SBI

MAY 8, 2012

Over time, and if left unattended, the inevitable accumulation of ‘stuff’, the clutter that permeates, penetrates and defines your motivation and attitude, will distract you from your objectives, will keep you from focusing on the right activities, and will undermine the vital integrity you have so carefully nurtured with your customers.

Tools 82

Tools Territories Webinar Metrics Report 82

The Pipeline

AUGUST 16, 2011

For example, if the line of questioning were around the quality and abilities of their front line sales managers. As with most things in sales, it is down to the execution. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership.

Pipeline 267

Pipeline Lead Scoring Lead Rank Sales Qualified Lead 267

SBI

OCTOBER 1, 2014

Act-On’s streamlined user interface puts first-rate marketing tools at your fingertips, making campaigns and programs easier and faster. Integrate your CRM, webinar management and more, most with one click. Make best sales processes more repeatable for new hires and align value to your customer’s specific business drivers.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Sales Hacker

DECEMBER 13, 2018

Goals also help assess the efficiency of tools and methods, and formulate strategies for improvement or growth. Imagine similar spikes in your sales metrics and you’ll see the glaring imperative for setting goals. So yes — there are few things more important to you as sales manager than to set goals.

Sales Management 93

Sales Management Revenue Incentives Incentive 93

HeavyHitter Sales

JULY 1, 2011

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Why Year End Deals Dont Close: THE CESSPOOL! Are Top Salespeople Born or Made?

Study 163

Study Lead Scoring Lead Rank Penetration 163

Sales Hacker

AUGUST 21, 2018

Goals also help assess the efficiency of tools and methods, and formulate strategies for improvement or growth. Imagine similar spikes in your sales metrics and you’ll see the glaring imperative for setting goals. So yes — there are few things more important to you as sales manager than to set goals.

Sales Management 88

Sales Management Revenue Incentives Incentive 88

Sales Management Plus -- SMP

MARCH 14, 2023

Getting accurate figures requires reliable sales management and analytics; however even estimations can give insight into your business positioning relative to competitors. Your sales reps now have valuable selling tool for their next customer visit in less than a minute. In distribution, customer retention is king.

Penetration 52

Penetration Account Distribution Ideal Customer Profile 52

HeavyHitter Sales

DECEMBER 27, 2010

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. How to Hire a VP of Sales » December 27, 2010. Books For Heavy Hitters.

Motivation 107

Motivation Penetration Hiring Decision Maker 107

Partners in Excellence

AUGUST 30, 2022

Our jobs, as sellers, is to maximize our penetration and growth within those territories. There are lots of tools we can use to help us identify new opportunities and potential within our territories–regardless whether they are geographic/market or account based. We are accountable for executing those plans.

Account 129

Account Territories Penetration Referrals 129

Understanding the Sales Force

MAY 8, 2023

The seven reasons most often to blame are: Sales Managers. Yes, sales managers who fail to hold their salespeople accountable for the agreed upon prospecting activities are enabling those non-hunting salespeople. But what about the salespeople who don’t hunt consistently. Do you know why?

Decision Maker 156

Decision Maker Penetration Account Comparison 156

Your Sales Management Guru

APRIL 11, 2011

High-Performance Sales Management. Building a strategic and effective sales management system is just like building anything else: It takes time, refinement and follow-through. Sales concepts get recycled, too. Sales managers must direct and mobilize their teams to achieve desired results.

Sales Management 56

Sales Management Hiring Trade Show Penetration 56

Allego

FEBRUARY 11, 2025

In this post, well explore the key components of modern B2B sales training and share best practices to help your team close more deals, build stronger customer relationships, and achieve sustainable revenue growth. Want to Boost Sales Performance? 10 Best Practices for B2B Sales Training Want to build a high-performing sales team?

B2B 62

B2B Training B2C Scale 62

Vengreso

JANUARY 22, 2025

Our list of the best sales training blogs offers expert tips and practical advice to help you succeed. These blogs provide insights and strategies tailored specifically for sales managers , focusing on leadership, productivity , team motivation, and effective sales strategies.

Training 75

Training Top of Funnel Ideal Customer Profile SalesForce 75

Hubspot Sales

JANUARY 9, 2018

It’s like a traditional business plan but focuses specifically on your sales strategy. A business plan lays out your goals -- a sales plan describes exactly how you’ll make those happen. Who writes sales plans? What is a sales plan template? A typical sales plan includes the following sections: Target customers.

Buyer Persona 145

Buyer Persona Referrals Commission How To 145

Partners in Excellence

OCTOBER 27, 2014

While there’s some variance, I tend to see the following: Sales Training. Sales Process/Methodology. Systems/Processes/Tools. Marketing/Sales Integration. Sales Automation/Tools. Marketing Automation/Tools. Go To Customer/Sales Deployment Models/Inside/Outside/Channel/Web/Hybrid.

Fashion 106

Fashion Face-to-face Social Media Analytics 106

Zoominfo

OCTOBER 22, 2021

During a phase of general consolidation in your business, when you’re not pushing to scale or to penetrate new industries, you can give equal priority to sales and business development. Adaptability Your new business development representative will need to get up to speed with your typical buyers and your sales methodology quickly.

Hiring 130

Hiring Buyer Persona Sales Qualified Lead Scale 130

Partners in Excellence

MAY 31, 2013

If sales people aren’t executing the corporation’s strategies, don’t beat them up for not executing, look at the metrics. Do you want to penetrate new markets, do you want to attract new customers, do you want to retain and grow certain customers, do you want to drive growth in certain product areas?

Compensation 106

Compensation Penetration Coaching Revenue 106

HeavyHitter Sales

AUGUST 2, 2010

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Why Year End Deals Dont Close: THE CESSPOOL! Are Top Salespeople Born or Made?

Penetration 108

Penetration Decision Maker Software Software 108

Your Sales Management Guru

AUGUST 27, 2012

Fourth: Are you focused on penetrating your existing accounts? The key section is the sales manager and salesperson must agree on the Account Strategy and Five Tactical Actions the salesperson will act on to further penetrate the account or to even sell the account. Acumen Management Group Ltd. www.AcumenMgmt.com.

Sales Leadership 71

Sales Leadership Penetration Ideal Customer Profile ACT 71

Zoominfo

AUGUST 26, 2021

During a phase of general consolidation in your business, when you’re not pushing to scale or to penetrate new industries, you can give equal priority to sales and business development. Tools like Chorus.ai’s Conversation Intelligence platform help home in on areas where your reps can improve their communications with prospects.

Hiring 130

Hiring Buyer Persona Sales Qualified Lead Scale 130

Zoominfo

APRIL 11, 2019

Every sales manager wants their team to be successful– but sometimes, that’s easier said than done. Sales reps face a number of obstacles that can keep them from their goals and it’s your job as their manager to help them overcome these challenges. Use the right tools and technologies.

Sales Qualified Lead 100

Sales Qualified Lead Penetration Face-to-face Quota 100

Chorus.ai

SEPTEMBER 29, 2020

It will take careful planning and adjustments, but by prioritizing the right sales essentials, you can bring stability back to your sales department, find new customers, and thrive once more. It will, however, take all your skill and experience as a sales manager. First, ascertain your sales department’s main priorities.

Scale 114

Scale Top of Funnel Churn Buyer Persona 114

Your Sales Management Guru

MAY 6, 2013

The first is Friday May 10 th , Building Predictable Revenue: Sales Management Systems. The second is May 28 th , 1pm EST: Creating Sales Compensation Plans for High Performance. This is one of 10 Sales Management Training programs from Top Sales Management: read below.

Compensation 74

Compensation Forecasting Penetration Sales Leadership 74

SBI

SEPTEMBER 4, 2012

Penetrating deeper and broader into existing client accounts, i.e. selling across different departments within a current client’s organization. He states “It’s surprising how often senior executives or even first-line sales managers take for granted that their people are working the right accounts. mike_weinberg.

Revenue 101

Revenue Handbook Face-to-face Penetration 101

Steven Rosen

JANUARY 28, 2024

Helen Fanucci , a sales leader with 25+ years in the high-tech industry and author of “Love Your Team: A Survival Guide for Sales Managers in a Hybrid World.” discusses the importance of trust in sales, effective targeting strategies, and the role of collaboration in team selling.

Intent 156

Intent Sales Leadership Account ACT 156

Sales Hacker

FEBRUARY 17, 2020

Today, companies of all shapes and sizes still lack the technology needed to support their outside sales teams effectively. Without the right tools, these teams are suffering. . For enterprise-level companies, Salesforce has the most significant penetration. The fifth challenge is quality assurance for sales managers.

Outside Sales 110

Outside Sales Field Sales Oracle Enterprise 110

Partners in Excellence

FEBRUARY 17, 2014

We may have market penetration/share goals. As an example, in one of my very first sales management jobs, employee satisfaction was a critical indicator of my own performance as a manager. I won’t go through all of these, I just want to highlight them as numbers critical for managers to understand.

Quota 113

Quota Trends Churn Maximizer 113

Hubspot Sales

SEPTEMBER 27, 2019

Revenue per Sale. How much revenue is generated by every sale you make. Market Penetration. Sales per Prior Activity. How many sales were made for each prior activity (e.g. Read through these to see how your sales team can start following the same approach. Revenue by Product.

Data 141

Data Lead Scoring Lead Rank Energy 141

SBI

JULY 12, 2018

This helps sales management & operations plan where salespeople need to be assigned. Our solution helps sales organizations stay informed of breaking news, keep track of key players, and navigate their way through buying committees with real-time market intelligence embedded in a CRM system.

InsideView 104

InsideView Ideal Customer Profile Lead Rank Marketing Qualified Lead 104

The Brooks Group

FEBRUARY 5, 2020

Sales Management teams should make accurate data collection, tracking, and analysis a priority, emphasizing the KPIs that are most relevant to your industry. Use the Right Tools. To facilitate these decisions, you should invest time into choosing the most appropriate data management tools for your team.

Hiring 82

Hiring Penetration Maximizer Lead Rank 82

HeavyHitter Sales

NOVEMBER 5, 2010

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Step 4: Perform a Marketing Tools Audit. Are Top Salespeople Born or Made?

Marketing 113

Marketing Lead Scoring Lead Rank Sales Cycle 113

Hubspot Sales

AUGUST 8, 2019

Sales Key Performance Indicators (KPIs). These sales metrics are important for measuring company-wide performance: Total revenue. Market penetration. Activity Sales Metrics. These sales metrics show what salespeople are doing on a daily basis. Average number of sales tools used daily.

Cost per Acquisition 145

Cost per Acquisition Lead Rank Churn Webinar Metrics 145

Hubspot Sales

JULY 17, 2023

How do AI sales assistants work? 5 Use Cases of AI Sales Assistants 12 Best AI Sales Assistants What is AI sales assistant software? These software solutions automate sales tasks. For instance, Gong , a revenue intelligence platform, can discern winning and losing sales pitches among your team.

Hiring 98

Hiring Forecasting Hubspot SAP 98

Your Sales Management Guru

OCTOBER 6, 2015

11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. This also is an opportunity to build a better sales team that will increase your market share as competitors lag.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

Chorus.ai

MARCH 13, 2020

We break out 10 sales quota examples for high-performance sales teams based on their type and then explain how to combine them so that they work for you and your team. The quotas we’ve selected reach into each and every corner of your sales process. If you need quotas that prioritize sales penetration , read on.

Quota 65

Quota Penetration Buyer Persona Sales Qualified Lead 65

Vengreso

JUNE 27, 2022

That means that modern sellers need to develop digital sales skills, learn how to interact with buyers in a remote selling environment, and learn how to use remote selling tools. Helping sales managers to drive their sellers to reach more key decision-makers, improve the selling process, grow the sales pipeline and close deals.

B2B 128

B2B Top of Funnel Decision Maker Ideal Customer Profile 128

Xactly

OCTOBER 18, 2018

Manager control: Sales managers need the authority to adjust quotas after they are set to respond to major changes within a territory. You know what matters — market penetration, units out the door, cash in and the final balance sheet. Use 3 or 4 sales performance metrics, so your reps know each one is important.

Incentives 78

Incentives Incentive Compensation Webinar Metrics 78