OnStrategyHQ

DECEMBER 20, 2023

But, move at a pace that works best for you and your team and leverage this as a resource. Questions to Ask: Who is on your Planning Team? Outcome: Planning team members are informed of their roles and responsibilities. Free Strategic Planning Guide What is Strategic Planning? A strategic planning schedule is established.

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Insightly

JULY 31, 2023

We’ll also share tips for guiding your selection team through the evaluation process. CRM software can automate repetitive administrative tasks like audience segmentation, email follow-ups, invoicing, and more — saving time and making your sales processes more efficient. More sales revenue. Let’s dig in! Higher retention rates.

CRM 52

CRM Software Software Decision-making 52

Miller Heiman Group

JUNE 30, 2020

In normal times, sales managers carry the heavy weight of many responsibilities, including coaching their sales team, ensuring a positive customer experience and improving financial results. If before we thought that sales managers were running on sand rather than on pavement , they’re now treading quicksand.

Prioritization 78

Prioritization Sales Management Account Planning Account Management 78

SBI Growth

DECEMBER 10, 2013

At this point, your 2013 sales number is essentially decided. Do you have the team you need to have a successful Q1? It is very possible that those reasons lie within the team you have assembled. Chances are, there are unfortunately some weak links in your team. Has my team evolved with the new buyer?

Sales 120

Sales Decision-making Meetings Organization 120

SBI Growth

OCTOBER 15, 2013

This post answers the most persistent question facing HR leaders who support Sales organizations. “ How can HR help Sales Make the Number? ”. I also offer the Agile HR Leader’s Scorecard. It’s a convenient tool to assess HR’s support for sales. How Sales Support Becomes Agile. In a word, become more Agile.

Sales 121

Sales Media CRM Leadership 121

Hubspot Sales

SEPTEMBER 19, 2019

We're talking about the dreaded performance review. While not exactly fun – and oftentimes stressful – performance reviews are among the most underused levers for affecting behavior in your organization. Featured Resource: Performance Review Template. Review your company's performance review policies.

Performance Review 93

Performance Review Meetings Organization Profitability 93

SBI Growth

JUNE 26, 2013

The average tenure of a B2B Sales VP is about 18 months. That means roughly one-half of B2B sales VP’s last less than 18 months. Today''s post provides ways sales operations can deliver value quickly to a new sales VP. Here''s part of the dialog from a recent call with a sales operations leader. replies Dave. “OK,

Sales 127

Sales CRM B2B Onboarding 127

OnStrategyHQ

DECEMBER 21, 2023

Assess organizational performance or employee skills and training. Gap Analysis Defined: What is a gap analysis? A gap analysis examines the key gaps in your organization’s current state – like capability , resources , or talent – that you need to overcome to achieve your desired future state.

Software 52

Software Software Construction Organization 52

SBI Growth

AUGUST 22, 2013

Some sales candidates look great during the hiring process. They wow the interviewers, but mysteriously fail to perform after onboarding. HR has worked hard to find capable talent, and Sales has committed time and money to ramp the new hire. If you’re a Sales or HR leader, this may be happening all too often.

Onboarding 120

Onboarding Decision-making Construction Internet 120

SBI

AUGUST 23, 2021

Bigtincan (ASX:BTH), the global leader in Sales Enablement automation, announced it has entered into a binding agreement to acquire 100% of Brainshark, Inc. Combining Brainshark with Bigtincan’s Sales Enablement platform will be transformative for customers and their customer-facing teams. Waltham, MA – August 23, 2021.

Co-Creation 55

Co-Creation Acquisition Financial Services Onboarding 55

ClearPoint Strategy

JUNE 28, 2021

Not only is the OKR framework an excellent way for all types of organizations—both profit and nonprofit—to stay focused on achieving their goals, but it also offers a way to align the activities of individuals and teams so that everyone is working in tandem. Then, keep reading for some insights about how best to track your performance.

Government 69

Government Healthcare Profitability Acquisition 69

SBI Growth

AUGUST 11, 2012

The Olympics, just like sales organizations, are full of incredible successes, as well as unparalleled shortcomings. Don’t be caught standing on the wrong podium, VP of Sales. Get access to cutting-edge advice on how to hit your sales targets with the Make the Number Program (click this link). Step 1 - Assess Your Sales Talent.

Management 102

Management Decision-making Acquisition Organization 102

SBI Growth

NOVEMBER 9, 2012

The 2013 Number came back from the Board for the VP of Sales. Regional Sales Leaders? VP of Sales Operations? If you answered anything other than #4 , revisit the value your Sales Operations Leader is providing. If you have a world class Sales Ops Leader, you’ll know that this is your first and best resource.

Sales 121

Sales CRM Organization Management 121

ClearPoint Strategy

JUNE 28, 2021

Not only is the OKR framework an excellent way for all types of organizations—both profit and nonprofit—to stay focused on achieving their goals, but it also offers a way to align the activities of individuals and teams so that everyone is working in tandem. Then, keep reading for some insights about how best to track your performance.

Government 52

Government Healthcare Profitability Acquisition 52

SBI Growth

JANUARY 2, 2013

Another year has gone by, and you fell short on your sales number. Talent Assessment of Sales Leadership and Sales Reps. Talent Assessment of Sales Leadership and Sales Reps. The question to ask yourself is: Was the team good enough? Start the year with a formal assessment of the entire team.

Sales Leadership 107

Sales Leadership Decision-making Sales Leadership 107

SBI Growth

OCTOBER 20, 2013

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.” During that time, we have insisted on the ‘Topgrading for Sales’ method of hiring.

Construction 115

Construction Sales Leadership Decision-making Onboarding 115

SBI Growth

OCTOBER 16, 2012

If the CEO fired your SVP of Sales tomorrow, would you get the job? If you want a quick way to find out if you possess the skills to beat your internal peers for the SVP Sales job click here to attend one of our no-cost Make The Number session and get a copy of the SVP Sales Readiness Assessment. Why do you care?

Stakeholders 115

Stakeholders Sales Leadership Management 115

SBI Growth

JANUARY 12, 2013

As the head of sales you can become overwhelmed with technology options. We will discuss how your sales organization can prepare to utilize technology effectively. Many sales organizations are using new technology to automate broken processes. They had 27% quota attainment within their sales force.

CRM 134

CRM Sales Leadership Stakeholders 134

SBI Growth

MARCH 20, 2013

Bradford Smart and Greg Alexander wrote a book called Top-Grading for Sales: World-Class Methods to Interview, Hire, and Coach Top Sales Representatives. Its goal was to help sales leaders cut through garbage and target true ‘A’ Players. 2) Request to see the W2s of their top 2 and bottom 2 performers. This takes moxie.

Sales 110

Sales Management Organization Meetings 110

Xant

MAY 20, 2021

Sales is going through a transformation. We create similar guided experiences for our customers on Playbooks , and we do it in ways that are unique for sales engagement. Sales engagement is somewhat of a commodity. We always say that, but it’s always true. The way we use data, though, is reshaping our experiences in a big way.

CRM 77

CRM Prioritization Digitalization Facilitation 77

SBI Growth

APRIL 21, 2013

A good VP of Sales knows their top performers. But when we ask, "How do you determine performance, besides quota attainmnent?" Quota attainmnet is a good starting point for talent assessment. Listed below are three examples of pseudo top-performers, and how to determine if your “A” Player is one. The Turf Bully.

Profitability 121

Profitability CRM Organization Sales 121

SBI Growth

NOVEMBER 27, 2012

As the Sales Leader, you have high expectations for Marketing to deliver. Don’t get stuck with a team incapable of leveraging the tools of Sales 2.0. See how you’re doing – take the "lite” AE Leveraging Assessment from our Make The Number event here. Each member of your Sales Team can develop a personal brand.

Media 123

Media B2B Organization Marketing 123

SBI Growth

OCTOBER 5, 2012

This post is for Small Company CSOs and VPs of Sales. Despite this luxury, the small company sales compensation plan is usually left on the backburner. To drive the right behavior and hit your targets, your sales compensation must evolve at the same pace as your company. Are you clinging to a legacy Sales Compensation model?

Internet 102

Internet Acquisition Small Business Account Management 102

Xant

MAY 20, 2021

Sales is going through a transformation. We create similar guided experiences for our customers on Playbooks , and we do it in ways that are unique for sales engagement. Sales engagement is somewhat of a commodity. We always say that, but it’s always true. The way we use data, though, is reshaping our experiences in a big way.

CRM 52

CRM Prioritization Digitalization Facilitation 52

ClearPoint Strategy

JULY 7, 2021

If there is one phrase that represents both enormous potential and challenges to organizations today, it is big data. We have more and more data available to us every day and many companies are stymied by the sheer volume of managing it. And yet data-driven decision making is more important than ever. Click To Tweet. In this article.

Organization 98

Organization Healthcare Decision-making Government 98

SmartKarrot

JUNE 17, 2022

Role: Director, Customer Success Location: Remote, United States Organization: Castlight Health As a Director of Customer Success, you will support the professional development of a team of Customer Success Managers. Work cross-functionally internally to advocate for the customer success team and your customer’s needs.

Customer Success 19

Customer Success Account Growth Stakeholders Onboarding 19

SmartKarrot

FEBRUARY 9, 2023

Role: Head of Customer Success Location: San Francisco, CA, United States Organization: Ikigai As the Head of Customer Success, you’ll manage the onboarding of new clients and ensure a smooth transition from sales. Manage, assess, and enhance the tools, communications, and procedures supporting customer teams.

Customer Success 19

Customer Success Onboarding Customer Experience Finance 19

ClearPoint Strategy

JANUARY 20, 2021

The process of performing a strategic analysis is what adds context to quantitative data. You’ll know you’re performing a strategic analysis if you are: Focusing on high-level strategy. If you’re prioritizing operations, sales, marketing, or any other function, organization-wide strategic analysis won’t happen.

Decision-making 40

Decision-making Software Software Government 40

ClearPoint Strategy

JULY 7, 2021

If there is one phrase that represents both enormous potential and challenges to organizations today, it is big data. We have more and more data available to us every day and many companies are stymied by the sheer volume of managing it. And yet data-driven decision making is more important than ever. Click To Tweet. In this article.

Organization 52

Organization Healthcare Decision-making Government 52

SmartKarrot

APRIL 21, 2021

Role: Director of Customer Success Location: Remote, Greenville, SC, US Organization: CIMcloud by Website Pipeline As a Director of Customer Success, you will set the vision for Customer Operations and motivate a team of high performers to achieve their goals. Recruit, develop and lead a high-performing team.

Customer Success 10

Customer Success Negotiation Leadership Account Planning 10

SalesGlobe

MARCH 8, 2023

Mark Donnolo Welcome to The Rethink Sales Podcast, I’m Mark Donnolo. Mark Donnolo And Michelle, today we’re going to be talking about a really cool topic, one of my favorites, which is ROSI Return On Sales Investment. Mark Donnolo That’s right, Roberto Mallmann and Zach Rosenblum on our team. So, Zach, welcome.

Sales 52

Sales Marketing Decision-making Organization 52

Red Star Kim

FEBRUARY 28, 2023

Manage and grow your private client practice – Recruitment, Performance, Segmentation and ROI. Recruitment Many delegates reported that a core challenge for their private client team was recruitment. Recruitment Many delegates reported that a core challenge for their private client team was recruitment.

Emotional Intelligence 130

Emotional Intelligence Management Business Planning Value Proposition 130

ClearPoint Strategy

NOVEMBER 2, 2021

Balanced Scorecard. The Balanced Scorecard is a strategy management framework created by Drs. There are many ways you can create a Balanced Scorecard, including using a program like Excel , Google Sheets, or PowerPoint or using reporting software. See Also: A Full & Exhaustive Balanced Scorecard Example.

Stakeholders 145

Stakeholders Software Software Organization 145

SmartKarrot

SEPTEMBER 23, 2022

An assessment of this nature should not be viewed as a hurried response to anything you do. The foundation of your customer health score is determined by the objective your team is aiming for using the customer success health score. It involves creating a detailed picture of your customers’ interactions with your company.

Customer Success 10

Customer Success Finance Prioritization Decision-making 10

SmartKarrot

SEPTEMBER 23, 2022

An assessment of this nature should not be viewed as a hurried response to anything you do. The foundation of your customer health score is determined by the objective your team is aiming for using the customer success health score. It involves creating a detailed picture of your customers’ interactions with your company.

Customer Success 10

Customer Success Finance Prioritization Decision-making 10

Openview

OCTOBER 5, 2018

One of the biggest challenges for any scaling company is to bring a new sales rep up to speed quickly. While building a strong onboarding program that includes knowledge acquisition and skill development is key to sales ramp, it’s only part of the process. Measuring performance and progress throughout this period is also critical.

Onboarding 104

Onboarding Sales Acquisition Decision-making 104

ClearPoint Strategy

JANUARY 14, 2021

Balanced Scorecard. Step 1: Gather your team and create a timeline. and requested that you “make a strategic plan and then report back to the leadership team when you’re done”—stop right where you are. You’ve likely heard that nine out of 10 organizations fail to execute their strategies. The natural question, then, is why ?

Leadership 52

Leadership Decision-making Organization Meetings 52