Understanding the Sales Force

AUGUST 5, 2016

As a result, we miss some of the best work-related things because we aren't working as many hours, may be in catch-up mode and not have the time to get to everything we would get to during cooler months. With that in mind, some of the best articles you haven't read were published this summer!

Sales Leadership 120

Sales Leadership Relationals Sales Sales Process 120

Jeffrey Gitomer

MARCH 3, 2011

Relate | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Sales Management. Sales Videos. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Gitomer | March 3, 2011 | 1 Comment. Tweet Share The first question is a casual one. I always ask people where they grew up. Leadership.

Relationals 221

Relationals Hiring Social Media Loyalty 221

Partners in Excellence

JULY 16, 2012

What resonated with me is the radical simplicity with which Mark approached (and described) building a sales team. In a world where too many try to overcomplicate things, Mark’s article cut to the essence of building high performance sales teams. Summarizing: Hire the same successful sales person every time. (P).

Hiring 87

Hiring Sales Management Coaching Hubspot 87

Partners in Excellence

MAY 20, 2022

First, congratulations, your first job as a sales manager is a huge step forward in your career. Now, don’t screw it up—you’ll get a lot of managers who will immediately congratulate you, shake your hand, smile then say, “What have you done for me lately?”. But for now: Be proud that you are a first line sales manager.

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Sales Management Hiring Promotion Coaching 73

Janek Performance Group

AUGUST 19, 2022

Congratulations, you are now a sales manager. Earning the title of sales manager is an important step in your sales career, regardless of the size of your sales team. There is plenty that new sales managers need to learn on their journey to become a sales leader. Trust is reciprocal.

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Sales Management Sales Leadership Sales Report 62

Steven Rosen

JANUARY 28, 2024

Empathy allows sales leaders to understand their team members’ perspectives and effectively communicate with them, while assertiveness ensures that expectations are set and execution is achieved. Summary Video Article: Title: “Developing Emotional Intelligence Skills for Sales Leaders.”

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Video Sales Leadership Hiring Face-to-face 156

Partners in Excellence

MARCH 6, 2019

Tim has been writing a series on sales management, Why Can’t We Build Better Sales Managers? In this particular article, Tim suggests we may not need traditional sales managers anymore. My immediate reaction was, “What is the role of a sales manager?”

Sales Management 85

Sales Management Hiring Face-to-face Coaching 85

Steven Rosen

JANUARY 13, 2024

Empathy allows sales leaders to understand their team members’ perspectives and effectively communicate with them, while assertiveness ensures that expectations are set and execution is achieved. Summary Video Article: Title: “Developing Emotional Intelligence Skills for Sales Leaders.”

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Video Sales Leadership Hiring Face-to-face 156

Hubspot Sales

APRIL 12, 2021

As a sales manager, ensuring that your team's communication with prospects is tight and effective is in your best interest. That process — making sure your team's communications aren't erratic — is most commonly referred to as implementing consistent sales messaging. It can be guided by example.

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Sales Management Hubspot How To Scale 132

Steven Rosen

APRIL 19, 2023

That Is The Question Here is what the data shows: Only 14% are spending enough time coaching* Only 7% are effectively sales coaching* Less than 1% are doing the right kind of coaching and debriefing* Only 68% of sales managers say they spend up to 60 minutes individually coaching their sales reps each week.^.

Sales Coaching 177

Sales Coaching Coaching Objections Sales Management 177

Anthony Cole Training

JUNE 5, 2015

As I continue to think about habits of sales people and the role of the sales manager in identifying, assessing and “correcting” habits, I keep looking for additional information that might be additive to this string of articles. Ike sent me a link to a survey that was done regarding the hunt for sales managers/directors.

Hiring 120

Hiring Sales Management CRM Scale 120

SBI Growth

SEPTEMBER 24, 2012

This post is about how CEOs should invest in sales managers to improve revenue growth in 2013. As part of our annual Q3 Research Tour, SBI surveyed over 10,000 sales reps. If you are considering sending your sales managers to training seminars in 2013, keep your money. Develop a custom sales management program.

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Sales Management Hiring Comparison Quota 267

InsideSales.com

JULY 3, 2020

For a Sales Representative, climbing the corporate ladder begins with a promotion to Sales Manager. This is an exciting opportunity to be recognized by senior management and develop your career options. Below we have outlined 6 of the pitfalls and benefits of a good Sales Manager. How Sales Manager Succeed.

Sales Management 58

Sales Management Ideal Customer Profile Territories Promotion 58

Hubspot Sales

JUNE 16, 2022

The role of a sales team is to sell. The sales manager is responsible for creating, advancing, and managing the people, processes, and systems for their team to be successful. While this job routinely requires setting goals for the team, sales managers must set goals for themselves as well.

Sales Goal 84

Sales Goal Examples Sales Management Hiring 84

Pipeliner

SEPTEMBER 15, 2020

In this article, I would like to discuss a very fundamental quality for someone’s successful conduct in life—that of virtues. Perhaps more than other more average fields, you really need virtues in sales management. In sales management, wisdom must be constantly exercised both in choosing people and in leading them.

Sales Management 75

Sales Management Hiring Biotechnology Call-back 75

Anthony Cole Training

JANUARY 30, 2012

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Sales Management 159

Sales Management Hiring Ideal Customer Profile Call-back 159

Nutshell

MAY 16, 2019

Do you dream of leaving your sales associate desk behind and stepping up to a sales management position? The arrangements may vary from company to company, but in general, most sales professionals would jump at the chance to assume a leadership role. Are you Sure You Want to Become a Sales Manager?

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Hiring Sales Management How To Promotion 96

InsideSales.com

OCTOBER 10, 2019

In this podcast, I talk to Natalie Bering of ServiceNow on how to support frontline managers by coaching them to think big, maximizing their 1-on-1 time with staff, and focusing on professional development. RELATED: Sales Organization Structure For Optimal Performance In this article: What Are Frontline Managers?

Sales Management 59

Sales Management How To Maximizer Coaching 59

Partners in Excellence

DECEMBER 16, 2014

As with the prior articles, I get huge numbers of requests from sales manager to help Hack their jobs. “What are the short cuts?” ” “How do I manage my time better?” ” As with the other articles, most of the hacks are very well known. Hacking sales management is pretty simple.

Sales Management 94

Sales Management Hiring Top of Funnel Maximizer 94

Partners in Excellence

OCTOBER 8, 2014

There’s a lot of stuff written about what sales managers have to do and their key job responsibilities. Some of the laundry list items include: Make sure the team makes the number, develop the strategy, manage the forecast/pipeline, manage performance, recruit, train, coach, and on and on. No related posts.

Sales Management 108

Sales Management Territories Incentives Incentive 108

Anthony Cole Training

MARCH 22, 2012

Here is an excerpt from a recent CBS College Basketball article : "Of the Sweet 16 teams remaining in the NCAA tournament, four are coached by guys who never played college basketball -- Crean (Indiana), Marquette's Buzz Williams (a former Crean assistant), Cincinnati's Mick Cronin and Baylor's Scott Drew. It matters what your competency is.

Sales Management 185

Sales Management Hiring Film Coaching 185

Anthony Cole Training

SEPTEMBER 26, 2011

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Hiring 174

Hiring Sales Management Ideal Customer Profile Webinar Metrics 174

Steven Rosen

JANUARY 15, 2024

He suggests the addition of resources and tools to allow for more coaching time and support between sales managers and their team members. Adding resources and managing a span of control can create more time for coaching and support. Ongoing reflection and level-setting help ensure that coaching remains a priority.

Video 156

Video Coaching Sales Qualified Lead Trends 156

The Sales Hunter

JANUARY 27, 2012

Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. 5 Sales Training Tips for Sales Managers AND Salespeople. The success you have in sales is dependent on your level of confidence. Learn something from every sales call.

Sales Management 204

Sales Management Training Hiring Ideal Customer Profile 204

Partners in Excellence

MAY 19, 2016

Perusing my news feeds this morning, an article entitled, “Should Sales Managers Coach” caught my eye. I reread the article 5 times. Is it a super closer/sales person? The job of the front line sales manager is to maximize the performance of each person on the team!

Coaching 48

Coaching Sales Management Hiring Maximizer 48

Cincom Smart Selling

FEBRUARY 1, 2018

Our fifth and final installment of CPQ Perspectives focuses on the sales manager—those folks who oversee the selling operation. Sales management is full of challenges, and we can’t possibly touch on every issue that affects sales managers in this blog post. What matters to sales managers?

Sales Management 48

Sales Management Buyer Sales Qualified Lead System 48

Anthony Cole Training

MAY 19, 2011

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

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Hiring Sales Management Webinar Metrics Ideal Customer Profile 168

Customer Centric Selling

AUGUST 5, 2013

Sales Training Article: "When Is This Deal Going to Close?". By Scott Gruher, Sales Benchmark Index (SBI) Image courtesy of imagerymajestic at FreeDigitalPhotos.net "When Is This Deal Going to Close?" The worst question a sales leader can ask a rep. Bring the buyer value that isn''t related to your solution.

Training 63

Training Sales Management Forecasting Coaching 63

Sales Hacker

OCTOBER 9, 2019

Sales is the most important function with any company, and the sales manager plays a critical role within it. That said… The importance of your sales manager cannot be understated. The sales force drives the company’s revenue and it’s the sales manager’s job to drive the sales force.

Promotion 70

Promotion Sales Management Sales Leadership Hiring 70

No More Cold Calling

JULY 13, 2017

Can sales managers influence the buying process? You can’t manage revenue. If sales close, you win. Calls with their sales managers become about justifying why prospects should be in their pipelines in the first place, and discussing ways these account based sales reps can accelerate the buying process.

Account 287

Account Referrals Cold Calling Ideal Customer Profile 287

Anthony Cole Training

AUGUST 29, 2011

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Hiring 149

Hiring Sales Management Decision Maker Ideal Customer Profile 149

Pipeliner

MARCH 21, 2018

Before, salespeople armed with price structure, territory and targets did fine as long as they managed their territory and produced results. Sales management provided oversight, bridged with corporate and could be hands-off. 25 percent goes to reporting, administrative and CRM-related tasks. Not today!

Sales Management 43

Sales Management Territories Study Report 43

Partners in Excellence

JUNE 27, 2017

Virtually everything one reads about driving sales performance and productivity focuses on the sales person. 1000’s of books and articles provide endless advise to help improve sales people skills. Billions are spent in training and skills development—all focused on the sales person.

Coaching 50

Coaching Sales Management Maximizer Sales Enablement 50

SalesFuel

APRIL 8, 2024

2 Rules To Successfully Negotiate Pricing This article from GrowthAspire emphasizes that sellers can’t win a negotiation if they don’t believe in their solution. Demonstrating buyer-specific value, empathy and confidence in your own solution positions you to handle cost-related objections.

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Negotiation Buyer B2B Hiring 115

Steven Rosen

MAY 11, 2024

The interactive podbook below contains videos, audio, articles, summaries, transcripts, and YouTube shorts from this podcast episode. By providing stress management courses or workshops, leaders can equip their teams with the necessary skills to handle workloads and avoid feeling overwhelmed.

Account 120

Account Face-to-face Sales Leadership Quota 120

Anthony Cole Training

MARCH 23, 2010

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Sales Management 120

Sales Management Hiring Ideal Customer Profile Webinar Metrics 120

SalesFuel

MAY 20, 2024

A recent article from Stanford Business highlights a study that pits writing against audio. A voice that indicates that the person knows what they’re talking about and can be trusted Relatable: The stereotypical voice of God is authoritative, yes, but not exactly relatable. Consumers want to hear from people just like them.

Revenue 52

Revenue How To Consumer Hiring 52