Understanding the Sales Force

APRIL 4, 2013

Understanding the Sales Force by Dave Kurlan The latest interview between Jonathan Farrington, CEO of TopSalesWorld , and me is available here. We discussed why only 17% of all sales managers are effective at coaching and the conversation was very enlightening. DNA - They don''t have the DNA to support effective sales coaching.

Coaching 227

Coaching Sales Management Incentives Incentive 227

No More Cold Calling

JULY 25, 2024

Rusty sales skills won’t win the gold. It’s the same for your sales team. If you want this to be a game-changing year, it’s up to the CRO to make skills-building and practice a requirement, an integral part of your culture, and a major component of your sales strategy. They have not just one coach, but many.

Referrals 334

Referrals Cold Calling Coaching Incentives 334

Understanding the Sales Force

NOVEMBER 10, 2023

And “We don’t know what we don’t know about sales” is a true statement in most companies. 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.

Company 227

Company Hiring Scale Forecasting 227

Sales and Marketing Management

JULY 21, 2019

Author: Lauren Boutwell As the field of sales enablement has evolved and matured, so, too, have its supporting technologies. Accordingly, video coaching has become a popular tool for driving readiness in sales organizations of all sizes and across industries. Sales reps are often most receptive to learning from each other.

Coaching 241

Coaching Video Hiring Trade Show 241

Xactly

MAY 1, 2019

Learn how retailers can motivate sales associates with these creative incentive ideas.

Retail 92

Retail Incentives Incentive Motivation 92

Understanding the Sales Force

MARCH 14, 2014

Understanding the Sales Force by Dave Kurlan First the links. The Huffington Post and the Hubspot Blog both published an article, by Dan Lyons about OMG and Kurlan and what it takes to succeed in sales. We recently evaluated a sales force where the salespeople had, on average, only 18% of the attributes of a consultative seller.

Consultative Selling 257

Consultative Selling Training Conference Coaching 257

Xactly

OCTOBER 15, 2018

Keeping sales reps motivated is a year-round process. As a sales leader, you should always be thinking of new ways to motivate your sales team, focus on closing deals, and keep reps’ eyes on the prize…literally and figuratively. Sales incentives are a great way to motivate your team and keep morale high.

Incentives 84

Incentives Incentive Motivation Compensation 84

Sales Training Connection

SEPTEMBER 30, 2011

As the Sales Training Connection readership grows, we decided to reprint some of our most popular posts. In this post we combined two posts: Dispatching Three Myths of Sales Coaching and Best Practices for addressing them. Many great companies start sales coaching initiatives with commitment and vigor.

Sales Coaching 98

Sales Coaching Coaching Lead Rank Face-to-face 98

Understanding the Sales Force

APRIL 19, 2012

Understanding the Sales Force by Dave Kurlan Many of the Sales Force Evaluations provided by Objective Management Group (OMG) reveal that the company's problems run so deep that they will require a complete sales force make over. The consultative sales process is more than just a sales approach. leading by example.

Hiring 189

Hiring Consultative Selling Incentives Incentive 189

Mindtickle

DECEMBER 10, 2018

Creating and maintaining an impactful sales coaching framework in the modern age isn’t as easy as one might think – but with the right mindset and the right tools, it’s not out of reach. In the article, Himanshu analyzes the six major things a next-gen, AI-supported approach to sales coaching can help your company accomplish better.

Sales Coaching 80

Sales Coaching Coaching Remedy Incentives 80

Bigtincan

SEPTEMBER 28, 2021

You have just finished making the case for purchasing a sales coaching and training platform. In either case, with so many great platforms on the market, how do you know which is the best sales coaching tool for your business? In this article, we will: Explain why sales coaching is important.

Sales Coaching 98

Sales Coaching Coaching Tools Sales Enablement 98

Xvoyant

JULY 2, 2020

I’ve often used the analogy that B2B enterprise sales professionals are the Olympic athletes of the corporate world. That said, try putting them in a front line B2B sales role focused on the complex sale at the enterprise level and see how that works out for you. Oh, sure, we throw money at the sales department.

Sales Coaching 62

Sales Coaching Coaching Forecasting Lead Rank 62

Xactly

SEPTEMBER 4, 2019

Employee incentives drive behavior and performance. Learn how to motivate your employees effectively and design incentives that are aligned with company goals.

Incentives 64

Incentives Incentive How To Motivation 64

Steven Rosen

SEPTEMBER 21, 2015

That could crush your sales organization. Let’s face it, being a sales executive has become increasingly more difficult. Chances are next year’s sales objective is going up and your budget is being reduced. I have spoken to a number of sales executives trying to understand their most perplexing challenges.

Sales Leadership 120

Sales Leadership Face-to-face Coaching Incentives 120

Anthony Cole Training

MARCH 19, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 133

Hiring Ideal Customer Profile Motivation Webinar Metrics 133

Xactly

JULY 11, 2019

A SPIF, or special performance incentive fund, is a short-term sales incentive used to drive immediate results. Here's what you need to know to use them.

Incentives 52

Incentives Incentive Sales Compensation 52

Sales Training Connection

AUGUST 3, 2013

New product launches and your sales force. One reason for the continued lack of success of new product launches is the failure of companies to effectively launch the new product to their sales force. Sales Compensation . Sales Coaching . And, the question is what is the priced paid in lost sales?

Compensation 105

Compensation Incentives Incentive Coaching 105

SBI

FEBRUARY 23, 2020

Brainshark is a data-driven sales readiness platform. Brainshark is a data-driven sales readiness platform. Brainshark Unveils READY20 – the Only Sales Enablement Event Dedicated to Furthering Sales Readiness: Multi-Day Conference Will Be Held in Boston in August –. Sales Enablement. Sales Enablement.

Video 128

Video Webinar Metrics eBook Face-to-face 128

BrainShark

JUNE 28, 2023

Why sales coaching matters — a few key points Knowledge retention Sales coaching activities add an interactive element to learning and are an excellent way to ensure knowledge retention and evaluate whether reps can “play back” what they learned in their training. Problems with sales coaching aka what NOT to do 1.

Sales Coaching 62

Sales Coaching Coaching Scale Hiring 62

Xactly

NOVEMBER 15, 2018

When it comes to sales compensation planning, you can never start prepping too early, right? One of the most important things to consider when designing plans are the different roles on your sales team. In this piece, we’ll take a top down approach and start by designing a sales manager compensation plan. Plan Components.

Compensation 87

Compensation Examples Sales Management Incentives 87

SBI

DECEMBER 4, 2013

Type “definition of sales enablement” into the Google Search bar and you’ll get 63,900 results. If you’re a sales trainer, sales enablement means giving your sales team the knowledge and tools to sell effectively(so they can sell more). You could rightly think of each one of them as sales enablement tools.

Sales Enablement 123

Sales Enablement InsideView Webinar Metrics Compensation 123

SBI

JULY 24, 2018

Sales reps love their CRM. In fact, who doesn’t love a good forecast session with their sales manager? Not only that, sales reps see tremendous value in the information reported back to them from the CRM. Sales reps do not love their CRM and see little value in it. IT HASN’T AUTOMATED THE SALES PROCESS, SO WHAT?

CRM 95

CRM SAP Forecasting Incentive 95

Sales Hacker

JULY 14, 2023

Spiff budget for monthly incentives/contests (keeps it fun). Cost of living limits incentive %. Farlan Dowell , Fractional VP Sales, Coach, Advisor at Upright Ventures: Each moment that a rep spends on commission is a moment that she can’t spend with customers or thinking about value proposition etc. Appreciate you.

Incentives 52

Incentives Incentive Compensation Hiring 52

SBI

APRIL 29, 2014

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? Leslie: CallidusCloud provides organizations with the leading sales and marketing effectiveness cloud software. Nancy: What does CallidusCloud do?

Up-Sell 135

Up-Sell Closing Revenue Lead Generation 135

Sales Training Connection

NOVEMBER 10, 2016

Companies spend a tremendous amount of time, money and effort every year to improve the productivity of their sales teams. The intervention strategies range from sales training efforts to coaching initiatives to sales tools to marketing materials. Second, they can determine which sales reps need the most help.

Top of Funnel 101

Top of Funnel Funnel Face-to-face Ideal Customer Profile 101

Mindtickle

DECEMBER 10, 2018

Creating and maintaining an impactful sales coaching framework in the modern age isn’t as easy as one might think – but with the right mindset and the right tools, it’s not out of reach. In the article, Himanshu analyzes the six major things a next-gen, AI-supported approach to sales coaching can help your company accomplish better.

Sales Coaching 52

Sales Coaching Coaching Remedy Incentives 52

Anthony Cole Training

MAY 3, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 120

Hiring Ideal Customer Profile Motivation Webinar Metrics 120

Sell Integrity

JANUARY 28, 2021

It’s important to understand what it’s really going to cost you when you lose a sales rep — and what steps you can take to minimize your turnover rates. Every sales leader can relate to that pit-in-the-stomach feeling when a star sales rep says they’re moving on. In some industries, average sales rep tenure is just two years.

Hiring 114

Hiring Face-to-face Coaching Salary 114

SBI

OCTOBER 16, 2012

Social Selling and Big Data at the Upcoming Sales & Marketing 2.0 Next week, Sales Dot Two Inc., will host the Sales & Marketing 2.0 The focus is purported to be on the benefits of big data for B2B sales organizations with an emphasis on social technologies. The Sales 2.0 Conference.

Conference 131

Conference Social Selling Data Marketing 131

Janek Performance Group

MARCH 2, 2022

On the surface, it’s easy to see products as the center of your sales strategy. Instead, even the best products need a sales strategy centered around the people who sell. Here’s how to build your sales strategy around your most important asset, your sales team: Create a Winning Culture. Sales Coaching.

Strategy 117

Strategy Incentives Incentive Coaching 117

CommercialTribe

JULY 6, 2020

Agility has always been a key component of a successful sales strategy, and the current upheavals are only accelerating the rate of change for many sales organizations. In this post, we’ll dive into the first principle — the importance of WHO sales managers focus sales coaching effort on.

Sales Coaching 52

Sales Coaching Hiring Coaching Face-to-face 52

Keith Rosen

OCTOBER 6, 2014

Here’s where managers inadvertently create barriers to coaching without realizing it. If you’re responsible for coaching anyone, how have you positioned coaching with them? Did you position coaching as a perk, an incentive, an option, an obligation, or a remedial response to underperformance?

Coaching 113

Coaching Company Remedy Negotiation 113

Keith Rosen

AUGUST 24, 2013

And you are certainly not able to create a healthy coaching relationship without trust. Contrary to the opinion of some managers, there are no tools, incentives, compensation packages, or strategies that can compensate for any lack of trust in a relationship. Being consistent with your approach to managing, coaching, and communicating.

Intent 125

Intent Compensation Exercises Coaching 125

OpenSymmetry

FEBRUARY 10, 2016

In the first scenario, the eager software sales rep wants to expedite the project start and does not want to introduce any delays in their sales pipeline. They are thinking about a potential 6-12 month delay in the sales pipeline, then delayed recognition of the software sale before the project can get underway.

Incentives 40

Incentives Incentive Compensation Territories 40

Openview

SEPTEMBER 21, 2017

We all know the typical story with sales managers – they were a top performing salesperson, had ambitions to move up in their career, and then a position opens up and they are managing a group of salespeople. Building a great sales management team is key to a sales team’s success. more sales per manager!

Sales Management 96

Sales Management Hiring Sales Qualified Lead Pipeline 96

Mindtickle

NOVEMBER 16, 2018

We know that sales coaching is an important part of sales management. Studies have found that effective sales coaching programs can improve sales reps’ performance by up to 20%. Here’s the thing: Sales Development Reps (SDRs) are one of the fastest growing teams inside B2B sales organizations.

Sales Leadership 76

Sales Leadership Coaching Sales Coaching Hiring 76

The Brooks Group

MARCH 4, 2014

a sales training industry analyst and research organization - to conduct a study to help us identify best practices for building the most effective sales coaching program possible. The resulting report is called "The Essential Elements of a World Class Sales Coaching Program" and it outlines some pretty eye-opening stats.

Sales Coaching 40

Sales Coaching Coaching Call-back Incentives 40