SBI Growth

MAY 15, 2013

"Should we hire an external Sales Manager or promote from within?". Iris is a Rams'' top-producing 12-year Sales Rep with consistent promotion. She currently works in a peer territory - not in the one needing an SM. Fill the open territories with the right SM. It depends. Having the wrong Sales Manager (SM) is worse.

Hiring 300

Hiring Sales Management Forecasting Inside Sales 300

The Pipeline

DECEMBER 10, 2012

The only reason they got a second stint with their current employer was because a buddy was promoted to hiring status. While they always talk about quality over quantity, when it comes to hiring, they seem to favour quantity over quality, preferring to have a body in a territory vs. the patience to wait for the right body.

Hiring 254

Hiring Wireless Sports Territories 254

SBI Growth

APRIL 30, 2013

He was promoted after consistently high performance as a sales rep. He tells his boss he wants to get promoted. Deep inside he knows promotion just means more work and responsibility. Other peers say that Anthony just has a good team and the right territory. "He Jeff has been a sales manager for 5 years. Jeff is slow to….

Quota 308

Quota Promotion Social Media Territories 308

SBI Growth

AUGUST 10, 2012

Set territory revenue/unit goals by product. A new button or feature will rarely improve your buyer’s life; providing a solution that makes your buyer more money and a promotion will. Do your sales reps know what marketing campaigns directly impact their territories? What if there is interest from someone in their territory?

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

Hubspot Sales

APRIL 19, 2019

The name serves two purposes: It's based on their sales territory/region. They also created a team flag for their section of the office and a Slack channel to promote a greater sense of community. He was randomly looking through zip codes for territory assignments, and his team was in the southwest territory. "I

Promotion 123

Promotion Territories Hubspot Sports 123

SBI Growth

FEBRUARY 7, 2014

As a newly promoted manager, you need a guide so you do not thrash. Download The Newly Promoted Sales Manager Guide ; It will give you clarity in the first 90 days on the job. So you justify keeping a poor performer than worrying about open territories. The Newly Promoted Sales Manager Guide helps you build a foundation.

Promotion 120

Promotion Sales Management Hiring Face-to-face 120

SBI Growth

AUGUST 17, 2013

define our ideal customer profile (ICP) and the potential by territory. Defining team success, promoting and rewarding for that success brings the group together. Our recognition is focused on promoting and rewarding action orientation and delivery of results! Here are five. 5 Key Areas: What game are we playing?

Ideal Customer Profile 328

Ideal Customer Profile Hiring Lead Rank Compensation 328

SBI Growth

AUGUST 7, 2013

The newly promoted manager repeats behavior that made him successful as a rep. He’s looking at compensation analysis, territory design, and sales structure. Not all “A” Player sales reps were meant to be managers. If you’ve been in sales long enough, you’ve seen this mistake unfold. His team flounders. He tries to do it himself.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

The Pipeline

MARCH 10, 2014

They study their territory, understand who potentially will benefit from their offering. Not to mention the pundits who promote this type of lazy order taking; how can one present an entire “sales” methodology predicated on taking orders rather than making a sale? That is why it is a “sales process”, not a “buying process”.

Webinar Metrics 316

Webinar Metrics Objections Intent Sales Methodology 316

Pipeliner

JANUARY 16, 2025

He encourages hiring managers to look for quantifiable results, such as revenue growth or successful territory management. He notes that organizations often promote top sales performers to management positions without providing them with the necessary training in coaching and leadership.

Hiring 104

Hiring Sales Talent Video Lead Rank 104

Sales and Marketing Management

JANUARY 2, 2019

As a result, they often retain weaker performers, believing it is better than having an open territory. This leads to them to make excuses like, “I missed my goals because I had three underperforming sales reps” or, “I couldn’t hit my numbers because I had two open territories for half the year.” Which accounts (e.g.,

Hiring 224

Hiring Sales Management Territories Outsourcing Services 224

The Pipeline

SEPTEMBER 8, 2014

There has been lots written about the common mistake companies make in selecting new sales managers; specifically the habit of promoting some of their best sales people to the management ranks, whether they are suitable or not. By Tibor Shanto - tibor.shanto@sellbetter.ca .

Hiring 296

Hiring Sales Management Lead Rank Lead Scoring 296

SBI Growth

JANUARY 27, 2013

Can’t promote a sales manager to a director. Here is what she learned (and what SBI research confirms): Sales recruiting – Sales leaders do not want open territories. Sales leader development – Sales wants to ensure they are grooming the right personnel for promotion to leadership. If they have them, they want them filled fast.

Hiring 308

Hiring Compensation Commence Sales Talent 308

Partners in Excellence

JUNE 29, 2020

You’ve just gotten promoted. Related Posts: Mistakes New Managers Make New Sales Managers and The Superman Syndrome Getting Things Done Though Our People Managers With Personal Territories You Don't Have The Time Not To Coach! You’ve moved from being an individual contributor to managing a team.

Promotion 101

Promotion Sales Management Territories Coaching 101

Openview

DECEMBER 19, 2018

The beginning of the year is typically a time where you either get a new territory or simply start from scratch with your current one. How do you best take action on your territory plan? Here are three actionable techniques to use when getting started with your territory plan and working toward crushing your goals in 2019.

Territories 89

Territories How To Intent Guarantee 89

Xactly

AUGUST 13, 2018

Let’s cut to the chase–if you’re not using data to drive your sales territory mapping, your territories might be hurting your sales performance more than they are helping it. Sales territory mapping software offers more benefits than sales managers may realize. See if your sales territories have room for improvement.

Territories 70

Territories Software Software Benefit 70

The Pipeline

JULY 22, 2013

A good corporate hiring plan would also eliminate the “para-sales-manager”, you know the ones who were better politicians than sellers, or who were good reps and got promoted to failure. A regular lament I get from managers is that the best presentation a rep had was the one they did for the job. What’s in Your Pipeline? Tibor Shanto.

Hiring 267

Hiring Licensing Health Care Sales Talent 267

SBI Growth

AUGUST 24, 2012

Successful business managers, those rewarded with promotions, teams and bigger budgets, are the people who know how to sell their ideas effectively.” Demonstrate changing territory penetration rates. “Businesses are idea marketplaces where business managers compete for attention, budget and headcount by selling their idea.

Strategy 257

Strategy Google Analytics ROI Penetration 257

Jeffrey Gitomer

MAY 9, 2011

” Misperceptions that lead to sour grapes: I think my prices are too high, or my territory is bad. ” Events that go against you: New salesperson passes you, someone else gets promoted and you knew it should have been you. Poor work habits: Getting to work late, or barely “on time.”

Hiring 306

Hiring Social Media Cancellation Loyalty 306

MTD Sales Training

JANUARY 18, 2018

This could involve seeing their territory sales improve, helping a new product through its launch or possibly farming an account for new business. For some, though, it would be seen as real progress if they were to be promoted to a management position. Find out what is driving their desire for promotion.

Sales Management 192

Sales Management Salary Promotion Cold Calling 192

Sales Hacker

OCTOBER 9, 2019

Should You Promote Your Top Gun to Sales Manager? Even with a poor track record for success, many organizations continue to fill the role of sales manager by promoting someone from within their own sales team. Their sales territory loses proper coverage since the rep is now focusing on the transition into management. Absolutely!

Promotion 92

Promotion Sales Leadership Sales Management Hiring 92

The Pipeline

MAY 7, 2019

I remember a rep about two years in the territory, telling me he has earned the right not to prospect. I don’t think it is common, but I have heard interviews for the SDR role, where they were told to put in minimal time, then they’ll be promoted. The prize promised when hired. Manager To Boot.

Handbook 235

Handbook Lead Rank Hiring Top of Funnel 235

Sales and Marketing Management

MAY 24, 2018

These situations might include: Troubled territory – What if a particular sales territory or geography is struggling with an aggressive competitor? Updating a product in a market where you have dominant share and need to promote your upgraded solution aggressively and convince customers to pay more for it?

Territories 185

Territories Margin Training Pipeline 185

DiscoverOrg Sales

MARCH 5, 2019

A DiscoverOrg study revealed that 71% of newly-hired or recently promoted decision-makers lead 3+ initiatives within their first 3 months in a new position. I saw you’re the newly hired/promoted [TITLE], congratulations on the new role! Or did an internal promotion reward a job well done?

Hiring 218

Hiring Decision Maker How To SalesForce 218

The Pipeline

SEPTEMBER 30, 2011

You may need to rethink the media and promotional offers that currently make up your marketing program. Promote Your Website & Social Media Pages In Traditional Media And Within Each Other. Promote Yourself. Not promoting yourself will only serve to keep your business a secret. Encourage Others To Promote You.

Small Business 253

Small Business Small Business Pipeline Marketing 253

The Pipeline

MAY 26, 2016

Sales Manager Survival Guide: Lessons From Sales’ Front Lines , is a book I wish I had way back when I was promoted from being territory rep to sales manager. But when the subject is one you can relate because you have lived it, it is a bonus. Learn more and download sample chapters here.

Sales Management 180

Sales Management Coaching Sports Promotion 180

MTD Sales Training

FEBRUARY 8, 2018

If your competitors get wind of a territory not being covered by your company, it’s likely they will use that opportunity to put more effort into covering your existing customers. When you lose a salesperson through redundancy, termination of contract or simply moving on, you lose the continuity of contact with current and future customers.

Hiring 175

Hiring Policies Ideal Customer Profile Salary 175

Repsly

JUNE 28, 2018

Even though this kind of monitoring saves you time and money in the long run, it’s probably exhausting trying to keep track of which locations need extra help in terms of training, promotions, or other inconsistencies like perpetual out of stock products.

Retail 66

Retail Promotion Territories How To 66

The Pipeline

FEBRUARY 21, 2012

Simply promote the workshop by tweeting it to your friends, followers, neighbors, former lovers, etc. Territory Alignment. PLUS, if the winner is in the Toronto area the day of the workshop, you will be our guest free, bring a friend, and hey we’ll find a seat for them too! Second Prize. What you need to Win. Saturday Sales Tip.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Compensation 220

DiscoverOrg Sales

DECEMBER 18, 2018

And they don’t publish press releases proclaiming strategic expansions into a new sales territory, and they need new headcount to work that new territory. SAMPLE SCOOP : Vanita Desai has been promoted to the role of Vice President, Sales. Promotions and executive moves are major indicators of purchase initiatives, too.

Company 156

Company Prospecting Oracle Transportation 156

criteria for success

JANUARY 26, 2022

Consider Modifying Territories. Many organizations seem to view sales territories as if they are carved in stone. But when necessary, territories can be adjusted to improve your sales budget. Look at how much you’re spending in each territory compared to the sales you’re getting. Producing promotional content.

Hiring 103

Hiring Territories Lead Rank Lead Scoring 103

Sales Hacker

DECEMBER 9, 2022

Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas. Consider new territory rules that reflect changes in the market (and your business). Related: Your Territory Model Is Hurting Attainment. Territory profiles .

Lead Rank 120

Lead Rank Territories Lead Scoring Quota 120

Hubspot Sales

JULY 22, 2020

Anaplan provides several cloud-based planning tools for sales: territory and quota planning, incentive compensation planning, sales forecasting, configure price quote optimization, and trade promotion planning. Plan 2 Win provides “the right strategic account, sales territory and pre-call planning tools for B2B sales teams.”

Tools 131

Tools Closing Territories Hubspot 131

Hubspot Sales

MARCH 7, 2018

Net Promoter Score (NPS). How are your salespeople contributing to the expansion of your business in their given territory? For example, if two locations see relatively similar sales volume in January, try implementing a promotional sale in one location and not the other in February to see if it drives sales. Competitor Pricing.

Lead Rank 145

Lead Rank Lead Scoring Sales Management Scale 145

Women Sales Pros

JANUARY 24, 2020

In fact, according to an HP study, women only apply for a position or promotion when they are confident they are 100% qualified versus men at 60%. I noticed a change in my career when I was working for a narcissist which required that I learn to have courage and self-promote. The only way for women to grow and change is to start.

Territories 147

Territories Telecommunications Lead Scoring Lead Rank 147

The Pipeline

FEBRUARY 2, 2017

We have all witnessed situations where an outstanding sales rep is “rewarded” with a promotion to sales management, leading to two compounding problems. The previously successful contributor flounders in the new role, and you have an underperforming territory where you had a star you moved.

Hiring 120

Hiring Incentive Incentives Collateral 120

The Pipeline

DECEMBER 10, 2012

The only reason they got a second stint with their current employer was because a buddy was promoted to hiring status. While they always talk about quality over quantity, when it comes to hiring, they seem to favour quantity over quality, preferring to have a body in a territory vs. the patience to wait for the right body.

Hiring 120

Hiring Wireless Sports Territories 120