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

Partners in Excellence

DECEMBER 13, 2022

Sellers know that value creation and realization are critical in engaging our customers. Value creation is a fundamental in our work with our customers. As we look at the principles we use in creating value with our customers, the same principles are very powerful within our own organizations. We have to incite them to change.

Sales Management 73

Sales Management Face-to-face Maximizer Exact 73

Close

FEBRUARY 1, 2024

Unlock key account management strategies to strengthen your key customer relationships, maximize customer loyalty, and close more deals.

Account 52

Account Customer Loyalty Maximizer 52

Nutshell

MARCH 31, 2023

As a sales manager, you want to stay up to date with the latest sales trends, keep up with your sales skills and knowledge, and continually build your management and leadership expertise. In this post, we’ll share some of our favorite resources for sales managers. Here are some of our favorites.

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Resources Sales Management Hiring Sales Leadership 62

Pipeliner

FEBRUARY 1, 2021

As we settle into 2021, maximizing trust is a top priority for sales managers and professionals, company leaders, and entrepreneurs. How can you maximize trust in your business while managing to keep energy and finance costs down? Here are four ways to maximize trust in your business and prevent excess in 2021.

Maximizer 52

Maximizer How To Consumer Energy 52

SBI Growth

JANUARY 5, 2013

Sales VPs need to train their Sales Managers differently. Coaching sales people has changed. Customers are self-directing their buying behavior in new ways. Gone are the days riding with a rep on numerous calls to one customer. 77% of all Sales Managers reported fewer sales calls in 2012.

Coaching 319

Coaching Sales Management Buyer Negotiation 319

SBI Growth

NOVEMBER 30, 2012

78% of Sales VPs during our research tour asked us the same question. What is the optimal Span of Control for their sales managers and themselves?” Workload Analysis - This analysis measures the time managers take to complete all activities. SM’s work constant between sales people.

Maximizer 256

Maximizer Analysis Competition Research 256

Vengreso

APRIL 23, 2019

The leaders of every organization want to maximize sales effectiveness and productivity. But the ever-changing digital sales landscape can make it hard to keep up. That’s why I wanted to bring Mat Singer, Senior Director of Sales Effectiveness for CenturyLink on as my guest on this episode of #SellingWithSocial.

Maximizer 109

Maximizer Social Media How To Social Selling 109

Partners in Excellence

SEPTEMBER 14, 2022

As a refresher, that post is “The foot bone connected to the leg bone… ” Our customers face the same challenges! This represents a huge opportunity for sellers to help their customers. Great sellers, help their customers connect the dots between the different parts of the organization.

System 52

System Customer Face-to-face Enterprise 52

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

Hubspot Sales

JULY 9, 2019

Specifically, the managers who lead your sales teams — they oversee the reps who communicate directly with your prospects and customers daily. Think about it this way: If you're a sales manager and you help each of your 10 reps sell 20% more, you've essentially just "created” two new salespeople. Motivate Reps.

Sales Management 117

Sales Management Hiring Buyer Persona Compensation 117

Hubspot Sales

JULY 5, 2021

Exemplary sales managers don't just pop up out of nowhere. And very few — if any — reps can assume a management role and thrive, based strictly on intuition. Even the most effective sales leader might struggle to turn a rep who seems like "management material" into a successful manager.

Training 106

Training Sales Management Lead Rank Lead Scoring 106

SBI Growth

SEPTEMBER 24, 2012

This post is about how CEOs should invest in sales managers to improve revenue growth in 2013. As part of our annual Q3 Research Tour, SBI surveyed over 10,000 sales reps. If you are considering sending your sales managers to training seminars in 2013, keep your money. Develop a custom sales management program.

Sales Management 267

Sales Management Hiring Comparison Quota 267

Miller Heiman Group

MARCH 11, 2019

The role of a sales manager may be the hardest job in sales. While coaching your team to sales success, your responsibilities include recruiting new talent and meeting the needs of key customers, all while collaborating with internal stakeholders such as marketing, product management and executives.

Sales Management 90

Sales Management Scale Lead Rank Maximizer 90

Partners in Excellence

MARCH 6, 2019

Tim has been writing a series on sales management, Why Can’t We Build Better Sales Managers? In this particular article, Tim suggests we may not need traditional sales managers anymore. My immediate reaction was, “What is the role of a sales manager?” ” Absolutely!

Sales Management 84

Sales Management Hiring Face-to-face Coaching 84

Partners in Excellence

DECEMBER 20, 2021

Brent Adamson wrote an outstanding HBR article on “ Sensemaking For Sales.” ” It’s an important concept, focused on helping our customers make higher quality decisions, with greater confidence. Customers tend to fall back on what they already know and have confidence in.

Customer 102

Customer Face-to-face Coaching Maximizer 102

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

Sales and Marketing Management

APRIL 2, 2020

With the average sales manager devoting just 9% of his or her time developing direct reports, there is a tendency for sales coaches to focus on training sellers on the ins and outs of the products or services they are selling. Coach Your Reports on Benefits of Account Planning.

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Lead Rank Account Based Marketing Customer Hiring 156

The Sales Hunter

FEBRUARY 25, 2013

If that’s the case, then why are you acting like a customer service person? I’m not bashing customer service people. They play a key role in the sale process, but I believe strongly salespeople and customer service people are to be doing two different tasks. That is what I see as the primary role of sales.

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Customer Service Customer Discount Maximizer 251

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. The need for courage comes into play all throughout a sales manager’s job.

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Sales Management Hiring Biotechnology Call-back 75

Cincom Smart Selling

DECEMBER 4, 2020

For Sales, the internet is much more than a place to catch up with high school friends. Sales managers must include some time for social content and account-management activities among their reports. Sales reps must familiarize themselves with the domains of interest for their users. What about existing customers?

Positioning 101

Positioning Customer Licensing Buyer 101

Keith Rosen

AUGUST 25, 2020

Keith Rosen · TMBO Talks on Selling, Prospecting and Coaching Customers With the NBA and WNBA – Part 2. Join me for part two of this three-part sales leadership series with the National Basketball Association (NBA), and the talented leaders of the NBA and WNBA (Women’s National Basketball Association).

Coaching 126

Coaching Prospecting Customer Maximizer 126

SBI Growth

NOVEMBER 22, 2012

Today’s post is the first of three directed to Sales Operations leaders. Resource allocation is critical to success for sales. Customer/prospect segmentation is a key first step in making wise allocation decisions. What is the realistic untapped revenue potential within your existing customer base? Make it Pay Off.

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Segment Customer Territories Penetration 288

The Pipeline

SEPTEMBER 23, 2021

Mike shares the 12 building blocks, tied together with systems thinking and communication management, sitting on a base of (optional) sales support services. Sales enablement supports the sales force, but it all starts with the buyer in mind, with Buyer Acumen. A Managed Process. It’s New Again.

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Sales Enablement Scale Hiring Maximizer 201

Partners in Excellence

DECEMBER 16, 2014

As with the prior articles, I get huge numbers of requests from sales manager to help Hack their jobs. “What are the short cuts?” ” “How do I manage my time better?” Having said that, here’s a few of my favorite hacks to sales management. I’ll stop here.

Sales Management 93

Sales Management Hiring Top of Funnel Maximizer 93

Partners in Excellence

APRIL 11, 2024

And our customers don’t want to see us! Our jobs as leaders is to maximize the performance of every part of our business. But it seems we aren’t driven to maximize their performance. We know the real and opportunity costs are enormous, yet tenure continues to decline. And we see similar trends in engagement.

Scale 109

Scale Maximizer Quota Revenue 109

Membrain

JUNE 10, 2020

When most sales professionals talk about account planning, they immediately think of how they can maximize the revenue from their existing accounts. Or how they can prevent accounts from selecting a competitor.

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Account Maximizer Customer How To 118

SalesFuel

APRIL 24, 2024

Their goal is to keep their market sales volume as is and try to garner more share from a direct competitor down the road, as [my area in North Carolina] is an incredibly saturated market for automotive.” Using Admall’s digital audit, we were able to uncover their target customers, [and] where they are currently running display ads.

Automotive 52

Automotive Closing Hiring Ideal Customer Profile 52

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

The Sales Readiness Blog

JANUARY 31, 2022

Do you wonder why the most successful sales leaders in your organization reach their goals every quarter? They focus on ROI when engaging with customers and prospects.

ROI 52

ROI Maximizer How To Sales 52

Miller Heiman Group

SEPTEMBER 17, 2019

Additionally, some organizations struggle to clearly define the difference between channel customers and the end-user. Let’s explore the key success factors for manufacturers to maximize sales through indirect channels. Channel managers focus more on coaching than selling. Clearly Define Your Channels.

Channels 50

Channels Maximizer Hiring How To 50

Women Sales Pros

MAY 11, 2018

Sales managers have many different leadership styles. Still, many managers continue to dictate because they believe it’s faster and easier to get the results they want. However, there’s imminent danger in telling sales people what to do when asked versus helping them to figure it out for themselves.

Sales Management 99

Sales Management Sports Coaching Ideal Customer Profile 99

BuzzBoard

DECEMBER 13, 2023

And the first step is clear—team managers and leaders must understand and admit that obsolete management practices are resisting innovations outright. Because AI empowers leaders to maximize human strengths rather than getting dragged into metric minutiae. But what’s next? Today’s blog starts right there!

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Scale Maximizer Remedy Analytics 105

Allego

AUGUST 19, 2021

Allego customers have been on the leading edge of sales learning and enablement since the start of the pandemic, as they shifted in-person training, onboarding, coaching, and content to virtual programs, almost overnight. In June, Allego held its Sales Success Summit (S3) to offer best practices for maximizing Allego.

Hiring 71

Hiring Lead Rank Lead Scoring Customer 71

The Brooks Group

DECEMBER 10, 2018

A sales training reinforcement program is designed to let your sales reps practice these skills with real opportunities while being guided by expert sales coaches. Follow these 4 keys to maximize the ROI of your sales training reinforcement program and permanently shift the performance of your sales team.

Maximizer 40

Maximizer ROI Training How To 40

The Brooks Group

DECEMBER 10, 2018

A sales training reinforcement program is designed to let your sales reps practice these skills with real opportunities while being guided by expert sales coaches. Follow these 4 keys to maximize the ROI of your sales training reinforcement program and permanently shift the performance of your sales team.

Maximizer 40

Maximizer ROI Training How To 40

Selling Power

APRIL 8, 2019

Be sure you’re maximizing the benefits of happy customers by aligning your sales and customer service departments with these six tips.

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Customer Service Customer Revenue Maximizer 84