Steven Rosen

DECEMBER 3, 2018

The results from Sales Mastery sales executive survey showed that 1/3 of executives surveyed, said that “ sub-optimal sales manager coaching” is one of their top 3 barriers to achieving their objectives in 2018. The studies below clearly shows that sales manager coaching has a significant impact on performance.

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Your Sales Management Guru

NOVEMBER 3, 2015

2015 Sales Predictions. We believe in 2015 the focal points will be on velocity and execution; increasing the speed of the sales cycle and number of orders received. Becoming “brilliant in sales execution” during each stage is critical. This is a new trend that will evolve quickly in 2015-16.

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Your Sales Management Guru

NOVEMBER 7, 2016

Sales Management End of Year Checklist. . While I was working on ideas for the next few blogs it occurred to prepare a series based upon the end of the year and the start to 2017. Depending upon the person and the conditions in their sales organization each article may or may not be pertinent.

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The Brooks Group

DECEMBER 28, 2015

2015 was a big year for The Brooks Group, and we’re going to brag a little. Our achievements this year included: Bronze Stevie Award for Sales Training Practice of the Year. Top 20 Sales Training Company, Training Industry. Top 20 Sales Training Company, Selling Power Magazine. Top 7 Articles of 2015 .

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Your Sales Management Guru

FEBRUARY 12, 2015

What Sales Compensation Trends Are in Store for 2015? . This week while I am on vacation I am adding a Guest Blog, it should be of huge interest to the readers of this blog. Sales departments have a long history of overspending their compensation budgets. percent median increase in sales for 2015.

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Cincom Smart Selling

MARCH 31, 2015

Cincom recently attended Microsoft Convergence 2015, which took place in Atlanta, Georgia. If a sales manager or sales rep can’t access CRM or the sales tools they need while they’re on the road, it’s likely that you won’t be doing business with them. Related Posts. Top Trends of Microsoft Convergence 2014.

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Your Sales Management Guru

OCTOBER 7, 2014

Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Your sales management team must understand your company’s overall goals and structure compensation to align with them. Blog: www.YourSalesManagementGuru.com. Sales Compensation'

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OpenSymmetry

MARCH 24, 2015

2015 started strong for us at OpenSymmetry in Singapore. With such great activity, we took part as a speaker and exhibitor at the Anaplan Hub in Singapore on 18 th March 2015. Anup Deb is the Sales Manager in APAC for OpenSymmetry. The post OpenSymmetry Takes Part in Anaplan Hub Singapore 2015 appeared first on OS Blog.

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Your Sales Management Guru

MAY 16, 2016

7 Steps to Success for Sales Managers. -A After being a VP of Sales, consulting on sales management for 19 years and after writing four books on sales management, Max Cates, author of 7 Steps caught my attention in the first five pages. A book review-. Hire for Traits, not Skills.

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Your Sales Management Guru

DECEMBER 14, 2015

Sales Management and Discipline. I received a call from a former client that was concerned about the status of their sales team and VP of Sales-it seems that their revenue was off more than $2M over the previous year and below their growth goal! Build a weekly/monthly/quarterly sales management checklist.

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No More Cold Calling

DECEMBER 11, 2014

Otherwise you probably wouldn’t be in sales. Plus, the connections you make during this festive time of year can help you grow your referral network and fill your sales pipeline in 2015. For more networking tips, check out my recent Salesforce blog post, “ Want More Referrals? Network Before You Need To.”

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Your Sales Management Guru

MAY 3, 2016

Sales Management Shouldn’t be a Horse Race. That happens because of many reasons; lack of good pure sales management training programs, lack of previous exposure to sales leadership mentors or poor management styles. It happens in so many aspects of the job of sales leadership. What do I mean?

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Sales Training Connection

MARCH 4, 2015

Sales managers and the time trap. For sales managers Public Enemy # 1 is time. The more successful a sales manager, the more demands on their time. Coaching at a team level versus the individual level is especially effective when coaching sales strategy. ©2015 Sales Momentum, LLC.

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Sales Training Connection

MARCH 23, 2015

The same is true of sales managers. If you believe front-line sales managers are the key to a team’s sales success – and we do – the end of Q1 is a good time to look at what’s working, what isn’t working and why. A good starting point is to reflect on their performance as a sales manager.

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Sales Training Connection

FEBRUARY 2, 2015

Sales managers. A few years ago we published a blog on the importance of sales managers assessing their prior year’s performance and incorporating the results of that self-assessment into their plans for the new year. A good starting point is to reflect on their past performance as a sales manager.

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Your Sales Management Guru

MARCH 14, 2016

Sales Management: What is your goal—today? . Sales leadership is a constant focus on many various facets of business-it’s one of the reasons sales management is a one of the most difficult jobs in any business. It is because of these numerous aspects that many sales managers get distracted or lose focus.

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Your Sales Management Guru

AUGUST 17, 2015

Ignite Your Sales Team: Sales Management on Fire! Everyone wants to lead a high performance sales team, but have you made the right investment to make it happen? We see many organizations struggling simply because they have not figured out the importance of investing in training their sales managers.

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DiscoverOrg Sales

DECEMBER 4, 2017

This is in spite of the fact that most of it is created for sales and channel enablement purposes. A similarly scary statistic came from Docurated’s State of Sales Productivity 2015 study, which found that salespeople only spent 1/3 of their time actually selling. Training, training, training.

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Sales Training Connection

APRIL 8, 2015

What best practices are particularly important to keep in mind when coaching the Millennials on your sales team? For this blog we borrowed a couple of ideas from the author and added a few of our own to make the point that experienced salespeople in their 40s and 50s also need and want coaching. ©2015 Sales Momentum, LLC.

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Pointclear

DECEMBER 8, 2016

One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T leave a voicemail?”. The following is from my favorite author (“New Sales. and “Sales Management. Simplified.”

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Your Sales Management Guru

OCTOBER 3, 2016

As a Sales Leader or Executive these 3 secrets will also help propel your sales organization to the next level. In Chicago I took each bullet and discussed the specific actions sales management must implement to execute on each element. His blog has been rated in the sales blogs in the world!

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Your Sales Management Guru

OCTOBER 6, 2015

11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. This also is an opportunity to build a better sales team that will increase your market share as competitors lag.

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Understanding the Sales Force

AUGUST 18, 2015

How Sales Has Changed in the Last 5 Years and More April 10 2012 on the Hubspot Blog. Februrary 19 2015. There is some truth to what inbound marketing experts and inside sales experts are saying relative to the context of who they work with. See: Changes in Selling Require Changes in the Way You Sell November 5 2007.

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Tony Hughes

OCTOBER 16, 2018

2015 will see the dawn of the rise of "LinkedIn Centers" to steadily replace traditional B2B marketing activities for demand generation and phone based telemarketing for lead generation (in-house or outsourced). 2015 could be the year for a quantum shift in strategy, execution and results in your world.

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Your Sales Management Guru

DECEMBER 15, 2014

Amp Up Your Sales, published by AMACOM, written by Andy Paul is a book you should consider for your 2015 sales training program. Andy has put together 40 chapters of concise, practical and most important the right information that when implemented can drive your sales to the next level. A critical success factor for 2015.

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Your Sales Management Guru

JUNE 27, 2016

(For those that have read my past blogs or if you have not, I recommend to my clients that at least twice a year that your entire sales team reads the same sales book and discuss one chapter a week. For more insights on this very special book: www.sellingtothepoint.com and Jeffrey’s blog: [link]. Acumen book club).

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Your Sales Management Guru

SEPTEMBER 6, 2016

High-Profit Prospecting b y Mark Hunter, published by AMA (American Management Association) has laid out solutions to one of the top sales problems facing every sales organization. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.

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Your Sales Management Guru

JANUARY 13, 2015

Last Friday my topic was “Accelerate Your Business in 2015”, during the program I covered a variety of ideas, techniques and tools the audience could use to drive increased levels of sales pipeline values and revenues. A portion of what I spoke about was from a recent blog: The One Must Do Action Step to Ensure a Great 2015!

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Your Sales Management Guru

SEPTEMBER 29, 2014

In other organizations there is limited marketing of this nature with an expectation that sales will build relationships that lead to additional business opportunities. The question is, as a sales manager how should you structure your sales team’s expectations around prospecting? What is your sales process?

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Your Sales Management Guru

JULY 6, 2016

July is Sales Leadership Month. As a sales leader you must always have a vision and action plans for a rolling six months, this is why July is the perfect month for anyone that has sales management responsibility—so why not name it Sales Leadership Month ! Did the quarterly sales training plans work?

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Your Sales Management Guru

OCTOBER 20, 2014

Take an analytical approach to understanding your customer base, it will drive better messaging, increase order rates and improve your profitability-sounds like an excellent formula to get started on 2015! Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.

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Your Sales Management Guru

DECEMBER 20, 2016

When is your 2017 Sales Kick-Off Meeting? Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. He was recently ranked for the fourth year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015.

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Mindtickle

AUGUST 28, 2023

With those unique circumstances in mind, the importance of effective sales training cannot be overstated. In this blog post, we’ll outline the unique challenges faced in pharmaceutical sales training and provide practical solutions. What are some challenges in pharmaceutical sales training?

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Your Sales Management Guru

NOVEMBER 21, 2016

At this time of year it is not unusual for salespeople and sales managers to simply focused on closing business to achieve their yearly objectives, maximize their compensation plans and unfortunately drain their pipelines. January can be a good month with leftover sales opportunities but many sales teams face a weak February/March.

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Your Sales Management Guru

AUGUST 3, 2016

As Sales Leaders or as anyone, creating a positive life for yourself begins by focusing on others; in my keynote programs I describe how during my work on improving the professionalism of sales managers, we actually began to focus impacting their personal lives as well. His blog has been rated in the sales blogs in the world!

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Your Sales Management Guru

SEPTEMBER 26, 2016

Readers of this blog know I am a firm believer in the art of discovery and James hit this out of the ballpark-a chapter that can’t be missed. Make this book one of your Acumen Book Club sales training sessions going into the fourth quarter and watch your quota numbers get crunched. Need more sales management resources?

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Partners in Excellence

DECEMBER 1, 2021

The post It’s Prediction Season Again first appeared on Partners in EXCELLENCE Blog -- Making A Difference. Getting By Or Getting Ahead Prognostications And Wild Ass Guesses For 2015 "This Is Not A New Concept." It’s time we paid attention and did those things. Related Posts: Predictions For 2017!

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