The Pipeline

JANUARY 23, 2012

Planning in sales, is multifaceted discipline. Most in sales are comfortable with planning on an annual level, territory level and account level. One can argue that not all of these type planning are necessary for all sales, there is one that applies to all, and is generally practiced by the least number of reps.

Pipeline 220

Pipeline Top of Funnel Hiring Webinar Metrics 220

Sales 2.0

JUNE 9, 2018

Congrats you have a brand-new “greenfield” sales territory! My suggestion when you’re dropped into the desert (sorry “greenfield territory”) look for some of those 22,500 people that are willing to help you. Most of the time business owners and marketing and sales managers define sales territories by classic demographics. “We

Territories 150

Territories Demographics Cold Calling Social Media 150

Cincom Smart Selling

APRIL 21, 2025

Sales performance management also measures how well sales teams plan, forecast, set target goals, and track results across regions. Let us understand these components in detail and see how they play a role in sales management performance.

Incentives 48

Incentives Incentive Compensation Territories 48

Xactly

MAY 30, 2018

Earlier this year, we teamed up with the Sales Management Association (SMA) to conduct a survey on sales territory design. More than 100 organizations participated in the survey and provided insights into how they design and plan their sales territories. Download Guide.

Territories 61

Territories Research Travel Survey 61

criteria for success

JANUARY 26, 2022

Here at CFS, we often discuss setting and achieving sales goals. When you think about your sales goal, you need to take the cost of sales into account. This is a key component to your sales budget. As you work to adjust your sales budget to reflect your sales goals, keep the following principles in mind.

Hiring 103

Hiring Territories Lead Rank Lead Scoring 103

Gong.io

NOVEMBER 21, 2022

Sales territories get a bad rep. . But that’s not a problem with sales territories as a whole so much as it’s a problem with how those territories were created and assigned. When you create balanced sales territories that everyone is happy with, the benefits can be huge. . What is a sales territory?

Territories 62

Territories Ideal Customer Profile Segment Lead Rank 62

Keith Rosen

JANUARY 12, 2019

The sales goals are already set for the year. Coaches Corner: The ONLY THREE non-negotiable guidelines to create alignment, buy-in, accountability and excitement around their sales goals. Optional) How would this impact you if you don’t achieve these goals? Otherwise, resistance is imminent.

Sales Goal 100

Sales Goal Coaching Intent Follow-up 100

Close.io

OCTOBER 1, 2018

So you want to become a sales manager ? First you’ll need to make sure you’ve got the right skills, experience, drive and track record at the helm in both selling and at managing others—in order to back yourself up. Want to get a ready-made set of resources to manage a sales team effectively?

Sales Management 115

Sales Management Hiring Lead Rank Forecasting 115

Hubspot Sales

MARCH 27, 2019

In the film, Alec Baldwin's straight-talking sales manager arrives at a small business to motivate the sales team. For sales managers, "Glengarry Glen Ross" is a cautionary tale. Quotas are set by sales leadership and attainment of quota generally results in a performance bonus. Set Activity Goals.

Quota 143

Quota Territories Commission Forecasting 143

Sales Training Connection

FEBRUARY 24, 2012

High Performing Sales Manager Puzzle. Sales managers are starting the new year, making plans to meet (and hopefully exceed) sales goals and reviewing their territory for sales opportunities. A good starting point is to reflect on their performance as a sales manager.

Sales Management 82

Sales Management Sales Coaching Coaching Face-to-face 82

Xactly

MAY 23, 2018

By adopting advanced territory planning software, Xactly’s sales operations team shortened the time spent designing territories from a month to a week – shaving hundreds of hours off the process. Data Has Become Essential for Effective Territory Design. Designing travel efficient territories. View infographic here.)

Territories 53

Territories Research Distribution Case Study 53

Gong.io

DECEMBER 15, 2022

The value of sales territories isn’t lost on most sales leaders (and if it is, we’ll clarify that shortly). The problem is making your sales territory planning fair without swallowing up your time. . What is sales territory mapping, and why is it important? So everyone has the same sales potential. .

Territories 62

Territories Ideal Customer Profile Hiring Forecasting 62

The Pipeline

OCTOBER 14, 2011

The Pipeline Renbor Sales Solutions Inc.s Sales Alchemy. Stored in Attitude , Business Acumen , Forecast , Funnel management , Guest Post , Sales Management , Sales Process , Sales Success , execution , qualifying. Our singular task is to pump money out of a sales pipeline. Sales Leadership.

Pipeline 198

Pipeline Lead Rank Lead Scoring Top of Funnel 198

criteria for success

APRIL 7, 2021

If you're in the market for some DIY sales management training, you've come to the right place. We've compiled 5 checklists for you to use with your sales managers in any organization. We often talk about the importance of process in selling, but good sales management is a process too.

Sales Management 85

Sales Management Training Journal Forecasting 85

Closer's Coffee

JUNE 19, 2019

How to Choose the Right Sales Manager for Your Company. The sales manager is arguably the most critical person in the company. Hiring a leader for a sales organization is a decision that is more critical for a company. Many organizations “promote” their best seller to a sales management position.

Hiring 74

Hiring Sales Management Company How To 74

Hubspot Sales

JULY 22, 2020

Sales always has been, and always will be, about closing the deal. But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. This tool allows sales managers to analyze the email productivity of their reps.

Tools 131

Tools Closing Territories Hubspot 131

Miller Heiman Group

MAY 14, 2019

Sales managers influence what salespeople sell, where they sell, who they sell to and even how they sell. These factors make the sales manager role one of the most influential and demanding jobs in any company engaged in complex B2B sales. How many direct reports do sales managers have in your company?

Coaching 73

Coaching Sales Management Hiring Territories 73

Sales Training Connection

MARCH 14, 2012

Sales Reps and Turnover. There are many negative consequences to high turnover; in sales the consequences can be very costly. What happens when a sales territory is left uncovered for several months? How will the customer’s perception change as there is sales rep “churn” in serving the account?

Hiring 117

Hiring Territories Compensation Churn 117

The Sales Hunter

NOVEMBER 14, 2011

Here are a couple of questions I would ask: Are your sales reps making a difference? Do your sales reps make impact on each call? Do they actually make a difference in the sales in their territory? How often do your sales managers go out in the field? Related posts: Sales Training Tip #164: Defining Failure.

Hiring 155

Hiring Remedy Ideal Customer Profile Negotiation 155

criteria for success

APRIL 13, 2022

As a sales manager, one of your most important responsibilities is to develop people. We like to say that sales managers should focus less on developing sales and more on developing salespeople. For sales managers who started out as salespeople, though, this can be especially hard. Download Now.

eBook 98

eBook Ideal Customer Profile Motivation Forecasting 98

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

Sales Training Connection

MAY 7, 2012

How fair is the sales goal setting process and does it take into account territorial differences? Does an individual on the sales team perceive a career path with options for their development – for example can a sales rep advance without going into sales management? Compensation package.

Hiring 122

Hiring Compensation Commission Territories 122

Keith Rosen

JANUARY 19, 2011

At this point, a good number of managers have already set their yearly sales goals for themselves and for their sales team. Sure, you may have set the sales goals with your sales team, and you may have even discussed strategy with them; that is, how they are going achieve their goals.

Sales Goal 67

Sales Goal Positioning Coaching Hiring 67

Xactly

JANUARY 18, 2019

While your planning incentives, consider bringing in sales managers and top reps to review the plan and get their feedback from the perspective of the sales team. Optimize Your Sales Plan. Your sales plan identifies how the sales team will reach the company’s goals.

Commission 81

Commission Incentives Incentive Compensation 81

Sales Hacker

JULY 28, 2021

Sales forecasting methodologies. Traditionally, sales forecasting has been done through the Intuitive Forecasting method. Which works exactly like it sounds: sales managers ask their reps about their gut feeling on the likelihood of a deal closing. Salesforce is a giant in the sales management world.

Sales Forecasts 131

Sales Forecasts Forecasting Tools Oracle 131

The Sales Hunter

DECEMBER 5, 2011

They just systematically and consistently approach everybody in their territory; they make the call and deal with the results and the rewards. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training.

Cold Calling 161

Cold Calling Motivation Hiring Ideal Customer Profile 161

Customer Centric Selling

NOVEMBER 24, 2015

Sales Tips: How to Increase Your Chances of Achieving Your Sales Goals. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. I’m not going to say that exceptional sales performance doesn’t “just happen” because sometime it does…sometimes. Download Ep.

Sales Goal 40

Sales Goal Territories How To Compensation 40

Sales Training Connection

FEBRUARY 2, 2015

Sales managers. A few years ago we published a blog on the importance of sales managers assessing their prior year’s performance and incorporating the results of that self-assessment into their plans for the new year. A good starting point is to reflect on their past performance as a sales manager.

Sales Management 50

Sales Management Construction Sales Leadership Territories 50

Janek Performance Group

OCTOBER 11, 2021

But most of them are also concerned if they have the right people in place to accomplish those strategic goals. The best way to accomplish sales goals is to have the right salespeople on your team. To achieve your sales goals in 2022, there is one essential question you need to ask before you spend a dime on marketing. .

Hiring 117

Hiring Compensation Sales Talent Account 117

A Sales Guy

JANUARY 8, 2013

Do you know who the best sales people in your organization are? Not the top dogs from a quota achievement perspective, but the best overall sales people? Do you know who the best sales managers, sales directors and sale VP’s are? Again, not the top performing sales leaders, but the BEST sales leaders.

Scale 113

Scale Cold Calling Promotion Territories 113

Anthony Iannarino

MARCH 31, 2020

As a sales leader or sales manager, here are ten sales meetings vital to your success, the success of your team, and the success of your company. Team: Goals and Strategy. In sales, however, the goal or the target always includes financial goals. Individual: Territory Plan Review.

Sales Meeting 100

Sales Meeting Meeting eBook Territories 100

criteria for success

NOVEMBER 29, 2018

Do you have a process for connecting your targeting process with setting sales goals? Once you’ve established a targeting process and identified your ideal targets, it’s important to ensure that your targets are tied to sales goals.

Sales Goal 45

Sales Goal Compensation Sales Buyer Persona 45

LeadFuze

JULY 14, 2023

How to be a good sales manager is an inquiry that many professionals in the field often ponder. The role of a sales manager extends beyond just overseeing a team; it’s about fostering growth, driving performance, and achieving targets. A sales manager position, that’s your answer.

SalesManager 52

SalesManager Sales Management Strategy How To 52

Miller Heiman Group

FEBRUARY 20, 2020

Only about one-quarter of sales leaders believe that their managers effectively coach and develop their sellers. In part, that’s because sales managers spend less time coaching—14%—than they do on selling, forecasting and administrative tasks, according to our latest study, 2020 Trends in Sales Management.

Sales Coaching 80

Sales Coaching Coaching Top of Funnel Lead Rank 80

Zoominfo

FEBRUARY 14, 2018

Sales always has been, and always will be, about closing the deal. But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. 4 Sales Enablement Tools to Increase B2B Sales Productivity. Sales productivity.

B2B 176

B2B Face-to-face Sales Education 176

Keith Rosen

JANUARY 18, 2010

At this point, a good number of managers have already set their 2010 sales goals for themselves and for their sales team. Sure, you may have set the sales goals with your sales team, and you may have even discussed strategy with them; that is, how they are going achieve their goals.

Sales Goal 48

Sales Goal Coaching Conversion Follow-up 48

Close.io

JANUARY 7, 2020

Let’s begin with defining sales quotas, establish why you need to care about them, and identify top objectives for setting them. What is a sales quota? A sales quota is a sales goal restricted for a given period, generally ranging from a month to a quarter. Here are four methods for setting sales quota.

Quota 92

Quota Meeting Forecasting Lead Rank 92