This post is the third in a series of about Sales Development Reps (SDRs). Blog 1: Sales Development Rep Call Success Blog 2: Sales Development Rep Technology Blog 3: Sales Development Staffing, Organisation and Goal Setting This blog is the last in a series and will cover the following the following topics Hiring/Staffing Organisation Compensation and Goal Setting Staffing Getting the right person in a role is key. With recruitment fees and ramp-up times increasing as businesses become more complex, this is more critical than ever. Some traits to look for include: Intelligence - Yes, this is a junior role and not...
Read More
This post is the second in a series of about Sales Development Reps (SDRs). Blog 1: Sales Development Rep Call Success Blog 2: Sales Development Rep Technology Blog 3: Sales Development Staffing, Organisation and Goal Setting One of the common characteristics of successful sales development teams is their use of technology and automation to be more effective. This is especially true as by 2020, 50% of sellers are meant to be millennials. There's no shortage of sales automation technology, according to the Sales 2.0 conference, over 2000 new applications to the market since 2006. I saw the graphic at right on...
Read More
The good news - there's a lead! Now what? Most likely this new lead is with your sales development team so I wanted to focus on how to improve the performance of this important function to ensure as many leads are getting to your pipeline as possible. This post is the first in a series of three blogs about Sales Development Reps (SDRs). Blog 1: Sales Development Rep Call Success Blog 2: Sales Development Rep Technology Blog 3: Sales Development Staffing, Organisation and Goal Setting This blog will share some statistics and stats which will help your sales development reps be more...
Read More
This post was inspired by the recent political events in the 2016 US election. It would be hard to say otherwise. However, I'm hoping the message here is for everyone (men and women), not too controversial, and lastly, makes you think. The way women are treated affects everyone, whether its personal or perhaps someone in your life, either at home or at work. I think it is all of our responsibility to work to cultivate an environment of acceptance, tolerance and equality in this world. We cannot succeed when half of us are held back. Malala Yousafzai There can be little doubt...
Read More
Nearly all jobs could benefit from honing skills about how to influence people. Most of us have taken a personality profile, or perhaps a training course along with it. There's DISC, Myers Briggs, Insights, Colour Code, etc. We often leave these training classes with this information at the forefront of our minds and think a little bit deeper about communication styles. However, like most information delivered in training, that wisdom gradually withers and we are back to our old ways. In this case that means we communicate with people in a manner that is comfortable to us and usually the way we...
Read More
A couple years ago I was working with sales manager with a bumpy and somewhat unreliable pipeline. We were discussing how to make his team's forecast a bit more consistent. Mid-meeting he coolly replied 'I'd rather have a lucky sales rep then a consistent one'. At another company, I don't think it would be grossly exaggerating to say that some sales reps based most of their prospecting around waiting at the fax machine for blind RFPs to arrive. Sure, sometimes salespeople get lucky and are at the right place at the right time, and many a quarter end can be saved by...
Read More
The role of sales operations continues to grow and evolve. So what is sales operations? Back in the 1970s at Xerox, J. Patrick Kelly established a sales operations group to take on sales planning, compensation, forecasting and territory design. Kelly described his responsibilities as ‘all the nasty things you don’t want to do, but need to do to make a great sales force.’ Ten years ago only the most advanced sales organisations had a distinct function and even a few years ago many had never heard of sales operations. At the same time, the science of sales operations is growing...
Read More
170,000 people in San Francisco and 15 million people worldwide tuned into hear Marc Benioff, CEO of Salesforce.com, give his keynote 'Be a Customer Trailblazer' at Dreamforce last week. If you haven't watched yet, the full video of the SFDC Dreamforce Keynote 2016 is here. I wanted to share some of the big thoughts and trends if you have not had a chance to see it. Marc started off his speech with the following quote: Only a life lived for others is a life worthwhile Einstein Salesforce is truly a unique company. Helping others is not something they embody through their work and...
Read More
October is here. And for many companies whose fiscal year follows the calendar year it means its... QUARTER FOUR. The ultimate quarter. The last chance to make goals. The final push. Many sports have four quarters - American football, basketball, field hockey, netball, etc. In these sports right before the fourth quarter, or often at the half for many other sports, the coach often gives a motivational speech. Some sales orgs rally the troops with some alcohol, maybe some slides and some graphs showing the gap, before the final push. However, once a quarter coaching isn't going to get things over...
Read More
Most people in the sales world are pretty familiar with the Glengarry Glen Ross quote 'Always be Closing'. It really is a great clip. Recently I asked some readers of this blog about problems facing sales organisations. If you haven't yet answered, see how your answers compare to others below. As you can see, nearly everyone who replied noted that limited training was an issue so I wanted to explore the topics of learning and information retention, and thus, 'Always be Learning'. There's always something new to learn in sales. A new product/offering, shifting buying behaviours, sales technology, forecasting...
Read More