SBI Growth

JANUARY 2, 2013

Another year has gone by, and you fell short on your sales number. Don’t waste time worrying about 2012 anymore. But you can excel in 2013 because of your shortcomings in 2012. Talent Assessment of Sales Leadership and Sales Reps. Organization talent and people is often an emotionally charged area.

Sales Leadership 107

Sales Leadership Decision-making Sales Leadership 107

SBI Growth

JANUARY 9, 2013

The top fear of HR leaders for 2012 was finding or developing leaders. Our 2012 sales leader research finds it is still a big fear for 2013. If your company isn’t looking for sales leadership today, just wait. The average tenure of a Sales VP is 19 months! Managing multi-generational sales forces.

Sales Leadership 124

Sales Leadership Onboarding Leadership Sales 124

SBI Growth

AUGUST 9, 2012

“For me, Sales has been a challenging group. Among all organizations I support, Sales is the most resistant. Sales leaders do not want interference from HR. I have seen this with many sales leaders. Some HR leaders have earned a seat at the Sales leadership table. Sales is the Achilles Heel for HR.

Sales Leadership 115

Sales Leadership Leadership Sales Sales Management 115

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."

Sales 113

Sales Sales Leadership Decision-making Organization 113

SBI Growth

JANUARY 18, 2013

Talent management is a top priority for HR leaders who support sales organizations. But a recent interview with a HR leader revealed another level of sales leader support. At first, it may not seem like an HR leader would be involved in shaping sales force structure. The sales organization must continually adapt.

Decision-making 117

Decision-making Sales Leadership Sales Leadership 117

SBI Growth

APRIL 2, 2013

It’s been a rough couple of quarters for the VP-Sales. Your 2012 finish was below average. Depending on your average sales cycle, everyday counts. Flip the Sales & Marketing Funnel. We’re accustomed to focusing on the Sales & Marketing funnel in the traditional view. VP-Sales (You).

Sales Leadership 127

Sales Leadership Leadership B2B Meetings 127

Jeffrey Gitomer

OCTOBER 14, 2011

Here are some excerpts (and insights) on persistence quoted exactly as they were written seven decades ago that are still applicable to your sales process today. Organized plans, even though they may be weak and entirely impractical, encourage persistence. . Get your prospect a sales lead. Get Sales Blog Updates.

Leadership 65

Leadership Media Sales Sales Training 65