Sales Management Archives - Page 9 of 17 - Tech PE

Behaviors of Good Managers (based on Google’s research – Project Oxygen)

Several years ago Google wanted to determine whether managers matter and, if so, then what makes a manager great. Their research team first tried to prove that managers actually don’t matter and that the quality of a manager didn’t affect a team’s performance. This hypothesis was due to a belief held… Read More >

Sales Management: Sales Team’s Weekly Kickoff Meeting

This is the time that every VP of Sales talks about the Annual Sales Kickoff. It’s important to get it right and start a new year with a great Kickoff. But there is another kickoff meeting that I think is very important – the “Weekly Sales Kickoff” which is a… Read More >

The Analytical Sales VP’s Essential List of Sales Analyses

I’ve written extensively on Data-Driven and Analytical Management of Sales (as well as Sales & Marketing). I also wrote few books (http://www.zorian.com/books/) on the Quant Sales Management methods. But in this article I decided to share actual lists of the most essential analyses and reports that I regularly use to… Read More >

Sales Management: Creating a Repeatable “Sales Process”

“If you can’t describe what you are doing as a process, you don’t know what you’re doing.” – W. Edwards Deming To grow your team that sells effectively and efficiently and to scale your revenue growth, every VP of Sales must operationalize selling into a defined, formal, structured framework for the… Read More >

What Exactly is “Sales Strategy”?

Every successful Sales Leader knows what “Sales Strategy” means. But this term is sometimes over-used or thrown around in ways that don’t really refer to the correct definition of Sales Strategy. So what is the correct definition of Sales Strategy? To state simply, it’s an operating plan for the sales… Read More >

Building Teams: The Fallacy of Industry Experience

Don’t make the common mistake of making a specific industry experience a key factor when building sales teams, hiring sales reps or sales executives. It’s called “The Fallacy of Industry Experience” and is well described here in the Harvard Business Review article “What Makes a Good Salesman”: “Many sales executives… Read More >

Revenue Growth: How to Position Your Solution as a “Must Have” (Not Just a “Nice to Have”)

Most products on the market are not “Must Have”. But that is OK because this is not a binary switch but a spectrum and you can do a number of things to move on this spectrum away from “Nice to Have” towards “Must Have”. Most companies are much closer to the… Read More >

Building Teams – Recruit “10x” Talent (“Force Multipliers”)

Building great companies requires building great teams – one of the keys to that is knowing how to identify great Talent (i.e. not merely talent but capital-T “Talent”). What I mean by great Talent is really what I call the “10x” people who are the force multipliers. I have used… Read More >

Modern B2B Buying Journey Makes Sales & Marketing Much More Difficult Today

A few years ago Forrester surveyed B2B buyers and most conduct 50% of their research online before making a purchase decision. And most will have formed a strong opinion before talking to B2B sales. These buyers are much more in control of their decision than a B2B marketing team or… Read More >

Revenue Growth: Lead Generation is the #1 Lever to Drive Revenue Growth

If you read “From Impossible To Inevitable: How Hyper-Growth Companies Create Predictable Revenue“, you probably remember one of the first top takeaways when Jason Lemkin and Aaron Ross wrote in their best-seller: “Lead generation is the #1 lever that drives revenue growth, and can create hypergrowth. You’ve been trying to grow your… Read More >

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