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The beginning of the year in sales always starts with a number. Salesleadership spends a lot of time going through plans, setting quota, preparing for Q1, looking at the pipeline, etc. Everyone is looking forward and the management process on making the number begins. Then it moves to getting to the number.
The sales pipeline is the most important salesmanagement tool there is. The sales pipeline is like the hard drive of a computer. Like your hard drive, if the pipeline gets messed up or filled with crap, everything slows down and in the case of sales that means revenue. Poor salesleadership and management.
They manage to the quotas. They sit next to, talk with and are closer to the sales people than any other person (role) in the company. Salesmanagers are the lynchpins to success in sales organizations. Salesmanagers are the key to a humming sales organization. They distribute the quotas.
Sales people see revenue projection in 4 ways. Forecast – The amount of revenue the organization/management budgeted for and expects to get. Commit – The amount of revenue the sales person tells management they ARE going to get. Expect the forecast. Demand the commit. Coach to the BHAG.
I’m a big fan of training, it’s true that most sales people wing it; they need structure and discipline in how to go about organizing their work. If management can’t be bothered to get their act together, can we really fault sales people/team? Sales structure, systems and discipline can help.
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Leadership Training (2). managingsales (4).
Shitty salesmanagement can kill pipeline movement. As sales leaders, we spend so much of our time evaluating our teams and the individuals on them, we often forget that our s**t can stink too. This is especially true with first line managers. This failure has tremendous impact on revenue.
It’s not uncommon for revenue to slide. It happens to all sales organizations at one time or another. Revenue being down, isn’t the most difficult problem. Knowing why revenue is down and where to look is the biggest challenge. When sales are down there are only 4 levers leadership can pull to improve sales.
Poor Leadership: I believe effective and impactful salesleadership is at an all-time low. Sales leaders have become increasingly prescriptive, hierarchical and micro-managing than ever before. This is a complete salesleadership miss. Most sales people suck. It’s that simple.
Revenue responsibility. Simply put, marketing by definition puts itself closer to revenue by owning inside sales. The more marketers take ownership of revenue in partnership with their sales counterparts, the better. Sales focuses their time only on active, qualified opportunities. Undoubtedly.
Owner-operator MCR has appointed Sameer Mehra as chief revenue officer. The 25-year hospitality veteran leads the company’s revenue and sales team. Sam brings a wealth of experience in revenue and distribution management, e-commerce, strategic partnerships and salesleadership,” said Tyler Morse, chairman/CEO, MCR. “He
One of the most common salesleadership complaints is sales people don’t use the CRM. Getting sales people to use the CRM has been an on going challenge for sales leaders for far too many years. They just end up frustrating the sales people and irritating leadership.
Average Time to Close: How long does it take for a sales rep to close a deal from start to finish? How do average time to close rates compare with quota attainment and overall revenue attainment. Are those with longer sales cycles selling more? The information generated around these 6 stats will change the sales game.
Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Your salesmanagement team must understand your company’s overall goals and structure compensation to align with them. No matter which approach you use, success depends on awareness.
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Leadership Training (2). managingsales (4).
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Leadership Training (2). managingsales (4).
The new SVP Sales, Sales Director, SalesManager or Account Executive is going to kill it, why do we need to talk about them failing? In most b2b sales cases, it’s unrealistic to expect the new SVP of Sales to move the revenue needle in the first 6 months. But what if they don’t crush it?
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Leadership Training (2). managingsales (4).
I believe this is the most poorly managed element of sales organization success. In my 15 years I can count on a single hand the number of sales organizations that had a sales team review process that mapped to the required hard and soft skills to be successful in that companies particular selling role.
In sales your superstar sales guy doesn’t alway make the best sales leader. Sales people need motivation, coaching, and direction. Having shitty salesmanagement in place sucks the life out of any sales organization. Find the best leaders you can and put them over you sales team.
They understand, many times better than the hiring manager, that understanding what the problem is and having a clear understanding of what it is going to take to fix the problem is the only way to ensure the job will get done. “A” Is everyone making quota or a just a few bringing in most of the revenue? A” players dig into the job.
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Leadership Training (2). managingsales (4).
They don’t have a sales culture through out the entire company. They lack salesleadership. They don’t listen to the sales people. Weak sales messaging. They micro manage. Bad talent management. This is one long ass list of ways sales people fail, because of their company.
There is nothing more important than the sales leader when it comes to driving revenue and creating successful sales organizations. Sales teams live and die on the strength and ability of its leaders. There are all types of leadership styles and approaches to motivating and leading teams. The Supporter.
As salesmanagers, it’s our job to coach. Good sales coaching or sales people development starts with observation. Far too often, I see sales leaders reacting to what they see in their people. Increased revenue, better prospecting, improved cold calling, shorter sales cycles, etc.
Great sales leaders let their people do their job. Great salesmanagers don’t yell and scream, threaten or bully their sales people. You’d think this goes without saying, but the old school sales world is still alive and well in too many organizations. It’s sales job to sell.
While you may not control the root cause of a crisis, you can manage your response. You can determine what you believe , and you can manage your reaction. Your plan needs to require massive action in response to the crisis that causes a loss or reduction of sales. You need to make sales. You need to make sales.
According to HSMAI, the certification is tailored for hospitality sales leaders who are proficient in leading high-performing teams, demonstrating overall commercial acumen, applying best practices in hotel sales to drive revenue growth and more.
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Leadership Training (2). managingsales (4).
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Leadership Training (2). managingsales (4).
When we assume the cause of declining revenue is the sales team, we start to fix the sales team. We only want to fix the sales team when we KNOW they are the cause. When revenue is down, the best salesmanagers find the cause and don’t focus on the correlation’s.
Leadership should only be considering scaling if they can no longer grow or they anticipate they will no longer be able to grow in the current environment. (For For the sake of clarity, I’m defining scaling a sales organization as a fundamental restructure to accelerate revenue growth. New Products or Services.
Recently, one of my clients identified an opportunity where restructuring lowered the cost of sales, as they were able to reduce a management layer and increase sales as they segmented the team into two groups, each targeting a different layer of the market. Multiple layers of management can suffocate a sales team.
Their beliefs, their stories, have great explanatory power for modern businesses and sales teams. Why do you read A Sales Guy’s blog? I think because he challenges our thinking and behavior in ways that help to make you better at the arts of selling and salesmanagement. Linkedin @Twitter.
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Leadership Training (2). managingsales (4).
I remember early in my career participating in number of sales contests. One particular manager would create a contest for selling the most of a particular product, or the highest deal value, or the most revenue in a month. Beyond the contest, my manager did something that increased the commitment to the contest.
OTA Insight has appointed Courtney Jones to the salesleadership team as VP, North American enterprise sales. Jones brings more than 25 years of hospitality and hospitality technology sales experience to OTA Insight, with expertise in business development and organizational growth, according to the company.
Almost every plan will have revenue numbers. Some plans will have strategies or initiatives to support their revenue goals. People are to be managed, objectives and goals reached, strategies evaluated, tasks completed, pivots made, and more. A few will have specific tactics and timelines associated with goals.
management asks some questions, challenges a few points and presentation done. Too much is left open, there is little commitment to specific goals and initiatives and it’s hard to understand what the sales rep or manager is going to do the next quarter. Take a look at your quarterly sales business review.
To stop the cycle, sales leaders and the CEO need the discipline to spend Q4 focusing on the team and the organization in addition to Q4 revenue and closing out the year. What will the sales team be responsible for in the coming year including; revenue. revenue growth. margin/margin growth. partnerships.
“It is truly exciting to announce this series of key appointments as new opportunities continue to materialize across all travel segments,” said Cheryl Williams, chief revenue officer, Preferred Travel Group. Most recently, she headed up strategic communications, brand management and PR for Black Hills Energy.
At the start of each year, sales organizations begin their year with new, larger revenue goals, something that is true whether or not they reached their goals in the prior year. The number one reason sales organizations struggle to reach their goals is a lack of accountability.
The following obstacles to better sales results seem to be prevalent in companies – or pockets within those companies. Outdated Approach : If your approach to sales is from 1988 (or even earlier), it is obsolete and of limited effectiveness. You cannot stand up a sales organization without putting the necessary pieces in place.
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