Showing posts from tagged with: sales management
Posted by Ron Snyder in Sales planning |
0 comments
If you want to make more money, you need to look at how you are harvesting the opportunities
within your key accounts and across your sales territories!
Research shows that World Class Sales Organizations performed 25% better on key sales metrics by
using sales planning methods like these:
- Using specific criteria to define a strategic account
- Having a method for deciding on opportunities to pursue
- Allocating the right resources to pursue large deals
- Being highly effective at advancing opportunities
- Leveraging the best practices of top performers
(Source: Miller Heiman Sales Best Practices Study)
Sales organizations can maintain top performance by consistently developing and effectively
executing sales plans for all of their accounts, opportunities and territories. Salespeople who
handle account planning well are 41% more likely to achieve quota, according to the TAS Group.
If you sell in any of these types of settings, then doing a better job of sales planning will
translate into higher sales:
Posted by Ron Snyder in Territory
planning | 0 comments
As posted on the Selling Power Blog March 3, 2015.
How can you best manage your sales territories? Here are seven steps you can use to get the best
results from each sales territory.
1. Establish a process.
Determine how you will establish and monitor the progress of territory plans each
quarter. A clear set of action steps helps each member of the team understand what’s expected as
the quarter unfolds. This includes having territory managers:
Support, marketing, and other functions should be included in review sessions as
appropriate. In addition, you need to include steps to maintain continuity from quarter to
quarter, such as working on territory, account, and opportunity plans that take longer than one
quarter to implement.
For more details on the implementation of the process across the quarter, see our
Manager's Checklist for Territory
Planning.
- See the article on Selling Power Blog.
Posted by Marty Levy in Best Practices |
0 comments
Success in selling to your most important accounts requires a team approach.
Whether you classify customers as “strategic, major, key, target, or focus,” your probability of
success in meeting your goals with an account will increase substantially when you assemble a
team of supporting resources to supplement the work of the Account Manager.
The Account Manager and a supporting cast of sales, technical specialists, and other internal
and external resources working together will result in the greatest return from your
relationship with your important customers. The customer’s cross-functional decision teams will
find value from this approach too, as the “right” resources are applied to addressing all
business issues related to a purchase from all impacted groups.
Posted by Ron Snyder in Account
planning | 0 comments
This is a summary of an interview with Victoria Hibbits, VP of Imaging Sales, Government and
Complex Accounts at McKesson.
Victoria Hibbits is the VP of Imaging Sales, Government and Complex Accounts at McKesson. She is
responsible for Government and Key Accounts for Imaging Workflow Solutions. She has played
leadership roles, directing national account and government account efforts at a number of other
medical equipment manufacturers, including Siemens, Acuson, Stentor and Vital Images.
Here is what she had to say about the importance of account management and how to do it
effectively.
Posted by admin in Territory
planning | 0 comments
Tim Henning is a Senior Sales Leader with 25+ years of experience in the medical capital
equipment space, leading sales efforts for Philips Medical, ADAC Laboratories, DFINE and
Alliance Imaging. He helped ADAC earn the prestigious Malcolm Baldridge National Quality Award
and he has transformed many poor sales performers into winning teams, leading them to peak
levels of sales excellence.
Here are the highlights of an interview in which Tim gives his take on the pay-offs and the
challenges that come with sales territory management.
Posted by admin | 0
comments
Free 30 Minute Consultation
No Obligation
Gain Insight to Accelerate your Sales Results
Talk with Ron Snyder, President of Plan2Win Software and Sales Management
Consultant, about how to incorporate Account and Territory Planning and
Strategic Management Best Practices into your approach to drive sales
growth.
Set up your Free Consultation: [email protected]
Ron Snyder
For the past 20+ years, Ron has helped companies dramatically improve
their sales results, including:
- Achieving sales targets
- Generating qualified leads
- Improving conversion rates
- Accelerating sales process velocity
- Controlling costs of sales
The companies he has helped include industry leaders, such as HP, Cisco,
Siemens, Philips, Alliance Imaging, Synopsys, Mentor Graphics, Adobe and
rapidly-growing companies such as Beyond Trust, Zeus Technology and
Zonare.
While at Hewlett-Packard, Ron was consistently recognized as a top
performer in sales, marketing and management roles related to computer,
software and medical solutions.
Posted by Ron Snyder in Territory
planning | 1 comments
“Are your territories managing you… or are you managing your territories?”
This is a question that has helped improve the results of many sales organizations.
We have worked with many senior sales executives who have set up, ramped up and turned around a
number of sales organizations; enabling them to achieve dramatic growth even in tough selling
environments. One of the common elements of their systems for sales success is installing a good
territory management process and template to ensure the sales team is making the most of the
opportunities in their areas of responsibility; including territories, vertical markets and
channel partners.
Further, it is important to always look for ways to “connect the dots”… to understand what was
happening in a territory, who the power brokers are, how they affect opportunities across the
territory and how to leverage our contacts to make progress in target accounts and sales
opportunities.
