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May 24, 2012

Jerry Hegarty and 10 other people answered this question at this roundtable

Modern Sales Management: How the Best Sales Managers Thrive in Today’s New Environment [10/6 @ 11 am]

Why are only 50% of sales people making quota?

I agree with many of the comments above related to the importance of territory design & the process of setting quota's. In addition, it is important that we are mindful of the mechanics of comp plan design when considering why '50% of reps are not ... more

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Small Business

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May 5, 2012

Brian MacIver and 5 other people answered this question

Who is ultimately responsible for your company's sales - your sales manager or your salespeople?

Sitting across the desk from the CEO asking me, as a Sales Consultant,
“Who is responsible?”
I wouldn’t say YOU!
Of course ultimately the CEO is ACCOUNTABLE for the Sales results,
but they are not “responsible” for them.
When the CEO delegated “Selling” to the ... more

Jan. 18, 2012

Bill Blake and 3 other people answered this question at this roundtable

Sales Training Blunders of 2011 [12/19 @ 11 am]

Are there steps a trainer can take to be prepared for the unexpected?

Probably the best advice is to “expect the unexpected” !
Projector bulbs burn out; computers crash; there is usually a jokester in the crowd; Power outages etc.
Preparation is the key. Always have a backup plan, and a copy of your PowerPoint on a jump-drive ... more

Jan. 2, 2012

Jorge Lopez and 4 other people answered this question at this roundtable

Sales Training Blunders of 2011 [12/19 @ 11 am]

How important is consistent training for your reps? Should more seasoned reps be trained as often?

Very important. As I tell those in my organization, we must be like mobile phone applications. In other words, since tricks, trends and new ways of doing things are constantly changing-it is of common sense and mostly, of utmost importance, that one should partake in ... more

Dec. 21, 2011

Nimish Mehta and 2 other people answered this question at this roundtable

Sales Training Blunders of 2011 [12/19 @ 11 am]

What happens when the CEO gets up and "sets the tone for the training"?

Fair enough :). I see your point!

Dec. 21, 2011

Leanne Hoagland-Smith and 4 other people answered this question at this roundtable

Sales Training Blunders of 2011 [12/19 @ 11 am]

How important is it to gain executive-level support for sales training initiatives?

C Level support is critical provided it goes beyond a show up at the Kick-Off meeting. Also, the culture can be counter productive to even the best support by the executive level as i have witnessed when working with government agencies such as schools, transportation ... more

Events

Lead Nurturing 202: The Next Generation May 31 @ 11 am PT
Marketing Thought Leaders: A Conversation with Jamie Mallinger June 1 @ 11 am PT
The Tricks to Paid Media June 6 @ 11 am PT
Display Advertising for Brand Awareness June 20 @ 11 am PT

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