Sales Training Connection

JANUARY 17, 2014

Sales managers – words have power! When salespeople get promoted to a sales manager position there are many traps to avoid and new things to learn from: analyzing CRM data, to conducting performance reviews to figuring out how you are going to find the time to coach. ©2014 Sales Momentum ®.

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Your Sales Management Guru

DECEMBER 30, 2013

2014 New Year, New Goals? Certainly in our lives we have experienced difficult economic swings, positive years and always new challenges and as Acumen Management moves into our 17th year (yikes) I thought I might share the various categories we use to focus our lives. All the Best in 2014 and Think Positive!

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Exercises Travel Objections Promotion 73

Sales Training Connection

JUNE 4, 2014

Sales Managers. If you want to get better at management a good first step is – stop annoying you staff. People complain about their managers regardless of their position inside the organization or the type of business all the time. This good idea also holds true for sales managers.

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Sales Training Connection

APRIL 4, 2014

Sales manager with a new sales team. As most in sales leadership would share – the front-line sales manager is the pivotal job for building and sustaining sales success. And, perhaps the most critical time for any sales manager is when first taking over a new sales team.

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Sales Training Connection

OCTOBER 10, 2014

Motivating sales reps is a key responsibility of every sales manager. How can they motivate their sales teams effectively? Two struck us as really important for sales managers. We’ve written about the importance of sales managers not micro-managing. Summary for sales managers.

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Sales Training Connection

SEPTEMBER 26, 2014

New sales managers. When front-line sales managers take over a new sales team, the natural tendency is to get things moving – make a mark. For example, it is not uncommon that the “what” turns out to be a bunch of stuff that choruses of those on your sales team are complaining about.

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Sales Management Sales Leadership ACT Training 88

SBI Growth

SEPTEMBER 20, 2013

Learning the truth is critical for your sales strategy. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Learn what SBI’s Discovery says about what top organizations will do differently in 2014. Sales Rep Survey. Sales Management Survey.

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SBI Growth

AUGUST 13, 2013

To learn how other top companies fund initiatives, register for this event: How To Make Your Number in 2014: A Sales Strategy You Can Execute. I mentioned department-aligned efforts (HR = Talent or Learning; Marketing = Lead Generation or Sales Enablement; Sales = Sales Process or Sales Management.)

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SBI Growth

JULY 26, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." How to check areas not normally thought of as providing positive return. Hank''s DLA experience: DLA hired engaged a consulting firm to help with sales rep onboarding. This post details 3 of these categories.

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Chorus.ai

DECEMBER 20, 2019

Just ask former math teacher Grace Tyson, who, in 2014, was struggling to define the unknown in a very important equation: Grace + [X] = new career. So, I Googled ‘entry-level positions in startups’ to see what I could find.”. When Joe heard I was looking for a new position, he reached out to learn if Chorus.ai

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Sales Management Hiring Automotive Scale 73

Hubspot Sales

MARCH 2, 2018

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Check out my book on running a human-centric sales process that'll win more customers.

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Sales Management Hiring Top of Funnel Funnel 105

SBI Growth

OCTOBER 20, 2013

Planning for 2014 is in full swing. You just got off the weekly call with the Sales Leadership team. Your boss, the SVP of Sales, has some ‘great’ news. “We We got budget approval to add new sales heads. Start recruiting now so we can start of 2014 with a full team.” Invite your boss, a peer and two sales managers.

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Hiring Ideal Customer Profile Lead Rank Lead Scoring 288

SBI Growth

JULY 22, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." There are 10 best practices Sales VPs have taken to ensure this doesn’t happen. They are always looking to not only fill open positions but upgrade. Schedule interviews with yourself and sales managers weekly.

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Janek Performance Group

SEPTEMBER 29, 2021

That’s the advice from a recent Harvard Business Review article that concluded, women are the future of B2B sales. If you are skeptical, ask yourself this: Which do you think is more likely to have a positive impact on your sales results next year — more women on your sales team or less? Better Coaching.

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Hiring Travel Promotion Sales Leadership 118

The Sales Hunter

FEBRUARY 4, 2014

SECRET 2: Position Your product/service to warrant full price. SECRET 3: Position yourself and your selling process to command full price. Just as you have to make sure your product/service is positioned to warrant full price, you have to make sure you are too. Copyright 2014, Mark Hunter “The Sales Hunter.”

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Discount Face-to-face Selling Skills Groups 241

Steven Rosen

MAY 1, 2015

Congratulations you have been promoted and you are now the sales manager! Sales organizations tend to promote their top sales reps into sales manager jobs. We all know that this promotion leads to the sales organization losing on two counts. Unheard of? Top performers may end up leaving the company.

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Sales Training Connection

NOVEMBER 10, 2014

Over the years we have written numerous articles about the front-line sales management position. We have consistently labeled the front-line sales manager as the pivotal job for developing and sustaining a superior sales force. What are companies looking for when hiring a Sales Director in 2014?

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No More Cold Calling

AUGUST 12, 2014

And your position gives you unique, valuable insights. Keep this in mind as we approach the final quarter of 2014. Associations Enterprise Sales Management Salespeople Small Business' Knowledge is power. Thats what clients want from youthe value of your experience and expertise. Time is not on your side.

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Understanding the Sales Force

AUGUST 20, 2014

Understanding the Sales Force by Dave Kurlan One of the most frequent questions we get from clients has to do with the second most important finding on Objective Management Group''s (OMG) sales and sales management evaluations. When a candidate for a sales position lacks Desire, there are no questions.

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Hiring Groups Incentives Incentive 249

Your Sales Management Guru

APRIL 29, 2015

Sales Management: The need for creativity! This past week I had opportunity to work with a great client at their worldwide sales conference in Miami. Be a risk taker: try something different, the adrenalin will cause a positive impact on your brain. What was the most creative sales tactic you have used?

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Sales Management Hiring Conference Sales Leadership 40

Understanding the Sales Force

JULY 17, 2014

This is actually very consistent with what we see and what our clients see when recruiting for positions. There are plenty of senior sales candidates out and about, getting fed up, discouraged, mistreated, and terminated. When it comes to sales candidates, there is a certifiable shortage. c) Copyright 2014 Dave Kurlan'

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Hiring Ideal Customer Profile Networking Demographics 221

Hubspot Sales

FEBRUARY 9, 2021

To help you understand which strategies aren't worth your time, we reached out to some experts to offer their takes on sales tactics that brands should avoid, going forward. Holding Onto Outdated Positioning Statements. But your install base is the fruitful compost pile of your sales garden. Over-Reliance on Case Studies.

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SBI Growth

AUGUST 31, 2013

This post lists some attributes of high-performance sales cultures. A Culture Creation tool is available by signing up for the SBI Making the 2014 Number tour. It lists 11 traits of high performance sales cultures. Sales Turnover - A Symptom of a Low Performing Sales Culture. Revised sales territories.

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Hiring Transportation Follow-up Lead Rank 310

SBI Growth

SEPTEMBER 14, 2013

We find numerous obstacles Sales VPs and Sales Managers face. It wastes time and costs sales. Every year we compile research for our Sales & Marketing Research Review. Conducting over 5400 Sales Management surveys and interviewing 600+ executives gave us new insight. Remember the rule of 3.

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Hiring Face-to-face Lead Rank Lead Scoring 300

The Sales Hunter

FEBRUARY 21, 2014

I base this on the number of phone calls and emails I’ve received the last few months from sales managers and other senior people looking for sales talent. And if you are in the position of having to hire salespeople, I highly recommend Lee Salz’s book “ Hire Right, Higher Profits.

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Hiring Selling Skills Sales Talent Training 215

Understanding the Sales Force

MAY 1, 2014

One-person sales consulting firms, self-appointed experts, telling, but not doing, what they say. If you were to read through each of the 1,150 articles I have posted on this blog since 2006, and organize, sort, create a flow and edit it all into a Sales Management Bible, we would have one enormous how-to guide.

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SBI Growth

AUGUST 22, 2013

Interviews with the head coach and coordinators give positive signs. Sales can learn a lesson here. Sales can learn a lesson here. Sign up here to receive a copy of the Sales Job Tryout Toolkit. Read on and you''ll be ready to Make the Number in 2014. Here''s a 7-step overview of a tryout for a sales rep. (To

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Hiring Proposal Exercises Lead Rank 300

Sales Training Connection

MARCH 26, 2014

Let’s take a look some ideas for how a sales manager might deal with a sales rep facing the second situation. Establish a sales coaching priority. Jointly establish with the sales rep that moving out of their comfort is important for their success. ©2014 Sales Momentum, LLC. Collect best practices.

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Pointclear

JUNE 4, 2013

Recognizing this and the prohibitive cost associated with some training programs, TSW launched the Top Sales Academy at “free for all” cost. Later in the year we will be creating the most rigorous survey the sales space has ever witnessed, and in 2014 we launch the Top Sales Conferences.

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Sales Training Connection

APRIL 14, 2014

Sales management. Practice the pause – When facing demanding internal challenges and customer crises that generates stress, pausing and then reengaging can help shift a sales leader’s mind-set from the negative fear of failure – to a positive about success. ©2014 Sales Momentum, LLC. What’s the cause?

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SBI Growth

AUGUST 8, 2013

CMO’s can borrow brilliance from top sales best practices. The crown jewel of sales excellence is the Field Ride-along. World Class sales organizations emphasize manager & rep ride-alongs. Sales Managers go into the field for 1-2 days with their reps and ‘ride-along’ to observe and coach.

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Marketing Coaching Report Salary 282

Customer Centric Selling

OCTOBER 21, 2013

Sales Training Article: Is"Sales Manager" An Oxymoron? Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Ambro at FreeDigitalPhotos.net Are you doing more selling than managing?

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SBI Growth

MAY 11, 2013

Sales VPs need to make the number this quarter. Sales Managers want more new business. Sales Reps need more leads. Have your sales rep find out who his customer’s Sales VP wants to sell. Then see if you can introduce this Sales VP to this dream customer. The pressure is on to consistently perform.

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Keith Rosen

JULY 30, 2020

Unfortunately, this is the message I’m hearing from senior leadership to their front line sales managers, as companies fearfully scramble to reinvent themselves. It was day two of delivering my sales leadership coach training course for the talented leaders at Microsoft in São Paulo, Brazil. January 28-29, 2014.

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Sales Training Connection

NOVEMBER 21, 2014

A study by Millennial Branding and American Express , for example, reported that 61 percent of managers surveyed felt that soft skills were more important in new hires than hard skills, or even technical skills. 6 soft sales skills critical to sales success. ©2014 Sales Momentum ®.

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Hiring Face-to-face Lead Rank Study 125

Pointclear

NOVEMBER 16, 2017

I say “Other executives in your position have been excited to hear about (describe solution with short potential benefit). The PointClear team would like to hear from you about your sales lead generation best practices. Jim Hall joined PointClear in 2014 with over 20 years of experience in consulting, sales, and business growth.

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Sales Training Connection

JULY 14, 2014

Mentoring new sales reps is a technique many companies use to “jump start” new sales reps. It’s a logical approach providing new sales reps with an opportunity to work with someone besides their sales manager to learn about the customer base, product portfolios, marshaling internal resources, etc. Set expectations.

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Hiring Training Exercises Positioning 102