Steven Rosen
APRIL 6, 2024
In this 2:42 video, Steven Rosen and Colleen Stanley delve into the vital role of preparation in mastering difficult conversations with sales representatives. They stress the importance of sales managers dedicating time to pre-call planning, ensuring productive discussions. A unique approach to this process is proposed.
Tony Hughes
MAY 13, 2019
Sales Management is without doubt the most important link in the revenue chain. It’s also the toughest role in a company because it’s where the person is squeezed between the relentless expectations of executive management and sellers who struggle to differentiate in ferociously competitive markets.
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No More Cold Calling
FEBRUARY 11, 2016
But those methods will only treat the symptoms, not the real sales management problem: a lack of proper planning. It’s similar to the conversations most sales reps have with prospects. Sales management: Listen up. It’s your sales team’s expertise in defining and communicating prospects’ problems.
No More Cold Calling
JULY 29, 2021
If your team has trouble closing, go back to the beginning—qualifying prospects—and examine your entire sales process for missing links and ineffective tactics. Ask yourself: How are sales reps sourcing leads? How are sales reps qualifying their leads? What is their sales plan for following up? And that’s referral leads.
Sales Hacker
MARCH 6, 2018
This article takes you through 5 crucial tips to efficiently manage your sales pipeline. Before we jump right in, let’s define what a sales pipeline is. A sales pipeline is a systematic and visual representation of your sales process. Proposal send date. % 3) Proposal send date: .
SalesFuel
APRIL 30, 2024
Let Go of the Last Word Another tendency of managers that employees dislike is the need to always be superior or have the last word. In her article for Chiefexecutive.net, Susan Annunzio labels this behavior: condescension. Remember to praise employees who come up with proposals or answers. Photo by CottonBro Studio on Pexels.
Understanding the Sales Force
NOVEMBER 13, 2013
It''s their sales managers, who are almost as much in the dark as their salespeople. Want an example of sales management being in the dark? I wrote this article for SoldLab and it was posted there today. End of Quarter Closing is a great example of sales management dysfunction!
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