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Website                         Email                  Phonewww.salesbenchmarkindex.com   info@salesbenchmarkindex.com   1...
Have both commissions and bonuses         in your comp plan                               22
Make sure to have channel-ready Content before      launching a channel enablement program.3
Last year’s revenue production……is an unreliable input into this year’s quota.                                            ...
Convert your ideal customer profile into               buyer personas.5
Keep the lead scoring algorithm                             66
The mosteffective sales    processreinforcement  tool is the   Win/Loss    reviewMore on this including free tools here7
Fill lead development rep positions• BBEFORE filling sales rep positions8
When qualifying a lead…Understand the difference between interest and intent.                                      Click h...
Properly weigh comp plan variables.You are signaling to the field what is important to you                                ...
Prioritize recycled leads over all other              lead sourcesThird time is a charm11                                 ...
Match web form submissions to 3rd            party databases… …to see if they are real.                                   ...
Tie quotas to the potential of a                territory                        Click here for more information about13  ...
Event based sales training Does Not Work                                  1414
New hire time to productivity is most effected by territory composition.                                   1515
Hiring ‘A’ players takes more than a 1hour interview.                       Click here for 10 things to ask yourself      ...
Don’t read any sales best practices writtenpre-internet.They no longer apply.Click here to subscribe to sales blogslike th...
Stop calling inside sales “inside sales”. It is   demeaning and no longer accurate.   Click here for a link to our recent1...
There are 2,000 hours of selling time perrep per year. 50 weeks x 40 hour weeks.                                       1919
Learn More     Contact us to hear the rest of the story...      Email - info@salesbenchmarkindex.com      Phone - 1-888-55...
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Tips For Sales Leaders

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This deck by Sales Benchmark Index is 1 of a 3 part series of Greg Alexander’s 51 tips from the sales consulting industry blog post.

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  • This deck is 1 of a 3 part series of Greg’s 51 tips from the sales consulting industry blog post.Keywords: Talent Management, Sales Training Programs, Sales Consulting, Sales Strategy, Sales Compensation, Sales Force Effectiveness, Channel Management, Sales incentive ideas, sales compensation plans, sales goals, sales force, sales performance, tools, sales tools, sales tips
  • Contact us if you would like to understand how you can leverage benchmarking best practices for talent management.Email - info@salesbenchmarkindex.comPhone - 1-888-556-7338Web: http://www.salesbenchmarkindex.com
  • Transcript of "Tips For Sales Leaders"

    1. 1. Website Email Phonewww.salesbenchmarkindex.com info@salesbenchmarkindex.com 1-888-556-7338Tips for Sales Leaders from the Sales Consulting Industry Part I
    2. 2. Have both commissions and bonuses in your comp plan 22
    3. 3. Make sure to have channel-ready Content before launching a channel enablement program.3
    4. 4. Last year’s revenue production……is an unreliable input into this year’s quota. 44
    5. 5. Convert your ideal customer profile into buyer personas.5
    6. 6. Keep the lead scoring algorithm 66
    7. 7. The mosteffective sales processreinforcement tool is the Win/Loss reviewMore on this including free tools here7
    8. 8. Fill lead development rep positions• BBEFORE filling sales rep positions8
    9. 9. When qualifying a lead…Understand the difference between interest and intent. Click here for more tips 9 9 about lead qualification
    10. 10. Properly weigh comp plan variables.You are signaling to the field what is important to you Click here for tips on how to make your comp plan rock. 1010
    11. 11. Prioritize recycled leads over all other lead sourcesThird time is a charm11 11
    12. 12. Match web form submissions to 3rd party databases… …to see if they are real. 1212
    13. 13. Tie quotas to the potential of a territory Click here for more information about13 how to balance and refine territories 13
    14. 14. Event based sales training Does Not Work 1414
    15. 15. New hire time to productivity is most effected by territory composition. 1515
    16. 16. Hiring ‘A’ players takes more than a 1hour interview. Click here for 10 things to ask yourself before extending your next offer 1616
    17. 17. Don’t read any sales best practices writtenpre-internet.They no longer apply.Click here to subscribe to sales blogslike this one 17 17
    18. 18. Stop calling inside sales “inside sales”. It is demeaning and no longer accurate. Click here for a link to our recent18 webinar 18
    19. 19. There are 2,000 hours of selling time perrep per year. 50 weeks x 40 hour weeks. 1919
    20. 20. Learn More Contact us to hear the rest of the story... Email - info@salesbenchmarkindex.com Phone - 1-888-556-7338 Web: http://www.salesbenchmarkindex.com Click here to subscribe to our blog for more free daily tips & tools20
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