Sales and Marketing Management

JULY 6, 2017

Sales calls, presentations, proposals, territory plans – every key sales rep activity and interaction is (ideally) captured in CRM so leaders can answer their most critical questions at a glance: Are my salespeople doing the right things? Are they tracking toward quota? Management Matters. Are they winning the big deals?

Sales Management 205

Sales Management Quota Territories CRM 205

Sales and Marketing Management

JANUARY 2, 2019

Author: Brad Wilsted Note: This is part 2 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. What does great front-line sales management actually look like?

Hiring 224

Hiring Sales Management Territories Outsourcing Services 224

Understanding the Sales Force

NOVEMBER 13, 2018

94% of sales managers are optimistic about their salespeople. That's a very surprising statistic for a couple of reasons: 50% or more of their salespeople won't hit their quotas this year and haven't since at least 2008. Objective Management Group's (OMG's) findings from the evaluations and assessments of 1.8

Hiring 306

Hiring Quota Objections Coaching 306

SBI Growth

JUNE 23, 2013

In this post we will discuss how pipeline reviews can expose Sales Management. Here is an example pipeline review between a Private Equity firm and Sales Leader. This Sales Leader had aggressive goals. Sales Management continues to make a fatal mistake. What is your pipeline to quota ratio?

Pipeline 321

Pipeline Quota Sales Cycle Proposal 321

Sales and Marketing Management

JANUARY 27, 2019

Author: Brad Wilsted Note: This is part 3 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. Hire the right sales managers. Establish a Company Way for sales management.

Sales Management 166

Sales Management Hiring Compensation Incentive 166

SBI Growth

DECEMBER 8, 2013

A few weeks ago, I met with Barry, a regional sales director. We reviewed the quota attainment of his team. One of his reps had missed his quota for the past two quarters. By then it’s crystal clear which reps missed quota. If you’re like Jeanne, this probably happens with your sales managers.

Face-to-face 310

Face-to-face How To Quota Policies 310

SBI Growth

MAY 18, 2013

Here’s an example: Top Territory Todd: Todd has exceeded quota the past 5 years. His quota is approximately the same as everyone else. His Sales Manager didn’t want to rock the boat. Ned walks into the Sales Manager’s office and resigns. Once Ned is gone, the Sales Managers labels Ned a ‘bad hire’.

Territories 303

Territories Hiring Quota Sales Leadership 303

Steven Rosen

JANUARY 13, 2024

In the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley stress the lack of coaching and support for sales managers, underscoring the need for coaching for these managers. Evaluating sales managers’ success should exceed sales quotas and include turnover and team development metrics.

Sales Management 156

Sales Management Hiring Retention Coaching 156

Janek Performance Group

FEBRUARY 13, 2024

For sales managers, look for qualities that build strong teams and motivate others to perform their best. Whether you seek a new hire or promotion, here are several essential qualities of sales managers. Someone in line for this position already possesses effective sales strategies. Asks questions.

Sales Management 139

Sales Management Hiring Promotion Motivation 139

SBI Growth

SEPTEMBER 14, 2013

It is trying to do it without taking a quota hit. We find numerous obstacles Sales VPs and Sales Managers face. Doing it smoothly without worrying about missing quota. This is called sales hiring gymnastics. It wastes time and costs sales. Download our Sales Rep Replacement Guide.

Hiring 300

Hiring Face-to-face Lead Rank Lead Scoring 300

Hubspot Sales

JULY 9, 2019

Although factors like your product line, buyer personas, and brand awareness are important, sales managers are also critical to the success of any business as they have the potential to unlock huge returns that impact the business's bottom line. Set Goals and Quotas. As a sales manager, you're a motivator for your reps.

Sales Management 142

Sales Management Hiring Buyer Persona Compensation 142

Salesmate

SEPTEMBER 18, 2020

Along with your own quota, you even need to ensure that your sales team performs well and achieves its sales quota. The real key to building a winning sales team is effective sales management. Are you wondering how to manage a sales team effectively? Sales management simplified.

Sales Management 116

Sales Management Face-to-face Quota Coaching 116

Gong.io

OCTOBER 19, 2021

They do all of this by equipping your sales organization with the insights, data, culture, tools, and knowledge it needs to sell better. . Ramp time : Sales Enablement begins as soon as new reps start onboarding. If they struggle, it’s time for Sales Enablement to move in with support.

Sales Enablement 164

Sales Enablement Tools Top of Funnel Hiring 164

Understanding the Sales Force

JANUARY 27, 2014

One of Objective Management Group''s (OMG) most successful partners had an opportunity to work with young business leaders that had never sold. They were assessed with OMG''s tools, and assembled into 5 teams, all selling the exact same product. There simply wasn''t any sales management and the coaching they received was consistent.

Case Study 291

Case Study Study Lead Rank Lead Scoring 291

SBI Growth

MARCH 4, 2013

This post is to help discover the root cause of Sales Rep turnover. It is for HR Business Partners working with Sales Leaders. Included is a tool that helps pinpoint your root cause of turnover. $25 Here’s a sales rep turnover example. Are Sales Managers held accountable for the use of the onboarding program?

Hiring 326

Hiring Outsourcing Services Lead Nurturing Demand Generation 326

SBI Growth

DECEMBER 23, 2013

Total revenue potential, changes in quota, expected numbers of new customers are common themes. But can you, the Sales Rep, make a living in this new patch? This downloadable tool helps you evaluate your new territory in relevant terms: Selling time as required to meet quota. How much work will it take to meet your goals?

Territories 276

Territories Quota Travel Maximizer 276

SBI Growth

JANUARY 1, 2014

Some of the metrics you can use are: Time to revenue (retiring quota). Pipeline generation and management. Now that productivity is defined, you need to identify the tools they need. Gamification: Encourage the competitive nature of the new sales reps by making the training interactive. Now…what is productivity?

Training 282

Training Buyer Persona Hiring How To 282

SBI Growth

SEPTEMBER 27, 2013

This post offers solutions to Sales and HR leaders who ask this question: “How do we respond to demographic trends and retain top sales talent?” This tool is a practical guide to 10 conversations that will boost retention. It’s especially true for sales roles where the timing to change jobs is predictable.

Sales Talent 300

Sales Talent Conversion Survey Salary 300

SBI Growth

SEPTEMBER 23, 2013

VPs of Sales are asking questions like: Is our Sales Process good enough? Are my Sales Managers good enough? Do This— Start with a Sales Strategy Blueprint. To have a sales strategy you can execute, it must follow a structured path. Phase 4 - Sales Infrastructure - Create optimal performance conditions.

Compensation 325

Compensation Social Media Incentive Incentives 325

No More Cold Calling

JULY 13, 2017

Can sales managers influence the buying process? You can’t manage revenue. If sales close, you win. Calls with their sales managers become about justifying why prospects should be in their pipelines in the first place, and discussing ways these account based sales reps can accelerate the buying process.

Account 287

Account Referrals Cold Calling Ideal Customer Profile 287

SBI

FEBRUARY 10, 2020

The Scalable Sales Manager: The Key to Unlocking Your Sales Teams’ True Potential. The role of Sales Manager has always been one of the hardest jobs in sales. To say that sales managers have their work cut out for them would be a massive understatement. by Howard Brown, CEO of ringDNA.

Sales Management 136

Sales Management Scale Top of Funnel Hiring 136

The Pipeline

OCTOBER 28, 2013

Sales people put up with people answering their phones only to tell them that they are in a meeting. Sales people also have to put up with this in meeting with prospects, fidgeting about with their electronic pacifiers, or modern day worry-beads. Tibor Shanto'

Face-to-face 297

Face-to-face Retention Coaching Meeting 297

SBI Growth

AUGUST 31, 2013

This post lists some attributes of high-performance sales cultures. A Culture Creation tool is available by signing up for the SBI Making the 2014 Number tour. It lists 11 traits of high performance sales cultures. A bonus tool is included to help create a common vision. Modified the sales compensation and quotas.

Hiring 310

Hiring Transportation Follow-up Lead Scoring 310

SBI Growth

JUNE 5, 2013

Sales Leaders miss or make the number one sales call at a time. They look at each rep’s performance to quota. Sales leaders can control the quality of sales calls every day. Great single sales call execution will lead to great results. You have a team of experienced sales people, so what is the problem?

Objections 335

Objections Coaching Follow-up Lead Rank 335

SBI Growth

JUNE 30, 2013

Use this tool to rank yourself on the Agile vs. Waterfall scorecard. This tool will save you a ton of time. The sales manager owns the process and is paid on average ramp time. Your 2014 quota is going up. You are going to need to hire new sales reps. of this new process. There are 12 major deliverables.

Hiring 308

Hiring Oracle Lead Rank Lead Scoring 308

SBI Growth

JULY 22, 2013

Trying to make your number without a full budgeted sales headcount is difficult. Missing even more than 5% of your budgeted team can cause a missed quota. There are 10 best practices Sales VPs have taken to ensure this doesn’t happen. Schedule interviews with yourself and sales managers weekly.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

Hubspot Sales

MAY 11, 2020

Remote work is the new normal for many professionals, and salespeople are being tasked with meeting and exceeding their sales quotas while making a swift transition to working from home. Stellar sales work is possible outside of a traditional company office. Remote Sales Management Challenges.

Quota 132

Quota Face-to-face Hubspot Channels 132

Force Management

FEBRUARY 22, 2024

Healthy sales pipelines and accurate forecasts are grounded in structured territory, account and opportunity planning processes. These processes provide sales managers with an unrestricted line of sight into their sales organizations.

Pipeline 106

Pipeline Tools Coaching Forecasting 106

SBI Growth

NOVEMBER 25, 2013

7 Signs Your Sales Rep Should Be Promoted: Making the Number Properly : Ultimately, fulfilling your sales job description is exceeding your quota. You must attend multiple sales meetings. If you just listen to your sales manager, the critical interactions will be missed. Go on field rides. Author: Dan Perry.

Promotion 297

Promotion Construction Hiring Scale 297

The Pipeline

OCTOBER 5, 2017

Lately I have had a chance to sit in on a number of “opportunity reviews”, and it is interesting how the format and tools have changed, the plot and the theme have not changed much beyond the costumes, props, and players. Become one of the thousands of sales professionals receiving my latest updates on sales execution, tools, tips and more.

Pipeline 281

Pipeline Lead Rank Groups Opportunity 281

Zoominfo

MAY 13, 2018

What we’re about to say is going to contradict every point we’ve made thus far—but hear us out: Stress can be beneficial for sales people. There’s no way around it, stress drives activity and sales managers know this. If your manager knows how to motivate, they won’t ask you to do anything you’re not capable of.

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

Understanding the Sales Force

JANUARY 13, 2014

Understanding the Sales Force by Dave Kurlan It’s an interesting question and one that has more than one answer. I wrote an article back in September of 2013 that asked the question, Are Sales and Sales Management Candidates Getting Worse? Consider the way that most companies hire people for sales roles.

Hiring 273

Hiring Face-to-face Groups Webinar Metrics 273

Sales and Marketing Management

NOVEMBER 5, 2018

For example, what caused pain points at the end of the program: reps changing territories mid-program, sales that were booked but not invoiced, clients who made verbal commitments but didn’t sign contracts, field sales managers that vouched for sales that didn’t get logged into the system on time, etc.? Confidence.

Incentives 201

Incentives Incentive Quota Territories 201

SBI

JANUARY 28, 2020

6 Ways Sales Enablement Leaders can Gain Sales Management Support. Sales Enablement is generally focused on assisting individual sellers with less focus placed on others in the organization. “ Sales Enablement supports the sales team to move buyers to a decision point. Sales technology.

Sales Enablement 131

Sales Enablement Sales Management Coaching Engineering 131

No More Cold Calling

NOVEMBER 20, 2014

LinkedIn research shows that sales professionals who have a high Social Selling Index are: 51 percent more likely to exceed quota Three times more likely to go to club Promoted to VP 17 months faster Creating 45 percent more opportunities per quarter than social media laggards What’s Not to Love? Why Is This Important?

Social Media 286

Social Media Media Referrals Social Selling 286

SBI Growth

NOVEMBER 8, 2013

By signing up for our Annual Research Tour , the tool will be sent over to you. The Checklist is broken into two areas where managers should focus. They are outlined in James Jordan’s “Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance.”

Licensing 281

Licensing Margin Report Sales Operations 281

Zoominfo

SEPTEMBER 2, 2021

Conversation intelligence provides reps with a deeper understanding of sales calls by recording, transcribing, and analyzing these meetings to deliver AI-based insights. Research firm Forrester found that 57 percent of B2B sales leaders intended to invest more on AI and automation tools in 2021.

Data 52

Data Scale SalesForce Forecasting 52