The document provides a series of sales leadership tips, emphasizing the need for effective compensation plans, the importance of understanding buyer personas, and the value of reinforcing sales processes through win/loss reviews. It also highlights strategies for lead qualification, territory management, and the need for modern sales practices in a post-internet world. For further guidance, contact details for Sales Benchmark Index are included.

1. Website Email Phone
www.salesbenchmarkindex.com info@salesbenchmarkindex.com 1-888-556-7338
Tips for Sales Leaders from the Sales
Consulting Industry
Part I

2. Have both commissions and bonuses
in your comp plan
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3. Make sure to have channel-ready Content before
launching a channel enablement program.
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4. Last year’s revenue production…
…is an unreliable input into this year’s quota.
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5. Convert your ideal customer profile into
buyer personas.
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6. Keep the lead scoring algorithm
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7. The most
effective sales
process
reinforcement
tool is the
Win/Loss
review
More on this including free tools here
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8. Fill lead development rep positions
• BBEFORE filling sales rep positions
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9. When qualifying a lead…
Understand the difference between interest and intent.
Click here for more tips
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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.
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11. Prioritize recycled leads over all other
lead sources
Third time is a charm
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12. Match web form submissions to 3rd
party databases…
…to see if they are real.
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13. Tie quotas to the potential of a
territory
Click here for more information about
13 how to balance and refine territories
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14. Event based sales training
Does Not Work
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15. New hire time to productivity is most
effected by territory composition.
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16. Hiring ‘A’ players takes more than a 1
hour interview.
Click here for 10 things to ask yourself
before extending your next offer 16
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17. Don’t read any sales best practices written
pre-internet.
They no longer apply.
Click here to subscribe to sales blogs
like this one 17
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18. Stop calling inside sales “inside sales”. It is
demeaning and no longer accurate.
Click here for a link to our recent
18 webinar 18

19. There are 2,000 hours of selling time per
rep per year. 50 weeks x 40 hour weeks.
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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
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