SBI Growth

FEBRUARY 10, 2013

Sales Force Win Rate was flat year over year. 90% of their sales came from 5% of their sales team. The Sales Process was developed 9 years ago. Leads were not being qualified before the sales force engaged. For example, a few of the root problems in the case above are: Outdated, seller centric sales process.

Sales Qualified Lead 300

Sales Qualified Lead Compensation Incentive Incentives 300

Zoominfo

MARCH 21, 2025

Customization : Can it adapt to your unique sales processes and workflows? Whether you’re looking to enhance your team’s skills, streamline your coaching processes, or leverage AI-powered insights, there’s a solution out there that can help you achieve your goals and take your sales performance to new heights.

Sales Coaching 130

Sales Coaching Software Software Coaching 130

No More Cold Calling

JANUARY 31, 2025

Its not just about asking for introductions; its about embedding referrals into the DNA of your sales process so that its part of your teams mindset and daily practices. Incentives and Recognition: Create incentive programs to reward employees who excel at generating referrals.

Referrals 156

Referrals Scale GoldMine Pipeline 156

Partners in Excellence

SEPTEMBER 7, 2023

” There are a small number that leverage a selling process strongly. What we get wrong in our execution is that we focus only on executing our sales process. We forget the customer has a buying process and that they struggle, most often failing in their execution of the buying process.

Sales Process 151

Sales Process Proposal Incentives Incentive 151

Salesmate

JUNE 4, 2021

Similarly, many other practices in sales have changed with the changing world around. One such practice is that of providing sales incentives to the salespeople. What are sales incentives? Call it what you will, incentives are what get people to work harder.” – Nikita Khrushchev .

Incentive 105

Incentive Incentives Compensation Motivation 105

Understanding the Sales Force

FEBRUARY 25, 2024

It’s simply incomprehensible that sales managers aren’t picking up the clue phone. The people they report to, Senior Sales Leadership, either Sales VPs, CROs or CSOs, aren’t providing the time, framework, incentive, motivation, guidelines, expectations or requirements for Sales Managers to coach.

Coaching 341

Coaching Guidelines Margin Incentive 341

SBI Growth

AUGUST 13, 2013

Remaining effective as a sales force means continuous improvement. This might be a new buyer-aligned sales process. Or sales recruiting to staff a new go-to-market channel. Whatever the Sales Force Effectiveness (SFE) improvement, it will require funds to get it implemented. Or a redesigned compensation plan.

Hiring 288

Hiring Incentives Incentive Benefit 288

Sales Gravy

OCTOBER 10, 2024

The Importance of Micro Commitments: Gaining micro commitments—small agreements to follow up or have another meeting—throughout the sales process can reduce the likelihood of being ghosted. Time Blocking for Efficiency: Time blocking, a strategy learned from sales, is effective for managing tasks and maintaining focus. .

Cold Calling 96

Cold Calling Face-to-face Commission Incentive 96

SBI Growth

MARCH 31, 2013

Did it incent the right behavior? The danger is that this is isolated from the dynamics of the whole sales framework. How do you know if comp-incented behaviors can move the needle? Sales performance is affected by a wide range of factors. A sales process that is not aligned to buying process.

Compensation 293

Compensation Incentive Incentives Buyer Persona 293

SBI Growth

FEBRUARY 28, 2013

We chose these: Sales Process : We wanted to get our hands on their sales process. Compensation Plan : Did they change their compensation plan incenting more new business vs. account development? Is this new compensation plan attracting more talented sales reps? Is your sales process buyer centric?

Outsourcing Services 300

Outsourcing Services Ideal Customer Profile Territories Compensation 300

SBI Growth

SEPTEMBER 6, 2012

We partnered with a consulting firm to help us identify the right sales resources, define the sales processes, and determine the proper metrics and sales incentives.”. We built a Key Account Sales organization that focused on customer retention first, penetration second and customer conversions third.”.

Hiring 297

Hiring Penetration Demand Generation Targets Incentives 297

SBI Growth

JUNE 8, 2013

I bet that two vital pieces are missing from your sales strategy. If you formalize them into your sales process, training and measurement, revenue will grow. Otherwise, your sales team will be eaten up. As the sales operations leader, you develop the sales strategy and support team performance.

Strategy 310

Strategy Referrals Cost per Lead Social Selling 310

SBI Growth

SEPTEMBER 23, 2013

VPs of Sales are asking questions like: Is our Sales Process good enough? Are my Sales Managers good enough? Change the compensation plan to incent new logo growth by adding an accelerator. Sales training. Steve wanted to roll out an updated sales process for the new product.

Compensation 325

Compensation Social Media Incentives Incentive 325

The Pipeline

JUNE 7, 2013

I love the process of establishing trust with what were once arms-length prospects. And now that we’ve got a compensation system that motivates us to show the customer just how much we can offer, we’re all incented to go that extra mile. Sales Process' customer loyalty.

Commission 314

Commission Compensation Decision Maker Face-to-face 314

SBI Growth

NOVEMBER 30, 2013

Do This Instead: Evaluate your Sales Process. Is your Sales Cycle getting longer or shorter? Is your average sales price (ASP) increasing or decreasing? This blog helps you assess your sales process and evaluate if it still works. Sales SVPs frequently try to “time” the close of deals for maximum benefit.

Policies 303

Policies Incentives Incentive Channels 303

SBI Growth

SEPTEMBER 26, 2012

You need to close a few of the big ones in the late stages of your sales process to hit your number this year. Early stage sales activity won’t get you to the number. Neither will your efforts to move deals from stage 1 to stage 2 in the sales process. According to your reps the pipeline is full of deals.

Closing 303

Closing Lead Rank Lead Scoring Customer 303

The Pipeline

AUGUST 14, 2014

Or “what do you want me to do, get sales or complete the KPI’s you gave me?” ” It doesn’t help when sales leaders are incented on meeting KPI’s rather than result. I hear reps say “well I delivered against the KPI, I got eight meetings every week this quarter.” What’s in Your Pipeline? Tibor Shanto .

Workbooks 288

Workbooks Distribution Incentives Incentive 288

The Pipeline

MARCH 12, 2021

Longer than most sales cycles, certainly longer than the 9-to-18-month effort required by the entire organization. Add to that, the effort to overhaul the sales process while continuing to fly the plane. I have discussed before a brilliant incentive plan I was introduced to that paid on specific outcomes to specific execution.

Sales Leadership 386

Sales Leadership Quota Data Sports 386

Understanding the Sales Force

SEPTEMBER 9, 2013

There are categories of sales tools and CRM applications where none existed a few years ago. Companies are spending more money on sales force evaluations, sales training, consulting, sales leadership development, sales process, infrastructure and sales recruiting services than 5 years ago.

Sales Management 288

Sales Management Hiring Compensation Trends 288

Hubspot Sales

DECEMBER 19, 2019

When a company first starts out, the founders aren't concerned with establishing a clearly delineated sales process; they're worried about getting any sales at all. The company’s scant sales team — often comprised of just a VP and maybe one or two reps — is often given license to get customers in the door however they see fit.

CRM 122

CRM Sales Process Top of Funnel Hiring 122

The Sales Hunter

OCTOBER 17, 2013

When we say “pull,” it refers to creating incentives at the customer level that encourage them to buy the product. Take a look at your sales process. If we shift to a “pull” strategy, I feel we will have a much higher close ratio and, better yet, do it with a higher margin.

Strategy 241

Strategy Cold Calling Consultative Selling Margin 241

The Pipeline

JULY 16, 2012

They are able to stay focused on their territory, while earning some incentive for asking one extra question. Front line managers are in a great position to change reps’ view of this situation, they can create a culture of sales success not sales selfishness, and the rewards extend well beyond referrals.

Referrals 324

Referrals Lead Rank Lead Scoring Territories 324

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

Sales and Marketing Management

DECEMBER 26, 2018

In my work with sales executives from corporations large and small, I repeatedly see that team rewards are easily overlooked in favor of individual incentives. And while individual incentives are critical to the success of any sales organization, most companies are not fully invested in supporting the team environment.

Incentives 191

Incentives Incentive Google Account 191

Understanding the Sales Force

NOVEMBER 10, 2023

As a result, they can’t anticipate when in a sales cycle or sales process they will be impacted, and don’t have the awareness to take steps to work around it and improve. The Example Salespeople (anyone, with any title, whose primary role is selling) don’t know about their own skill gaps and blind spots.

Company 220

Company Hiring Scale Forecasting 220

No More Cold Calling

MARCH 13, 2014

” Read what he has to say on the matter: “There are many ways to improve your sales team. You can (and should) spend money on training, CRM systems, incentives, off-site meetings, and developing better sales processes. But there’s also one free, easy, immediate way to strengthen your team.

Small Business 240

Small Business Small Business Sales Outsourcing Face-to-face 240

Sales and Marketing Management

JANUARY 23, 2020

When it comes to sales organizations specifically, those goals should include supporting and growing your customer base to increase revenue. But here’s the rub: sales organizations are not all the same. Sales Takes the Lead. Most importantly, you have to have a sales process and methodology that you are operating against.

Hiring 218

Hiring Ideal Customer Profile Scale Compensation 218

Understanding the Sales Force

MARCH 13, 2013

Sales Management must spend 50% of their time coaching salespeople like this: An enormous part of developing salespeople these days is helping them to differentiate themselves from your competitors. Effectively applying a consultative sales process helps to accomplish this.

Coaching 264

Coaching Sales Management Decision Maker Call-back 264

Crunchbase

JANUARY 18, 2022

Behind these impressive figures lie a range of highly methodical, highly strategic SaaS sales processes. Today, we’ll be walking you through a comprehensive guide to the SaaS sales process, before rounding up with some best practices to help you get off to the best start possible. . What are SaaS sales all about?

Sales Process 85

Sales Process Lead Rank Sales Qualified Lead Lead Scoring 85

Vengreso

JANUARY 9, 2025

Engaging the entire team in sales contests and recognition initiatives not only celebrates top performers but also motivates every sales rep, fostering a sense of camaraderie and boosting morale, which ultimately contributes to overall sales performance. The right incentives can significantly boost participation and effort.

Incentive 66

Incentive Incentives How To Sales Qualified Lead 66

Highspot

MARCH 24, 2025

When morale is high and the sales process runs smoothly, customers will find resolutions to their problems without delay or disruption, and their overall experience will be better, leading to increased loyalty and higher customer lifetime value. When incentives are misaligned, teams become siloed and lose focus.

Lead Rank 52

Lead Rank Lead Scoring Incentive Incentives 52

eGrabber

FEBRUARY 26, 2025

In todays fast-paced world, boosting sales performance and closing deals quickly are more important than ever. Sales leaders, sales managers, and sales professionals must work smart and act fast. In 2025, the key is to use smart tools like sales automation and track real sales data.

Closing 52

Closing Top of Funnel Ideal Customer Profile Incentive 52

No More Cold Calling

APRIL 20, 2017

I tried coaching, I tried demonstrating, and I tried setting goals and incentives. Account execs are the ones who forge strong relationships during the sales process. With a 70-percent conversion rate of prospect to client, your team will eliminate competitors, shorten your sales process, and decrease your cost of sales.

Cold Calling 249

Cold Calling Referrals Sales Qualified Lead Promotion 249

No More Cold Calling

JANUARY 16, 2020

That’s why we need sales managers. Actually, what we need is strong sales leadership. Whether you are a CEO, vice president, or sales manager, you have a central role in your company’s sales process and in the decision to transition from vapid outbound prospecting to selling through referrals.

Referrals 328

Referrals Sales Management Hiring Scale 328

Zoominfo

JULY 1, 2018

Social selling often takes more time and effort than other sales strategies. But here’s the good news, once you learn to incorporate social media into your sales process—it can really pay off. Even better than trying to control negative reviews, offer an incentive to customers who leave positive reviews of your product online.

Buyer 190

Buyer Social Media Social Selling Incentives 190

Sales and Marketing Management

MAY 7, 2018

Further, in my view the definition should precisely reflect the alignment required between the buyers’ journey, sales process, and content. Aligning buyer journeys with sales process and content is an imperative. More than just leading, they must own sales enablement.

Sales Enablement 192

Sales Enablement Hiring Compensation Buyer 192

Smooth Sale

MARCH 24, 2025

It is also recommended that you use an intuitive, integrated sales tool. Offer Incentives A happy employee is a motivated employee making it much more likely that the employee will feel empowered to do their best work. Second, it also shows the sales team that the company is willing to adjust to facilitate their work.

Hiring 78

Hiring Incentives Incentive Lead Rank 78