Remove Field Sales Remove Tools Remove Training
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Expert Opinion: Capture Revenue with Strong Onboarding

SBI Growth

The sales team deserved a training program as aggressive as this year’s budget. In a recent post , I urged Sales Ops leaders to take responsibility for training and development. This sales leader agrees. It included activities the client’s Training and Development team had deemed necessary. Key Activities.

Revenue 288
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Change With Your Customers, Not The Competition

SBI Growth

These LDRs were well trained and capable of qualifying true prospects. They used a field sales force model with 10 Field Reps and 3 Solutions Engineers. Using the latest tools, they were able to “Win” with an average of 1.8 This Inside Sales rep typically closed 6 deals a week. Each “Win” took 2.4

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Planes, Trains, and Automobiles: Why Account Executives Should Travel

No More Cold Calling

(Yes, I know that’s snarky, but if you receive the lame sales emails that I do, you know what I’m talking about.). Over the past decade, companies have cut back on travel because of the assorted tools that enable video conferencing. Heady’s post on LinkedIn: “ The Undying Value of the Field (Sales) Agent (Inspired by James Bond).”

Travel 149
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How to Make the Number with Less People

SBI Growth

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
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Hit the Road to Improve the Stick-Rate of Your Initiatives

SBI Growth

Today’s post is about making your work stick by getting out into the field. 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. Delivering enhanced training or instituting new performance dashboards.

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How Top Sales VPs Improve Their Talent

SBI Growth

Our training and onboarding programs haven’t provided the tools and skills to be successful. 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.

Hiring 310
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Responding to the Digital Sales Shift

Sales and Marketing Management

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting.