Jeffrey Gitomer

MAY 16, 2013

Sales management and sales leadership is one of the hardest jobs in the world. You know these things so that when your salespeople come to you with issues, you can actually help them make the sale – not make more calls. BIG REALITY: The object of sales leadership is to IMPROVE INDIVIDUAL SALES, not improve “team” sales.

Leadership 104

Leadership Sales Leadership Sales e-Learning 104

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).

Sales Leadership 115

Sales Leadership Leadership Sales Sales Management 115

SBI Growth

APRIL 24, 2013

SBI recently accepted nominations for the Top Sales Operations Leaders to Watch in 2013. Each one of these individuals has been identified as an outstanding Sales Ops leader. There''s a good chance you''ll have a new VP of Sales within the next year. The Top Sales Ops Leaders have mastered these skills.

Leadership 103

Leadership Sales Acquisition Sales Leadership 103

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. VP-Sales (You). What about your sales support resources? Sales Leadership Cadence. You’re the VP-Sales – if you can’t move the needle, who can? Your 2012 finish was below average.

Sales Leadership 127

Sales Leadership Leadership B2B Meetings 127

SBI Growth

SEPTEMBER 5, 2012

These bullets, by the way, are great indicators for Sales Management to step in when first known in order to take Reps out of this risk category. If an HR leader is on top of this, their proactivity in approaching Sales Leadership will be well received. Determine if the leaving Sales Rep is worth keeping.

Sales 115

Sales Sales Leadership Sales Management Leadership 115

SBI Growth

JULY 8, 2013

Altimeter Group research checked for formalized customer-facing social media efforts for sales. My colleague took his own informal poll on the floor of SHRM 2013. About half of them said their policies prevented sales reps from social selling. It’s time for a social media policy to allow sales to socially sell.

Suppliers 128

Suppliers Media Government B2B 128

SBI Growth

JULY 13, 2013

He wanted his direct reports (Sales Directors) to see how it was done. Assessed his sales leadership team and realized he needed to upgrade 3 of his sales directors. In July, decided to roll out a sales process across the Americas. The EVP of WW Sales was disappointed. He was expecting a faster impact.

Decision-making 124

Decision-making B2B Sales Leadership Sales Management 124

SBI Growth

MAY 29, 2013

Does your current sales training disrupt sales performance? Download our Agile Sales Training Guide. Developed from our Quarter 1 2013 research, It does two things. What is Agile Sales Training? Agile Sales Training is defined as adaptive and iterative training. It can give you back selling time.

Sales Training 122

Sales Training e-Learning Sales Sales Leadership 122

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. Anthony''s Key Activities for 2013. Agile encourages rapid and flexible response to change.

Sales 123

Sales Sales Management Sales Leadership Meetings 123

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.

Decision-making 117

Decision-making Sales Leadership Sales Leadership 117

SBI

FEBRUARY 5, 2013

You can network across a growing array of social and business platforms and talk to your fellow sales leaders. It is all too clear that there are specific, fundamental elements of sales leadership that seem forever unresolved, no matter which ‘linkage’ attracts the greatest number of ‘followers’. . I will take charge of change.

Decision-making 54

Decision-making Sales Sales Leadership Marketing 54

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. Now led by Dave Mattson, Sandler has grown to be one of the largest and probably the most recognized sales training company in the world.

Sales Training 111

Sales Training Sales Publishing Co-Creation 111

Tenfold

DECEMBER 11, 2017

Likewise, a 2013 Harvard Business School study has found that work productivity increases when employees are given unexpected financial gifts. A significant increase in income. The Gallup report has found that 41 percent of employees deem salary increases as very important for morale and work engagement.

Sales 61

Sales Decision-making Publishing Communication 61

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

OCTOBER 24, 2012

The ability to demonstrate marketing's return on investment is at the top of every CMO's plan for 2013. Build credibility with sales leadership by providing a reliable view of demand generation campaign success. The ROI picture has been elusive as marketers struggle to capture the full impact of marketing’s contribution.

Marketing 117

Marketing Media Acquisition Sales Leadership 117