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 117

Inside Sales Field Sales Policies Travel 117

Hubspot Sales

MARCH 7, 2018

KPIs for Sales Managers. Sales Volume by Location. Sales managers -- and particularly field sales managers -- can often feel like they are trapped in a fog. Without a regular physical presence in the field, it’s difficult to keep tabs on their team and business operations.

Lead Rank 145

Lead Rank Lead Scoring Sales Management Scale 145

The Center for Sales Strategy

AUGUST 2, 2019

> 4 Field Sales Best Practices of High-Performing Teams — CloserIQ. Though the lines are sometimes blurred, inside sales and outside sales are generally separate functions within an organization that require distinctly different skill sets. ROCKEFELLER. AROUND THE WEB -. >

Field Sales 88

Field Sales Face-to-face Outside Sales Inside Sales 88

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 95

Outside Sales Field Sales Oracle Enterprise 95

Janek Performance Group

MAY 20, 2019

Although inside sales teams are becoming increasingly popular - to the point where most experts expect parity with field sales reps usage in the near future - outside sales is still a critical component of many organizations’ selling strategies. Ergo, the following best practices for managing field sales reps.

Field Sales 87

Field Sales Travel Outside Sales Inside Sales 87

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. Schedule interviews with yourself and sales managers weekly.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

MTD Sales Training

DECEMBER 5, 2011

With competition becoming fiercer, the economy sending fuel prices through the roof and buyers becoming more reluctant to telephone sales calls , more firms are choosing to employ their own in-house telesales staff to set appointments for the field sales teams. Commission on the Sale. However, I caution you.

Compensation 233

Compensation Commission How To Sales Qualified Lead 233

Repsly

JANUARY 23, 2018

By nature, great field sales reps are independent thinkers who are driven by an almost instinctive need to compete and win. These natural sales leaders make selling part of their life, and make much of their life about selling.

Field Sales 63

Field Sales Software Software Sales 63

Steven Rosen

JUNE 2, 2017

Making Remote Coaching Work in Sales Organizations. Coaching is the number one sales management activity that drives sales performance. Sales managers that grow and develop their salespeople will grow their business. Sales coaching is both a skill and a process. It doesn’t have to be that way.

Coaching 221

Coaching Skype Sales Coaching Sales Management 221

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

Understanding the Sales Force

OCTOBER 1, 2013

Understanding the Sales Force by Dave Kurlan The folks over at Insight Squared recently posted this interview with me. It touched on sales management but there wasn''t enough time to do it justice. In the context of best practices, the sales management role is now 50% coaching. Are you serious?

Sales Leadership 214

Sales Leadership Hiring Education Coaching 214

The Pipeline

JULY 22, 2013

I have worked with a number of sales organizations that have brought people in as say sales admins, then they move to inside sales, either in a support, or some form of outbound calling, then to field sales, all the way up to enterprise or national account status.

Hiring 267

Hiring Licensing Health Care Sales Talent 267

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. Reps and managers need training on how to leverage its capabilities. As a starting point, download the Onboarding Activities List for all industries. Key Activities.

Revenue 288

Revenue Hiring Face-to-face Social Media 288

SBI Growth

AUGUST 18, 2012

Help sales promotion by creating an enticing career progression framework that provides options for the different types of sales reps (e.g. and sales managers. Create an advanced sales mastery certification program along the collegiate system of 100, 200, 300, and 400-level classes.

Hiring 257

Hiring Lead Rank Lead Scoring Face-to-face 257

SBI Growth

JUNE 29, 2013

Incentive Compensation: Sales people are “coin-operated.” Remoteness: Field sales people are spread across wide geographies. One sales manager at a leading B2B technology firm recently shared his experience: “I forced my team to enter everything into Salesforce.com. Bonus Points: CRM Adoption.

Hiring 326

Hiring Case Study Lead Rank Lead Scoring 326

SBI Growth

MARCH 28, 2013

Face it – many sales managers and directors are too biased. In addition, you'll build credibility with Field Sales. Download the Sales Ops Field Kit Here. But one of your key responsibilities is to be an objective voice. Your CSO needs to get your direct feedback that he can trust.

Face-to-face 276

Face-to-face Quota Territories Compensation 276

Janek Performance Group

MAY 2, 2018

In the pre-Internet age, field sales was the primary means by which sales reps not only gained new accounts, but the venue through which customers gained most of their information about products and services.

Field Sales 54

Field Sales Outside Sales Account Sales 54

SBI Growth

JANUARY 27, 2013

Some complaints we’ve heard from Sales organizations: Forced to fill out old employee review forms on paper. Can’t promote a sales manager to a director. What greater alignment is needed between Sales and Marketing? How should we structure for a multi-national/multi-cultural sales force?

Hiring 308

Hiring Compensation Commence Sales Talent 308

Sales and Marketing Management

NOVEMBER 5, 2018

For example, what caused pain points at the end of the program: reps changing territories mid-program, sales that were booked but not invoiced, clients who made verbal commitments but didn’t sign contracts, field sales managers that vouched for sales that didn’t get logged into the system on time, etc.?

Incentives 201

Incentives Incentive Quota Territories 201

MTD Sales Training

DECEMBER 7, 2011

The TSR looks for the easy lay down sale and fails to set appointments with otherwise good qualified prospects. Also, when an apparent lay-down sale does not buy, it causes animosity between TSR and FSR (Field Sales Rep). Both sales teams feel as if they do not have real control over their incomes.

Commission 227

Commission How To Compensation Salary 227

SBI Growth

OCTOBER 31, 2012

He had only been VP of Sales for 6 months. He rose from junior sales associate to become his division’s top rep. Then, as sales manager, he turned around a struggling team. In Robert’s company, Sales VPs reported to the CSO. At 34, Robert was younger than most of his counterparts. It was clear he deserved the job.

Influencer 282

Influencer Strategy Policies Lead Gen 282

HeavyHitter Sales

MAY 25, 2017

Women who had a sales mentor outperformed their counterparts who did not have mentors across the board: vice presidents of sales by 34 percent on average, mid-level sales managers by 3 percent, field sales reps by 29 percent, and inside salespeople by 51 percent.

Sales Management 74

Sales Management Field Sales Inside Sales Research 74

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. What does it mean for B2B sales managers as they strategize for 2021?

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Mindtickle

DECEMBER 5, 2016

As inside reps are in close contact with their peers and their manager, there is more opportunity for these issues to be identified and addressed quickly. That’s why it’s more important to consider how to make baselining and calibration more effective for field sales teams. flipped classroom. Coaching and Accountability.

Field Sales 52

Field Sales Sales Enablement Inside Sales Coaching 52

Mindtickle

DECEMBER 4, 2016

As inside reps are in close contact with their peers and their manager, there is more opportunity for these issues to be identified and addressed quickly. That’s why it’s more important to consider how to make baselining and calibration more effective for field sales teams. flipped classroom. Coaching and Accountability.

Field Sales 52

Field Sales Sales Enablement Inside Sales Coaching 52

Repsly

JULY 17, 2018

As a sales manager, you’re always looking for areas where your team can boost performance. With all of the activities that you and your reps do in a given day, how can you iterate and adapt your process to get the best results?

Field Sales 63

Field Sales Sales Management Sales 63

SBI

JULY 29, 2014

Darren: Perenso has created a cloud based Field Sales Solution that helps companies with reps on the road sell more products whilst saving them money. It’s an easy to use product that doesn’t require too much IT involvement, so the Sales Department can run the whole solution themselves if required.

Up-Sell 135

Up-Sell Closing Field Sales Revenue 135

Mindtickle

JANUARY 9, 2017

Sales enablement is more complex for a distributed field sales team. To get you started, here are six points to consider as you’re developing your field enablement strategy. Regardless of your industry, accountability is key for field sales enablement. What type of sales do your reps need to do?

Field Sales 52

Field Sales Sales Enablement Strategy Scale 52

Mindtickle

JANUARY 8, 2017

Sales enablement is more complex for a distributed field sales team. To get you started, here are six points to consider as you’re developing your field enablement strategy. Regardless of your industry, accountability is key for field sales enablement. What type of sales do your reps need to do?

Field Sales 52

Field Sales Sales Enablement Strategy Scale 52

Sales and Marketing Management

JUNE 4, 2017

Key to the success of sales team communication at Lawson Products is always ensuring that sales management is aware of communication going to their teams. If it’s a change, requires action or will generate a lot of questions, we provide sales management with extra information or tools to respond appropriately.

Face-to-face 197

Face-to-face Automotive Webinar Metrics Conference 197

Partners in Excellence

APRIL 10, 2014

Not long ago, I was meeting with the top management team of large organization. They had traditionally, had a large field sales organization. Sales people were just overworked, stretched very thin. The needs for recruiting and bringing more sales people on board were skyrocketing.

Inside Sales 122

Inside Sales Face-to-face Field Sales Channels 122

Partners in Excellence

OCTOBER 15, 2015

There’s a lot written about the shift from field sales to inside sales. It makes sense–but I wonder is there really much of a distinction between inside and outside sales. Perhaps our notions of inside and outside sales are outdated and we might be better served just focusing on sales.

Field Sales 48

Field Sales Face-to-face Lead Rank Inside Sales 48

Mindtickle

SEPTEMBER 6, 2016

I often hear from our customers how challenging it is to manage distributed field sales teams. So ongoing communication on these topics tends to play a bigger role in making their sales teams successful. Coaching and accountability happen at four levels; Your sales reps, sales managers, sales enablement, and leadership.

Field Sales 52

Field Sales Hiring Distribution Sales Enablement 52

Mindtickle

SEPTEMBER 6, 2016

I often hear from our customers how challenging it is to manage distributed field sales teams. So ongoing communication on these topics tends to play a bigger role in making their sales teams successful. Coaching and accountability happen at four levels; Your sales reps, sales managers, sales enablement, and leadership.

Field Sales 52

Field Sales Hiring Distribution Sales Enablement 52

No More Cold Calling

SEPTEMBER 21, 2017

I’ve summarized interviews with three successful women in tech sales, and share why and how they outsell their peers. The first is Sue, a successful field sales manager in a tech company. The Not-So Technical Sue. Then she realized she didn’t need to get into the weeds.

Cold Calling 266

Cold Calling Loyalty Account Intent 266

Jonathan Farrington

APRIL 26, 2013

Agile Field Sales is an emerging paradigm made possible by the rapid expansion of capabilities in cloud and mobile technologies. Emerging tools that require little or no IT resources to implement and run, enable sales management to examine, assess and adapt their tactics in direct response to what they see going on in the field.

Field Sales 43

Field Sales Wireless Sales Qualified Lead Outside Sales 43

MTD Sales Training

SEPTEMBER 28, 2011

Below is a powerful idea for sales incentive programs that you can alter to fit your organisation, that will inspire your team and boost your sales revenue! This is an extremely effective sales challenge that will not only motivate, but will help solve many other sales management problems as well. Beat the Boss.

Motivation 120

Motivation Infusion Construction Incentives 120