The Spiff Blog
JANUARY 9, 2024
Plan your ramp-up periods around a series of interactive training sessions, where new reps will shadow experienced salespeople, sit in on calls, study and discuss recordings of successful sales calls, and so on. The more exposure to the act of closing deals new reps receive, the faster they’ll be able to close deals themselves.
Adaptive Business Services
JANUARY 31, 2024
Let’s examine that … Back in the 80’s, I was the sales manager for a local office equipment company. In 2006 I secured a deal with a regional bank that was going to be rapidly expanding in S.W. It wasn’t a large job, but the bank had huge potential. There is a caveat to this title. One in particular was huge for us.
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Sales Hacker
JUNE 20, 2018
It’s time to take back the weekly sales meeting—it can be a highlight in your team’s week and, dare I say, even fun. Effective Sales Meetings Are 5 Steps Aways. 1) Role-play sales scenarios. The idea of acting out scenarios in front of peers and management can be, to say the least, a bit daunting.
Anthony Cole Training
OCTOBER 25, 2011
Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). Sales Coaching (40). sales coaching skills (10). sales competencies (12).
SalesLoft
APRIL 20, 2020
It’s like making a deposit in the emotional bank account. Instead, we get in the foxhole with the rep, build trust, and make deposits in the emotional bank account. . I put three of the six managers in my organization on PIPs while they were reps. “People buy into the leader before they buy into the vision.” – John C.
The Spiff Blog
APRIL 27, 2023
Though we won’t go as far as comparing sales management to dog training, it’s an easy analogy that illustrates the same idea. In sales, this idea is more complex but similar. Can you pay a small percentage of each commission before the customer’s check hits the bank?
Pipeliner
JANUARY 5, 2021
I previously brought up the example of a private banker—they live only by recommendations, and when they change banks, they generally take their customers with them. You go to the sales manager, VP or EVP sales, or someone else at the C-level of a company concerned with sales or sales functions.
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