SBI Growth

AUGUST 6, 2012

Are your sales resources properly aligned with growth opportunity ? The Sales Leader is about to receive the 2013 Revenue Number. He will rely on you, the Head of Sales Operations, for sales strategy advice. It is your job to equip sales management with these figures. Follow @DanKorten.

Banking 126

Banking Sales Financial Services Profitability 126

QYMATIX

AUGUST 16, 2022

Nonetheless, running out of money did not seem to be a problem in 2013 for Wollschläger. The Wollschläger group was 2013 a respected company in the Ruhr region and nationally. Regardless of the authenticity or doubts about the claim, in 2013, Frank Wollschläger appointed a management “dream-team”. KPMG had to look abroad.

Investors 40

Investors Logistics e-Learning Profitability 40

SBI Growth

APRIL 30, 2013

Yet many front-line sales managers are slow to respond. Because speed requires more time and effort from a sales manager. The average sales manager will avoid these requirements. This post will explore ideas sales managers can implement to increase their speed. Meet ''Agile'' Anthony.

Sales 123

Sales Sales Management Sales Leadership Meetings 123

SBI Growth

AUGUST 8, 2012

Sign up for our Make the Number Tour if you would like to see how your peers are allocating people, money and time in 2013. Over the last 12 months we: Surveyed over 10,000 sales representatives. Surveyed over 4,500 sales managers. Reviewed over 5,000 documents from with some the world’s best B2B sales organizations.

Marketing 110

Marketing Sales B2B Sales Management 110

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. Help the sales leader identify any reps that are at risk of leaving.

Sales 115

Sales Sales Leadership Sales Management Leadership 115

Janek Performance Group: Account Planning

OCTOBER 25, 2023

Altify notes account planning has increased from 36 percent of companies in 2013 to 50 percent today. However, according to Gartner , 51 percent of sales leaders agree account management channels fall short. They do not meet cross-selling and account growth targets. An additional 21 percent are, at best, lukewarm.

Account Planning 52

Account Planning Decision-making Communication B2B 52

SBI Growth

OCTOBER 4, 2013

To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. The review presents findings from SBI’s market research in 2013. If they don’t meet owner expectations, the whole operation is in jeopardy. Bottom-Up Quota Setting: Validating quota from a Sales Rep & Sales Management perspective.

Sales 122

Sales Account Planning Sales Management Marketing 122

SBI Growth

AUGUST 28, 2012

." - Jack Welch Are you questioning the ability of your sales leader to take your revenue performance to the next level? In your next board meeting, they will ask what you will do differently to make the number in 2013. To hire a top-performing sales leader, you have to remove legacy aspects of your recruiting strategy.

Decision-making 107

Decision-making Leadership Publishing Sales Leadership 107

SBI Growth

NOVEMBER 7, 2013

Last year you got your 2013 quota in mid-February. This caused mass confusion, frustration and demotivation on your sales team. Do you have enough sales people to cover the new quota? Set up a planning session with your sales managers immediately. How many actual opportunities by sales person is that?

Negotiation 118

Negotiation Brainstorming Decision-making Sales Management 118

SBI Growth

JULY 22, 2013

You have to make the rest of 2013 with the sales heads you have.” There are 10 best practices Sales VPs have taken to ensure this doesn’t happen. Below are five of the 10: Sales Manager/VP field sales rides : Participating with your sales reps on more field calls leads to increased revenue.

Decision-making 130

Decision-making Sales Management Management Sales 130

SBI Growth

OCTOBER 22, 2012

You’re called in for a meeting with the CEO. Question 2: Is your team’s ability to execute on the plan meeting or surpassing targets? If you aren’t able to answer YES to all 3 questions then sign up today for our Q3 Tour Research: How your Peers are allocating People, Time and Money in 2013. What’s it about? He asks you to sit.

Decision-making 126

Decision-making Meetings Sales Management Management 126

SBI

MARCH 20, 2018

Flash forward to the present, and the number of companies with dedicated sales enablement functions has more than tripled since 2013, reports CSO Insights. Thousands of people now have sales enablement in their titles on LinkedIn, and technology solutions have been born specifically to support the enablement function.

Sales 55

Sales Onboarding Sales Management Performance Review 55

SBI Growth

MARCH 14, 2013

You meet with the: Chief marketing officer. The “hunter” sales force leader. Manager of the lead development team. A sales training program redesign. You meet with the: VP of HR. Manager of learning and development. Director of sales training. Sales training firm contracted to train the sales team.

Sales 117

Sales Sales Training Advertising Meetings 117

SBI Growth

NOVEMBER 23, 2012

It gets great reviews from C-Level executives, marketers and even sales managers. But how does Content Marketing help the Sales Rep? Today’s post outlines the benefits of Content Marketing from the Sales Rep’s perspective. I had a recent conversation with a Sales Rep named Seth. This is how I will meet your goals.

Marketing 120

Marketing Sales B2B Meetings 120

SBI Growth

AUGUST 10, 2013

I was lucky enough to be introduced to a sales team’s top performer for 2013. Julie’s Sales Operations leader thought I could learn a lot from her. Her sales manager knew her potential and sent her to a weeklong sales training. The top reps in her industry were meeting and networking online.

Sales Training 117

Sales Training CRM B2B Organization 117

SBI Growth

AUGUST 31, 2013

Modified the sales compensation and quotas. Revised sales territories. Shifted around Sales Managers. Accountable - The culture is built on accountability to meet targets and expectations from the top on down. Gather input from your sales force. Refer to it often, in meetings, emails, conversations.

Transportation 124

Transportation Sales Suppliers Decision-making 124

SBI Growth

AUGUST 9, 2012

The 3 reps were not expected to contribute much in 2012, but recovering from this catastrophe will negatively impact 2013 results. Interview some sales managers. Finally, look for ways your team can remove burden from the sales leadership. There was no one who could anticipate and preempt a competitive raid.

Sales Leadership 115

Sales Leadership Leadership Sales Sales Management 115

SBI Growth

SEPTEMBER 1, 2012

Have the Sales Managers train the reps. Have L&D sit in the back of the room and get your manager up on stage. It needs to become the vernacular of the sales force. “We This is not a 2-hour a week meeting” says Ned Wootton of the Canadian Society of Association Executives. Pilot the new process.

Sales 107

Sales Construction Negotiation Decision-making 107

SBI

JANUARY 29, 2014

This week, I took part in a webinar hosted by DocuSign to debunk some of 2013’s most prevalent myths. Keeping in mind that we only had one hour, my co-presenters on the panel, Lori Richardson of Score More Sales , and Matt Heinz of Heinz Marketing , narrowed our choices down to three apiece. Myth #1: Sales is a Numbers Game.

Manufacturing 55

Manufacturing Digitalization Decision-making Sales 55

SBI

AUGUST 13, 2013

“Inside Sales now generates more than 50% of company revenue and is being tasked with more responsibilities and expectations—to grow territories, form partnerships, and generate new business. In 2009, there were 800,000 inside sales departments. By the end of 2013 there will be 2.3 Customer 2.0 Achieve total forecast accuracy.

Sales Management 51

Sales Management Innovation Decision-making Organization 51

Hubspot Sales

OCTOBER 29, 2017

In 2013, American companies alone spent $164.2 in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry. For a more thorough look at maximizing your sales productivity, watch “ Tips to Structure Your Day.". Videos by Top Sales Consulting Firms.

Sales Training 112

Sales Training Sales Publishing Co-Creation 112

SBI

OCTOBER 16, 2012

And the small number of exhibitors means attendees have plenty time for quality conversations with solution providers and to learn first-hand, how they might impact sales. Of course I am keen on seeing and meeting with the exhibitors that are on hand. Challenge Your Company to Think Differently about Sales Enablement.

Marketing 52

Marketing Procurement Sales B2B 52