SBI Growth

DECEMBER 5, 2013

Training: Have you given your team the right training? Some people just need the right information and training to become more productive. If budgets are tight, have your superstars conduct mini trainings. Don’t do a territory redesign project without knowing exactly who you’re targeting.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

SBI Growth

OCTOBER 29, 2013

To make matters worse, everybody in the planning sessions (finance, product, training, HR) has never made a number. 2 — Rep and Manager Skills: You are debating what training you should do at your Q1 sales kickoff. Territory, leads, compensation plan and their boss. Focus Q1 training on modern prospecting using social selling.

Territories 308

Territories Compensation Buyer Google 308

SBI Growth

AUGUST 7, 2013

He’s looking at compensation analysis, territory design, and sales structure. Skills Training: Unless directed, the sales manager takes an ad-hoc approach to skills. She recommends reading the latest books or product training. From this, gaps are identified and a training program is constructed.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

SBI Growth

APRIL 9, 2013

For sales reps not yet using customer focus, appropriate training can be developed. Stay on top of talent needs – One of the worst things for a sales leader is an open territory. Be proactive in working with sales to keep territories filled. Through this, he/she can better understand the context of the sales reps role.

Hiring 297

Hiring Ideal Customer Profile Territories Trends 297

SBI Growth

NOVEMBER 5, 2013

If you’re caught totally unprepared, the territories are vacant for months. Start training them two to three months prior to year end. Replant these seedlings in a ripe territory when necessary. He doesn’t care about vacancies. He just wants more revenue. Now you''ve got to do more with less.

How To 296

How To Territories Hiring Quota 296

SBI Growth

OCTOBER 12, 2013

Setting Quotas, territory structures, headcounts and total compensation budgets are examples. Get the sales team trained on how to sell socially. Are your territories designed to maximize time with customers and prospects? Evolve your perspective or suffer the consequences of missing the number next year. Get LinkedIn upgrades.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

Hubspot Sales

AUGUST 6, 2019

Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). When you're creating a new-hire training plan, remember a few things : Keep your training plan personalized, because no two reps are the same. Pre-week training. Product Training.

Hiring 145

Hiring Training Hubspot Inbound 145

SBI Growth

JANUARY 19, 2014

Mature organizations typically have a robust training program. However, much of this training is wasted on corporate policies and internal systems training. Territories underperform. Download our New Rep Onboarding Checklist document for 4 weeks of successful training. Pull your “A” Players into the training.

Hiring 275

Hiring Policies Territories System 275

Sales and Marketing Management

JANUARY 2, 2019

These are the characteristics that companies should hire and train for in order to drive consistent, strong sales growth in their organizations. As a result, they often retain weaker performers, believing it is better than having an open territory. They constantly reassess sales territories to optimize results.

Hiring 224

Hiring Sales Management Territories Outsourcing Services 224

SBI Growth

DECEMBER 10, 2013

Build out a plan for training them and turning them into ‘A’ Players ASAP. ‘A’ Are they in the right territories? 5) Reallocate the C player territory to your A players. Put them into the absolute best territory. Invite them to SKO. A’ Players – You’re clearly going to bring these team members to SKO.

Territories 300

Territories Scale Guidelines Groups 300

Steven Rosen

JANUARY 5, 2018

Strategy #4 is have your sales reps develop their own territory business plans. We start with what are your three critical factors for success for your territory and then I look at the customers and say; Where do you think your business is going to come from? Plan to Succeed. In business, no one plans to fail yet many fail to plan. .

Strategy 224

Strategy Territories Quota Video 224

SBI Growth

AUGUST 4, 2013

Meanwhile, Agile is spreading everywhere in Sales - to onboarding , sales management, and sales training. Changes to Territory coverage. The addition or subtraction of a key account from the territory will do likewise. Training classes and workshops won''t get it done. Announce the annual merit increase.

Territories 282

Territories Lead Rank Lead Scoring Demand Generation 282

SBI Growth

MARCH 19, 2013

The sales team deserved a training program as aggressive as this year’s budget. In a recent post , I urged Sales Ops leaders to take responsibility for training and development. It included activities the client’s Training and Development team had deemed necessary. This VP felt the status quo needed to be challenged.

Revenue 288

Revenue Hiring Face-to-face Social Media 288

Score More Sales

JUNE 30, 2014

Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. They need to track their buyers and clients through social platforms or by aggregated content specific to their industry niche, geographic territory, or through named accounts. Train and coach frontline sales leaders.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

The Pipeline

SEPTEMBER 21, 2021

Think of it as being multilingual, they only speak one of the three languages spoken in their territory. Everyone gets trained; buyers know what to say to shunt also-rans and reward the 20% they want to deal with. Unfortunately, the one spoken by the most aware and prepared buyers.

Buyer 345

Buyer Demographics Video Territories 345

SBI Growth

MAY 6, 2013

This signals the end of sales training and readiness to handle a territory. In the weeks that followed he grew impatient, hammering through self-paced training modules. He felt isolated from the sales team, waiting for the classroom training. Angie’s training was built in layers; it wove concepts together.

Hiring 320

Hiring Guarantee Territories Course 320

The Pipeline

FEBRUARY 13, 2014

Every day there are new sales people stepping into new jobs, often into underperforming territories, and they not only make a go of it, but thrive. While attitude is important, and can be adopted and some say trained. What differentiates the two?

Territories 292

Territories Follow-up Up-Sell Segment 292

Steven Rosen

APRIL 15, 2021

One of the issues I see is that sales managers don’t receive any formal training on conducting an effective quarterly business review, nor do sales managers usually share best practices on running a QBR with their peers. The purpose of such a meeting is to review the last quarter’s performance and to discuss plans for the next quarter.

Territories 336

Territories Quota Coaching Sales 336

Steven Rosen

MAY 31, 2021

Time & Territory Management. Be well trained on conducting and interviewing. List of Skills, Behaviors, and Competencies. Energy Level. Self-manager. Communication. Achieve driven. Relationship Building. Account management. Sales administration. Business Acumen. Understand how to interpret and utilize the profiling tool.

Hiring 386

Hiring Territories Energy Sales 386

Sales and Marketing Management

JULY 6, 2017

Here are two suggestions: Provide additional training. Target marketing dollars in their territory to generate more leads and give them a boost. If none of these kinds of problems appear and the person makes the grade, then you can increase your investment in their development. What skills does the new hire still need the most work on?

Hiring 273

Hiring Webinar Metrics Policies How To 273

Steven Rosen

MARCH 26, 2013

You have a vacant territory and you have narrowed your search down to two candidates. Rob will need training and coaching to get up to speed. My goal is to provide you with insights and pearls that you can easily use in your day to day work. I am Steven Rosen author of 52 Sales Management Tips and executive sales coach.

Hiring 278

Hiring Sales Management eBook Territories 278

Steven Rosen

MARCH 4, 2021

By moving greater decision-making into the regions and territories, the ability of sales managers and sales reps to make strategic business decisions becomes even more important. Have you created training programs that help your sales managers strategically look at their business? Without training? Without support?

Territories 194

Territories Survey Coaching Sales Management 194

SBI Growth

NOVEMBER 23, 2013

An isolated week of training won’t work either. Hunters assume a generalist role in a territory. They’ll need training and reinforcement on coaching. They want their customer interactions to deliver more value. But changing this behavior requires more than just an Oprah Book club mass-reading.

Sales Methodology 308

Sales Methodology Demand Generation Demand Generation Targets Face-to-face 308

The Pipeline

APRIL 3, 2013

How many sales strategies, account and territory plans sit gathering dust on a shelf, right next to the last sales training manual, the one that focuses on execution. I recently read about a marathoner who when asked what was the hardest part of daily training, replied “getting out the door”.

Account 296

Account ACT Territories Sales 296

Anthony Cole Training

SEPTEMBER 8, 2023

At that time in the 80s, Dallas had small businesses and strip centers popping up every day and I would literally case my territory at least every other day so that I could be the first in the door, when a store opened. Because if I was not and the ad showed up in The Dallas Morning News, here is what happened…

Territories 236

Territories Advertising Advertising Small Business 236

The Pipeline

JULY 22, 2013

Dictionary.com , defines a paraprofessional as “a person trained to assist a doctor, lawyer, teacher, or other professional, but not licensed to practice in the profession.” By Tibor Shanto – tibor.shanto@sellbetter.ca. A regular lament I get from managers is that the best presentation a rep had was the one they did for the job.

Hiring 267

Hiring Licensing Health Care Sales Talent 267

SBI Growth

OCTOBER 24, 2013

In either case, hiring/training distractions chew up valuable time better used for selling. Poor territory. Poor training or onboarding materials and execution. Teams without effective sales managers lack morale and discipline. Sales forces that consistently lose (or fail to keep) sales managers are losing money.

Hiring 292

Hiring Positioning Sales Management Compensation 292

SBI Growth

SEPTEMBER 23, 2013

Territory design, quotas and compensation plans. Sales training. Shouldn''t the front line sales managers be leading the training and it be buyer centric? Too few, you leave money on the table. Too many, you erode profitability. You must match selling capacity with market demand. It was to be led by corporate trainers.

Compensation 325

Compensation Social Media Incentives Incentive 325

SBI Growth

APRIL 19, 2013

Sales training. Sales leaders rely too heavily on comp and training to solve sales problems. For example, when asked for funds to train sales reps, ask for an objective. As a result, their recommended solutions do not directly support the most important opportunities. Both are critically important. Root cause. An Example.

Lead Rank 276

Lead Rank Lead Scoring Segment How To 276

The Pipeline

SEPTEMBER 8, 2014

Again, I understand wanting to reward star sellers, but there are other ways, ways that allow you to avoid leaving a territory short, and a disappointed sales team. Adding to the challenge is that often these new managers are not given much help in the transition from being contributors, to effectively leading a sales team.

Hiring 296

Hiring Lead Rank Sales Management Lead Scoring 296

SBI Growth

FEBRUARY 7, 2014

This thinking leads them to believe that you do not need training. A recent study showed that only 11% of organizations train their sales managers. So you justify keeping a poor performer than worrying about open territories. Most organizations believe that their most successful sales people will make great sales managers.

Promotion 288

Promotion Sales Management Hiring Face-to-face 288

SBI Growth

JANUARY 27, 2013

More Sales complaints we’ve witnessed: Can’t engage a world-class external training program. They get busy with the tactics of recruiting, onboarding, training, evaluation, etc. Here is what she learned (and what SBI research confirms): Sales recruiting – Sales leaders do not want open territories. HR is not a strategic partner.

Hiring 308

Hiring Compensation Commence Sales Talent 308

The Pipeline

JULY 3, 2014

While some “leaders” feel hampered by their targeted headcount, feeling that if they are at full count there is little they can do other than train. Rather than settling for a B or another C, due to timing and being afraid of having a vacant territory for more than week, smart sales leaders pick up the talent when it is available.

Hiring 275

Hiring Sports Sales Talent Territories 275

Steven Rosen

JANUARY 22, 2018

Only 53% of sales organizations are investing in ongoing coaching training and development of their sales managers. You can train your sales managers on coaching. Using traditional classroom training does not create skill mastery. Sales leaders acknowledge the positive impact of sales coaching. What can you do? Do nothing.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

SBI Growth

JUNE 4, 2013

Most comp issues are not about comp – they are really territory or quota problems. Sales Process/Sales Training. It makes no sense. You have some good hunches now about what’s broken. Why wait and delay your team’s comp plans again? If you dig in now you can review these items in the right sequence. Talent Management.

Hiring 308

Hiring Lead Rank Lead Scoring Demand Generation 308

Partners in Excellence

MAY 6, 2021

It would be unacceptable for them not to have territory plans, maximizing the growth within their territories. We invest millions in software tools to help do these things, we invest additional millions in training to do these things, we invest thousands of person hours in account and territory planning.

Territories 165

Territories Maximizer Compensation Account 165

Steven Rosen

JANUARY 6, 2018

In that video, I talked about the impact of sales reps planning their own territory and building their own plans for their business and for their accounts. I offer highly focused executive coaching, training and strategy execution to help sales leaders develop their leadership skills, execute with excellence and crush their sales numbers.

Coaching 307

Coaching Strategy Video Course 307