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Jim Dickie

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Managing Partner, CSO Insights

113 points

June 21, 2011

Jim Dickie and 1 other person answered this question

What information and/or tools do you base your sales coaching on?

Hi Ken,
I hope all is well.
In CSO Insights 2011 Sales Management Optimization (SMO) survey of 900 firms we asked the participants to tell us what tools they were providing managers and how they were using them. Here are the most commonly mentioned ones: ... more

General Management

Coaching & Personal Development

April 18, 2011

Dave Brock selected a best answer for

What are the three biggest mistakes "newly minted" sales managers make.

The transition from individual contributor to sales manager is a major role change. What are the 3 biggest mistakes you see first time sales managers making? more

Sales Management

Feb. 14, 2011

Jim Dickie is now following

Feb. 9, 2011

Jim Dickie and 13 other people answered this question

Sales Compensation Best Practices: What are your 3 tips for developing a sales compensation plan?

Good suggestions on incentive plan design, but there is another thing we need to factor into the equation – implementing and managing those plans. In Q4 of 2011 we published the results of our annual Compensation & Performance Management study. The analysis was based on ... more

Compensation Policy

Sales Compensation

Feb. 8, 2011

Jim Dickie and 5 other people answered this question

How fast does sales need to know about new opportunities?

We are doing currently doing a research study for a client on this exact topic; analyzing lead conversion rates based on the speed at which you can get a client to agree to take a call. We already have data from 100+ firms. If anyone ... more

Sales Leads Opportunity Development Marketing-sales Alignment

Feb. 7, 2011

Jim Dickie and 7 other people answered this question

What is the best way to sell to women?

I happen to know one woman who definitely believes that "marketing" to women is different than marketing to men. She even wrote an entire book on the subject:
http://www.amazon.com/Eveolution-Eight-Truths-Marketing-Women/dp/0786865237 more

Feb. 2, 2011

Jim Dickie and 4 other people answered this question

How Does Marketing Automation Power Sales? Must Be In Sales to Answer

At CSO Insights, we recently completed 2011 Sales Performance Optimization study, surveying 2000+ firms worldwide. One of the questions we asked was “is your firm utilizing a Lead Generation Management (LGMs) application” (Marketo, Eloqua, Pardot, etc.).
Comparing the firms who said yes to those who ... more

Jan. 30, 2011

Jim Dickie and 2 other people answered this question

How do you build a great sales team for a start up?

Nalini,
Having co-founded two software start-ups one thing I found useful was doing competency and behavioral assessments of reps I was considering. Start-ups are a different breed of company. You need reps who can not only execute a sales process, but in the case of ... more

Jan. 27, 2011

Jim Dickie and 2 other people answered this question

Any past attendees at a Sales 2.0 conference? Would you recommend attending?

There are not a lot of "watering holes" for people looking to optimize sales performance to go to. I attended the conference in San Francisco last fall and found it useful to get updates from a variety of sales effectiveness vendors, as well as talk ... more

Jan. 26, 2011

Jim Dickie and 2 other people answered this question

Sales 2.0 Trends: What are the top sales 2.0 trends to track in 2011?

What Are We Doing to Increase Win Rates?
We just completed CSO Insights 17th Sales Performance Optimization study, gathering data from 2,000+ companies worldwide. While we saw the percentage of reps making quota rebound to over 59%, win rates of forecast deals remained flat at ... more

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