Mindtickle

APRIL 23, 2024

In business, it’s often assumed that a person who excels as a sales rep will also be successful as a sales manager. As such, top sales reps are often promoted to sales managers and left to find their way into their new roles. What is sales management training? This approach simply doesn’t work.

Sales Management 52

Sales Management Training Hiring How To 52

Vengreso

JUNE 9, 2022

Our recent survey shows that 69% of sellers think that getting the first conversation is harder than presenting a solution or even closing the deal. The fact is that without the first conversation, nothing else happens. What is a Sales Conversation? Or do they just wing the conversation? Simple, right?

Conversion 105

Conversion Outsourcing Services How To Ideal Customer Profile 105

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

No More Cold Calling

SEPTEMBER 4, 2014

The Sales Hunter tells you what it takes to lead a winning sales team. How often do sales managers generate opportunities and support their teams in customer conversations? Under constant pressure to deliver sales, they focus on reports and not on the critical sales activities that generate revenue.

Sales Management 281

Sales Management Construction Small Business Small Business 281

Pipeliner

MAY 13, 2021

For salespeople, sales managers, sales leaders, and other business people, there is an enormous amount of metric; so much so that CRM systems and other organizational software are prioritized as one of the most important things that you can do for your business. Changing Behavior. Changing Behavior. It’s more like playing jazz.

Conversion 98

Conversion Sales Up-Sell Software 98

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

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

Mindtickle

MAY 21, 2021

Sellers often can’t explain why deals don’t work out, leaving your sales managers in the dark. Your sales managers need the ability to identify why deals are lost and how they can train and coach reps to win today’s deal — and every deal in the future. Pre-qualification call. Discovery call.

Coaching 104

Coaching Conversion Sales Coaching Lead Rank 104

Sales Training Connection

JANUARY 20, 2016

It is much easier to focus on the negatives than the positives. As a correction a common how-to instruction for giving feedback suggests – start by saying something encouraging, and then move on to the behavior that needs to be improved and close with something positive. Yet, positive feedback often stops there.

Positioning 50

Positioning Coaching Sales Management Sales Coaching 50

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

Mr. Inside Sales

NOVEMBER 2, 2015

When I began my sales career all those years ago, I was told that at the bottom of all successful sales was a transfer of emotion – my manager told me that I was either transferring my positive feelings about my product onto my buyer, or he/she was transferring their negative feelings about it to me. For example…”.

Positioning 120

Positioning Cold Calling Call-back Guarantee 120

Partners in Excellence

DECEMBER 13, 2022

We know to effectively engage customers, we have to move away from pitching, we have to engage them in collaborative conversations. The most effective conversations are two way discussions, helping the customer think differently, helping them consider new things. The post Sales Manager, What Value Are You Creating?

Sales Management 73

Sales Management Face-to-face Maximizer Exact 73

Partners in Excellence

JUNE 1, 2019

Recently, I was reading a particularly vile conversation thread. It started with someone taking a position about a certain issue in the news. As you might expect, the comments represented various people staking out positions, reacting positively and negatively to the original premise and to each other.

Conversion 83

Conversion Journal Positioning Objections 83

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

Steven Rosen

AUGUST 13, 2023

Turning Obstacles into Opportunities: Managing Behavioural Issues I have had the privilege of working with numerous sales managers, guiding them through the challenges they face in leading high-performing teams. One recurring issue that has surfaced frequently is managing behavioural issues among their salespeople effectively.

Construction 156

Construction Face-to-face Pivotal Lead Rank 156

Allego

MAY 17, 2022

That’s where Conversation Intelligence comes into play. A Marketer’s Secret Weapon: Conversation Intelligence. Conversation Intelligence (CI) — artificial intelligence-powered technology that records, transcribes, and analyzes sales calls — is the solution marketers need to create deal-closing content. Learn More.

Top of Funnel 62

Top of Funnel Conversion Closing Collateral 62

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

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

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 111

Sales Management Hiring Promotion Coaching 111

Braveheart Sales

AUGUST 12, 2021

We know that sales managers require different skills and strengths than salespeople. Sales managers need to recruit the right individuals, coach, hold people accountable, and motivate their teams. The same is true of sales managers vs other managers. Additional Sales Management Abilities.

Sales Management 76

Sales Management Hiring Sales Qualified Lead Coaching 76

SBI Growth

AUGUST 28, 2013

I spent last week at a Sales Management training event with a client. This client is positioning itself to cater to the New Buyer. As a Sales Operations leader, you must be allocating the right resources to training. Turn managers into leaders. Demand Sales Force Automation adoption. Gamify the training.

Training 300

Training Sales Management Hiring Social Selling 300

SBI

JUNE 1, 2021

The Art of Holding Deal Strategy Conversations. Three Impactful Approaches High-Performing Enterprise Sellers Practice for Deal Strategy Conversations. The Status Quo is Your Biggest Threat As a sales leader, coach and seller, I have been on both sides of deal reviews and strategy conversations. By Les Yuen, DealCoachPro.

Conversion 77

Conversion Strategy Forecasting Coaching 77

InsideSales.com

NOVEMBER 13, 2020

The sales pipeline is different in every company and often in every product. But no matter what defines each stage of your pipeline, it’s imperative that sales leaders don’t make the common mistake of neglecting early-stage leads. Teams must be better at managing their pipeline. To Manage Your Sales, You Must Know Your Leads.

Sales Management 96

Sales Management Leads Marketing Qualified Lead Top of Funnel 96

Hubspot Sales

JULY 9, 2019

Although factors like your product line, buyer personas, and brand awareness are important, sales managers are also critical to the success of any business as they have the potential to unlock huge returns that impact the business's bottom line. Onboarding and training new hires is another sales management responsibilities.

Sales Management 117

Sales Management Hiring Buyer Persona Compensation 117

criteria for success

APRIL 7, 2021

If you're in the market for some DIY sales management training, you've come to the right place. We've compiled 5 checklists for you to use with your sales managers in any organization. We often talk about the importance of process in selling, but good sales management is a process too.

Sales Management 85

Sales Management Training Journal Forecasting 85

Sales Gravy

SEPTEMBER 27, 2021

This hard-hitting and thought provoking episode of the Sales Gravy Podcast features a deep conversation on the state of sales leadership. Listen to more episodes of the Sales Gravy Podcast This hard-hitting and thought provoking episode of the Sales Gravy Podcast features a deep conversation on the state of sales leadership.

Data 57

Data Sales Management Sales Leadership Positioning 57

LeadFuze

MAY 17, 2021

What is a Sales Manager. A sales manager is a person that’s responsible for building, leading, and managing a sales team within an organization. . A sales manager will work closely with managers of other departments, as well as communicate with prospects and customers on a regular or semi-regular basis.

Paid Content 98

Paid Content Sales Management Hiring Lead Rank 98

Cincom Smart Selling

DECEMBER 4, 2020

Digital selling is the process of turning relationships built through digital means into: 1) productive, in-person conversations or 2) a sale that is complete enough to finish via an e-Selling solution. How Social Content and Account Management Support Digital Selling.

Positioning 101

Positioning Customer Licensing Buyer 101

SBI

FEBRUARY 10, 2020

The Scalable Sales Manager: The Key to Unlocking Your Sales Teams’ True Potential. The role of Sales Manager has always been one of the hardest jobs in sales. To say that sales managers have their work cut out for them would be a massive understatement. by Howard Brown, CEO of ringDNA.

Sales Management 136

Sales Management Scale Top of Funnel Hiring 136

Steven Rosen

JANUARY 14, 2024

Colleen Stanley and Steven Rosen discuss the importance of assertiveness and emotion management in accountability conversations, emphasizing the need for managers to develop the skill of assertiveness, which involves stating what they need nicely. As a sales manager, effectively navigating these emotional triggers is crucial.

Sales Leadership 156

Sales Leadership Account Video Coaching 156

Vengreso

JANUARY 13, 2023

Because I interview some of the world’s top influencers and authors, I knew I had to come up with a resource list of the best sales books for 2023. Which are the sales books that will help sales professionals have more conversations and close more sales in 2023? See @M_3Jr's top #sales picks here!

Paid Content 81

Paid Content Conversion Top of Funnel Hiring 81

The Pipeline

AUGUST 2, 2013

She is also the author of two books on inside sales, Smart Selling on the Phone and Online: Inside Sales That Gets Results , and her most recent, and a complement to the first book: Smart Sales Manager: The Ultimate Playbook for Building and Running a High-Performance Inside Sales Team. Be perceptive. Be focused.

Sales Management 257

Sales Management Hiring Inside Sales Cold Calling 257

Mindtickle

AUGUST 10, 2022

As conversation intelligence platforms become a cornerstone of the sales tech stack, sales leaders and their teams are exploring how sales managers can use them to boost results and create a team of top performers. Why we believe conversation intelligence is worth the investment.

Conversion 52

Conversion Lead Rank Lead Scoring Hiring 52

Hubspot Sales

FEBRUARY 1, 2021

In other words, as a hiring manager you want to do everything you can to bring the right candidates on your team. We asked HubSpot sales managers for their tips for avoiding costly hiring mistakes. Many hiring managers approach the hiring process feeling like they’ll know the right candidate when they meet them.

Hiring 99

Hiring Sales Management Hubspot Top of Funnel 99

Pipeliner

JULY 23, 2018

Advice for My Younger, Sales Manager Self. Part of why I am in this field, and why I excel at what I do, is because of the mistakes that I have made throughout my career, and my ability to help others not follow in my footsteps to becoming an effective sales leader, learning from my mistakes instead of making them themselves.

Sales Management 68

Sales Management Hiring Sales Qualified Lead Coaching 68

Pipeliner

AUGUST 18, 2020

One route into the position of a sales manager is promotion from having been a highly successful salesperson. They are suddenly saddled with the responsibility of the entire sales team. It is a tough position to be in—kind of like a newly elected politician in their first 90 days. Making That Quota.

Sales Management 92

Sales Management Quota Pipeline Top of Funnel 92

Pipeliner

SEPTEMBER 22, 2020

In dealing with people—something a sales manager certainly must do—the first thing you must admit is just how difficult it is to change people. It is extremely common for sales managers to dive in and attempt to strengthen sales rep weaknesses. What is the average length of time for a rep’s lead conversion?

Sales Management 98

Sales Management Hiring Commission Lead Nurturing 98