enablement to Buyer Enablement. How about changing Field Sales Executive to Buying Process Executive? Register for SBI’s " How to Make Your Number in 2014 : A Sales Strategy You Can Execute.” This is not a subtle distinction.

Buyer 288

Buyer Telemarketing Cold Calling Buyer Persona 288

SBI Growth

MARCH 19, 2013

Early takeaways from the field: Sales Force Automation tool must be optimized – Salesforce.com adoption by reps and managers can be improved. As a starting point, download the Onboarding Activities List for all industries. We’ll continue to get their feedback as they socialize the list around their branches.

Revenue 288

Revenue Hiring Face-to-face Social Media 288

SBI Growth

MAY 23, 2013

Or have you wondered why the sales force ignores your leads? A quick diagnosis can identify common mistakes between lead generation and field sales teams. A common complaint by sales is that the leads were not ready to buy. If you ever find yourself in this situation, it’s time for a quick diagnosis.

Lead Rank 300

Lead Rank Lead Scoring Sales Qualified Lead Leads 300

SBI Growth

JULY 22, 2013

There are 10 best practices Sales VPs have taken to ensure this doesn’t happen. Below are five of the 10: Sales Manager/VP field sales rides : Participating with your sales reps on more field calls leads to increased revenue. By increasing the frequency you ride in the field, you will sell more business.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

SBI Growth

FEBRUARY 17, 2014

This is for direct field sales reps. Inside sales is worse at about 15%. Sales Reps don’t have to do much to get paid – just take the free sales orders coming in. Maybe you don’t need a field sales rep. Move the sales burden to a lesser-cost resource (inside sales) or even automate it.

Salary 198

Salary Inside Sales Field Sales Commission 198

SBI Growth

NOVEMBER 12, 2013

Involves sales early to ensure products are developed with your customers in mind. Success Metric – new product sales goal attainment in year 1. Routes to Market – It’s likely you don’t need a field sales force for all routes to market. Other options include: inside sales, channels/resellers, online, etc.

Strategy 317

Strategy Hiring Top of Funnel Margin 317

SBI Growth

JANUARY 18, 2013

One key was an analysis of the sales force structure. It compares the new revenue contribution for 3 different sales channels: Direct Field Sales. The tool shown below shows a quick assessment of Return on Investment. Lead Development. In this example, Telesales clearly offered the best return on the dollars invested.

Compensation 292

Compensation Retention Ideal Customer Profile Territories 292

SBI Growth

JUNE 29, 2013

Incentive Compensation: Sales people are “coin-operated.” Remoteness: Field sales people are spread across wide geographies. They perform best when they are in an environment that allows them to measure themselves against others. They thrive on opportunities to win rewards and prizes.

Hiring 326

Hiring Case Study Lead Rank Lead Scoring 326

Sales and Marketing Management

DECEMBER 14, 2020

This makes all sellers “inside sellers,” which opens the door to improving their productivity, performance and cost structure, while also imagining how former field sales teams should be operating on a cadence versus an expense account. In some cases, companies that previously only had field.

B2B 199

B2B Revenue Top of Funnel Margin 199