How do the best sales managers motivate their “A” players while getting remarkable improvements out of everyone else? Sales executive, educator, and entrepreneur Jeff Hoffman shares his secrets to transformative sales management in this free webinar.
Sales Management Secrets
When it comes to managing your sales team effectively, you have a tricky balance to maintain. You obviously need to focus on retaining and getting the most out of your all-star “A” players, but you also have to put considerable effort into improving the rest of your team, not to mention making sure your less-than-steller “C’s” don’t bring down your business.
How can you accomplish it all and transform your team into a well-oiled machine? In this free webinar, sales executive and educator Jeff Hoffman shares his secrets to perfecting your sales management.
You may realize that providing excellent software service offerings is often just as important as the software, itself. But if you’re taking the quick and dirty approach you might be setting yourself up for failure. Professional services expert Ken Lownie highlights the five crucial steps to getting your program off the ground successfully.
In my last post, I shared my thinking about the key characteristics of successful service offerings for expansion-stage software and SaaS companies. This time, I want to talk through the essential ingredients of a successful plan for launching new service offerings after they are designed and developed.
You wouldn’t be the first sales rep to be blinded by the lure of a signed contract, but being able to recognize a poor prospect can save you a big headache.
In retrospect, there are always warning signs. When a deal falls apart or when a prospect proves to be a terrible fit after the paperwork has been signed, you can look back and see that things were wrong all along. In this post at A Sales Guy, Keenan 411 lays out signals that will help you recognize a poor prospect.
Your compensation plan is one of your greatest tools for getting the kinds sales results you want and need to hit your numbers. Here are seven ways to botch it up completely.
If you are building out a new sales team it’s one of the first tough questions you have to address: “What kind of compensation package are we going to put into place?”
There’s no single right answer — every company will discover particular elements that do or don’t work for them. Unfortunately, for far too many companies, however, that discovery process can be long and include a few too many painful hard lessons-learned along the way.
As distractions pile up, it’s easy for sales manager priorities to pull away from what’s truly important – new sales.
How are you going to generate new sales if you’re constantly focused on operations, committee meetings and customer service? A lot of great business falling right in your lap would certainly help, but that seems unlikely. With executive leadership stretching them too thin, it’s impossible for sales manager priorities to remain where they belong, says Mike Weinberg in this post at The New Sales Coach.
Building and developing a lead generation program within a B2B company is critical to scale. But for your lead generation team to really deliver revenue-producing results, that team’s calls need to convert. In the video below, ExactTarget Senior Manager of Sales Development Christy Weymouth reveals three factors that can positively (or negatively) impact your company’s cold call conversion ratio.
By nature, lead generation is a high activity, low yield function.
Reps are often reaching out to prospects who haven’t heard of a business, aren’t aware they could benefit from a particular product or service, or have no interest in listening to a sales pitch. And, needless to say, convincing those people to grant you even 15 seconds of their time can be challenging. Typically, most cold calls end with a response that sound something like, “Umm, yeah, not interested.” Click.
To counter that frequent rejection, some lead generation teams opt for the old “spray-and-pray” prospecting technique, throwing things against the wall and hoping something sticks. But, as ExactTarget’s Christy Weymouth explains in the video below, doing that will ultimately get you nowhere. Instead, the solution to your cold call conversion woes is to encourage your reps to be more strategic about every call they make.
Sales leaders’ and IT buyers’ perceptions of the sales process are often misaligned, which can lead to significant inefficiencies.
A recent OpenView survey of B2B sales people and IT buyers sheds some light on where the discrepancies exist and how to address them.
Implementing a customer success function can result in tremendous value for you and your customers. The only catch? Doing it successfully means teaching your customers to take on something more complicated than learning your software — changing their behavior.
Editor’s note: This is the final post in a three-part series from Jason Whitehead, CEO of Tri Tuns, explaining why and how to build an effective customer success management (CSM) program. Read Part 1 to learn the importance of strong CSM teams and Part 2 to discover how to develop a cohesive customer success strategy.