The Growing Power of Inside Sales

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Tue, Jul 30, 2013

The number of inside sales jobs has increased dramatically in recent years, far outpacing the growth in jobs for field salespeople. We spoke with Mike Moorman, a senior leader in ZS Associates' B2B sales and marketing practice and a leading authority on sales management, about how inside sales (which refers to sales positions done remotely from headquarters, without face-to-face meetings with clients) is transforming the way that B2B companies interact with their customers.


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The Sales Force Turnover Challenge

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Wed, Jun 12, 2013

A sales leader confronts the following statistics listing the top three reasons behind the high number of salesperson departures last year.

1. 32% of departing salespeople left primarily because of their relationship with their first line manager

2. 27% of departing salespeople left primarily because of inadequate pay

3. 21% of departing salespeople left primarily because of the lack of promotion opportunities

Is it time to upgrade the first line managers, enhance pay, and revisit promotion opportunities?


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Are You Paying Enough Attention to Your Sales Force?

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Mon, Apr 15, 2013

There's a question all top managers should ask: "How can I make my sales force, which is one of the biggest and most important investments my company makes, perform more effectively?"

There are several reasons that question is so important.


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Does Your Company Have the Right Number of Salespeople?

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Wed, Feb 27, 2013

For sales managers, this is not an easy question to answer. The number of salespeople affects profitability by impacting both revenues and costs. It's easy to estimate costs by looking at historical compensation, benefits, field support, and travel costs per salesperson. But it's much more difficult to predict revenues, as it requires understanding how complexities such as customer needs, the economy, and the effectiveness of your and your competitor's salespeople, influence a sales force's ability to generate sales.


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Want Success In Your Sales Org? Look to the Middle

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Thu, Jan 17, 2013

To build a great company, it's important to have strong executives leading the sales organization. But just as in the military, talented top officers can't make up for weakness in the ranks of frontline leaders, the mid-level managers who are vital in driving day-to-day sales performance. "In any sales force, you can get along without the vice president of sales, the regional sales directors, and the training manager," a sales leader once told us. "But you cannot get along without first-line sales managers."


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