SBI Growth

AUGUST 9, 2013

The Senior Sales VP gives you a call. Two of your eight sales managers have high turnover. You reach out to the head of sales operations. However, removing a sales manager causes sales disruption. Having an open sales manager forces you fill in for the team. Should we let this guy go?”

Sales Management 115

Sales Management Management Sales 115

SBI Growth

AUGUST 28, 2013

I spent last week at a Sales Management training event with a client. Talent development is a key differentiator heading into 2014. As a Sales Operations leader, you must be allocating the right resources to training. Turn managers into leaders. Demand Sales Force Automation adoption. Gamify the training.

Sales Management 120

Sales Management Management Sales CRM 120

Hubspot Sales

MARCH 2, 2018

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Check out my book on running a human-centric sales process that'll win more customers.

Sales Management 109

Sales Management Management Sales Leadership 109

SBI Growth

MAY 17, 2014

Over 60% of sales leaders who trail through Q2 don’t make the number. Buyer Persona Account Management 2014 planning Sales Manager Sales Manager Resources' You missed the Q1 number and Q2 isn’t looking too good. You’re worried. And you should be.

Account Management 110

Account Management Sales Management Management Sales 110

Drift

NOVEMBER 23, 2018

And I’m going to tell you about the time I went from good to great in sales. It happened in July 2014 during a one-on-one with my sales manager. “I I can almost hear your mind racing during sales calls,” he told me. I’m not a natural salesperson. I had to learn to sell manually. You’re not listening.

Publishing 83

Publishing Sales Management Management Sales 83

Account Manager Tips

JULY 13, 2022

It’s from 2014 but the findings are just as relevant today. The researchers conducted 35 interviews between sales people, sales managers and buying decision makers following failed key account sales proposals. It’s qualitative research and not without bias, but hey, it’s a place to start!

Key Account Management 130

Key Account Management Sales Account Management B2B 130

QYMATIX

MAY 25, 2021

In the last three years, the same amount of reps and sales managers need 8 % more sales controllers; 14 % in the USA. Sales Controlling in B2B: From data to wisdom. As a consequence, in the last three years, the same amount of key account managers, sales reps and sales managers needed 8 % more sales controllers.

Artificial Intelligence 98

Artificial Intelligence B2B e-Learning Sales 98

SBI Growth

OCTOBER 29, 2013

There is nothing more stressful than Q4 for a VP of Sales. Couple that with preparing for 2014 and you are maxed out. Schedule a review of your 2014 plan at your office here. You are strategizing with Sales Managers and reps. How You Avoid Losing the 2014 Battle. You are sprinting to finish the current year.

Sales 123

Sales Finance Decision-making Meetings 123

Flevy

DECEMBER 23, 2022

Frederic Laloux, in 2014, started analyzing emerging organizations that were setting themselves apart from the established organizations in their style of management. Anthropological investigations have identified at least 5 distinct organizational structures throughout human history.

Management 105

Management Shareholders Digital Transformation Innovation 105

SBI Growth

OCTOBER 25, 2013

Rescue your current sales leader – Help the current guy make the number next year. To learn what the best sales leaders are doing to prep for 2014, sign up for SBI’s Annual Research Session. When you do, you will get access to the Sales Leader Execution Kit. It’s helped their sales leaders prepare for next year.

Sales 121

Sales Prioritization Sales Management Management 121

The Center for Sales Strategy

JUNE 7, 2018

Have you ever heard about Katie Francis, who shattered the 30-year-old world record by selling 21,477 boxes of Girl Scout Cookies in 2014 ? I actually decided last year I wanted to beat the world record, and at the beginning of my sale my goal was 18,100. To be successful in sales, Katie quickly learned you can't take "no" personally.

Management 90

Management Sales Sales Training Sales Management 90

SBI Growth

AUGUST 13, 2013

To learn how other top companies fund initiatives, register for this event: How To Make Your Number in 2014: A Sales Strategy You Can Execute. I mentioned department-aligned efforts (HR = Talent or Learning; Marketing = Lead Generation or Sales Enablement; Sales = Sales Process or Sales Management.)

Sales 115

Sales Sales Management Onboarding Marketing 115

Sales Readiness Group

DECEMBER 4, 2018

The Cleveland Browns later drafted him in the first round of the 2014 NFL draft, where he played for two injury-prone seasons in 2014-2015. Manziel was a star college quarterback who won the Heisman trophy as a freshman in 2012.

Sales 59

Sales Sales Management Management 59

SBI Growth

SEPTEMBER 20, 2013

Learning the truth is critical for your sales strategy. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Learn what SBI’s Discovery says about what top organizations will do differently in 2014. Sales Rep Survey. Sales Management Survey.

Organization 124

Organization Sales Sales Management Meetings 124

Hubspot Sales

FEBRUARY 9, 2021

To help you understand which strategies aren't worth your time, we reached out to some experts to offer their takes on sales tactics that brands should avoid, going forward. According to HubSpot Sales Manager Korina Ortiz , sales professionals need to avoid holding onto outdated positioning statements in 2021.

Sales 135

Sales Decision-making Prioritization Account Management 135

SBI Growth

OCTOBER 20, 2013

Planning for 2014 is in full swing. You just got off the weekly call with the Sales Leadership team. Your boss, the SVP of Sales, has some ‘great’ news. “We We got budget approval to add new sales heads. Start recruiting now so we can start of 2014 with a full team.” Invite your boss, a peer and two sales managers.

Construction 115

Construction Sales Leadership Decision-making Onboarding 115

SBI Growth

JULY 22, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." There are 10 best practices Sales VPs have taken to ensure this doesn’t happen. Schedule interviews with yourself and sales managers weekly. Schedule your field rides with sales reps today.

Decision-making 130

Decision-making Sales Management Management Sales 130

SBI Growth

SEPTEMBER 27, 2013

Entering 2014, Sales and HR leaders face new trends causing turnover with top talent. The challenge for sales is unique. True, sales managers constantly provide feedback and guidance to employees. There is a temptation for sales managers to view sales achievement as personal development.

Sales 120

Sales Financial Services Publishing Communication 120

SalesPop

MARCH 25, 2021

Sales most definitely have two sides, and this is also true of account management. In his 2014 book Zero to One , Peter Thiel wrote, “In the 1990s, the focus was on the product, and not on sales. Once the sales manager has spent these hours every week, they must come back the following week and do it all over again.

Account Management 98

Account Management Management B2B Advertising 98

SBI Growth

JANUARY 10, 2014

Top sales leaders know how to communicate and roll out a sales plan. Get your sales managers involved early in the process. The sales management team needs to have a clear understanding of the new quota. Ensure your sales managers take this seriously. Here are some ways to make it painless.

Sales 126

Sales Communication Onboarding Sales Management 126

SBI Growth

AUGUST 4, 2013

Converting to Agile Performance Reviews will help you Make the Number in 2014. Unfortunately, none of these apply to a modern sales organization. Meanwhile, Agile is spreading everywhere in Sales - to onboarding , sales management, and sales training. Learn from the example of leading sales organizations.

Performance Review 113

Performance Review Leadership Onboarding CRM 113

QYMATIX

NOVEMBER 2, 2021

Adopting an optimal sales growth strategy will depend on different factors, such as the strategic objectives of the company and the resources available. It starts by answering the question: “How do we grow sales?”. This analysis will give sales management a good starting point. What can a sales manager do?

B2B 103

B2B Sales Profitability Sales Analytics 103

SBI Growth

AUGUST 7, 2013

However, we frequently see Sales VPs still stuck in the sales manager mindset. An ill-prepared sales manager damages his region. A Sales VP focused on the wrong things can ruin the entire company. They cross collaborate with manager peers, their reps, and the VP. He helps the new reps ramp up quickly.

Sales 133

Sales Construction Sales Management Management 133

SBI Growth

JULY 26, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Hank''s DLA experience: DLA hired engaged a consulting firm to help with sales rep onboarding. Sign up for the " How to Make Your Number in 2014 " research tour. The Doomed Project Predictor - Get It Now!

Onboarding 107

Onboarding Sales Leadership Sales Leadership 107

QYMATIX

MAY 31, 2022

One Useful Example of Predictive Sales Analytics & Predictive Modeling in Excel. One of the critical tasks of a sales manager is to timely identify which opportunities have better chances of closing and what makes a “good” sales opportunity. Getting this job right is the essence of successful sales planning.

Sales Analytics 98

Sales Analytics Artificial Intelligence Key Account Management Sales 98

SBI Growth

AUGUST 10, 2013

Her sales manager knew her potential and sent her to a weeklong sales training. To survive in B2B selling in 2014 a new set of skills is required. Chances are your top sales talent is already engaging in some of these activities. Focus them on the capabilities that will ensure you make your number in 2014.

Sales Training 117

Sales Training CRM B2B Organization 117

SBI Growth

AUGUST 23, 2013

There is a better way to differentiate your sales force from the competition. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Learn why a customized sales process is the ultimate competitive advantage. Not Just a Regular Sales Process.

e-Learning 110

e-Learning Internet Decision-making Leadership 110

KAMCast

JUNE 10, 2021

GUEST - LOU KWAKYE Lou comes from a strong background working with sales people and, after years of working in the fitness industry for brands like Virgin Active and Pure Gym, he joined Reward Gateway as an engagement specialist in 2014.

Shareholders 52

Shareholders Account Management Key Account Management Information Technology 52

SBI Growth

JANUARY 1, 2014

Every year, a Sales Enablement leader is faced with the same problem. Ramping new sales reps. Make a change in 2014. Be present when the new rep’s Sales Manager is not available. Process Coaching: Teach the new sales rep how to use the CRM. Lead management, opportunity management, forecasting, chatter, etc.

Sales Management 113

Sales Management CRM Onboarding Media 113

Hubspot Sales

JULY 22, 2020

This tool allows sales managers to analyze the email productivity of their reps. Features such as the virtual whiteboard, drag-and-drop editing, and organization charts result in a centralized account plan, making sales planning a collaborative venture every time. EmailAnalytics. Pricing: Starts at $5/user/month.

Account Planning 116

Account Planning Sales CRM Prioritization 116

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. Sales Turnover - A Symptom of a Low Performing Sales Culture. Revised sales territories.

Transportation 124

Transportation Sales Suppliers Decision-making 124

Miller Heiman Group

JANUARY 21, 2020

In general, moving toward formal and dynamic sales processes results in higher performance. This is also true when it comes to sales operations, and particularly with sales forecasting. In 2014, fewer than half of sales organizations used formal or dynamic sales processes, but by 2019, that number rose to nearly two-thirds.

Sales Technology 75

Sales Technology Sales CRM Organization 75

SBI Growth

AUGUST 22, 2013

Sales can learn a lesson here. Sign up here to receive a copy of the Sales Job Tryout Toolkit. Read on and you''ll be ready to Make the Number in 2014. Here''s a 7-step overview of a tryout for a sales rep. (To Sales Manager - Scenario: Only 2 of 8 members of the sales team are making the number.

Onboarding 120

Onboarding Decision-making Construction Internet 120

SBI Growth

SEPTEMBER 2, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Learn why your team ignores your sales process and how to fix it. Team meetings are run by sales managers. The rep believes he’s impressed you by showing you how much rapport he’s built.

e-Learning 123

e-Learning Leadership Sales Decision-making 123

SBI Growth

JUNE 30, 2013

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. Learning activities completed is useless. Training organized in “sprints”. Start to finish in 13 weeks. Content is video based. No printed material. No incubation period.

Onboarding 123

Onboarding Sales Publishing B2B 123

Hubspot Sales

APRIL 6, 2020

Developing a list of criteria and attributes for sales managers to screen for when interviewing candidates is essential to recruiting and retaining top talent. In this section, we’ve analyzed two incredibly high-performing sales teams and how they achieved success using their unique sales strategies. Work ethic.

Sales 120

Sales Decision-making CRM Value Proposition 120

SBI Growth

SEPTEMBER 14, 2013

We find numerous obstacles Sales VPs and Sales Managers face. It wastes time and costs sales. Every year we compile research for our Sales & Marketing Research Review. Conducting over 5400 Sales Management surveys and interviewing 600+ executives gave us new insight. Author: Dan Perry.

Finance 120

Finance Sales Management CRM Marketing 120