June 27, 2014 at 6:45 AM
For most sales professionals, the midpoint of the sales year is approaching. You track your sales numbers regularly. But the midpoint of the year is a good barometer on whether you will make your number. If you are behind, what can be done to close out the year strong? If you are ahead, what do you need to do to stay on course? For many comes the resounding question:
“Do I need to change how I am selling?”
May 3, 2014 at 6:45 AM
You just heard that your largest opportunity signed a multi-year deal with your competitor. That deal should’ve been yours. It was the difference between making your number or missing it. And you missed it.
March 23, 2014 at 6:45 AM
Most sales professionals have relied for too long on Marketing to provide leads. In addition they complain the leads are unqualified and a waste of time. The irony is that most sales professionals are not producing their own opportunities. All you have to do is open CRM and pull up the pipeline dashboard. Inspect how many opportunities exist in the pipeline. Sales Managers, there is a way to teach reps to get better leads.
March 15, 2014 at 6:45 AM
You are a progressive Sales VP in a medium size company. You know how hard it is for your reps to prospect today. Targets don’t answer their office phones or open e-mails. You know today’s buyer is time starved and media saturated.
February 4, 2014 at 7:00 AM
ARGH! It’s that time again. There was a change to your territory. Now your manager is in town to spend the next two days with you. After a few slightly awkward sales calls you break for lunch. Just as you bite into your club sandwich, the boss asks a question.
“Do you have a plan for prioritizing your accounts?”
How will you respond? You may already have a target list created by your sales operations department. The problem is they don’t know the details of your territory like you do. In fact, one of your top 5 just went out of business! The list provided is good directionally, but you know it can be better.
Want to know the answer to your manager’s question before they ask?
Download the Ultimate Lead List Calculator to prioritize your accounts for success.
January 13, 2014 at 7:00 AM
“The only thing that is constant is change.” – Heraclitus
The beginning of the year can be filled with challenges, such as:
- Getting back to work after the holidays
- Preparing for the BIG kickoff meetings
- New products or services in your portfolio
- Changes in personnel
- A higher sales number to hit
As a sales representative these are a few of the hurdles you may face. One of the most dreaded can be a change to your territory. You may need to call on customers and prospects in unfamiliar areas. You may have lost some or all of your pipeline. To make your number you must be able to answer a key question.
“Where should my focus be in my new territory?
Follow the 4 steps and use the Agile Territory Planner to become the master of your domain.
Step 1. Discovery
Information about your new territory is usually available to help you ramp quickly. Don’t recreate the wheel when you have resources to help. Start with the following actions:
September 17, 2013 at 7:00 AM
August 20, 2013 at 7:00 AM
August 18, 2013 at 7:00 AM
The ability to prospect.
These muscles have been dormant for years. As a VP of Sales, you keep asking yourself “how do I get more leads for my team?” You are frustrated. Marketing is tired of taking the blame. Your boss is tired of hearing it. Your best reps are irritated. You tell your peers all the time, “if only we could get more at bats”. As a sales leader, you need a richer pipeline. You need to make the number now.
August 14, 2013 at 7:00 AM
It’s getting harder for your sales reps to get at bats these days. It didn’t used to be that way. Not long ago, you could cold call and email your way to appointments. Now, it seems you have to fight to get into every deal. As a result, your sales team is missing out on revenue opportunities. Signs this is happening to you are:
- Customers and prospects are declining meeting requests
- You get RFPs from prospects you haven’t been talking to
- Competitors are beating your sales team consistently
- You find out about deals after the fact
You’re the CEO sitting in your office asking: What caused this?