Understanding the Sales Force

OCTOBER 1, 2014

And I never went back. The owner was operating the cash register, calling names when their meals were ready, and taking their payments. He reminded me of so many sales managers I have met during the past 30 years. He reminded me of so many sales managers I have met during the past 30 years.

Sales Management 220

Sales Management Call-back Sales Coaching Coaching 220

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 118

Software Software Sales Management Sales Forecasts 118

The Sales Hunter

SEPTEMBER 24, 2013

Sales managers without even trying are very good at taking profit right out of their company. They do this because of how they handle things with their salespeople who in turn offer customers discounts. When a sales manager places pressure, they need to do it with guidance as to how the salesperson should handle things.

Sales Management 217

Sales Management Discount Consultative Selling Face-to-face 217

Sales and Marketing Management

MARCH 1, 2019

Author: TIM HOULIHAN There were a few things that struck me as being relevant that didn’t quite make it into the print version of my article on elevating your customer experience. In this case, they’re like the cattle that couldn’t be brought back into the herd before the gates closed on the corral. The service profit chain.

Trends 205

Trends Ideal Customer Profile Customer Face-to-face 205

Hubspot Sales

MAY 18, 2021

Conversational intelligence tools — programs that use artificial intelligence to automatically record, transcribe, and analyze hours of sales calls — are becoming a staple of a growing number of sales organizations' tech stacks. Most of these programs offer call recordings and accurate transcripts.

Conversion 109

Conversion Sales Management Scale Call-back 109

criteria for success

MARCH 2, 2022

There are many aspects to sales development. And all great sales managers know that when it comes to sales development, opportunities for growth are endless. When we talk to sales managers about sales development, we tend to get some similar questions: Where is the best place to start? Where to Start.

Sales Management 104

Sales Management Insurance Insurance Policies 104

Hubspot Sales

MAY 2, 2019

In many ways, technology, like Google Maps, is similar to sales management software. Sales management software provides streamlined tools for data entry and management to speed up this process. And they often include some of the most popular sales tools (e.g., Free Sales Management Software.

Software 136

Software Software Sales Management VanillaSoft 136

Hubspot Sales

JANUARY 23, 2024

Sleazy sales reps will try to upsell everyone and anyone, regardless of whether or not the customer actually needs the additional service. But from my experience, when you focus primarily on your customer's experience and goals, upselling benefits both you and your customer tremendously. Set and track measurable goals.

Data 90

Data Strategy Customer Social Media 90

Gong.io

NOVEMBER 23, 2022

It’s hard to become a sales manager without first being a good sales rep. After all, when the majority of your own quota is based on your team’s sales performance, you need to know how to sell. . But that doesn’t mean the best closer is guaranteed to make the best sales manager. Let’s look at each one.

Sales Management 62

Sales Management Forecasting Report Face-to-face 62

Jeffrey Gitomer

DECEMBER 28, 2011

It’s that time of year: “Call me back after the holidays.” Tweet Share Call me after the holidays is not an objection. Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos. Customer Satisfaction is Worthless, Customer Loyalty is Priceless.

Call-back 198

Call-back Hiring Social Media Loyalty 198

Partners in Excellence

MARCH 25, 2020

As sales people, we want to continue to work with our customers in these times of crises, helping them make sense of what they face and how they move forward. As sales leaders, we want to be helpful within our own organizations and to our people. The underlying theme is “how can we be most helpful?” Could I do more?”

Sales Management 98

Sales Management eBook Face-to-face Sales 98

Janek Performance Group

DECEMBER 20, 2021

If you are a new sales manager, building trust with your sales team is your first challenge. Without trust, progress will be slowed and time is a luxury few new sales managers have. If you have ever worked for a sales manager you didn’t trust, you know how stressful that sales role can be.

Sales Management 118

Sales Management Hiring Lead Rank ACT 118

Hubspot Sales

DECEMBER 30, 2020

For instance, if you've previously handed your salespeople a list of potential customers and sent them on their way with "You've got this!" This roadmap allows the company to focus on long-term revenue through both the retention of existing customers and the acquisition of new customers. Who on your team closed sales?

Sales Management 109

Sales Management Hiring Buyer Persona Exercises 109

Partners in Excellence

SEPTEMBER 8, 2022

We tend to focus on the pieces/parts of what we do, the responsibilities of our organization, for example marketing, SDRs/Inside Sales, AEs, Account Managers, Sales Engineering, Sales Ops, Sales Enablement. Today, I want to focus on Sales Management.

Hiring 73

Hiring Sales Management Territories Forecasting 73

No More Cold Calling

APRIL 4, 2013

Sales training is not an event; it’s a behavioral change. Many sales leaders schedule training sessions, pat themselves on the back for investing in their teams, and consider their mission accomplished. Management needs to set goals based on the new skills, coach their people, and then hold them accountable.

Sales Management 265

Sales Management Referrals Cold Calling Small Business 265

Pipeliner

SEPTEMBER 15, 2020

Perhaps more than other more average fields, you really need virtues in sales management. The bottom line: if you don’t clearly understand how a sales manager needs to be poised for the future, you reduce the chances of creating value and growth. They actually go back to Aristotle and Plato.

Sales Management 75

Sales Management Hiring Biotechnology Call-back 75

Steven Rosen

OCTOBER 2, 2020

Sales organizations have had to adjust how they prospect, sell, and interact with customers and each other. . However, there are two fundamental activities that successful sales organizations have been able to continue doing despite COVID. If your sales reps are resistant, then they are not coachable. . Virtual Selling.

Coaching 282

Coaching Face-to-face Selling Skills Call-back 282

Partners in Excellence

FEBRUARY 28, 2024

The commonality between the two of us is the obsession around helping customers solve complex problems and create great value. My obsession to provide Customer Value Written by Christian Maure r Dave, thank you very much for picking up the challenge. To answer even your first question:” Are you interested in Sales?”

Lead Rank 108

Lead Rank Lead Scoring Ideal Customer Profile Customer 108

Steven Rosen

JUNE 3, 2020

When I say “you,” I am referring to frontline sales managers and sales executives. Sales managers are the key to driving sales performance. They are the 10X factor as highly effective sales managers will impact 8-12 sales reps. This comes back to cadence and accountability.

Sales Leadership 394

Sales Leadership Closing Face-to-face Coaching 394

Steven Rosen

APRIL 18, 2022

The 3 most important questions that we need to address when making hiring decisions for a sales position are: Can the candidate effectively sell virtually? Is the candidate agile enough to adapt based on the customer’s needs? Each sales manager should use this list and ask each candidate the same questions.

Hiring 367

Hiring Lead Rank Retention Face-to-face 367

Sales Management Plus -- SMP

NOVEMBER 6, 2023

Price and location are important, but most customers choose to work with the distributor who gives them better service. Your customers rely on you for special stock, custom solutions, delivery options, training and other unique services. Customers that get their questions answered are more likely to return for future business.

Data 52

Data Ideal Customer Profile Customer Distribution 52

Understanding the Sales Force

MARCH 13, 2013

Sales Management must spend 50% of their time coaching salespeople like this: An enormous part of developing salespeople these days is helping them to differentiate themselves from your competitors. A salesperson told me he met with a customer that had taken their business to a competitor because of price. Coaching – Step 1.

Coaching 264

Coaching Sales Management Decision Maker Competition 264

The Sales Hunter

SEPTEMBER 20, 2013

One of the easiest things sales managers and senior management can do is to call every person they know at a client company. Sooner you make the calls, the better. Objective of the calls is three-fold. Start making calls this week! Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Management 202

Sales Management Cold Calling Closing Consultative Selling 202

Hubspot Sales

APRIL 3, 2020

It’s no secret that salespeople often fail as sales managers. Nonetheless, many of the best reps within an organization often end up in management positions. Whether you’re actively seeking a role as a manager or have already gotten a promotion, you should understand the most difficult aspects of the transition.

Sales Management 117

Sales Management Hiring Promotion Coaching 117

SBI

JANUARY 28, 2020

6 Ways Sales Enablement Leaders can Gain Sales Management Support. Sales Enablement is generally focused on assisting individual sellers with less focus placed on others in the organization. “ Sales Enablement supports the sales team to move buyers to a decision point. Sales technology.

Sales Enablement 131

Sales Enablement Sales Management Coaching Engineering 131

The Pipeline

DECEMBER 11, 2014

Use the management side of Clari to direct your sales team in real time. Clari is much more than an alternative to customer relationship management (CRM). It’s a powerful CRM that focuses on customization, scalability, and integration. If your sales team travels, Perenso could be an invaluable tool.

Tools 319

Tools SalesForce Sales Management Lead Rank 319

Pipeliner

MARCH 25, 2021

Perhaps more pertinent is a quote from Austrian management consultant and author Peter Drucker, who said, “The purpose of business is to create and keep a customer.” Yet to me, we’ve even come to a higher purpose today, which is to create repeat customers! The customer’s relationship has mainly been built with the salesperson.

Account 98

Account Customer Lead Rank Lead Scoring 98

No More Cold Calling

MARCH 10, 2016

Can your sales reps put a sentence together? The words salespeople use define them in the eyes of customers, just as their voices and demeanor do. Sales managers, listen up. Even the most effective sales techniques fall short if your team sounds, well … stupid. Sales reps want a call back ?

Sales Management 120

Sales Management Cold Calling Fashion Call-back 120

Zoominfo

SEPTEMBER 10, 2020

Imagine having to call 50-100 people in a day. You might not think that automatic sales dialers have that much to offer you. Basically, a dialer takes the manual part out of the cold calling process. You don’t have just one customer you’re trying to engage with. Here’s where the sales dialer comes in.

Closing 264

Closing Call-back How To Outbound 264

No More Cold Calling

FEBRUARY 4, 2014

If you don’t know your customers, you’re not doing your job. As salespeople, it’s our job to ensure customers get the correct solutions for their business challenges—so that they keep buying from us and referring us to other great clients. Simplify Your Sales Conversation. We must have real conversations.

Customer 208

Customer Demographics Small Business Small Business 208

Miller Heiman Group

APRIL 13, 2020

Sales managers normally face a trifecta of shifting demands from buyers, their direct reports and their organization. The COVID-19 pandemic gives sales managers the perfect opportunity to work toward transforming into more capable leaders. Shift From a Sales Manager’s Mindset to Sales Leader’s Mindset.

Top of Funnel 110

Top of Funnel Sales Management Strategy Funnel 110

Close.io

OCTOBER 1, 2018

So you want to become a sales manager ? First you’ll need to make sure you’ve got the right skills, experience, drive and track record at the helm in both selling and at managing others—in order to back yourself up. Want to get a ready-made set of resources to manage a sales team effectively?

Sales Management 115

Sales Management Hiring Lead Rank Forecasting 115

Mindtickle

MAY 16, 2024

At Mindtickle, our mission revolves around assisting our customers in overcoming obstacles that obstruct the productivity of their sales teams. Let’s look at how Mindtickle’s latest set of features are simplifying the lives of enablement and sales teams. We provide a holistic view of adoption metrics.

Webinar Metrics 52

Webinar Metrics Scale Call-back Analytics 52

Marc Wayshak

MAY 25, 2022

If so, you might often find yourself thinking, “I feel like with just a couple of small tweaks, we could be making so many more sales…”. One of the most common questions I get from sales managers is, “How can I make some small changes that will allow my sales team to sell significantly more?”. Scalable offering.

Hiring 62

Hiring Sales Management Training Lead Gen 62

Steven Rosen

APRIL 4, 2022

To answer this question, we must understand what has changed in terms of customer expectations. The biggest impact of COVID was that salespeople were not able to meet customers face-to-face. Sales calls and conferences went virtual. It was tough to set quotas accurately and to measure sales force productivity.

Lead Rank 156

Lead Rank Lead Scoring Leads Marketing Qualified Lead 156

Partners in Excellence

NOVEMBER 11, 2019

I was struggling to meet with a sales manager. He kept postponing our calls, “Dave, I’m running all out, I’ve really got to be out in the field closing business for my people… ” We finally had our meeting. He wasn’t sure he wanted to step back from that. “How’s it going?

Closing 72

Closing Sales Management Face-to-face Strategy 72

Openview

SEPTEMBER 21, 2017

When that transition is from an individual contributor to manager, that adjustment can be even more jarring. We all know the typical story with sales managers – they were a top performing salesperson, had ambitions to move up in their career, and then a position opens up and they are managing a group of salespeople.

Sales Management 96

Sales Management Hiring Sales Qualified Lead Pipeline 96