Membrain

NOVEMBER 24, 2021

Nate Tutas is a former United States Marine Corpsman turned sales consultant, and we’re lucky to have him on our sales team at Membrain. He recently starred in an episode of the Sales and Cigars podcast, talking about how sales process can transform sales managers into great coaches.

Sales Process 131

Sales Process Coaching Sales Coaching How To 131

Sales and Marketing Management

JANUARY 31, 2021

Especially in sales where company messaging and selling points may be evolving rapidly, without consistent training and reinforcement, sales training can be difficult for a rep to apply. . That’s where sales coaching comes in. Provide Managers Better Visibility. Turnover is notoriously high in sales roles.

Sales Coaching 317

Sales Coaching Coaching Top of Funnel Hiring 317

SBI Growth

JANUARY 5, 2013

Sales VPs need to train their Sales Managers differently. Coaching sales people has changed. This requires different coaching techniques. 77% of all Sales Managers reported fewer sales calls in 2012. Mapping your sales process to a buyer process is the foundation for better coaching.

Coaching 319

Coaching Sales Management Buyer Negotiation 319

Hubspot Sales

JANUARY 10, 2024

As a sales manager, I’m sure you have pipeline meetings often. But, do you ever ask yourself, “How can pipeline meetings be a coaching opportunity?” Similarly, if a sales manager is only spending 30 minutes a month coaching each of their reps, it’s unreasonable to think that manager is going to improve rep performance.

Pipeline 96

Pipeline Opportunity Coaching Meeting 96

Understanding the Sales Force

APRIL 24, 2024

For their example, the author used salespeople who were promoted to sales managers based on their sales performance, but not because they had any specific skills or capabilities to be effective sales managers. Their sales management performance was poor. Everyone is to blame and people are fickle.

Lead Rank 193

Lead Rank Lead Scoring Sales Qualified Lead Promotion 193

Understanding the Sales Force

FEBRUARY 7, 2023

Today, I reviewed the worst OMG evaluation of a sales manager that I have ever seen. It was literally the worst because he was in the 1 percentile, meaning that 99% of all sales managers are stronger than he is. 12 of the articles that show up on that page are about Bob!

Promotion 296

Promotion Sales Management Sales Sales Process 296

Understanding the Sales Force

APRIL 22, 2024

Over the past thirty-nine years, I have seen this at so many companies and with executives who believed they could apply DIY to any or all of the following ten functions: Evaluating their sales team – it is usually biased and limited to what they recognize as good.

Comparison 193

Comparison Construction Compensation Sales Leadership 193

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do?

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

Keith Rosen

APRIL 17, 2019

There are many shared, best practices between sales coaching and selling. If the evolution of selling is coaching vs. closing customers, this also applies to how you manage and develop your team. Here’s how to break free of the most toxic of coaching tactics that kills team productivity and trust.

Coaching 117

Coaching Sales Management Intent Report 117

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do?

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

Anthony Cole Training

MAY 12, 2020

In today's blog post, we discuss the technique of going for the "No" early in the sales process. It may seem counterintuitive, but countless studies have shown that humans desire what they can't have.

Sales Process 320

Sales Process Study Hiring Sales 320

Sales and Marketing Management

APRIL 30, 2018

Davis Excellent sales managers aren’t made overnight. As a manager, you’re always learning and growing along with your sales team. Every team member has a unique reaction to your management style, and it takes a great manager to navigate all those unique situations and relationships. Author: Kevin F.

Sales Management 268

Sales Management Hiring Motivation Construction 268

Sales and Marketing Management

OCTOBER 22, 2018

From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. These results were due entirely to sales manager skills, independent of the skills of their salespeople.

Sales Management 218

Sales Management Hiring Compensation Scale 218

Steven Rosen

JUNE 2, 2017

Making Remote Coaching Work in Sales Organizations. Coaching is the number one sales management activity that drives sales performance. Sales managers that grow and develop their salespeople will grow their business. Remote Coaching vs Observational Coaching. Coaching is coaching.

Coaching 221

Coaching Skype Sales Coaching Sales Management 221

The Center for Sales Strategy

APRIL 27, 2021

Most sales managers will meet that headline with an eye-roll but stay with us. Great sales leaders individualize their coaching while they manage a standardized sales process. The first job of a sales leader is relatively easy - the second takes more discipline. Only two jobs?

Relationals 110

Relationals Sales Process Coaching Sales 110

MTD Sales Training

DECEMBER 2, 2018

Very often, we see top quality salespeople made up to be sales manager and expected to deliver immediate success, as if they already have the necessary skills to succeed in that role. This seems pretty obvious, but many salespeople-turned-managers still want to maintain contact with ‘their’ clients and still keep the figures up.

Sales Management 224

Sales Management Guidelines Up-Sell Coaching 224

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. Effectively applying a consultative sales process helps to accomplish this. Coaching – Step 1.

Coaching 264

Coaching Sales Management Decision Maker Competition 264

Pipeliner

DECEMBER 22, 2023

In the competitive world of sales, transforming “maybes” into closed deals is the ultimate goal. But how do you achieve this consistently and create a predictable sales process? Lack of Control in the Sales Process: Without a clear and defined sales process, it’s easy for deals to fall through the cracks.

Sales Process 59

Sales Process Outsourcing Services Sales Qualified Lead Sales Outsourcing 59

Sales and Marketing Management

AUGUST 27, 2018

Their coach, whom I know to be a very smart man, then said something that I thought was particularly dumb. As you would expect from a good group of kids who really wanted to win, each of the players immediately turned to their coach as soon as they heard his voice. Great coaching? And smart sales processes.

Coaching 149

Coaching Commission Motivation Quota 149

Highspot

MARCH 26, 2024

Whether you’re launching a new product, implementing new sales strategies, or upskilling your team, sales training and coaching will always be of utmost importance. Oftentimes, sales managers won’t have the bandwidth to set up personalized training and coaching sessions for each rep on their team.

Sales Coaching 52

Sales Coaching Coaching Training Exercises 52

Force Management

FEBRUARY 22, 2024

Healthy sales pipelines and accurate forecasts are grounded in structured territory, account and opportunity planning processes. These processes provide sales managers with an unrestricted line of sight into their sales organizations.

Pipeline 107

Pipeline Tools Coaching Forecasting 107

Highspot

OCTOBER 11, 2023

Effective sales management is the core of any successful business. Read on as we break down why strong sales management matters, along with proven strategies to achieve it. It involves planning, organizing, leading, and controlling the sales activities within an organization to achieve its revenue targets and close deals.

Sales Management 59

Sales Management Strategy Lead Rank Lead Scoring 59

Understanding the Sales Force

APRIL 4, 2024

Assessments Compared Data on Sales Excellence Coaching Salespeople MUST READ: Are Assessments as Evil as the Persona Movie Suggests? The Caliper vs OMG Comparison: Which Sales Candidate Assessment is More Predictive? How to Transform Your Sales Pipeline Today Can Malcom Gladwell Explain the Sales Hiring Problem?

Hiring 149

Hiring Sales Leadership Sales Forecasts Forecasting 149

Janek Performance Group

AUGUST 16, 2023

We all know the challenges of a sales career. And many know the difficulties of management. That’s what makes the sales manager position unique. Sales managers, however, not only work with their teams. They also work with other mid- and high-level managers. The same for sales managers.

Sales Management 62

Sales Management Hiring Coaching Forecasting 62

Salesmate

SEPTEMBER 18, 2020

The real key to building a winning sales team is effective sales management. Are you wondering how to manage a sales team effectively? Well, you can get many tips, tactics, and strategies from various sales management books. Best sales management books you must read. Author- Kevin F.

Sales Management 116

Sales Management Face-to-face Quota Coaching 116

Hubspot Sales

SEPTEMBER 16, 2020

If you ask most executives if they have a sales process , they’ll immediately say yes. But when you ask them to describe their sales process, their descriptions vary wildly. To some, a sales process means milestones in their sales pipeline. Call Management. Opportunity Management.

Sales Process 124

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 124

Sales and Marketing Management

NOVEMBER 15, 2018

Author: Matthew Sunshine If you’re a sales manager, you know this to be true: Having that tough conversation with a salesperson who isn’t meeting goals is never fun. As a sales manager, see whether this sounds familiar: You sit down with an underperforming salesperson and open with a statement like, “You’re not hitting your numbers.”

Coaching 257

Coaching Construction Pivotal Positioning 257

Steven Rosen

JANUARY 15, 2024

He also talks about transitioning to a strategic selling approach, highlighting the importance of coaching, leadership development, reflection, and setting expectations for coaching time to optimize sales team performance and prioritize high-value activities.

Video 156

Video Coaching Sales Qualified Lead Trends 156

Highspot

NOVEMBER 21, 2023

What Makes a Great Sales Manager? What Sets Great Sales Managers Apart? Responsibilities of a Sales Manager Qualities You Need To Go From Good To Great Sales Management Strategy for Sales Managers The Importance of Sales Coaching And Training What Does Sales Manager Success Look Like?

Sales Management 52

Sales Management Strategy Lead Rank Coaching 52

The Pipeline

DECEMBER 15, 2014

(STAR Results) , The Global 2015 STAR Sales Manager Survey. The Sales Manager Survey seeks opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers. The targeted audience for completing this survey is: VP of Sales.

Survey 256

Survey Sales Management Hiring Pharmaceuticals 256

SBI Growth

JULY 4, 2013

Sales Manager dashboards have been updated. the Sales VP asks. Download the Sales Manager Execution Guide. It will: Provide you 10 Sales Manager actions you must take immediately to save the year. It will: Provide you 10 Sales Manager actions you must take immediately to save the year.

Sales Management 314

Sales Management Negotiation Face-to-face Coaching 314

Allego

AUGUST 21, 2023

Frontline sales managers are the powerhouse behind every high-performing sales team. However, many frontline sales managers struggle because they don’t receive proper enablement and coaching. In many cases, frontline sales managers get promoted to that role because they’re a top-performing sales rep.

Sales Management 62

Sales Management Strategy Face-to-face Coaching 62

The Pipeline

SEPTEMBER 8, 2014

There has been lots written about the common mistake companies make in selecting new sales managers; specifically the habit of promoting some of their best sales people to the management ranks, whether they are suitable or not. But they need to have excelled in the role of a coach. What’s in Your Pipeline?

Hiring 296

Hiring Lead Rank Sales Management Lead Scoring 296

Mindtickle

JUNE 28, 2021

As a sales leader, you know the impact of effective sales coaching — it’s the key to maximizing your team’s potential. In fact, it probably isn’t surprising that companies that provide quality coaching can reach 7% greater annual revenue growth. Why coaching conversations must change.

Coaching 95

Coaching Data Sales Coaching Conversion 95

BrainShark

JULY 4, 2023

Coaching sales reps is vital, and if you aren’t currently doing it, good news – getting started can make a world of difference for your bottom line. Challenges for organizations with untrained or undertrained reps include missed quotas, inconsistent messaging, and lack of sales readiness. What is sales coaching?

Sales Coaching 62

Sales Coaching Coaching Hiring Video 62

Partners in Excellence

JUNE 24, 2014

One of the things I’ve discovered as a result of my diatribes, is many sales managers really don’t know how to reinforce the sales process in their coaching and development of their sales teams. A combined business management/coaching objective.

Sales Process 94

Sales Process Coaching Top of Funnel Follow-up 94

The Center for Sales Strategy

MAY 6, 2020

Routines, schedules, processes —they all make us more efficient, consistent, and accurate in our roles. A strong sales process helps the prospect along their journey but also acts as a roadmap for reps so that they can consistently close deals.

Sales Process 70

Sales Process Coaching ACT Course 70