Tips For Sales Leaders

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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Email - [email protected]

Phone - 1-888-556-7338

Web: http://www.salesbenchmarkindex.com

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