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101 Motivational Sales Quotes for Sales Managers

Pipeliner

Sales managers live in a beautiful world of constant mixed emotions -negative and positive. Apart from pressures arising from sales targets, sales team and management, sales managers still have to contend with keeping the right frame of mind to deliver optimally. All About CRM Sales Management

The Entrepreneurial Sales Manager

Pipeliner

He started 3 different businesses—a sales agency, a product company, and a consulting company—and has made over 4,000 sales […]. The post The Entrepreneurial Sales Manager appeared first on Pipeliner CRM Blog. Sales Management entrepreneurs sales management sales managers

The Three-Step Formula For Sales Management Success

Pipeliner

When I speak with them behind closed doors, many sales managers tell me they feel overwhelmed and underpowered. The post The Three-Step Formula For Sales Management Success appeared first on Pipeliner CRM Blog. Sales Management sales coaching sales management sales managersWhen I ask them why […].

End of Year Checklist for Sales Management

Pipeliner

That is only half the job for Sales Management at this time of year, the other half is being focused on planning for next year! We have created a checklist of major issues all sales leaders must work on to ensure the New Year will start […]. The post End of Year Checklist for Sales Management appeared first on Pipeliner CRM Blog.

Sales Manager Pain Point #1: The Sales Manager

Pipeliner

Of all the many pain points for a sales manager—and our research has turned up dozens—the first and foremost of these is the sales manager himself or herself. The post Sales Manager Pain Point #1: The Sales Manager appeared first on Pipeliner CRM Blog. Sales Management sales management sales managers

3 Reasons to Invest in Your Sales Managers

Pipeliner

The Sales Manager is the most important position in a sales force. Sales management coaching and development is critical to your ability to make the number. Do you have a Sales Management Development Program? The post 3 Reasons to Invest in Your Sales Managers appeared first on Pipeliner CRM Blog. Sales Management

“Sales Management vs. Sales Coaching”—and Other Falsehoods

Pipeliner

I recently heard a sales podcast that put forth a concept I was very surprised to hear: that sales coaching is more important than sales management. The post “Sales Management vs. Sales Coaching”—and Other Falsehoods appeared first on Pipeliner CRM Blog. Sales Management sales coaching sales management sales managers

The First Thing a Sales Manager Must Know: Management

Pipeliner

Previously in this series, we’ve covered a sales manager’s primary pain point, the technology vital to being a sales manager, and the pain point of people. Now we turn to a crucial subject for sales managers: that of management itself. It might seem to be a self-contradictory statement: “The first thing a sales manager really […].

What Are the Three Magic Questions a Sales Manager Must Know?

Pipeliner

In the 20+ years we have been working with sales managers and salespeople, a constant need is sales opportunity strategy advice. One of the main roles of a Sales Manager is to help train your salespeople on how to stay on track during a sales cycle. The post What Are the Three Magic Questions a Sales Manager Must Know?

Just How Important is Technology to a Sales Manager?

Pipeliner

In our last blog in this series, we talked about the fact that very often the first pain point of being a sales manager is the sales manager themselves. Specifically, the way they are interpreting data and putting it into effect, and the way they are managing others. A key factor in a sales manager’s approach […].

Sales Management: Importance of Leading and Lagging Indicators

Pipeliner

Much of the time, sales management is conducted through what are called lagging indicators. Examples of lagging indicators: Sales # of units sold Gross margin # of different products sold Market share Gross revenue # of deals […]. The post Sales Management: Importance of Leading and Lagging Indicators appeared first on Pipeliner CRM Blog.

“A Sales Manager Walks Into a Company…” Part 1

Pipeliner

In our continuing series on the pain points of being a sales manager, we have explored the categories of sales manager pain points, the primary pain point of being a sales manager, the technology a sales manager really needs and the vital subject of management. Sales Management sales management sales managers

Sales Management End of Year Checklist

Your Sales Management Guru

Sales Management End of Year Checklist. . While I was working on ideas for the next few blogs it occurred to prepare a series based upon the end of the year and the start to 2017. Depending upon the person and the conditions in their sales organization each article may or may not be pertinent. I decided to start with a Sales Management End of Year Checklist.

Sales Management: The Pain Point of People

Pipeliner

In our previous blogs, we’ve covered a sales manager’s primary pain point and the technology vital to sales management. Now let’s cover a topic near and dear to a sales manager’s heart: people. The post Sales Management: The Pain Point of People appeared first on Pipeliner CRM Blog.

Pipeline Projections on CRM: A Godsend for Sales Management

Pipeliner

Sales management is a tough job, but it’s even tougher when your forecasting is done ‘blindfolded,’ using only a spreadsheet, when not using your CRM system properly, or when you have a CRM system without the best forecasting capability. As an interim sales manager, one of the first things I do, aside from boosting the […].

Building a Sales Team: Sales Management

Pipeliner

In this blog series, I’ve covered numerous important aspects of building a sales team: start with salespreneurs, become customer-centric, tailor to your industry, have and use specific personality profiles, and insist reps be self-sufficient. But throughout all that, there is one function you’re going to have to have or the whole thing falls apart: sales […].

Investing in Sales Management in the New Millennium

Pipeliner

Smart sales organizations know how important it is to invest in their frontline managers. Skilled sales managers are at the heart of the sales team. With our 2015 Sales Manager Survey, we set out to understand how companies go about building skilled leadership. What are the priorities for skill development and support? What we discovered […].

Slammed! Sales Management Book Camp

Your Sales Management Guru

KEN: Normally I do not use this blog to promote, but I have had many readers inquire about out training programs and I wanted to let everyone know about this special opportunity. The New Sales Manager Boot Camp. We have too much to do, we don’t have time to build a sales organization. I am frustrated with my sales team, do I have the right team? Slammed!

The Need for Emotionality in Sales Management

Pipeliner

Ken Thoreson is the president of Acumen Management Group , and a recognized expert in sales execution channel management. He has over 18 years in consulting and advisory positions, and has led development-stage entrepreneurships as well as $250 million national vertical software sales organizations. He’s been ranked in the top fifty sales and marketing influencers four years in a row, is in the hall of fame of Sales Coach World, is ranged in the top twenty channel visionaries and is a member of the National Speakers Association. A : Absolutely.

Sales Management and Lead Generation: The Lead Machine

Pipeliner

In our continuing series on the pain points of sales management, we have explored the categories of sales management, the primary pain point of being a sales manager, the technology required by sales management, the vital subject of management, and specific pain points of sales management at a new company (part 1 and part 2).

5 Sales Enablers Every Sales Manager Should Watch Like a Hawk

Pipeliner

Sales management is a challenging, exhilarating (often stressful) role — but you don’t need me to tell you that! The post 5 Sales Enablers Every Sales Manager Should Watch Like a Hawk appeared first on Pipeliner CRM Blog. Sales Management

For the Future, Sales Management Requires Virtues Part 2

Pipeliner

For our final 2 blogs in this series on sales management pain points, we’re discussing a very fundamental quality for someone’s successful conduct in life—that of virtues. In keeping with our topic, these virtues are, of course, for sales managers specifically. Perhaps more than other, more average fields, you really need virtues in sales management. […].

Sales Managers: Understand — and Encourage — Social Selling

Pipeliner

Your sales folks likely have a lot of questions around the subject and this FAQ section will help you answer them. [.] The post Sales Managers: Understand — and Encourage — Social Selling appeared first on Pipeliner CRM Blog. LIKE this, Hashtag that, Re-tweet this, Pin that! All the cool lingo and constant changes in social media trends and technology can make it challenging for a beginner to get started with social media. Social Selling

The Data Pyramid: A Primer for Sales Managers

Pipeliner

The post The Data Pyramid: A Primer for Sales Managers appeared first on Pipeliner CRM Blog. Sales Pipeline Management“Any fool can know. The point is to understand.” — Albert Einstein When looking at raw data, we need to be mindful of its limitations, and aware of its potential. It can help us to [.]

Data 202

Sales Management & Discipline

Your Sales Management Guru

Sales Management and Discipline. I received a call from a former client that was concerned about the status of their sales team and VP of Sales-it seems that their revenue was off more than $2M over the previous year and below their growth goal! After that conversation I next interviewed the VP of Sales. The VP of Sales and President failed on one major tenet of sales leadership; they forgot about the need for discipline. Review session on the 5 styles of leadership/management and coaching techniques. Need more sales management resources?

Sales Analytics and the Changing Role of Sales Management

Pipeliner

Today’s changing roles for both the sales rep and sales management are made possible by accurate and useable sales analytics. For example, traditionally sales forecasts have been created by sales management, based on data entered and provided by salespeople. Sales Management sales managementHow have these roles changed?

Sales Management: Keeping That Customer—It’s Called Account Management

Pipeliner

In our continuing series on the pain points of sales management, we have explored the pain categories of sales management, the primary pain point of being a sales manager, the technology that sales management really needs, the vital subject of management, and specific pain points of sales management at a new company (part 1 and part 2 […].

Why is a Smart Sales Manager Discerning In The Pipeline Management

Pipeliner

As a sales manager, you have the challenging task of motivating a team of sales professionals (who often work remotely), to achieve individual and the wider business sales targets. But as Jason Jordan, Co-author of “Cracking the Sales Management Code” [.] Sales Effectiveness Sales Management

“A Sales Manager Walks Into a Company…” Part 2

Pipeliner

In Part 1, we began diving into some very specific pain points for a sales manager—those encountered when a sales manager is newly hired into a company. While it starts like many old jokes (“A sales manager walks into a company…”), to anyone who has been there, […]. Sales Management sales management sales managers

Why Trust Is Key to a Sales Manager’s Role

Pipeliner

The relationships formed between salespeople and their managers is vitally important for businesses in the modern world. For this reason, sales managers training often places an emphasis on fostering a strong relationship […]. The post Why Trust Is Key to a Sales Manager’s Role appeared first on Pipeliner CRM Blog. For Sales Pros sales managers sales professionalsA good relationship can have a positive impact upon performance and job satisfaction rates, while a poor relationship can have the opposite effect.

Hiring a Sales Manager? Give TRIZ a Try!

Pipeliner

The post Hiring a Sales Manager? appeared first on Pipeliner CRM Blog. Sales ManagementWhat is TRIZ, you ask? TRIZ is a tool developed by a Soviet inventor and science fiction writer, Genrich Altshuller, in 1946. The English translation of the Russian term is “theory of inventive problem solving.” Give TRIZ a Try!

Hiring a Sales Manager? Give TRIZ a Try!

Pipeliner

The post Hiring a Sales Manager? appeared first on Pipeliner CRM Blog. Sales ManagementWhat is TRIZ, you ask? TRIZ is a tool developed by a Soviet inventor and science fiction writer, Genrich Altshuller, in 1946. The English translation of the Russian term is “theory of inventive problem solving.” Give TRIZ a Try!

4 Greatest Risks for Sales Management

Pipeliner

No matter how you slice it, sales management is a tough business. Here are four primary risks for sales management—and how they might be addressed. #1: 1: Salespeople Reporting False or Misleading Information to Sales Management It’s one thing for a salesperson [.] The post 4 Greatest Risks for Sales Management appeared first on Pipeliner CRM Blog.

Making Accurate Sales Forecasting a Part of Sales Management

Pipeliner

In our continuing series on the pain points of sales management, we have explored the categories of sales management, the primary pain point of sales management, the technology a sales manager really needs, the vital subject of management, and specific pain points of sales management at a new company (part 1 and part 2).

15 Things Top Sales Managers Do and You Should, Too!!

The Sales Hunter

What makes someone a great sales manager? Based on 15 years of consulting with sales teams, I have concluded the below list of 15 factors are what the “best of the best” do to be a successful sales manager: 1. Realize their job is not to be a sales […]. Blog leadership sales leader sales leadership sales management sales manager

Sales Managers–What Should You Look for in a Sales Scorecard?

Pipeliner

There has been a dramatic shift in the way buyers perceive and interact with salespeople — as any sales manager will know. The Harvard Business Review has spoken – it’s “the End of Solution Sales.” If you’ve adjusted your strategies and sales process accordingly, you’re ensuring success. If you haven’t, perhaps you’ve seen sales performance [.] The post Sales Managers–What Should You Look for in a Sales Scorecard? appeared first on Pipeliner CRM Blog. Sales Methodology

Sales Force, Sales Management and Opportunity Cost

Pipeliner

Opportunity cost is the investment your company must make to achieve a sale, and it has a bearing on every company activity associated with a sales cycle. The post Sales Force, Sales Management and Opportunity Cost appeared first on Pipeliner CRM Blog. Sales Management Salespreneurs

For the Future, Sales Management Requires Virtues Part 1

Pipeliner

For our final 2 blogs in this series on sales management pain points, I want to discuss what is 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. Sales Management sales management

11 Actions Sales Management Must Take Now!

Your Sales Management Guru

11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. Sales leaders must continually keep their sales teams focused on goals and activities that make their teams and companies successful. Take Action.

Sales Management: Can Its Pain Points Be Categorized?

Pipeliner

This is the beginning of a new blog series on the subject of sales management, its primary pain points, and how each of these is best addressed. There are literally hundreds of pain points that plague a sales manager. If we were going to take them all up, this blog series would be rather endless. […]. appeared first on Pipeliner CRM Blog.