Why Blaming Sales and Creating Marketing Territories Won't Fix Lead Management Issues

Posted by Rubesh Jacobs on Mon, Apr 29, 2019

It’s uncanny or coincidental that over the past month I’ve had numerous conversations about lead generation. One executive was lamenting that leads generated from his well-thought-out and slick campaigns were going unattended by the sales team. Another was inquiring about best practices to carve out a territory for marketing. Several deep discussions debating the right time to pass a lead to sales also come to mind. These questions are hinting at two operational issues:


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In Baseball and Sales Analytics, 'Swing Changes' Are Risky Yet Rewarding

Posted by Jason Brown on Mon, Jun 18, 2018

Like most of my thoughts, this blog starts with baseball. It will ultimately lead us to sales organizations, analytics and the implications of next-best-action recommendations, but indulge me for a minute first.


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Can You ‘Nudge’ Salespeople Toward Higher Performance?

Posted by Jason Brown on Mon, Jun 11, 2018

We’re on a continual search with our financial services clients for new ways to elevate sales performance through means other than incentives. These efforts take many forms, from the traditional—such as training, coaching and territory management—to newer ideas, like data-directed selling. Often, efforts in the latter category come in the form of “nudges”: discreet attempts to change behavior, such as approaching one conversation differently, making one more sales call, or pursuing one more lead.


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Three Ways to ID Poor Sales Reps—Before You See the Numbers

Posted by Peter Manoogian on Tue, Apr 22, 2014

Anyone would agree that every sales team has a mix of stars, average performers and underperformers. Though it’s only mid-April, I’m sure that the star reps of every sales team have begun separating from the others on at least one, if not many, performance dimension. These top performers get ample attention from sales leaders—who provide them with the resources and support they need to maintain their productivity.


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Unlock the Remaining 85% of Your Sales Potential: Engage “Average” Performers Too

Posted by Jason Brown on Thu, Dec 12, 2013

An insurance executive confronted me a few weeks ago with this brainteaser: How can we engage and motivate a (seemingly) unlimited number of independent agents with a limited amount of resources?

Insurance carriers who distribute through independent agents know this challenge all too well: Carriers need to engage top producers, who, though small in number, may be responsible for a large amount of total sales; carriers also need to engage the middle of the population, as this group often shows the greatest potential for near-term growth; and carriers can’t ignore the smallest producers, especially those who are new agents at the outset of their careers—or carriers risk the long-term growth of the agent population.


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