Sales Metrics That Matter

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What are the sales metrics that truly impact your revenue? Are you focused on the things that really make a difference? This infographic shows key factors that impact whether a sales rep achieves quota, yet many sales professionals are ignoring these factors.

Sales Metrics That Matter

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Maximizing revenue from key accounts is critical to maintaining revenue growth. Yet, when it comes to Account Planning, if honest, we often treat it as a chore to be avoided. Or, addressed once a year and then shelved until the following year. Account Planning Matters … 1. For large enterprise sales Account Planning and Management delivers more additional pipeline and consistently greater win rates than any other sales or marketing activity. 2. For Territory or Portfolio Planning, account planning helps you to select the accounts that will deliver most revenue, and develop a plan to grow your entire book of business. 3. Acquiring business from new customers is six times more expensive than growing your revenue in an existing account 4. You are seven times more likely to win a deal in an existing customers than from a new account 5. We wrote the book on Account Planning in Salesforce. Oh, and yes, Salesforce uses our Dealmaker Smart Account Manager solution for their account planning. Join us as we revisit the fundamentals of this surefire revenue growth strategy and share the insights we have gleaned since we first launched our book, Amazon #1 Bestseller Account Planning in Salesforce.

The Top 3 Reason Why Your Account Planning Process is Broken (And How To Fix It)

The Top 3 Reason Why Your Account Planning Process is Broken (And How To Fix It)

The Top 3 Reason Why Your Account Planning Process is Broken (And How To Fix It)

Everyone wants to improve sales results, however, not everyone is willing to change their sales behavior. 52% of companies report that the primary reason why new sales behaviors are not adopted is the failure to operationalize change. For sales people, this comes down to a reward/effort equation. Is the benefit obvious, and great enough to motivate salespeople to adopt new behaviors? Join us and learn the best practices to optimize your smart sales transformation initiative for sustained and predictable revenue growth. Hear Michael Campbell, Vice President of Sales Operations & Development for Diebold and JP Knapp, Director of Sales Enablement for Vocera Communications share their lessons learned about the internal challenges of driving adoption and sustained value.

Webinar | Sustaining Sales Transformation Value

Webinar | Sustaining Sales Transformation Value

Webinar | Sustaining Sales Transformation Value

Frontline sales managers are in a high-pressure role and are the linchpin of the sales organization. When sales management fails, sales fails, and the business fails to scale. Failure is too frequent – the average tenure of a CSO is just 18 months – but it doesn't have to be that way. Managing the business of sales demands rhythm and a framework to prioritize what to do and when to do it. Effective sales managers can balance short-term current revenue activities (represented by your forecast), with the future business pursuits (represented by your pipeline) while at the same time managing day-to-day tasks. In this presentation, we lay out a framework to help you manage your sales business and answer the Big Questions.

How Great Sales Managers Minimize Risk to Maximize Impact

How Great Sales Managers Minimize Risk to Maximize Impact

How Great Sales Managers Minimize Risk to Maximize Impact

Our research suggests that just over half (59%) of sales professionals think they can qualify effectively. The problem is that when you do a great job in qualification your pipeline shrinks, and even though it’s the right thing to do, sometimes you keep that deal in the pipeline longer than you should. If you’re pursuing 10 deals and winning 3, that’s a 30% win rate—average for enterprise sales. How about winning 4 out of 7? That’s a 57% win rate – with less time spent on deals you can’t win.

Webinar | Fail Early, Win More. The Strategy Behind Opportunity Management

Webinar | Fail Early, Win More. The Strategy Behind Opportunity Management

Webinar | Fail Early, Win More. The Strategy Behind Opportunity Management

Align Your Solutions to Customer Problems Accelerate Sellers’ Credibility with their Buyers Only 36% of salespeople can identify their customers’ problems and fewer can connect the problems to the business impact. Marketing & Sales aligning with the buyer is the first step. It’s the only way to connect your solutions to their problems. And only then can the salesperson add value to the conversation.

Sales And Marketing Alignment: The Good, The Bad, and The Ugly

Sales And Marketing Alignment: The Good, The Bad, and The Ugly

Sales And Marketing Alignment: The Good, The Bad, and The Ugly

In every large customer account there is hidden white space where you can sell your existing products to new divisions and sell more solutions to the same business units, for complete penetration across the account. In this webinar we reveal the secrets we have learned since early 2013 when we launched the Amazon #1 Bestseller Account Planning in Salesforce. Since then we have seen thousands of account managers grow their business with their major customers, while also increasing the value that they deliver. We have seen account and territory plans fully completed in just 6 hours, a large enterprise company add $400 million to their pipeline in just weeks, and an increase in win rate of 300%. We will revisit the fundamentals of this surefire revenue growth strategy and share the insights we have gleaned since we first launched Account Planning in Salesforce.

Account Planning in Salesforce: Trending in 2015

Account Planning in Salesforce: Trending in 2015

Account Planning in Salesforce: Trending in 2015

Here’s the problem … Buyers tell us that most sales professionals (64%) don’t understand their business. Many sellers say that the materials they get from marketing don’t help build credibility during the first sales call. Marketing leaders suggest that maybe sellers don’t use the materials that they provide in the right way. Here’s the result ... Buyers get frustrated, and sellers lose deals. This is not just a sales and marketing alignment problem; it is a customer alignment problem. How can we help salespeople connect their solutions with the customers’ business problems? Without that connection, sellers lack credibility and lose deals. Join us as we will dig into this deal-killing issue. We will show you how to accelerate the salesperson’s experience in the customer’s business, and share the most relevant insights and sales messages; advancing their credibility, and advancing the deal. We will also demonstrate Dealmaker Align, part of our Smart Sales Transformation suite, and the solution for bridging the buyer / seller credibility gap and resolving the sales and marketing alignment problem.

Webinar | Bridging the Buyer / Seller Credibility Gap

Webinar | Bridging the Buyer / Seller Credibility Gap

Webinar | Bridging the Buyer / Seller Credibility Gap

The likelihood of winning business in an existing customer is 60-70% compared to 5-20% for new customers (source: Marketing Metrics). Yet when it comes to Account Planning, if we’re being honest, we often treat it as a chore to be avoided. Or, addressed once a year and then shelved until the following year. Billy Martin, Account Planning Evangelist and Senior Manager, Marketing Cloud at Salesforce, has seen serious return from a rigorous account planning structure. He’s willing to share key learnings including how to make Account Planning a natural part of a sales organization’s rhythm on a consistent path to maximizing revenue in Key Accounts. And how to go from Zero to Account Plan in six contact hours. Joining Billy is The TAS Group’s VP of Strategic Alliances, Mark Handron. Mark has been working hand-in-glove with Salesforce to roll out their Account Planning initiative worldwide. Watch this and gain insight to key takeaways to maximize revenue in your key accounts.

Webinar | Zero to Account Plan in 6 Contact Hours

Webinar | Zero to Account Plan in 6 Contact Hours

Webinar | Zero to Account Plan in 6 Contact Hours

10 Things every Sales Manager Should Know about Sales Performance

10 Things every Sales Manager Should Know about Sales Performance

10 Things every Sales Manager Should Know about Sales Performance

Process matters. If you don't follow a solid opportunity management process routinely, you’ll miss important signs that could end up killing deals. Too often sales teams have vague conversations about the most challenging issues in opportunities. We’d like all sales teams to learn how to get to the heart of the matter. Roger White, Sales Operations Manager at Level 3 Communications, EMEA, and our AVP Sales, Tim Foster explain how to surface deal vulnerabilities and wring every drop of value out of your opportunity management process.

Webinar | Opportunity Management - Mind the Reality Gap

Webinar | Opportunity Management - Mind the Reality Gap

Webinar | Opportunity Management - Mind the Reality Gap

15 Leadership Thoughts

15 Leadership Thoughts

15 Leadership Thoughts

Q1 may feel like a world away, but now's the perfect time to assess your 2015 State of the Union – while there's still time to close gaps and build momentum. Ask yourself … 1. What do you want to accomplish in your business in 2015? 2. What are the gaps? 3. What resources are required to close the gaps? Get ahead of your 2015 revenue number instead of letting it get ahead of you. During this webinar, Jim Crisera provided CSOs and their teams with the key areas they should be focused on now (yes, now) to ensure a positive 2015.

Your 2015 State of the Union

Your 2015 State of the Union

Your 2015 State of the Union

While tending to the needs of all buying roles in a sale is important, accessing key players is a critical skill that must be mastered. Only 54% of sales professionals feel they are effective at accessing key players in the buyer’s organization. Áine Denn provides you with 8 Key Elements of a Great Political Map. Aine also shares best practices for using Political Maps to identify the right people, gain access, and develop support in your target accounts⎯ giving you a smart competitive advantage to win.

Webinar | Access Key Players - Improve Your Win Rate

Webinar | Access Key Players - Improve Your Win Rate

Webinar | Access Key Players - Improve Your Win Rate

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Webinar | Win the Deals You're Working

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Webinar | Account Planning: Reject the 57%

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9 elements of a smart call plan

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Battling the 57%

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Webinar | Front Line Sales Managers: High Value, High Risk

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Account planning matters. When looking to hit your numbers, it's easy to look past the white space in your existing accounts. How can you best strategize to capture additional opportunity to maximize the revenue from your key accounts? Áine Denn, EVP of EMEA for The TAS Group has been traveling around the world, evangelizing on this critical initiative for selling organizations. Learn her strategies on Maximizing Revenue in Key Accounts.

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Sales Webinar | Maximize Revenue In Key Accounts

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The Top 3 Reason Why Your Account Planning Process is Broken (And How To Fix It)

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Webinar | Sustaining Sales Transformation Value

Webinar | Sustaining Sales Transformation Value

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How Great Sales Managers Minimize Risk to Maximize Impact

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Webinar | Fail Early, Win More. The Strategy Behind Opportunity Management

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Sales And Marketing Alignment: The Good, The Bad, and The Ugly

Sales And Marketing Alignment: The Good, The Bad, and The Ugly

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Account Planning in Salesforce: Trending in 2015

Account Planning in Salesforce: Trending in 2015

Webinar | Bridging the Buyer / Seller Credibility Gap

Webinar | Bridging the Buyer / Seller Credibility Gap

Webinar | Bridging the Buyer / Seller Credibility Gap

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Webinar | Zero to Account Plan in 6 Contact Hours

Webinar | Zero to Account Plan in 6 Contact Hours

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10 Things every Sales Manager Should Know about Sales Performance

10 Things every Sales Manager Should Know about Sales Performance

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Webinar | Opportunity Management - Mind the Reality Gap

Webinar | Opportunity Management - Mind the Reality Gap

15 Leadership Thoughts

15 Leadership Thoughts

15 Leadership Thoughts

Your 2015 State of the Union

Your 2015 State of the Union

Your 2015 State of the Union

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Webinar | Access Key Players - Improve Your Win Rate

Webinar | Access Key Players - Improve Your Win Rate

Webinar | Win the Deals You're Working

Webinar | Win the Deals You're Working

Webinar | Win the Deals You're Working

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Webinar | Account Planning: Reject the 57%

Webinar | Account Planning: Reject the 57%

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9 elements of a smart call plan

9 elements of a smart call plan

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Battling the 57%

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Webinar | Front Line Sales Managers: High Value, High Risk

Webinar | Front Line Sales Managers: High Value, High Risk

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Sales Velocity Equation

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Value Proposition canvas- Customer needs and pains

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Cracking the Cultural Competence Code.pptx

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