Article, Sales Management and SalesForce

Hey Sales Manager, Get Your Head Out of That Spreadsheet

No More Cold Calling

JANUARY 9, 2020

million per sales manager. Message to Management: Your job is to get the rocks out of the road for your salespeople so they can do what they were hired to do—sell!”. But I don’t think any sales manager listened, because more than half of reps are still missing quota. million per manager.

Sales Management

Sales Management Hiring Cold Calling Quota

Sales Managers: The Software Stack To Turbocharge Your Team in 2022

Gong.io

JANUARY 31, 2022

While the exact list depends on who you ask, the following (alphabetized) traits are all critical for a sales manager: Able to coach, analytical, available, confident, empathetic, good listener, innovative, leads by example, loyal, motivating, passionate, positive attitude, serves vs. dictates, strategic vision, strong communicator, and thoughtful.

Software

Software Software Sales Management Sales Forecasts

Salesforce Podcast – When to Fire Your Top Salesperson

Keith Rosen

MARCH 4, 2018

Listen to this Q & A interview I did with Salesforce based on one of my most popular articles and you decide. . ?. But if you ask any manager if they’ve ever had to deal with an underperformer, most of the time you would hear, “Of course I have.”. Clearly a catchy headline for the article!

SalesForce

SalesForce Hiring Collateral Quota

Turning Vision into Action

Steven Rosen

JANUARY 15, 2024

Patience is essential for sales leaders, as behavior changes and shifts in an organization take time. Providing tools and resources for coaching and investing in sales leaders’ development is crucial to success. Getting Buy-In from Sales Leaders One of Keith’s biggest challenges was getting buy-in from his sales leaders.

Sales Leadership

Sales Leadership Coaching Resources Pivotal

What is a sales rep Scorecard?

BrainShark

MAY 2, 2024

A sales rep Scorecard is a report that tracks key performance indicators about members of your sales team. It’s used by enablement and sales managers to track and improve the performance of their sales reps by surfacing gaps in training and areas where they’re struggling or succeeding.

Sales Qualified Lead

Sales Qualified Lead Lead Rank SalesForce Inbound

The Top 6 Reasons Your Company Needs Sales Management Coaching

Crunchbase

AUGUST 16, 2022

A good coach knows how to communicate, motivate and personalize each sales associate’s training, so the sales team repeatedly delivers results. This article explores what a sales coach does. It covers how an effective sales coach can take a good or even mediocre sales force and make it great.

Coaching

Coaching Sales Management Company Hiring

Blueberries, Sales and Sales Management

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

Sales Management Hiring Ideal Customer Profile Call-back

10 Do's for Sales Management Success

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

Hiring Sales Management Ideal Customer Profile Webinar Metrics

For Sales Managers Looking For Successful Sales People

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).

Hiring

Hiring Sales Management Webinar Metrics Ideal Customer Profile

Words Make a Difference in Successful Sales Management

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

Hiring Sales Management Decision Maker Ideal Customer Profile

We Fixed Our Ideal Customer Profile (in Salesforce) Using This Data-Driven Process

Troops

AUGUST 19, 2018

In this article, we’ll tell you the step-by-step process we use to gather information about our customers — their roles and use cases — and how we organize it to make it more insightful and actionable. Note: Troops is a Salesforce automation solution that works 100% within Slack. Integrate with Salesforce. Which is what we did.

Ideal Customer Profile

Ideal Customer Profile SalesForce Data Scale

The Sales Manager's Job

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

Sales Management Hiring Ideal Customer Profile Webinar Metrics

10 Things I Wish I Knew Before Becoming a Sales Manager

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.

Sales Management

Sales Management Hiring Top of Funnel Funnel

How to be Your Own Sales Manager in the Hyper-Connected World

Hyper-Connected Selling

JUNE 21, 2017

A version of this article originally appeared on the Salesforce Sales Blog. When you think “sales manager”, do you think of Alec Baldwin in Glengarry, Glenross or Ben Affleck in Boiler Room. Be Your Own Sales Manager. The best sales manager you are ever going to have is yourself.

Sales Management

Sales Management Harvest How To Decision Maker

Forget About Your Sales Comfort Zone [January Referral Selling Insights]

No More Cold Calling

JANUARY 29, 2020

Sales Managers: Think You’re Ready for Referrals? If salespeople were self-motivated, they wouldn’t need sales managers or metrics. That’s why we need sales managers. Actually, what we need is strong sales leadership. Read “ Sales Managers: Think You’re Ready for Referrals? ”).

Referrals

Referrals Gatekeeper Hiring Sales Qualified Lead

Why CEOs Are Failing Account Based Sales Reps

No More Cold Calling

AUGUST 24, 2017

Are sales managers really at fault? You don’t hear that phrase very often anymore, but account based sales reps still carry a bag. But it’s their managers who are left holding the bag when reps don’t meet or exceed quota. But it’s their managers who are left holding the bag when reps don’t meet or exceed quota.

Hiring

Hiring Account SalesForce Quota

Sales software for small business: 10 of the best options on the market today

PandaDoc

OCTOBER 3, 2023

In the modern marketplace, leveraging sales software for small businesses can make a world of difference. In this article, we explore a host of solutions designed to help SMEs streamline their processes, boost productivity, and drive revenue growth. SalesForce Salesforce offers a flexible suite of tools for comprehensive CRM functions.

Small Business

Small Business Small Business Software Software

5 Must-Follow B2B Sales Influencers

Zoominfo

JUNE 12, 2019

Jeb is also a renowned author, having written eight hard-hitting books on sales development, including the best-selling, Sales EQ: How Ultra-High Performers Leverage Sales Specific Emotional Intelligence to Close the Complex Deal. Up next is sales extraordinaire, Trish Bertuzzi, CEO of The Bridge Group Inc.

Influencer

Influencer B2B Social Media Twitter

Need an Expert for Your Next Panel, Presentation, or Podcast? Here Are Over 530 of the Top Female Sales Practitioners

Sales Hacker

AUGUST 7, 2020

VP New business – Sales leader. Regional Vice President of Sales. Vice President of Sales. Sales Manager. Regional Vice President of Sales. Empowering Sales Development. Director, Sales Solutions, North America. Regional Vice President, Commercial Sales. Salesforce.

Demand Generation Agencies

Demand Generation Agencies Hiring Enterprise Enterprise

Enabling Your Enablers

Allego

OCTOBER 25, 2022

This article originally appeared in Training Journal. Great sales reps aren’t born. For reps to build up their selling skills and gain the insights they need, they require ongoing coaching from sales managers. For one, hybrid work enabled sales reps to work from anywhere. 5 Tips to Improve Sales Coaching.

Face-to-face

Face-to-face Coaching Scale Video

Cirrus Insight Announces Sean Piket as VP of Revenue

SBI

MAY 7, 2019

The leader in email tracking and meeting scheduling, Cirrus Insight offers a seamless email experience featuring Gmail or Outlook extensions with Salesforce integration. He has 22 years of experience in sales management, entrepreneurship and business operations, primarily at emerging-growth technology companies. Blog Article.

Revenue

Revenue SAP SalesForce Scale

5 Ways to Improve CRM Adoption

InsightSquared

MARCH 15, 2019

What do Salesforce and David Copperfield have in common? While you can crack the lid on your newly purchased Salesforce instance and start using it right away, it can’t do the hard work of creating your processes for you. If it’s not in Salesforce, it doesn’t exist” should be the slogan that echoes through the hallways. “If

CRM

CRM SalesForce Sales Operations Data

How Do You Build A Sales Scorecard?

Zoominfo

APRIL 29, 2021

With that additional information from the scorecard, a sales director may view the $1 million total differently. In this article, we’ll focus on the steps to create a scorecard and then walk you through a sample version. What Is A Sales Scorecard? Think of a sales rep scorecard as a more granular report card.

Lead Rank

Lead Rank Lead Scoring Examples Data

AI & The Evolution Of The Modern Revenue Stack

Sales Hacker

SEPTEMBER 2, 2023

Pipeline analytics: Offers sales managers a view of their teams’ pipelines that goes beyond what’s available in their native SFA applications. Here’s what we use: CRM (SFDC), Sales Acceleration (SalesLoft), Forecasting (SalesLoft), Conversation Intelligence (Gong), Data (custom in-house), Automation (Momentum).

Revenue

Revenue Lead Rank Lead Scoring Infusion

Heavy Hitter Sales Blog: Favorite Sales Manager Sayings and Clich?s

HeavyHitter Sales

APRIL 17, 2010

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. « The Six Real Reasons Why VPs of Sales are Fired | Main. Indy 500 Racing???Theyre

Sales Management

Sales Management Penetration Software Software

Your Questions Make a Difference in Sales Success

Anthony Cole Training

JANUARY 16, 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).

Hiring

Hiring Ideal Customer Profile Decision Maker Sales Qualified Lead

Sales Blogs We Love: Where to go for insight in every sales role

SalesLoft

JANUARY 2, 2020

Sales blogs to go to for insight in every sales role, from sales professionals to sales managers to sales leaders — aside from Salesloft.com, of course! For Sales Professionals: The Sales Blog (Anthony Iannarino) | Anthony Iannarino is an international speaker, author, and sales leader.

Lead Rank

Lead Rank Webinar Metrics Lead Scoring Inside Sales

The Impact of AI on Sales Professionals

Janek Performance Group

NOVEMBER 8, 2023

The future of sales lies in amplifying human capabilities with automation, not replacing them. It demands upskilling and adaptability, ensuring sales professionals not only survive but thrive in this automated era. This article explores the changing relationship between sales professionals and sales AI.

Analysis

Analysis Scale Lead Rank Lead Scoring

Demonstrate Effective Selling - Keys to Successful Sales Coaching #3

Anthony Cole Training

DECEMBER 16, 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).

Sales Coaching

Sales Coaching Hiring Coaching Ideal Customer Profile

How to Personalize Your Sales Process in 7 Steps

Allego

OCTOBER 4, 2022

When not in job search mode, though, my LinkedIn visits are quick hits: share a link to an article, like a few posts, and maybe post a comment. LinkedIn’s algorithm discovered I’m a Gen-Xer, and in the News section of my home page I saw an article about my generation. Gen-Xers are rarely the subject of articles.

Sales Process

Sales Process Hiring How To Video

Top 7 Pipedrive alternatives for small and midsize businesses

PandaDoc

OCTOBER 13, 2022

However, Pipedrive is frequently chided for failing to deliver on more advanced features like email marketing, project management, and automation. Read this article to better understand the pros and cons that other CRMs have when compared to Pipedrive. Sales reps can pick between the Kanban board, lists, and thumbnails.

Lead Rank

Lead Rank SalesForce Hubspot Lead Scoring

Unlock Sales Success with AI Sales Coaching and Training

Highspot

MARCH 26, 2024

Oftentimes, sales managers won’t have the bandwidth to set up personalized training and coaching sessions for each rep on their team. From generative AI to conversational intelligence, AI is reshaping how sales managers provide coaching and training to improve sales performance and increase win rates.

Sales Coaching

Sales Coaching Coaching Training Exercises

Multiple Choice Questions - "THE KEY" to Sales Success?

Anthony Cole Training

OCTOBER 25, 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

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics

Top of the Heap in Sales Results

Anthony Cole Training

AUGUST 17, 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).

Hiring

Hiring Lead Rank Lead Scoring Ideal Customer Profile

7 Creative Ways Sales Reps Are Using AI

Hubspot Sales

JULY 25, 2023

Examples of research that AI can do for you are performing market and prospect research, finding datasets, and summarizing articles. By flagging leaky funnel points and identifying patterns that lead to higher or lower performance, AI tools can find best practices or gaps where a sales manager can step in to coach.

Top of Funnel

Top of Funnel Forecasting Sales Qualified Lead Lead Rank

9 Coaching Keys to Sales Success

Anthony Cole Training

DECEMBER 12, 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).

Coaching

Coaching Hiring Ideal Customer Profile eBook

Pre - Call Practice if You Want Sales Success

Anthony Cole Training

JANUARY 19, 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).

Hiring

Hiring Ideal Customer Profile Conference Sales Qualified Lead

Sales Success - A Body @ Rest Stays At Rest Unless Compelled to.

Anthony Cole Training

APRIL 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).

Hiring

Hiring Ideal Customer Profile Webinar Metrics eBook

Debriefs Effectively - 2 of 9 Keys to Successful Sales Coaching

Anthony Cole Training

DECEMBER 14, 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).

Sales Coaching

Sales Coaching Hiring Coaching Sales Qualified Lead

Lessonly Competitors: 5 Alternatives to Consider in 2022

BrainShark

AUGUST 4, 2022

AI-powered video coaching (so sales managers get instant insights into reps’ sales skills). Readiness scorecards (so you can find skill gaps and see how training impacts sales performance). Advanced content management (so you can optimize and track content without changing your workflow ).

SAP

SAP Face-to-face Video Course

Keeping Sold Business = A Successful Sales Business

Anthony Cole Training

MAY 16, 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

Hiring Ideal Customer Profile Webinar Metrics eBook

7 Great Coaching Tips for Great Sales Success

Anthony Cole Training

FEBRUARY 6, 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).

Coaching

Coaching Hiring Ideal Customer Profile Journal

White Space Analysis: A Complete Guide

Janek Performance Group

JANUARY 8, 2024

For sales professionals, white space analysis helps boost topline revenue growth. Although manual methods exist, the majority of modern white space analysis is conducted using platforms like Salesforce. Editor’s Note: This article, initially published in May 2021, underwent revisions to enhance its coherence.

Analysis

Analysis Segment Lead Rank Data

Responding to the Digital Sales Shift

Sales and Marketing Management

DECEMBER 14, 2020

What does it mean for B2B sales managers as they strategize for 2021? Is it necessary to train sales reps on new skills? What components of an existing sales process transfer well to virtual interactions? What should sales kickoffs look like? Read Brennan's article here.). “If

Outsourcing Services

Outsourcing Services Face-to-face Travel Lead Rank

Hey Sales Manager, Get Your Head Out of That Spreadsheet

Sales Managers: The Software Stack To Turbocharge Your Team in 2022

Trending Sources

Salesforce Podcast – When to Fire Your Top Salesperson

Turning Vision into Action

What is a sales rep Scorecard?

The Top 6 Reasons Your Company Needs Sales Management Coaching

Blueberries, Sales and Sales Management

10 Do's for Sales Management Success

For Sales Managers Looking For Successful Sales People

Words Make a Difference in Successful Sales Management

We Fixed Our Ideal Customer Profile (in Salesforce) Using This Data-Driven Process

The Sales Manager's Job

10 Things I Wish I Knew Before Becoming a Sales Manager

How to be Your Own Sales Manager in the Hyper-Connected World

Forget About Your Sales Comfort Zone [January Referral Selling Insights]

Why CEOs Are Failing Account Based Sales Reps

Sales software for small business: 10 of the best options on the market today

5 Must-Follow B2B Sales Influencers

Need an Expert for Your Next Panel, Presentation, or Podcast? Here Are Over 530 of the Top Female Sales Practitioners

Enabling Your Enablers

Cirrus Insight Announces Sean Piket as VP of Revenue

5 Ways to Improve CRM Adoption

How Do You Build A Sales Scorecard?

AI & The Evolution Of The Modern Revenue Stack

Heavy Hitter Sales Blog: Favorite Sales Manager Sayings and Clich?s

Your Questions Make a Difference in Sales Success

Sales Blogs We Love: Where to go for insight in every sales role

The Impact of AI on Sales Professionals

Demonstrate Effective Selling - Keys to Successful Sales Coaching #3

How to Personalize Your Sales Process in 7 Steps

Top 7 Pipedrive alternatives for small and midsize businesses

Unlock Sales Success with AI Sales Coaching and Training

Multiple Choice Questions - "THE KEY" to Sales Success?

Top of the Heap in Sales Results

7 Creative Ways Sales Reps Are Using AI

9 Coaching Keys to Sales Success

Pre - Call Practice if You Want Sales Success

Sales Success - A Body @ Rest Stays At Rest Unless Compelled to.

Debriefs Effectively - 2 of 9 Keys to Successful Sales Coaching

Lessonly Competitors: 5 Alternatives to Consider in 2022

Keeping Sold Business = A Successful Sales Business

7 Great Coaching Tips for Great Sales Success

White Space Analysis: A Complete Guide

Responding to the Digital Sales Shift

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