Tips For Sales Leaders
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Tips For Sales Leaders



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.

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:

Tips For Sales Leaders Presentation Transcript

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