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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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Tips for Sales Leaders from the Sales Consulting Industry
Part I
Website Email Phonewww.salesbenchmarkindex.com [email protected] 1-888-556-7338
2 2
Have both commissions and bonuses in your comp plan
3
Make sure to have channel-ready Content before launching a channel enablement
program.
4 4
Last year’s revenue production…
…is an unreliable input into this year’s quota.
5
Convert your ideal customer profile into buyer personas.
6 6
Keep the lead scoring algorithm
7
The most effective sales
process reinforcement
tool is the Win/Loss
reviewMore on this including free tools here
8
Fill lead development rep positions
• BBEFORE filling sales rep positions
9 9
When qualifying a lead…
Understand the difference between interest and intent.
Click here for more tips about lead qualification
10 10
Properly weigh comp plan variables.
You are signaling to the field what is important to youClick here for tips on how to make your comp plan rock.
11 11
Prioritize recycled leads over all other lead sources
Third time is a charm
12 12
Match web form submissions to 3rd party databases…
…to see if they are real.
13 13
Tie quotas to the potential of a territory
Click here for more information about how to balance and refine territories
14 14
Event based sales training
Does Not Work
15 15
New hire time to productivity is most effected by territory composition.
16 16
Hiring ‘A’ players takes more than a 1 hour interview.
Click here for 10 things to ask yourself before extending your next offer
17 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
18 18
Stop calling inside sales “inside sales”. It is demeaning and no longer accurate.
Click here for a link to our recent webinar
19 19
There are 2,000 hours of selling time per rep per year. 50 weeks x 40 hour weeks.
20
Learn More
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Phone - 1-888-556-7338
Web: http://www.salesbenchmarkindex.com
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