Pointclear

AUGUST 17, 2011

This article has been selected for DeFinis Communications’ “Sales Coaching: Top Tips for Increased Productivity” Blog Carnival. Sales managers have six basic jobs—hire, compensate, train, deploy, monitor and manage, and coach and counsel—and they generally fail at the last three.

Sales Management 153

Sales Management Hiring Territories Compensation 153

Understanding the Sales Force

JUNE 4, 2014

Understanding the Sales Force by Dave Kurlan The Selling Power Blog published a new article of mine, The Top 10 Steps Salespeople Can Take to Improve. The article includes a really terrific video on the importance of tonality. While persistence has always been important in sales, we are in uncharted territory.

Territories 268

Territories Exercises Video ACT 268

Partners in Excellence

JULY 30, 2012

The other day I wrote about the “Almost Perfect Sales Management Article.” ” That post stimulated a flurry of questions about a Sales Management Standard Operating Process/System. There are a few key building blocks to the Sales Management/Leadership Process.

Sales Management 87

Sales Management Hiring Top of Funnel Territories 87

Salesmate

OCTOBER 22, 2021

In this guide, I have covered every aspect that is required for building a solid sales commission structure. Moreover, you’ll be getting access to our sales commission calculator tool in this article, so stay tuned. What is sales commission? What are the types of sales commissions? Table of content .

Commission 52

Commission Motivation Tools Salary 52

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 69

Promotion Sales Management Sales Leadership Hiring 69

Understanding the Sales Force

JANUARY 28, 2014

Understanding the Sales Force by Dave Kurlan. This is the 10th article in a January series on the Architecture of the Sales Force. Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. February 26, 11 AM Eastern.

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

Hubspot Sales

OCTOBER 5, 2017

Before we make a purchase decision, 60% of us rely on word-of-mouth , friends, and social media; 49% on customer references; 47% on analyst reports and recommendations; and 44% on media articles. Before a salesperson even has a chance to contact a prospect, he or she is already 57% of the way through the sales process.

Prospecting 144

Prospecting Tools Top of Funnel Lead Rank 144

Showpad

MARCH 3, 2020

Sales reps need support to drive growth and increase likelihood of success, whether they’re going through initial onboarding, working through the buyer’s journey or collaborating with marketing. We’ll get into unique responsibilities of each later in this article. Setting territory structure. Managing sales tech stack.

Sales Operations 100

Sales Operations Sales Enablement Hiring Compensation 100

Adaptive Business Services

JANUARY 24, 2024

Today we have electronic tools. While the benefits of Nimble CRM can expand into many departments in an organization, as a self-identified salesperson, we are going to focus on your salespeople, your sales manager, and the overall benefits to your company. A sales process(s) that is successful and can be duplicated.

CRM 71

CRM Revenue Company Hiring 71

Janek Performance Group

SEPTEMBER 29, 2021

Need to improve your sales team’s results? That’s the advice from a recent Harvard Business Review article that concluded, women are the future of B2B sales. If you believe diversity on your sales team will improve sales performance, keep reading because there is plenty of science to back that up. Hire more women.

Hiring 118

Hiring Travel Promotion Sales Leadership 118

Partners in Excellence

OCTOBER 19, 2022

I read an article about the key productivity metrics managers are tracking. According to the survey of over 1000 sales managers, the five most popular metrics were: CRM utilization, Calls made, Emails sent, Conversations, Use of sales tools. CRM is a critical tool to help improve seller productivity.

Territories 48

Territories Maximizer CRM Account 48

Sales Hacker

JANUARY 20, 2022

Strong sales reps are the lifeblood of your business and how you choose to invest in them matters. For frontline sales managers, attributes like competency, quality of work, ease of execution, and length of contribution indicate reps’ overall job success, but you can’t rely on those inputs to tell you if they are personally satisfied.

Retention 100

Retention Sales Coaching Coaching Scale 100

Sales Hacker

JULY 17, 2019

Now, look at his advice: To become a sales manager, you essentially need to become an extension of your HR team — something every employee can do to make a positive impact on the organization. Of course, I also wanted feedback from industry veterans — the folks who are training & coaching sales management teams around the globe.

Promotion 80

Promotion Sales Management Hiring Lead Rank 80

Customer Centric Selling

DECEMBER 24, 2012

Sales Training Article: Great Sales Teams Need Great Managers By Andris A. Lorimer, Harvard Business Review Blog Network If you had to decide between having a team of excellent salespeople with an average manager, or having a team of average salespeople with an excellent manager, which would you choose?

Sales Management 55

Sales Management Hiring Sales Talent Energy 55

Sales 2.0

FEBRUARY 1, 2023

This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. This first interview is with Oliver Churchill , the founder and CEO of Acuity Sales Decision Science. But later on, those tools aren’t as relevant. Oliver: Yes.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

The Spiff Blog

OCTOBER 28, 2022

Unattainable or irrelevant goals: In sales, reps live and die by their quotas. Yet, quota setting is one of the areas that comes most difficult to sales managers. In fact, 61% of sales managers cite quota setting as their biggest challenge ( source ). This poses a huge issue in sales departments.

Commission 78

Commission Lead Rank Lead Scoring Hiring 78

Sell Integrity

DECEMBER 15, 2020

You don’t have to look far to find another article or blog post talking about the importance of coaching in the workplace. In the world of sales, coaching is seen as critical for driving growth and developing excellence within sales teams. Both of these results of coaching save the sales manager time in the long run.

Coaching 88

Coaching Sales Coaching Survey Motivation 88

Customer Centric Selling

JANUARY 13, 2014

Sales Training Article: The Sales Manager''s New Year''s Resolutions. By George De Los Reyes, Sales Benchmark Index (SBI) I am big on New Year''s resolutions. Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ''A'' players on the team.

Sales Management 49

Sales Management Face-to-face Decision Maker Travel 49

The Pipeline

AUGUST 5, 2011

The Pipeline Renbor Sales Solutions Inc.s Mobile Apps for the Mobile Sales Force. Stored in CRM , Communication , Guest Post , Review , Sales 2.0 , Sales Success , Sales Tool , Sell Better , execution. We were honestly amazed at the great tools we found. Sales Leadership. Sales Management.

Pipeline 275

Pipeline Hiring Travel Twitter 275

The Pipeline

MARCH 18, 2011

Stored in Attitude , EDGE Selling , Guest Post , Proactivity , Sales Strategy , Sales Tool , execution. We’ve become a generation of retarded under-performing sales semi-professionals. Instead of being thought-leaders we’ve become frenetic, selfish territory managers. Sales Leadership.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

Sales and Marketing Management

JANUARY 2, 2019

Author: Brad Wilsted Note: This is part 2 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. What does great front-line sales management actually look like?

Hiring 224

Hiring Sales Management Territories Outsourcing Services 224

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 52

Lead Rank SalesForce Hubspot Lead Scoring 52

Showpad

MAY 7, 2020

You may already have a sales enablement program, initiative or function at your organization. If your enablement initiative drives sales results as expected, you don’t need to read this article. Yes, sales enablement, sales ops and sales management are three different things: apples, oranges and pears, if you will.

Sales Enablement 134

Sales Enablement Lead Rank System Buyer Persona 134

Gong.io

DECEMBER 5, 2022

As a sales manager, you’re like a general marshaling your troops (or sales reps) into battle. It’s your job to lead your team through the trenches and give them direction so they’ll know which markets or territories to target and how best to attack. That’s why having a strategic sales plan is vital.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Sales Qualified Lead Sales Methodology 62

The Pipeline

NOVEMBER 25, 2011

This year again, I have the honour and privilege to be nominated in five categories alongside some great sales thinkers, and friends. While each category will have a winner, the real winners are the readers who have the chance to take insight from these sales experts. Sales Leadership. Sales Management. Sales Tool.

Pipeline 215

Pipeline Webinar Metrics Marketing Hiring 215

Partners in Excellence

NOVEMBER 20, 2017

There seem to be no end of articles on who and how managers should invest their time in coaching. When are we going to focus on the basic responsibility of Front Line Sales Managers and stop playing silly math games? The job of the FLSM is, also to maximize the share and growth of the territory.

Coaching 48

Coaching Territories Maximizer Sports 48

Sales and Marketing Management

JANUARY 27, 2019

Author: Brad Wilsted Note: This is part 3 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. Hire the right sales managers. This doesn’t happen by accident.

Sales Management 166

Sales Management Hiring Compensation Incentives 166

Jonathan Farrington

APRIL 26, 2013

Sales organizations, particularly those in Small and Medium Enterprises(SMEs) are beginning to develop sales processes that are focused on light-weight activities and transactions, highly streamlined data entry, and real-time visibility into field activities. Furthermore, agile sales teams can adapt the sales process quite rapidly.

Field Sales 43

Field Sales Wireless Sales Qualified Lead Scale 43

Allego

APRIL 21, 2022

And even after months of adjusting, you might still be struggling to adapt to this digital transformation and lead your sales team into a tech-driven new world. Sales managers, trainers, sales enablement managers, and sales reps across all industries are encountering the same challenges: Onboarding and training sales reps virtually.

Hiring 71

Hiring Video Distribution Buyer 71

Hubspot Sales

JANUARY 6, 2021

Leverage a sound sales process. This one might be obvious in the context of this article, but it still bears reviewing. That said, they're a bit more high-level and less immediate than some other steps you can take — namely, leveraging sales effectiveness tools. Salespeople need a framework to operate by. HubSpot CRM.

Sales Process 141

Sales Process How To Hubspot Hiring 141

The Pipeline

OCTOBER 17, 2011

Even more so when you consider that the average manager waits much too long to take corrective action. One of the reasons for this is the difference in role expectation between HR and the frontline sales manager. What a sales manager see as desired assertiveness, an HR manager could easily see as aggressive.

Pipeline 220

Pipeline Hiring Exercises Twitter 220

The Pipeline

MARCH 30, 2011

To get more insight on that, you can read a related article “ Working Backwards From Your Goal To Get Ahead “ Look forward to your comments, and invite you to visit our YouTube Channel to view other SellBetter sales videos. Sales Leadership. Sales Management. Sales Meetings. Sales Process.

Pipeline 222

Pipeline Prospecting Cold Calling Sales Qualified Lead 222

Pipeliner

JULY 29, 2018

It’s also important to use your pipeline management system effectively and appropriately, and ensure that each team member is active in using it. This article explores how to best manage the pipeline in order to increase revenue. Common Mistakes: Sales managers tend to think only about the numbers and statistics.

Pipeline 45

Pipeline Forecasting Lead Rank Lead Scoring 45

The Pipeline

APRIL 27, 2011

The Pipeline Renbor Sales Solutions Inc.s The six elements of a perfect sales meeting. Stored in Attitude , Business Acumen , Coaching , Emotional Intelligence(EQ) , Guest Post , Sales Leadership , Sales Management , Sales Meetings. Do you dread the weekly sales team meeting? Sales Leadership.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

InsightSquared

NOVEMBER 30, 2020

On top of that, sales managers are seemingly forever reminding reps to “update their opportunities” — an all-too-familiar refrain on many sales floors, perhaps including your own. CRM platforms were built to give companies ownership of territory data and to manage change in those territories.

Sales Forecasts 62

Sales Forecasts Forecasting Top of Funnel CRM 62

InsightSquared

MARCH 25, 2021

First, a bit of grounding on two key meetings within your sales management system: forecast reviews and funnel reviews, and more importantly, the differences between them. . Here are a few best practices to break this cycle and improve the throughput of your sales teams. . Assess the cadence of your sales management system.

Top of Funnel 71

Top of Funnel Funnel Revenue Forecasting 71

Sales Hacker

OCTOBER 7, 2022

Controversial panel titles included “Making the Case for 100% Base Salary in Sales” and “ Comp Plan Documents Released in the First Month of the Fiscal Year?”. Two truths remain unchanged: Comp is just one tool for motivating salespeople , and upstream planning is still key. Most sales planning teams aspire to reach this goal.

Compensation 78

Compensation Conference Trends Incentives 78