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Mark Emond

Excellent post Nancy. I would add that sales collaboration with marketing is now more important than ever. With marketing (through inbound channels, lead nurturing and content marketing) now playing an increasing role deeper and deeper in the buying cycle, it's critical to have a collaborative go-to-market approach. Studies show that B2B buyers don't want to interact with sales until 2/3rds of the way through their buying process, putting more emphasis on marketing interaction through the education and solution phases of the buying cycle. Understanding each other's roles, responsibilities and hand-offs is more relevant now than ever before.

Dhruv@Management Consulting

Today Selling is no more an ART, it is your knowledge on the client and his needs and how you disseminate this knowledge using technology which will give you the competitive edge. In 2012 charm will not SELL, Technology driven KNOWLEDGE will. Nancy good post and thanks to highlighting the challenges laying ahead for Sales Management in 2012 and beyond.

Dave DiStefano

Great post, Nancy. Science that makes sense of all the hard and soft data you mention accounts for much of the difference between mediocre and stellar sales teams. Sales orgs used to measure success retroactively, which was like driving through a rearview mirror. Now they can turn on the headlights with predictive analytics. At Richardson, we call this critical set of analytics verifiable outcomes: Those few tangible indicators that give sales leaders insight into the accuracy and quality of their teams’ forecasts. The key idea: We can measure specific sales behaviors and correlate them to specific deals in the sales pipeline. The key principle: What can be measured can be changed. By changing sales behaviors we can change outcomes. And as a result, we can predict the direction of our sales. More here on my blog: http://ow.ly/8GaWW

excel development

Every company is different so I can only tell you what I look for in a person I am hiring for Sales Management. I look for a persons drive in how they answer my questions. Alot of my questions are irrelevant, I am just testing someones conventionalism and reaction time. I look for the drive in a person by their willingness to win at all costs (with respect for quality of course). I want someone who can drive and motivate others at the same time develop those reporting to him and understands the importance of developing his/her team.

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