Heading to the Salesforce World Tour in New York City on Tuesday, May 2? If so, be sure to grab your ringside seat for the highlight of the day-long event at the Javits Center: The Rumble in the Urban Jungle—also known as the AppExchange Demo Jam!
Salesforce invited TimeTrade Scheduler to
demolish compete against five other AppExchange app victims providers in an intense, hardcore free-for-all, where audience members will choose the survivor winner.
TimeTrade Scheduler, if you haven’t already heard, is the powerful new app that makes it easy for sales, marketing and service teams to engage with prospects and customers by accessing the power of TimeTrade appointment scheduling—right from within Salesforce!
Scheduler will flex its muscles in the Demo Jam spotlight with the able assistance of TimeTrade heavyweights Steve “Smackdown” Connolly and Chris “Crusher” Gilmore!
The Big Show takes place at 4:30 p.m. in the Zone Theater. Each team has just one three-minute round to show its moves and avoid being KO’d by what’s sure to be a frenzied crowd of raucous Salesforce experts.
Why should the audience vote for TimeTrade Scheduler for Salesforce? Well, let me spell it out for you, brother.
To put it simply, Scheduler redefines how marketing, sales and service professionals use Salesforce by making it easy for prospects to schedule meetings with them—right from within Salesforce. Built on the Salesforce App Cloud and Lightning ready, Scheduler is available now on the AppExchange.
Users access Scheduler directly within their existing Salesforce pages and workflows. It enables them to leverage the power and experience of Salesforce—the undisputed champion CRM vendor of choice for millions of enterprises—in a whole new way. But don’t just take my word for it. Check out this cool video to learn more about Scheduler.
Scheduler business benefits include:
- Generate a stronger pipeline—Achieve better prospecting and marketing results by eliminating endless phone and email messages. Allow qualified prospects to schedule time with your team at their convenience.
- Close more deals, faster—Reduce the time salespeople spend on non-revenue-generating activities and increase time spent driving conversations, sending proposals and conducting calls and meetings.
- Build and expand trusted relationships—Customers value personal connections with experienced sales and service professionals. Scheduler improves the customer experience by putting them in the driver’s seat for scheduling meetings.
Can’t make it to the Big Apple? You can also smell what TimeTrade is cooking at Salesforce World Tour Events in Boston on May 31 and Chicago on June 15.
And, we’ll be at the Wrestlemania of Salesforce events, Dreamforce, in November in San Francisco, of course.
Managing B2B sales teams is one of the most challenging professional roles for leaders. The most successful sales managers aren’t just managers—they’re impactful, transformational leaders with the skills, experience and charisma to transform ordinary sales reps into highly effective, results-oriented, enthusiastic sales pros. From hiring the right team members to complement your existing team’s strengths and weaknesses to fostering a culture of enthusiasm and success, managing sales performance, and more, the job of a B2B sales leader is never done.
We’ve put together this comprehensive playbook jam-packed with useful tools, guides and resources to help you manage every aspect of B2B sales management and accelerate sales. From recruiting and hiring to training, motivation, gamification, sales metrics, choosing the right tools to foster sales acceleration, and facilitating better marketing-sales alignment to improve lead quality and results, we’ve covered it all to provide you with a complete resource to hone your leadership skills and cultivate winning teams.
Here’s what you’ll find in this guide:
- Enhancing Your Sales Leadership Skills
- Talent Management: How to Recruit and Hire the Best
- Quotas and Territory Management
- Sales Skills Training: Coaching, Mentoring and Continuing Education
- Sales Performance Management: Motivating Your Sales Team: Engagement, Gamification and Morale
- Sales Acceleration: Harnessing Sales Technology
- Improving Lead Generation through Better Marketing-Sales Alignment
- Sales Metrics that Matter
Enhancing Your Sales Leadership Skills
The world’s greatest sales leaders are committed to lifelong learning and continuous professional development. Continuing to improve on your sales and management skills will help you become a better leader, keep pace with the rapid changes in markets and consumer demands, and stay on top of your sales game so you can be a better coach and mentor to your reps.
What traits and characteristics are essential for today’s top sales leaders? From solid values and ethics to leading by example, these 10 resources break down the most important skills and characteristics for B2B sales management success:
- 20 “Must Have” Leadership Traits if You Want to Succeed
- The 7 Attributes of the Most Effective Sales Leaders
- Developing Top Leaders: 5 Crucial Skills
- These Five Leadership Qualities will Make you a Better Sales Manager
- 5 Essential Skills You Need To Be A Successful Sales Manager
- 8 Must-Have Qualities In A Great Sales Team Manager
- The Skills That Should Be in Every Sales Manager Job Description
- Transitioning from Sales Manager to Sales Leader
- The Seven Qualities of Top Sales Managers
- 10 Management Skills that Make the Best Sales Managers Stand Out
Check out these seven resources for more insight on the importance of continued professional development for sales managers and how to hone your leadership skills:
- Your Guide to Developing Sales Managers: How to Effectively Maximize Neglected Talent
- From Sales Manager to High-Performance Sales Leader
- How to Develop Sales Managers into Sales Leaders
- What Sales Managers Can Learn from The Military
- 3 Ways to Improve Your Empathic Sales Leadership Skills
- Sales Management Best Practices
If you’re ready to start honing your leadership skills, check out this selection of 10 sales management and leadership training resources for B2B sales managers:
- Sales Management
- Sales Management Training: High-Impact Sales Manager Program
- Sales Meeting Kits
- Criteria for Success: Training Resources
- The Brooks Group – Straightforward, No Nonsense Sales Management Training: An 8-Step Process to Coaching Excellence
- Rapid Learning Institute: Leadership & Management Training
- Dale Carnegie Leadership Training
- Carew International Sales Management and Leadership Development Programs
- Sales Development Expert: Sales Leadership Training
- Ryan Estis: Sales Leadership Training
Talent Management: How to Recruit and Hire the Best
Effective sales managers know that it’s not just about finding top talent, but finding the right talent to enhance your existing team and equipping your new hires with the skills and know-how to get results.
Check out these 13 resources for insights and information on how to improve your recruiting and hiring tactics to attract and retain today’s top sales talent:
- What it Takes to Really Attract Top Sales Talent
- 4 Tips to Help You Hire Top-performing Sales Talent
- 4 Reasons You’re Not Attracting Top Sales Talent (And How To Fix It)
- ABR: Why You Should Always be Recruiting for Your Sales Team (and How to Do It Right)
- Six Reasons You Should Include Simulations in Your Sales Hiring and Training Processes
- Why is it so Hard to Hire Sales Talent?
- 7 Things You Should Know About Hiring Top Sales Performers
- Survey: Where to Find Top Sales Talent
- How to Hire and Retain Top Sales Talent
- How to hire rockstar sales talent
- A Seven Step Process for Hiring Top Salespeople
- How to Find and Hire Top Sales Talent
- Recruiting Top Sales Talent | How to Predict Success Before you Hire
Quotas and Territory Management
One important facet of sales performance management is configuring territories, assigning quotas, and even scheduling in some cases. Empowering your sales reps to manage their own schedules is one of the best ways to demonstrate trust in your reps and ease your management workload, but your sales reps’ efficiency hinges, at least in part, on strategic territory alignment. That said, there are several considerations for smart territory management, such as determining whether to divide territories strictly based on geography, by product line, or another variable, or opting to assign top-performing reps to high-value accounts even when it means inconvenient geographical alignment.
Check out these 17 resources for tips for managing quotas and utilizing strategic territory alignment:
- B2B Sales Management World Class Best Practices on Territory Management
- How to Use Sales Metrics to Set More Accurate Quotas
- Sales Operations and Quota Setting: Use the Right Data
- Tough Truth about Quotas
- Creating Sales Quotas
- Setting sales quotas
- Do You Manage Sales Quotas or Sales Performance?
- What to Do When a Sales Representative Misses Quota
- 7 Essential Territory Management Tips
- Three Territory Management Time Wasters to Avoid
- How to Strategically Divide Your Sales Territories
- 3 Keys to Maintaining Effective Sales Territories
- Sales Territory Management: 5 Best Practices
- 7 quick-fire tips for efficient sales territory management
- Sales Tips – 12 Tips and Questions About Territory Management
- 3 Tips to Win at Territory Management
- Creating Measurable Stretch Goals
Sales Skills Training: Coaching, Mentoring and Continuing Education
One of the many facets of sales management is being an effective sales coach. Arming your reps with the guidance they need to continue to improve their skills will benefit their performance, and your team’s overall effectiveness.
Check out these 13 resources for more information on the importance of sales skills training and tips on effective sales coaching and mentorship:
- Behavioral Coaching Institute: What is Sales Coaching?
- EcSell Institute: Sales Coaching Webinars
- Why You Need Sales Coaching & How to be Successful
- Why Offering Ongoing Training and Development Makes Good Business Sense
- 3 Easy Ways to Provide Ongoing Training Plans for Your Reps
- Sales Leadership: 2 Key Actions That Increase Sales Performance
- Key Leadership Behaviors That Improve Sales Force Performance
- Improving Sales Performance: New Rules for Leaders
- Observation Checklist for Sales Managers
- 5 Keys to Successful Sales Coaching
- 3 Tips for Tapping Into Managers’ Sales Coaching Abilities
- Coaching Development: The Key to Sales Growth
- Top Coaching Habits of Great Sales Managers
Not sure where to look for top-quality training resources? Here are 10 useful sales training resources, training portals and consultants, and courses to help your reps keep developing their sales skills:
- How to Manage Your Sales Territory
- Sales Fundamentals
- Sales Effectiveness Training
- Five Free Sales Training Games
- RAIN Group: Online Sales Training
- The Sales Resource Center
- 12 Amazing Sales Training & Coaching Sites
- Richardson: Sales Training Resources & Materials
- Sales Training International
- Miller Heiman Group: Sales Ready
Sales Performance Management: Motivating Your Sales Team with Engagement, Gamification and Morale
Effective sales management starts with exceptional leadership skills. Enthusiasm is contagious. Motivating your reps to hit their goals, fostering enthusiasm about your products and services, company goals, and your reps’ individual and team targets cultivates a positive company culture and boosts results. How do you go about keeping your sales team engaged and boosting morale?
Check out these 10 informative resources for insights on motivational leaderhip to help your sales team hit its goals:
- 5 Ways Sales Managers Can Help Their Team Exceed Quota
- 5 Things Proactive Sales Managers Do Differently
- 3 Proven Ways to Motivate Your Sales Team
- How to Motivate your Slacking Sales Team
- Motivating Salespeople: What Really Works
- Motivate Your Sales Team: The 20 Point Checklist
- Inspiring Your Sales Force
- 7 Tips for Communicating with Sales Teams
- Feedback: The Key to Growth, Motivation, and Company Strength
What about incentive programs? These eight resources will help you get your sales incentive programs right:
- Motivating Your Sales Team: It’s (Not) All About the Money
- 6 Sales Incentive Strategies that Will Delight Your Finance Team
- Sales Incentive Strategy Done the Right Way
- How to Create Sales Incentive Programs That Work
- The Future of Sales Incentives
- Activity-Based Sales Incentives That Make Sense
- Inspire and Reward Your Sales Force Even When Times are Tough
- An Exploratory Study of Sales Incentive Programs
Here are eight informative resources on how to use gamification to ramp up enthusiasm and boost results:
- Motivate Sales Teams with Gamification
- 4 Benefits of Sales Gamification
- 7 Sales Gamification Secrets to Drive Productivity
- 15 Sleek Apps To Gamify Sales In Your Company
- Gamification, Next Generation Sales Enablement
- Game On! Motivate Your Sales Team With Gamification
- 20 Examples of Games or Gamification for Sales Training
- Best Sales Gamification Software
Sales Acceleration: Harnessing Sales Technology
Managing today’s fast-paced sales environments requires savvy use of technology. Fortunately, there are an abundance of tools at your disposal to help you manage and oversee virtually every aspect of the sales process. From sales enablement tools to pipeline management, forecasting, sales analytics, and more, the myriad tools on the market mean configuring your sales technology stack is nothing short of overwhelming. Do it right, though, and you’ll amplify your team’s results by harnessing powerful analytics and automation for sales acceleration.
Check out the following 10 resources for insights on how to configure your sales technology stack, how to choose the right technology tools to accelerate sales, and more:
- The Four Pillars of the Sales Technology Stack
- How To Build A Tech Stack For Account-Based Sales
- There’s a New Sales Tech Stack on the Block
- How to Build a Sales Technology Stack for Better Productivity
- Your Complete 3-Step Guide to Building Your Sales Technology Stack
- Defining the B2B Sales Tech Stack
- Why Your Sales Development Team Needs a Clearly Defined Technology Stack
- A Day in the Life: Sales Rep Technology Stack
- Why Your Sales and Marketing Stack Needs a Solid Foundation
- How to Build an Enterprise-Level Sales Stack
Improving Lead Generation through Better Marketing-Sales Alignment
Is your team selling to leads that just don’t seem to convert? Identifying the root cause of a growing number of non-converting leads is crucial for boosting your sales conversion rate. Maybe you need to realign your sales territories. Perhaps your sales reps need some additional training. Maybe you’re targeting the wrong markets. Or, perhaps the quality of your leads is declining. It’s not about assigning blame but improving the process. If you’re discovering that sales leads aren’t ready to buy, there are several tactics you can employ to boost lead generation and increase the number of sales-ready leads, but it all starts with great marketing-sales alignment.
Check out these 10 resources for valuable insights you can put to use to enhance marketing-sales alignment and improve the quantity and quality of your sales leads:
- Four Best Practices to Ensure Sales/Marketing Alignment
- 6 steps towards improved marketing-sales alignment and business growth
- How to Improve Marketing and Sales Alignment
- Improving Sales and Marketing Alignment
- Study: Marketing Automation Platforms Improve Marketing and Sales Alignment
- 4 Steps to Effective Marketing and Sales Communication
- 5 Ways to Align Marketing With Sales to Close More Deals
- How the right technology can improve sales and marketing alignment
- Improving Sales and Marketing Alignment: New Data Reveals Sales’ New Top Concerns
- How To Improve Sales & Marketing Alignment Through Events
Sales Metrics that Matter
Most sales management and leadership efforts will fall short without clear goals that are aligned with strategic business objectives, clearly defined KPIs, and ongoing measurement to monitor results. But what metrics matter most to you, as a sales leader, and to your sales reps to help them track and measure their own success and adjust their behaviors in order to meet goals?
Check out these 11 resources for insights on the sales metrics that matter:
- How Salesforce Measures Its Most Important Sales Metrics
- How to Visualize Your Sales Metrics: 6 Example Sales Dashboards
- 7 Sales Performance Metrics That Matter Most & Hints for Increasing Sales Productivity
- Sales Metrics and KPIs
- What Sales Metrics Should You Track? – The Essential List
- The 4 Most Important Key Performance Indicators for Sales Managers
- Four Smart KPIs to Accurately Measure Sales Performance
- How to choose sales metrics that matter
- Select Your Sales Metrics: Which Ones Are Most Important for Your Team?
- 4 of the Most Important Metrics Sales Managers Can Track
- How to Choose, Track and Improve Key Sales Development Metrics for Predictable Growth
Put these strategies, tactics, and resources to use to become an effective, collaborative and inspiring leader, improve sales performance management, and accelerate sales to catapult your team to success.
Calling. Chasing. Waiting. If you’ve spent any time at all working in B2B sales, you know how frustrating it can be trying to track down potential customers.
This infographic describes the costs—in terms of both time and lost business—that sales teams experience as they try to connect with prospects via an increasingly annoying exchange of voicemail and email messages.
One of the most depressing statistics is that sales teams only spend about one-third of their time actually selling! They spent the rest of their work day trying to reach prospects, performing administrative tasks and responding to mundane emails. As the cliché goes, “there’s got to be a better way!”
Well, there is. TimeTrade appointment-driven personalization lets sales pros put their prospects into the driver’s seat when it comes to scheduling real, live, productive meetings.
When a hot lead comes in via your company’s website, from an event or other source, the assigned rep usually jumps on that opportunity and sends an email to the prospect proposing a call or meeting. The idea is the two will connect quickly so the rep can delve into how the company’s solution can solve the prospect’s challenges. And that’s when the email/voicemail game starts.
But what if that email to the hot prospect contains a link directly to the sales rep’s calendar, showing times the rep is available for a call or meeting? The prospect could—whenever it’s convenient for them—pick a mutually available time to talk with the sales rep. It’s that simple.
Making it easy for prospects to engage with sales reps might put an end to the wonderful game of calling, chasing and waiting, but something tells me most sales professionals would be willing to forgo that tradition in favor of faster engagement with the prospects who will help them meet—or exceed—quota. Call it a hunch.
Share this Image On Your SiteEveryone loves a good list, right? I’m going to assume you said “yes,” and dive right in. This is a list for sales professionals of 10 proven ways to shorten the distance from lead to sale by using online appointment scheduling. Since you’re reading this on the TimeTrade website, you shouldn’t be surprised to learn that we have a lot of ideas about how businesses can deliver We’ve been expecting you service to their customers by taking advantage of appointment-driven personalization. [Spoiler alert: The key to eliminating the calling, chasing and waiting that inevitably occurs when sales people try to reach prospects by phone is to use email—featuring a Click-to-Schedule link—to connect with them.]
- When they’re cold, warm them up with your content first.
- Don’t let the hot leads go cold.
- Make it easy for them to say “Yes.”
- Show them it’s about their time, not yours.
- Word your call to action clearly and simply.
- Make your offer stand out.
- When using Click-to-Schedule as the primary call to action in a marketing email, position it in a callout box that draws the reader’s attention.
- When using it as a secondary call to action, carve out a clear section with the Click-to-Schedule link at the end of the email.
- Grab the recipient’s attention by keeping your intro brief and positioning the request near the top of the email.
- Another strategy that works very well for sales emails is placing the Click-to-Schedule link in a P.S. line.
- Make it personal.
- Go for the email + voicemail one-two punch.
- Use it to say “I’m here for you.”
- Get sales meetings booked while you sleep.
Loyalty Programs Generate Price Loyalty, not Brand LoyaltyWhile retailers’ primary loyalty-program goals are to drive engagement, increase transactions, and increase the amount customers spend, consumers are mainly interested in product discounts and getting cash back on their purchases. The problem is that consumers achieve their money-saving goals, but retailers aren’t earning the brand loyalty they crave.
“For far too long, ‘loyalty programs’ have really just been a mechanism for distributing price discounts, which really has virtually nothing to do with loyalty. It frankly can create precisely the opposite behavior of loyalty. It can create loyalty to the lowest price, wherever that lowest price can be found.” – Katie Casavant, CEO, Kantar Shopcom3
Customer Loyalty Program Engagement is DecliningOf consumers who do participate in loyalty programs, only 45 percent remain loyal to a given retailer. The other 55 percent either reduce their brand loyalty or purchase from a competitor. This is what happens when customer loyalty programs are price-driven. They simply don’t create brand loyalty at all. Furthermore, consumers, on average, belong to 13 different loyalty programs, which means your business is not the only one offering a discount-driven program. What’s even worse is consumers only actively engage in half of those programs they’re currently enrolled in. On the left are figures about “loyal” customer retention4. On the right are statistics from eMarketer about actual customer participation in loyalty programs to which they belong5:
Customer Loyalty Programs Offer the Façade of Personalization—Not the Real ThingJust because you’re sending an email addressing your customers by their first name and offering a price break on a few related products or services doesn’t mean you’re offering personalized service. We live in a consumer-driven economy where access to products and services is virtually limitless, leaving the power in buyers’ hands, not yours. Consumers want service that’s tailored to their needs and delivered on their schedule.
“Loyalty is an emotional state. The way to drive real loyalty is to create engagement through experiences.” – Mark Taylor, SVP , digital customer experience, Capgemini6When customers engage with your loyalty program and visit your locations, your only attributable capture point is when they use their membership number on checkout—and that’s only if they decide to make a purchase! Your loyalty customers could be walking in and out of your stores without you even knowing they were ever there. That’s money walking right out your front door. Scheduling in-store appointments using online appointment scheduler or checking walk-in customers into a queue management tool gives your associates the ability to learn who is coming in, see what they’re interested in, and view their transaction history. It also prepares your team to deliver a highly personalized customer experience, including pulling desired and related products for your customers ahead of time. Leading retailers, including Best Buy, Sprint, Nordstrom, Sephora, and many more have already implemented customer engagement solutions that deliver the personalization consumers are looking for and the attribution retailers need. To learn more about increasing customer engagement solutions and delivering unrivaled personalization: Footnotes: All images and quotes are from eMarketer.
- Customer Loyalty Program Goals (211265), May 24, 2016
- Most Valuable Loyalty Program Benefits (214668), July 29, 2016
- Kate Casavant: “Loyalty Program Memberships Climb, but Participation Wanes,” Feb. 10, 2016
- Loyalty Program Retention (197989), Sept. 30, 2015
- Loyalty Program Participation (212688), June 7, 2016
- Mark Taylor: “Loyalty Is an Emotion, Not a Transaction,” Feb. 3, 2016
- Find insurance agency website.
- Fill out form requesting a quote for car insurance.
- The person who received the request form was sick, and was out of office for about a week.
- When the agent returned, I finally heard back and we began to go back and forth via email so they could acquire all the necessary information to complete the quote.
- During this time, I was able to connect with a few other agencies that were more responsive.
- Find insurance agency website.
- Notice a “Schedule a Call with an Agent Today!” call to action button on the homepage (and various other pages of the website).
- Complete the necessary information, choose a day and time that works for me, and bam! I know that I have a scheduled day and time to speak with an agent about my car insurance policy.