Janek Performance Group

DECEMBER 24, 2024

Sales training can be a significant investment in your sales team. Here are a few guidelines for organizations to boost the effectiveness of their sales training: Create a Culture of Training and Coaching Establishing a culture of training and coaching is one of the most significant things a company can do to achieve success.

Training 118

Training Hiring How To Retention 118

Sales and Marketing Management

JANUARY 31, 2021

Hiring and onboarding are an expensive undertaking, so companies are incentivized to train new sales reps quickly and ramp faster. But, many organizations tend to rely on these programs and miss the golden opportunity to continue upskilling sales reps throughout their time at the company. That’s where sales coaching comes in.

Sales Coaching 317

Sales Coaching Coaching Top of Funnel Hiring 317

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. This doesn’t happen by accident.

Sales Management 166

Sales Management Hiring Compensation Incentive 166

The Pipeline

OCTOBER 28, 2013

With all the challenges sales professionals have to face in the field, the amount of tests they endure to their patience, it is sometimes disheartening when they are disrespected by their own colleagues, especially their front line managers. By Tibor Shanto - tibor.shanto@sellbetter.ca. Tibor Shanto'

Face-to-face 297

Face-to-face Retention Coaching Meeting 297

Steven Rosen

APRIL 18, 2022

Hiring top performers has always been the lifeblood of any sales organization. COVID has changed sales forever. The 3 most important questions that we need to address when making hiring decisions for a sales position are: Can the candidate effectively sell virtually? Hiring Top Performers Post-COVID Recovery . Fit Interview.

Hiring 367

Hiring Lead Rank Retention Face-to-face 367

Pipeliner

MARCH 12, 2025

In a recent expert interview, John Golden talked with Chris Jennings , a sales leadership expert with more than 25 years of sales and leadership experience. They discussed new sales training methods, the importance of authenticity in sales, and the changing role of sales managers.

Video 105

Video Training Lead Rank Lead Scoring 105

Sales 2.0

FEBRUARY 1, 2023

This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. This first interview is with Oliver Churchill , the founder and CEO of Acuity Sales Decision Science. I was curious to hear what he thinks.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Understanding the Sales Force

OCTOBER 15, 2013

Understanding the Sales Force by Dave Kurlan Regular readers know I''m a baseball guy, but that doesn''t mean I ignore football. When you look ahead to 2014 sales, are you using the same assumptions as always? What if customer retention worsens? What if your average sale or account drops? But that''s nothing.

Top of Funnel 272

Top of Funnel Margin Sales Cycle Retention 272

SBI Growth

SEPTEMBER 23, 2013

Your Sales Strategy. It is one thing to have a sales strategy. VPs of Sales are asking the question “What have I done before?”. 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.

Compensation 325

Compensation Social Media Incentive Incentives 325

Steven Rosen

MAY 24, 2024

In this episode of the Sales Leadership Awakening Podcast, Rob Ulsh , VP of Dealer and International Sales for Great Dane, discusses the use of AI in sales leadership. He also explores the practical applications of AI in sales, including prospecting, customer retention, and pre-call planning.

Company 296

Company Sales Leadership Retention Loyalty 296

Sales Hacker

JANUARY 20, 2022

Strong sales reps are the lifeblood of your business and how you choose to invest in them matters. For frontline sales managers, attributes like competency, quality of work, ease of execution, and length of contribution indicate reps’ overall job success, but you can’t rely on those inputs to tell you if they are personally satisfied.

Retention 116

Retention Sales Coaching Coaching Scale 116

SBI Growth

SEPTEMBER 27, 2013

Entering 2014, Sales and HR leaders face new trends causing turnover with top talent. 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. But it isn’t.

Sales Talent 300

Sales Talent Conversion Survey Salary 300

Salesmate

SEPTEMBER 18, 2020

It is enticing to play the role of a manager in a sales team. 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. Best sales management books you must read.

Sales Management 116

Sales Management Face-to-face Quota Coaching 116

SBI Growth

JANUARY 1, 2014

Every year, a Sales Enablement leader is faced with the same problem. Ramping new sales reps. And deliver them in a manner that ensures retention and adoption. Training should be focused on helping your sales reps identify prospects and close deals. Sales process: Your organization has a unique sales process.

Training 282

Training Buyer Persona Hiring How To 282

SBI Growth

DECEMBER 27, 2012

As a VP of Sales, your fear of failure is holding you back. You have sales productivity problems that are causing you to miss the number. The ability to rapidly respond to sales problems. Account Management—executing retention, cross-sell and upsell inside the customer base. Maybe; so you avoid the risk.

Groups 324

Groups Follow-up Retention Examples 324

Sales and Marketing Management

MAY 14, 2020

Author: Liz Pulice In recent years, many companies have implemented remote work arrangements, driven by financial incentives, recruitment/retention initiatives and other factors. These conditions can present challenges for sales organizations, where in-person meetings and events are typically part of “business as usual.”

Sales Enablement 227

Sales Enablement Scale Policies Distribution 227

Hubspot Sales

DECEMBER 30, 2020

Have you ever felt like your sales team is doing an okay job, but you know they could be doing better? On the other hand, if you provide them with a strategic sales plan that clearly outlines the company's goals — and a thoughtfully laid out system to get there — you can expect your salespeople to impress. How long is your sales cycle?

Sales Management 137

Sales Management Hiring Buyer Persona Exercises 137

Hubspot Sales

APRIL 3, 2020

It’s no secret that salespeople often fail as sales managers. Nonetheless, many of the best reps within an organization often end up in management positions. Whether you’re actively seeking a role as a manager or have already gotten a promotion, you should understand the most difficult aspects of the transition.

Sales Management 131

Sales Management Hiring Promotion Coaching 131

Sales and Marketing Management

JUNE 30, 2019

So why is it any different with sales? In fact, more than six in 10 organizations (62%) say their sales onboarding programs are ineffective, according to the Sales Management Association (SMA). Far from a check-the-box approach, driving better sales readiness takes commitment, coordination and foresight.

Hiring 221

Hiring Retention Case Study Maximizer 221

No More Cold Calling

MAY 29, 2014

Great expectations lead to great sales outcomes. Sage advice from a sales VP I used to work under: “Joanne, never leave a meeting without giving your buyer a task. His words of wisdom have proven to be true, and this philosophy has helped me increase my sales effectiveness time and time again. About the Author. Comment Here.

Sage 296

Sage Small Business Small Business Follow-up 296

SBI Growth

JULY 22, 2013

You have to make the rest of 2013 with the sales heads you have.” Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." In the guide you will learn: Make the number with the remaining sales people you have. Sales VPs consistently have hiring freezes placed on them.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

Hubspot Sales

JANUARY 14, 2025

Have you ever wondered what sets top sales performers apart from the rest? All sales champions employ specific strategies and have particular mindsets that allow them to constantly drive deals forward. Table of Contents: What is a sales champion? How to Attract and Engage a Sales Champion Want to Seal a Deal?

Data 111

Data Hubspot Negotiation B2B 111

The Pipeline

AUGUST 21, 2013

I hope we can all agree that in sales, manager are better leading from the front than behind the desk. Yet despite the rousing and collective yes we just heard, and the fact that less managers manage from behind the desk, the reality remains that all too many managers still do not lead, or lead effectively.

Lead Rank 317

Lead Rank Lead Scoring Sports Promotion 317

Hubspot Sales

FEBRUARY 10, 2025

Successfully executing a sales process is a lot like growing a flower, and in the context of this half-baked analogy, prospecting is like finding seeds. 7 Fatal Sales Prospecting Mistakes You Might Be Making 1. My sales manager was aghast. This is because sales is always a numbers game. Check it out!

Ideal Customer Profile 98

Ideal Customer Profile Prospecting Hiring Lead Rank 98

No More Cold Calling

NOVEMBER 13, 2014

Guest blogger Tris Brown shares some surprising data about how much time sales leaders should spend actually leading. Not too long ago, new sales recruits were given a desk, a phone, a phonebook, an overview of benefits, and instructions for how to complete time sheets. Then they were told to get to it. Is it worth it?

Report 274

Report Face-to-face Lead Rank Lead Scoring 274

Sales Hacker

MARCH 29, 2022

These 3 trends have many sales, revenue, and finance leaders wondering how to build compensation plans that hit on all three AND align to business strategies. The post The Comp Plan Recipe that Doubles Rep Productivity & Retention appeared first on Sales Hacker.

Retention 97

Retention Compensation Quota Trends 97

Sales Hacker

APRIL 19, 2022

In this article, I’ll outline the principles of compensation design , how to build sales compensation plans , and include resources to set OTEs and quotas that keep your reps happy and hungry for more. Why Sales Comp Planning is Key to Rep Retention. Who should be responsible for sales compensation planning?

Compensation 98

Compensation Retention Hiring Commission 98

Sales and Marketing Management

JANUARY 6, 2020

Author: Colleen Honan and Liz Pulice As we head into 2020, many organizations are preparing for their sales kickoff meetings. These meetings are usually the one time of the year when companies can assemble their entire sales organization and get the team energized, engaged and prepared for the year ahead. .

Meeting 177

Meeting Retention Guidelines Survey 177

Allego

FEBRUARY 27, 2025

Your top rep just completed a high-impact sales training session. This rapid decline in knowledge retention leads to inconsistent sales execution, wasted training investments, and a constant struggle to keep teams aligned on best practices. Highly effective sales teams are 4.8 What Is Reinforcement Learning in Sales?

Training 62

Training Hiring Retention Exercises 62

Allego

FEBRUARY 11, 2025

B2B sales isnt what it used to be. They conduct extensive research, engage with sales reps late in the process, andperhaps most challenging of allrarely make decisions alone. To succeed in today’s B2B landscape, sales teams need personalize coaching, real-time feedback, AI-driven insights, and adaptive learning strategies.

B2B 62

B2B Training B2C Scale 62

Hubspot Sales

JUNE 16, 2022

The role of a sales team is to sell. The sales manager is responsible for creating, advancing, and managing the people, processes, and systems for their team to be successful. While this job routinely requires setting goals for the team, sales managers must set goals for themselves as well.

Sales Goal 98

Sales Goal Examples Sales Management Hiring 98

Allego

JANUARY 16, 2025

Managing a sales team is no small feat. From setting clear goals to inspiring sellers to deliver peak performance, knowing how to manage a sales team can make or break a sales manager’s success. And the best managers dont just leadthey motivate. The stakes are high, but so are the rewards.

Sales Qualified Lead 62

Sales Qualified Lead Lead Rank Lead Scoring Strategy 62

Zoominfo

AUGUST 12, 2020

On building a sales organization as sophisticated as contemporary B2B buyers …. Here’s a secret: Contemporary sales leaders are just as well equipped as their counterparts in procurement. Here’s a secret: Contemporary sales leaders are just as well equipped as their counterparts in procurement. Today, we review.

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200

Sales and Marketing Management

FEBRUARY 15, 2021

Author: Doug Bushée and Shayne Jackson Last March, sales leaders had to quickly shift from enabling in-person sellers to enabling virtual sellers. Now, as we dive deeper into a new year, sales leaders are tackling another issue. Many sales organizations have pivoted to virtual events rather than simply canceling major sales events.

Education 194

Education Film Channels Cancellation 194

Steven Rosen

JULY 24, 2023

How do you unleash the power of your sales leadership team? In the fast-paced and ever-evolving world of sales, success is dependent on the capabilities of the sales leadership team. I believe that investing in the development of this critical team is the best use of resources for any VP of Sales.

Sales Leadership 156

Sales Leadership Retention SalesForce Objections 156

Highspot

MARCH 6, 2025

Key Takeaways Tailoring evaluations to specific sales roles ensures feedback fits the job, enhancing sales team performance where it counts. Employees who arent recognized are twice as likely to quit within a year, proving praise drives employee performance and retention. What is a Sales Performance Evaluation?

How To 52

How To Top of Funnel Retention Follow-up 52

Vengreso

JANUARY 6, 2025

In the fast-paced world of sales , aligning Sales KPIs (Key Performance Indicators) with your company’s unique goals is crucial for driving success and ensuring every effort contributes to the overarching mission. Understanding the Importance of Sales Metrics and KPIs Sales KPIs are the keystones of any successful sales strategy.

Lead Rank 68

Lead Rank Lead Scoring How To Top of Funnel 68