SBI Growth
OCTOBER 11, 2012
Sales teams are getting their 2013 numbers. For the Sales Leaders who learned how to set quotas at the SBI Make the Number tour ( register now! ), the results will be quite different. 2013 results will uncover some long-hidden flaws in the sales force. This blog is NOT about how to correctly set your sales quotas.
SBI Growth
JANUARY 18, 2013
This post will focus on a single example of HR’s positive impact for a sales organization. During the interview, I was surprised to hear the biggest HR challenge for 2013. This B2B technology provider already has world-class sales talent. They practice Topgrading ; they rigorously develop their sales teams. Keep looking.
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SBI Growth
DECEMBER 22, 2013
Sales leadership is hard. Of all the new capabilities leaders could drive, here were seven that stood out in 2013. Ensured that your reps only meet with the right people. How many of the top seven from 2013 did you acquire? They satisfy a box checking exercise around providing training. A’ players love to learn.
SBI Growth
AUGUST 9, 2012
Some HR leaders have earned a seat at the Sales leadership table. If you want to improve the relationship between the VP of Sales and the VP of Human Resources , SBI has an answer. Sign up for our Make the Number Tour if you would like a copy of our Sales Leadership Immersion Program (SLIP, for short).
SBI Growth
APRIL 2, 2013
It’s been a rough couple of quarters for the VP-Sales. SKO got your team fired up for 2013 and a new start. Sales Leadership Cadence. You’re the VP-Sales – if you can’t move the needle, who can? You need to find key meetings to participate in. Develop a weekly meeting cadence that improves productivity.
SBI Growth
SEPTEMBER 5, 2012
As if the looming year end wasn’t pressure enough for a sales leader trying to meet sales quota, will the loss of top sales reps pile on? The HR Leader can take some concrete steps to stop the exit of sales reps and therefore the loss of revenue. Determine if the leaving Sales Rep is worth keeping.
SBI Growth
APRIL 30, 2013
Here’s an example of why it should be applied to Sales Leadership: Meet ''Just Getting by'' Jeff. Jeff has been a sales manager for 5 years. He was promoted after consistently high performance as a sales rep. More sales managers are regressing to average as the market outpaces them. Meet ''Agile'' Anthony.
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