Understanding the Sales Force

FEBRUARY 11, 2014

Understanding the Sales Force by Dave Kurlan Well, are you? In baseball, they call it the 5-tool player. They have all of the tools. There''s talent, and then there''s the ability to utilize one''s talent and most sports talent evaluators are no better at this then most sales managers. What''s that?

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Sales Talent Hiring Sports Tools 267

Force Management

NOVEMBER 14, 2024

Sales talent is a cornerstone to a best-in-class sales organization. As a sales leader you need the right people on board if you want to hit your revenue goals every quarter.

Hiring 136

Hiring Sales Talent Competition Revenue 136

SBI Growth

DECEMBER 13, 2012

B2B Sales organizations are rapidly transforming to compete in the world of Sales 2.0. But will the sales talent keep pace? HR leaders will play a major role in success of the Sales 2.0 But what about new HR metrics for sales organizations? Contrast "revenue performance" with " sales pipeline."

Hiring 282

Hiring Sales Talent Ideal Customer Profile Analytics 282

SBI Growth

MAY 25, 2022

SBI wanted to help leaders assess the cost of sales rep turnover with greater accuracy and determine the best talent strategy for their businesses—build versus buy. We previously released a tool, the Turnover Calculator , which evaluates the total cost of replacing a sales rep with either an internal or external hire.

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Sales Talent Hiring Salary Tools 177

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. Most sales people know what they have to do, the challenge is getting them to do it.

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Hiring Sales Management Lead Rank Lead Scoring 296

Steven Rosen

NOVEMBER 15, 2012

New book helps sales managers unlock hidden sales potential (available in paperback). The sales manager is the pivotal person in the sales-driven organization, and Steven’s book shows you how to excel!” Get you copy now and be ready to take sales to a new level in 2013. Now available in paperback.

Hiring 296

Hiring Pivotal Sales Talent Small Business 296

SBI Growth

AUGUST 16, 2013

In this post we will discuss Agile Sales. Agile sales is an approach that can help you keep pace with your customers. A few months back I wrote a post about becoming an Agile Sales Leader. Now it is time to make the entire sales organization agile. Let’s start with the definition of agile sales.

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Customer B2C Decision Maker Inside Sales 328

Pipeliner

JANUARY 16, 2025

In a recent episode of the expert interview series hosted by John Golden and guest Walter Crosby , a seasoned sales coach and founder of Helix Sales Development, delved into the intricate challenges of hiring, finding, and retaining top sales talent.

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Hiring Sales Talent Video Lead Rank 104

SBI Growth

JANUARY 26, 2014

Sales or marketing challenges exist in every organization. Sales performance may be suffering. The acute issues of 5-10 years back (sales process, CRMs, dialing or direct mail leads, etc.) Some challenges are eternal (sufficient quality talent, sales coaching, account segmentation.). The Wrong Way To Improve.

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Hiring Direct Mail Buyer Persona Salary 292

SBI Growth

DECEMBER 18, 2013

If you’ve read our blog lately, you’ve noticed sales execution is a popular subject. Each of these articles focuses on your sales reps. Effective ways to enable your sales reps to make the number. Today’s post focuses on the missing link: Enabling your front-line sales managers. Why Sales Managers Fail. Onboarding.

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Hiring Strategy Handbook Face-to-face 305

SBI Growth

NOVEMBER 20, 2013

A few years ago, I interviewed Brent for a B2B sales rep job. This post is for HR and Sales Leaders who are seeking to hire the next Brent. It’s also for those who aspire to become top sales reps. This post includes a link to a valuable tool – the Top Sales Rep''s Satisfaction Index. What Top Performers Need.

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Hiring Social Media Compensation Buyer Persona 314

SBI Growth

OCTOBER 15, 2013

This post answers the most persistent question facing HR leaders who support Sales organizations. “ How can HR help Sales Make the Number? ”. It’s a convenient tool to assess HR’s support for sales. How Sales Support Becomes Agile. Partnering with Sales presents unique challenges.

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Hiring Social Media Ideal Customer Profile Microsoft 303

SBI Growth

JANUARY 27, 2013

She is the new HR Business Partner to the Sales Organization. This advantage will give her a long tenure serving sales. HR and Sales leaders who need better collaboration must read this post. It includes a tool: a profile of the Sales leader (Hanna’s advantage!) Can’t promote a sales manager to a director.

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Hiring Compensation Commence Sales Talent 308

SBI Growth

AUGUST 18, 2012

One of the fastest ways to accomplish this is for the HR director to partner with the SVP of Sales in solving Sales problems – which leads to improved revenue results. Helping the Sales Exec show improved results will certainly catch the eye of the CEO. Making the sales number. Developing sales leaders.

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Hiring Lead Rank Lead Scoring Face-to-face 257

SBI Growth

JUNE 24, 2013

Still, Sales backs over you at every opportunity! Isn’t it time sales took some responsibility? You’re fighting the classic finger pointing between sales and marketing. If the sales talent could evolve with the market; they would make the number. Do you think sales does anything with it? Why do I need them?

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Lead Gen Churn Lead Rank Lead Scoring 320

SBI Growth

JANUARY 18, 2013

Talent management is a top priority for HR leaders who support sales organizations. So too is talent development; maximizing the potential of human capital. But a recent interview with a HR leader revealed another level of sales leader support. The opportunity to deliver value to Sales is wider than many HR leaders think.

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Compensation Retention Ideal Customer Profile Territories 292

SBI Growth

SEPTEMBER 1, 2013

This post is focused on organizing sales talent to help you make the number. The cost of sales is increasing. Hiring ‘A’ player sales reps is expensive. A symptom of this is: your revenue trends haven’t increased with your sales expense. How to Make the Number in 2014: A Sales Strategy You Can Execute.

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Revenue Hiring Lead Rank How To 316

SBI Growth

SEPTEMBER 9, 2013

This post is for HR and Sales leaders who want more. By participating in this free event at your office you will: Learn the best practices of the brightest sales people in our research. In today’s environment, “A” player sales talent is more informed than ever. The benchmark is routinely funded in the HR budget.

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Compensation Competition Salary Social Media 288

Pointclear

JANUARY 2, 2018

Yet, according to CSO Insights , despite the new tools, the mobile devices, the potential of social, and so on, many salespeople are working harder than ever just to achieve the same old results or worse. 02 is that technology has made it possible for marketing to get more poor-quality leads to sales faster than ever before.

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Lead Rank Lead Scoring Sales Qualified Lead Marketing Qualified Lead 180

Jeffrey Gitomer

MAY 16, 2013

Tweet REALITY QUESTION FOR SALES MANAGERS: Why would you, as a leader, take an improving salesperson who is having the best year of their career, and tell him or her they’re “not making enough calls”? You’re a micro manager with little or no current sales talent yourself. Successful sales leaders….

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Cold Calling Referrals Sales Leadership Sales Cycle 261

SBI Growth

JUNE 10, 2013

You''ve seen this before: a sales leader makes an urgent call to the HR business partner. Or, the sales talent isn’t ready to handle a sudden competitive threat. This post will help sales leaders Make the Number with the help of their HR partners. The post focuses on the major HR risks to sales objectives.

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Top of Funnel Sales Talent Churn Call-back 257

SBI Growth

NOVEMBER 12, 2013

Increasingly, companies are missing the number because they lack a formal sales strategy. Many are not making the number because a sales strategy is absent. You may be wondering how prepared your sales team is heading into next year. As you plan for next year, a defined sales strategy is a must have. Signs of Trouble.

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Strategy Hiring Top of Funnel Margin 317

SBI Growth

NOVEMBER 19, 2012

This blog is for Sales Leaders running rapidly growing sales forces. It is dividing up the total sale target between reps. Typically sales leaders also add 5-10% to the number as cushion. Sales leaders have no idea if each rep’s quota is attainable. Organizational Goals – quotas have to align to the sales strategy.

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Territories Quota Hiring Maximizer 275

SBI Growth

JANUARY 6, 2014

You’ve relied on the same tried tired and true hiring practices for sales reps over the last couple of years. These measures will help you objectively evaluate potential and current sales reps. Click here to learn more about the tool. Next generation sales reps are profoundly social. Sales Process Execution.

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Hiring Social Media Networking Referrals 316

Understanding the Sales Force

DECEMBER 18, 2013

Understanding the Sales Force by Dave Kurlan My vision, of how the future of selling is shaping up, appears in today''s (the December 18, 2013) issue of Top Sales Magazine. This issue also features the 2013 Award Winners of the Top Sales & Marketing Awards in 18 Categories. We did pretty well this year!

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Sales Talent Course Video Up-Sell 240

SBI Growth

DECEMBER 10, 2013

At this point, your 2013 sales number is essentially decided. I speak with many VP Sales who say the same thing every year: “We have some underperformers that are killing us.” Assessing Your Sales Team. Assessing your sales team talent isn’t always easy. Get a clear picture about your sales team talent.

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Territories Scale Guidelines Groups 300

SBI Growth

FEBRUARY 25, 2013

The loss of a talented sales manager is troubling. Learn more about the right way by downloading the Exit Interview Tool. We’ve also written on Sales Rep Exit Interviews. So far we’ve covered: Signs your Sales Team Isn’t Happy. Why Your Best Sales Reps Leave. How HR Stops the Exit of Top Sales Talent.

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Sales Management Construction Guarantee Compensation 267

The Center for Sales Strategy

MARCH 22, 2021

You already know that turning talent into performance requires a true understanding of talent. Spotting talent, hiring talent, developing talent, and coaching talent. Talent assessments are an excellent tool for understanding the way your candidates and current salespeople are wired.

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Coaching Sales Talent Hiring Customer 127

SBI Growth

DECEMBER 26, 2013

Top sales performers share a common trait – relentless time management. This is the story of my day last week with the #1 sales rep for a B2B technology firm. This post will also help HR and Sales leaders answer a vexing question: “What do we need to do to retain and empower our top sales talent?”

Hiring 282

Hiring SAP Study Retention 282

SBI Growth

AUGUST 27, 2012

The most important function an HR leader can perform to support Sales is to help attract and retain top sales talent. Based upon our research interviews conducted with VPs of Human Resources, it is clear that most don’t really understand how to help Sales attract top talent. Are the sales people respected?

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Compensation Commission Territories Quota 244

The Pipeline

AUGUST 5, 2011

The Pipeline Renbor Sales Solutions Inc.s Mobile Apps for the Mobile Sales Force. Stored in CRM , Communication , Guest Post , Review , Sales 2.0 , Sales Success , Sales Tool , Sell Better , execution. One profession that stands to benefit most from these apps is sales. A Random Walk Up Sales Street.

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Pipeline Hiring Travel Twitter 275

SBI Growth

JANUARY 2, 2013

Another year has gone by, and you fell short on your sales number. Talent Assessment of Sales Leadership and Sales Reps. Talent Assessment of Sales Leadership and Sales Reps. Organization talent and people is often an emotionally charged area. Sales teams can generate their own leads.

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Sales Qualified Lead Lead Rank Lead Scoring Lead Gen 267

Anthony Cole Training

MARCH 25, 2020

If you are not in the acquisition business, then you must develop your talent in order to increase sales in 2020 and beyond. One of the keys to doing that is to understand how to drive sales improvement.

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Sales Talent Hiring Sales Insurance 29

The Pipeline

FEBRUARY 15, 2012

The Pipeline Renbor Sales Solutions Inc.s Sales Force (Mis)Alignment. Stored in Business Acumen , Coaching , Demand Generation , Hiring Sales Talent , Planning , Sales Force Alignment , Sales Leadership , Sales Management , Sales Strategy , Sales Success , Sales eXchange , execution.

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Pipeline Hiring Demand Generation Demand Generation Targets 223

Sales and Marketing Management

NOVEMBER 25, 2019

But this staple tactic of the poker table can be a valuable and valid tool in sales negotiations. In a sales situation, bluffing can help you maximize your revenue outcomes. Integrating artful bluffing into your sales strategy can also empower sales representatives to achieve their potential.

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Negotiation Maximizer Sales Cycle Call-back 248

The Pipeline

JULY 25, 2011

The Pipeline Renbor Sales Solutions Inc.s Removing The Barrier From Sales – Sales eXchange – 107. Stored in Attitude , Listening , Proactive , Proactivity , Review , Sales eXchange , Success , execution. Sales eXchange , Sales Success , Self improvement , Tibor Shanto , Win/loss analysis. EDGE Sales Process.

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Pipeline Hiring Top of Funnel Vendor 265

Understanding the Sales Force

JUNE 11, 2012

Understanding the Sales Force by Dave Kurlan What jump starts sales performance? New Sales Talent? Optimized Sales Process? Better Sales Methodology? Improved Sales Model? Effective Sales Management? It doesn't have to be a VP, Director or Sales Manager. Is it: Improved Selling Skills?

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Lead Rank Incentives Incentive Sports 195