Partners in Excellence

MAY 6, 2021

He asked me a fascinating question, “Why don’t managers have a development plan or roadmap for developing the capabilities and performance of their people?” Very few managers sit down with their people and develop a plan to help them learn, grow, and contribute at higher levels. We looked at what we had missed.

Territory 164

Territory Growth Pipeline Process 164

SaaStr

FEBRUARY 20, 2024

Together they share the high-velocity techniques they use to maximize sales, including: Sell to SMBs Use round-robin to assign accounts, but you’re not sure if it’s optimal Are stuck in a world of geographic territories Spend a lot of time manually building territories Gusto thinks of the rev ops capability as the brain center and engine builder.

Go To Market 83

Go To Market Territory Technique A/B testing 83

Veloxy

FEBRUARY 28, 2022

Since the introduction of the smartphone, field reps have done a good job managing their records and appointments across multiple apps or by using more traditional, manual methods. Google Maps is great for personal use. What would it mean to you if you could integrate Google Maps or Waze with Salesforce or another CRM?

Territory 221

Territory Gambling Commission Quota 221

Martech

MARCH 27, 2024

The systems they use to manage customers, fill their pipelines and generate new revenues are often outdated, incorrect and missing information. It doesn’t have to be a tech person or a database expert. This person is the go-to person for any data entering or exiting the database. They’ll admit that.

Territory 117

Territory CRM Manufacturing Pipeline 117

Partners in Excellence

MARCH 5, 2024

Some have run multi-billion sales organizations and companies, some are managing their own territories selling millions a year. As one person said, “Selling completes me… ” And this is what I think so many others miss about selling. They come from all parts of the world. We focus too much on shortcuts, hacks.

Territory 117

Territory Sports Technique Represent 117

Veloxy

AUGUST 17, 2022

Other tools are more specialized, such as gamification, customer experience management, and lead prioritization. You can prioritize by lead score, territory, or you can block their data automation from entire accounts. Like Veloxy, they offer a 5-star Salesforce user experience due to outstanding time savings and an easier sales life.

Appointment 147

Appointment Territory Cross-sell Contract 147

STAR Results

MAY 31, 2021

Without a clear process, your sales managers will each adopt their own approach and ultimately achieve sub-optimal results. Systematic: Companies/sales managers that have well-defined steps to follow when choosing candidates will get better results. After each behavioral interview, the sales manager should rate each candidate.

Territory 274

Territory Sales Relationship building Account management 274

Salesforce

AUGUST 15, 2023

If creating a sales team is like building a car, then territory management is where the rubber meets the road. But not all territory management is created equal. But first, let’s get clear on what territory management means. Watch the demo What is territory management? Let’s take a look.

Territory 52

Territory Healthcare Quota Pipeline 52

SaaStr

NOVEMBER 3, 2023

The Advantages of Selling In-Person vs. Remote In the early days at Brex, they measured conversion rates of whether a client received an on-site visit or not. The ones they met in person closed at a 3x rate. You have food purveyors, knife sharpeners, and people who work together in person. and across the globe.

Growth 76

Growth Territory Referrals Customers 76

Salesforce

FEBRUARY 16, 2024

Learn more What is sales commission? Sales commission is the additional money reps earn on top of a base salary for achieving specific goals. Indicate level of success : Earning substantial commissions can be a visible indicator of success in sales. Additionally, top earners get bragging rights and peer recognition.

Commission 104

Commission Territory Quota Drivers/motivators 104

Iannarino

JULY 31, 2021

Grove introduced OKRs in his book High Output Management , outlining his approach to getting the right things done and continually improving results. The key results here are in line with a territory and account plan, counting both opportunities from new and existing clients (one of the keys to creating high growth).

Objectives and Key Results 343

Objectives and Key Results Contract Sales Clients 343

Sales Hacker

FEBRUARY 6, 2023

When the plan is in alignment with execution, your territories remain optimized and sellers are focused on the best opportunities. Likewise, you can accurately calculate ramp for a new hire so that you keep expectations realistic for that person as well as for your revenue goals. What is the holdout for that sales rep?

GTM 84

GTM Territory Commission Strategize 84

Partners in Excellence

FEBRUARY 8, 2022

” There are surveys asking for the one area sales managers should focus on. There are surveys for sellers covering things like prospecting, pipeline management, closing, sales process. There are surveys for sellers covering things like prospecting, pipeline management, closing, sales process. We have to do the whole job.

Territory 102

Territory Legal Contract Pipeline 102

Salesforce

JANUARY 17, 2024

See why the future of insurance is AI Learn how AI can drive efficiency and personalization in insurance. It ensures a thoughtful experience by recalling Natalie’s journey and providing tailored guidance and reduced friction, while also helping agents know when to prioritize her for personal follow-up.

Drivers/motivators 116

Drivers/motivators Trust Territory Technology 116

Partners in Excellence

AUGUST 10, 2023

There are lots of great books (including Sales Manager Survival Guide), there are a lot of great training programs (including those we offer), but somehow managers continue to struggle in both finding the time to coach and coaching in high impact ways. Their own managers aren’t great role models, as coaches.

Territory 62

Territory High impact Pipeline Strategize 62

Salesforce

SEPTEMBER 21, 2021

To help clients navigate this new sales world, they turned to Bryan Berumen , managing director at Accenture and an 18-year veteran of the technology consulting firm, to build a new solution and bring it to market. Bryan Berumen, managing director, Accenture. This is a sponsored post produced in collaboration with Accenture.

B2B 96

B2B Territory Manufacturing Sales 96

Partners in Excellence

JANUARY 15, 2021

She said, “Dave, it seems the only way to advance in my sales career is to be a manager. I’m not sure I want to be a manager—but I still want to advance in my career… ” She’s focused on a critical issue too few leaders pay attention to. Not everyone wants to be or should be a manager.

Territory 88

Territory Up-sell Strategize Start-ups 88

Understanding the Sales Force

MARCH 13, 2024

Personally, I substitute Baseball for the middle topic because college baseball is in full swing and we’ve been traveling to watch our son, a college senior, play college baseball. Lately, when I talk with people, the most popular topics for discussion are Politics, March Madness, and the movies and TV shows they are streaming.

Manufacturing 77

Manufacturing Territory Price Finance 77

Partners in Excellence

FEBRUARY 17, 2020

Let’s also manage two sales people. Sales person 1 has a quota of $10M, she makes it by selling a balance of products A and B. Sales person 2 has the same quota but makes it just by selling his favorite product, product line A. Which sales person has done a better job? They hit their goals of $10M each!”

Territory 95

Territory Quota Growth Strategize 95

Veloxy

JANUARY 30, 2024

One of the biggest roadblocks you might face is figuring out how to find someone’s phone number, especially when you’re in unfamiliar territory. This information is often linked to the same profile or account, making managing your communication channels easier. Luckily, there are tools out there that can help.

Legal 130

Legal Contact Technique Prospecting 130

Sales Hacker

JANUARY 20, 2022

For frontline sales managers, attributes like competency, quality of work, ease of execution, and length of contribution indicate reps’ overall job success, but you can’t rely on those inputs to tell you if they are personally satisfied. Too often, sales managers conduct “drive-by” 1:1s. The problem?

Territory 99

Territory Sales Finance Drivers/motivators 99

Partners in Excellence

NOVEMBER 3, 2020

We have all sorts of pipeline metrics, activity metrics, prospecting metrics, account, territory, retention, renewal, mix, margin, and endless other metrics. Let’s imagine we have two sales people with very similar territories. 85% of managers I pose this scenario to, roll their eyes. Jim’s a terrible sales person.

SQL 111

SQL Territory Pipeline Quota 111

Partners in Excellence

AUGUST 11, 2020

As we reviewed what the sales people were doing, we found the same thing their managers had found. It turned out, the structure and the territory assignments of the sales people in these organizations, was a problem. Each sales person, had about 1000 customers in their territories.

Territory 91

Territory Cross-sell Pipeline Inside sales 91

Partners in Excellence

DECEMBER 1, 2020

One of the managers on the call told this story, “I went to the university and got all sorts of training that was very powerful (he was getting a degree in computer science), the problem was, I had a lot of knowledge, but it didn’t help me much in doing my job. Related Posts: What If Sales Enablement Is A "Rotational Assignment?"

Territory 88

Territory Account management Sales Process 88

Partners in Excellence

JULY 3, 2020

Proudly, they said they were data driven and bragged about the dashboards they used to manage the business. I looked at the dashboards, at first glance, I was impressed–tracking pipeline, tasks, lead disposition, prospecting, mix, accounts, perormance by sales person, and more. Then I started looking more deeply.

Territory 166

Territory Pipeline Closing Prospecting 166

Partners in Excellence

AUGUST 19, 2020

Our jobs, as sales people and managers, are complex and multifaceted. Or, as managers, we get consumed with the business management aspect of our jobs, spending all our time analyzing data and reports, trying to discern what’s going on and what to do about it. Many avoid prospecting.

Territory 73

Territory Pipeline Strategic planning Account management 73

Partners in Excellence

MARCH 25, 2020

Over the past few weeks, I’ve had hundreds of calls and emails from sales managers struggling to figure things out. I have thought a lot about how I can best help sales managers step up their game in these difficult times. We are facing a global health and economic crisis few have ever experienced before.

Territory 111

Territory Sales Gaming Price 111

Partners in Excellence

MAY 10, 2021

consulting on a wide range of issues/challenges, the thing that is the most fun and creative is selling (and working with sales people and managers). I loved being a sales person. I had teams and managers helping me, but fundamentally it was my job to figure it out. It is like being president of my own little company/territory.

Sell 91

Sell Territory Quota Up-sell 91

SaaStr

JULY 21, 2022

Reaching unicorn status is nice validation, but the luster fades when founders can’t navigate the hidden challenges that come with uncharted territory. They’ll take you through their own personal experiences, from creating a scalable product strategy to building an enduring company that puts people and purpose before profit.

GTM 99

GTM Territory Price Growth 99

SaaStr

MARCH 22, 2024

After switching to SaaS, she started as an SMB sales leader with no prior management or SMB sales experience. No matter how large your team gets, you’re still only one person with one set of eyes and ears. Sales is highly strategic, and the best reps and teams are really the CEO of their territory.

Finance 94

Finance Territory Quota Presentation 94

Sales Hacker

JUNE 15, 2023

Ideally, you choose the rep best suited for each particular lead, usually based on territory, deal size, or industry. It’s critical to be able to respond quickly in lead management. Incorporate lead decay or time-based routing into your lead management strategy. I’ll start with the basics. What is dynamic lead routing?

Territory 73

Territory Represent Follow-up Campaign 73

Gong.io

MARCH 30, 2020

Why is it important to create balanced sales territories? Create a psychologically safe environment to help your reps manage anxiety and stress. Well-designed territories help create an equal footing for your reps. Clear communication and expectations are critical for managing remote teams. Key Points to Remember.

Territory 62

Territory Sales Appointment Manufacturing 62

Partners in Excellence

JUNE 29, 2020

You’ve moved from being an individual contributor to managing a team. How do you transition from being a great sales person into being a great sales manager. The job of sales manager is different. Our personal ability to successfully manage and close deals made us successful as individual contributors.

Promote 94

Promote Territory Sales Closing 94

Hubspot

NOVEMBER 20, 2023

That’s why branching into new territory is more important than ever. Imagine you are the founder and manager of a company that once sold project management software to IT companies, but now, you’re expanding your focus to marketing agencies — specifically catering to internal marketing teams. Don’t worry.

Sell 73

Sell Territory Niche Up-sell 73

Partners in Excellence

AUGUST 19, 2019

There’s a lot of discussion about how important it is for sales people to “build their personal brands.” But what does it mean to build our personal brands? I wonder what an individual sale’s person’s personal brand means to customers. ” It’s our customers, prospects, colleagues.

Territory 62

Territory Represent Networking Referrals 62

Women Sales Pros

JANUARY 24, 2020

JUST LUCKY – I just got lucky [with my territory] [with a lead] [with timing] last time but I’m surely going to fail this quarter. These haters, always looking for an external source, cause, territory or vertical to blame, are never far away. We need to make these safe topics for girls and women of all ages to discuss.

Territory 147

Territory Non-Profits Promote Quota 147

Salesforce

JUNE 27, 2023

Just like with any sale, you’ll create a territory plan, hunt down targets, qualify prospects, and advance opportunities to close. Create a territory plan: Identify your top 10 dream companies A dream job is fulfilling and meaningful because it aligns with your values and goals. If you can’t find the hiring manager, no worries.

Territory 52

Territory Sales Up-sell Closing 52