SBI Growth

AUGUST 15, 2012

He then performs ride-alongs with multiple sales representatives to observe the buyers in action. He validates his findings with quick 5-min calls to sales managers and reps. Brutus can then build a financial model to determine the most efficient and effective way to cover the marketplace and make the number in 2013.

Transportation 97

Transportation Sales Marketing Organization 97

SBI Growth

SEPTEMBER 2, 2012

In fact, when asking Sales Operations Leaders what qualitative data they had gathered, here are their responses: Conducted internal win/loss debrief on large opportunities. Interviewed VP of Sales, Product Leaders, and Sales Manager to understand what they were seeing in the market. Author: Joshua Meeks.

Decision-making 107

Decision-making Sales CRM Software 107

Jeffrey Gitomer

JUNE 11, 2013

The post Jeffrey Gitomer – Named one of the Top Sales & Marketing Influencers for 2013 appeared first on Jeffrey Gitomer’s Sales Blog. Sales Sales Management Success Jeffrey Gitomer Sales Training sales sales blog sales training sales training program top sales trainer'

Marketing 78

Marketing Sales Training Sales Sales Management 78

SBI Growth

OCTOBER 31, 2012

He had only been VP of Sales for 6 months. He rose from junior sales associate to become his division’s top rep. Then, as sales manager, he turned around a struggling team. In Robert’s company, Sales VPs reported to the CSO. Ops managers insisted on “helping” interview prospective sales reps.

Negotiation 113

Negotiation Shareholders Business Services Decision-making 113

SBI Growth

NOVEMBER 3, 2012

One of the biggest problems a VP of Sales faces is prioritization. Prioritization through 3 lenses: What sales productivity problems should you fix in 2013? This post is written for the VP of Sales trying to determine which sales productivity problem to prioritize and which ones to ignore. H ow to Sequence.

Prioritization 113

Prioritization Sales Training Sales Management Management 113

SBI Growth

NOVEMBER 14, 2012

66% of Sales Reps believe that increasing the time invested by sales managers would help to increase their sales. Don’t wait for your manager to come to you. You’re at a point in the year where you are discussing 2013. Your manager obviously wants you to succeed and hit these numbers.

Interpersonal Skills 120

Interpersonal Skills Negotiation Sales Decision-making 120

SBI Growth

MARCH 22, 2013

In particular, the front-line Sales Manager - a critical role responsible for marshaling a team of revenue makers. This post includes a downloadable Sales Leader Curriculum. This tool is perfect for HR Business Partners who serve the Sales function. It will help to prevent vacant Sales Management positions.

Sales Leadership 124

Sales Leadership Leadership Sales Sales Management 124

SBI Growth

DECEMBER 4, 2012

A post for Sales and HR leaders to ensure success of 2013’s Sales compensation plan. Fast forward to April of 2013. A Chief Sales Officer is meeting with Sales VPs and the VP of Sales Operations. They are trying to decide between keeping and scrapping the recently-implemented Sales Comp Plans.

Sales 117

Sales Communication Prioritization Construction 117

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. Won deals in half the time.

Banking 126

Banking Sales Financial Services Profitability 126

SBI Growth

JANUARY 2, 2013

But you can excel in 2013 because of your shortcomings in 2012. And with these answers come chances for improvement in 2013. Talent Assessment of Sales Leadership and Sales Reps. Build specific competency and accountability based scorecards for Sales Leadership and Sales Reps. What about a “qualified lead?”

Sales Leadership 107

Sales Leadership Decision-making Sales Leadership 107

SBI Growth

NOVEMBER 22, 2012

The third of four regional stops to nail down 2013 budgets for the Sales EVP and the CFO. You have to deliver this data down to the sales rep level. Then you have to design a plan that reps, managers, directors all follow to maximize the up-side. Heading into 2013, use this information to set quotas. Tell everyone.

Decision-making 115

Decision-making Sales Management Prioritization Meetings 115

SBI Growth

AUGUST 17, 2012

Want to know what marketing leaders are going to do differently in 2013? Register HERE for our 6 th annual research project, Making the Number: How your Peers are Allocating People, Money & Time in 2013. In a recent survey conducted via LinkedIn, we asked marketing leaders around the globe what their focus will be in 2013.

Decision-making 97

Decision-making Marketing Media B2B 97

SBI Growth

SEPTEMBER 14, 2012

HR can help the Sales leader to improve recruiting results and play a vital role in making the sales number in 2013. HR and Sales leaders often fail in the execution of convincing the top talent to make the career move. There is little you can do about personal chemistry between the candidate and the manager.

Value Proposition 125

Value Proposition Sales Leadership B2B 125

SBI Growth

SEPTEMBER 19, 2012

Over 42% of all Sales Managers don’t make their yearly number. A VP of Sales first thought is to terminate those Sales Managers. Who needs a Sales Manager if they can’t make their number?”. You need to ask yourself: How are you measuring your sales managers? Said his former manager.

Sales 123

Sales Sales Management Decision-making Acquisition 123

SBI Growth

SEPTEMBER 5, 2012

Help the sales leader identify any reps that are at risk of leaving. This should actually be an ongoing task of the HR leader to have frequent discussions with Sales Directors and Sales Managers to keep pulse on which Reps may be at risk for leaving. Has any documented issues of “disconnect” with sales management.

Sales 115

Sales Sales Leadership Sales Management Leadership 115

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. Or at least a few of them.

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 20, 2012

Congratulations, your organization is launching a new product in 2013! As the leader of sales operations, I am sure you are working on: Updating CRM systems with new product information. Revising or building a new sales process to enable sales reps. Determine Sales Expectations. Average Sales Cycle.

Account Management 97

Account Management Sales Organization CRM 97

SBI Growth

OCTOBER 4, 2013

The review presents findings from SBI’s market research in 2013. As a sales rep, it’s important to understand how upper management views quota setting. Top-Down Quota Setting: Metrics that mean the most to Upper Management and Owners. These include Territory Vacancy Rate and Talent Level (sales rep).

Sales 122

Sales Account Planning Sales Management Marketing 122

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 Sales Management 130

Jeffrey Gitomer

MAY 16, 2013

Tweet REALITY QUESTION FOR SALES MANAGERS: Why would you, as a leader, take an improving salesperson who is having the best year of their career, and tell him or her they’re “not making enough calls”? You’re a micro manager with little or no current sales talent yourself. Successful sales leaders….

Sales Leadership 104

Sales Leadership Leadership Sales e-Learning 104

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. Make sure you understand how it will affect your team’s managers and sales reps. Do you have enough sales people to cover the new quota? It was much higher than you planned. Don’t Panic.

Negotiation 118

Negotiation Brainstorming Decision-making Sales Management 118

QYMATIX

MARCH 31, 2025

may be thousands of years old, but it gets to the heart of what sales managers need to pay attention to today. I first noticed this trend in 2013 when I founded Qymatix. With the right AI tools, analysis times can be drastically reduced, better decisions can be made, and sales teams can be relieved. Talk to your team.

Software 40

Software Software B2B Decision-making 40

SBI Growth

JULY 13, 2013

Dave was promoted to be Acme’s VP of Sales for the Americas. He did it as a District Sales Manager. Dave became VP of Sales for the Americas. Dave became VP of Sales for the Americas. In the first 6 months he: Did monthly pipeline reviews with every sales manager. The EVP of WW Sales was disappointed.

Decision-making 124

Decision-making B2B Sales Leadership Sales Management 124

SBI Growth

SEPTEMBER 22, 2013

You’re completing 2013 and building your marketing strategy for 2014. Maybe you are supporting sales with a CRM implementation, linking your marketing collateral into each phase. Stop kidding yourself when you say you involved the sales team. Asking a couple of sales reps does not constitute understanding the buyer.

Decision-making 126

Decision-making Key Account Management Leadership Communication 126

SBI Growth

OCTOBER 2, 2012

Here is their success story and an invitation to learn more best practices from SBI's “ Make the Number 2013 Tour.”. As the strategic HR partner to multiple sales leaders, Steve is responsible for recruiting and retaining top talent. Together, they assessed Cincom’s people to identify traits of successful sales reps.

Decision-making 122

Decision-making Construction Account Management Management 122

SBI Growth

OCTOBER 22, 2012

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. His tool on measuring sales management impact can help you figure out where you stand. Question 3: Are you making your number? Where do You Stand? Author: Tony Albachiara.

Decision-making 126

Decision-making Meetings Sales Management Management 126

Jeffrey Gitomer

JUNE 12, 2013

Related Stories Jeffrey Gitomer | Live in Orlando See Jeffrey Gitomer LIVE in Greeneville, TN | Wednesday, June 19, 2013 Jeffrey Gitomer – Named one of the Top Sales & Marketing Influencers for 2013.

Sales Training 62

Sales Training Sales Management Management Marketing 62

Zendesk

JANUARY 24, 2022

But before they can even get to that point, they need to make their biggest sale ever: themselves. When you’re applying for a sales job, you’re essentially selling your value to a hiring manager. The hiring process is almost like a “sales funnel” if you think about the application stage through the onboarding stage.

Sales 98

Sales Acquisition Sales Management Leadership 98

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. Half way through the year, she was 90% to goal.

Sales Training 117

Sales Training CRM B2B Organization 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 the Problem.

Marketing 120

Marketing Sales B2B Meetings 120

SBI Growth

AUGUST 31, 2013

Modified the sales compensation and quotas. Revised sales territories. Shifted around Sales Managers. That was a common vision for the sales team. Hank had analyzed exit interviews and the performance management data. Hank proposed that Dani work on a common vision for the sales force.

Transportation 124

Transportation Sales Suppliers Decision-making 124

SBI Growth

SEPTEMBER 1, 2012

Get your best sales reps and managers involved during the design of the process. Have the Sales Managers train the reps. Have L&D sit in the back of the room and get your manager up on stage. If you had to train your managers, wouldn’t you know the process cold? Train Change Management.

Sales 107

Sales Construction Negotiation Decision-making 107

SBI Growth

DECEMBER 22, 2012

This post will show how to use LinkedIn for some free sales recruiting sources. Since the world didn’t end, you still need to recruit Sales personnel. Q1 of 2013 is a busy time to refill empty Sales territories. Sales leaders want replacement Reps FAST. Not all Sales teams have followed this advice, however.

Sales 110

Sales Organization Sales Management Management 110

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. It features his renowned seminars on leadership, sales, and management effectiveness. Companies spent approximately $2.2B 7) Mike Weinberg.

Sales Training 112

Sales Training Sales Publishing Co-Creation 112

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

QYMATIX

APRIL 18, 2024

Karlsruhe, Germany – Lucas Pedretti, Managing Director of Qymatix Solutions GmbH, has been booked as an external speaker for eight events organized by the German Association of Technical Wholesalers (VTH). CALCULATE NOW THE ROI OF QYMATIX PREDICTIVE SALES SOFTWARE About Qymatix Solutions GmbH Qymatix is your autopilot for B2B sales.

Artificial Intelligence 52

Artificial Intelligence Sales Analytics B2B Retail 52