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

MARCH 2, 2017

Having a team of top sales performers is great! Sports teams that have many great players don’t always win championships. When I coach sales managers on how to get the best out of their team, I realize that not all top performers are the same. One sales manager was new, and the other had 20 years of management experience.

Energy 275

Energy Face-to-face Comparison Sports 275

Sales Training Connection

NOVEMBER 26, 2012

We were reminded of this point while thinking about how sales reps and their managers react after one of their plays. For example, some spend an inordinate amount of time “enjoying” a successful sales call – thinking: “Wow, after that great presentation we should have this one in the bag.” ©2012 Sales Horizons, LLC.

Sales Management 105

Sales Management Sports Coaching Sales Coaching 105

Alice Heiman

OCTOBER 14, 2020

Most Important Job of the Sales Manager . With that in mind, the most important job for sales managers is to coach their salespeople to close business. Statistically and anecdotally speaking all the data points to improved sales w hen sales managers learn to coach effectively and spend more time doing it. .

Sales Coaching 167

Sales Coaching Coaching Quota Sports 167

Pipeliner

FEBRUARY 4, 2022

Oftentimes, a sales manager doesn’t have specific insight into what is happening in the sales calls that their team makes. This means that the sales manager is missing out on really valuable information about how to coach and educate their team. Action 1: Joint listening . Action 3: Skill-boosting Meetings.

Quota 98

Quota Sports Education Coaching 98

SalesLoft

MAY 17, 2018

As with sports, coaches must develop their own knowledge and skill set to create a winning team. Managers weren’t born with an innate knowledge of what it takes to lead a successful sales team. That’s why it’s important that a sales manager has a baseline understanding of how to coach a winning team.

Coaching 52

Coaching Sales Management Top of Funnel Sales Coaching 52

SalesFuel

MARCH 8, 2024

One of the most famous examples of cancel culture happened to a popular children’s author after they made a transphobic post on Twitter (now X). Photo by: LARAM SalesFuel - Sales Credibility | Sales Research | Sales Hiring | Sales Management | Sales Enablement

Cancellation 52

Cancellation Ideal Customer Profile Marketing Consumer 52

The Pipeline

FEBRUARY 13, 2017

In some sports and other skills based endeavours, for example figure skating, you can score points for artistic merit, and you also get scored on execution. While I have always been a proponent of a good sales process, and having a playbook to assist and improve execution, let’s not lose sight of the overall objective: Revenue!

Lead Rank 219

Lead Rank Lead Scoring Guidelines Sports 219

Steven Rosen

FEBRUARY 2, 2017

An example of a well-tuned process that successful companies utilize is the annual marketing plan process. Execution is a team sport. Excellence requires alignment of not only sales and marketing but other support departments. You also need to be sure that your sales management team are aligned with the critical success factors.

Face-to-face 326

Face-to-face Survey Sports Follow-up 326

Membrain

SEPTEMBER 16, 2018

Professional athletes have one trait in common - they are all very athletic and their skills are among the top several hundred in the world in their particular sport. For example, in Major League Baseball, there are 30 teams with 25 players each, making those ball players the top 750 in the world.

Sports 90

Sports Groups Examples Sales 90

Zoominfo

SEPTEMBER 10, 2020

For example, if a customer is approaching the 11th month in their 12 month contract, they’re either thinking about resigning or going with another provider. How Does Engage’s Sale Dialer Improve Sales Productivity? Everyone knows that sales is a contact sport, and ZoomInfo Engage makes contact easier.

Closing 264

Closing Call-back How To Outbound 264

BrainShark

JULY 4, 2023

Research firm CSO Insights offers a more formal definition: “Sales coaching is a leadership skill that develops each salesperson’s full potential. ” Coaching is often led by sales managers and facilitated by sales enablement professionals. Why is sales coaching important?

Sales Coaching 62

Sales Coaching Coaching Hiring Video 62

Pipeliner

JULY 22, 2021

To start this playbook conversation, let’s build our understanding through one of our favorite methods – the sports analogy. I wrote an article a while back comparing sales playbooks to soccer corner kicks. In a sport with very few settled situations, they present unique opportunities for strategy.

Sports 90

Sports Guidelines Course Buyer 90

The Pipeline

AUGUST 21, 2013

I hope we can all agree that in sales, manager are better leading from the front than behind the desk. Yet despite the rousing and collective yes we just heard, and the fact that less managers manage from behind the desk, the reality remains that all too many managers still do not lead, or lead effectively.

Lead Rank 317

Lead Rank Lead Scoring Sports Promotion 317

Janek Performance Group

JANUARY 3, 2023

In actual practice, however, sales managers and coaches may or may not be the same person. This can help organizations get the most from their sales managers, sales coaches, and, ultimately, their sales teams. What Is Sales Management? Developing sales plans. Forecasting. Adaptability.

Coaching 62

Coaching Hiring Sales Coaching Lead Rank 62

Close.io

MAY 7, 2018

So they make them a sales manager. Putting a killer sales rep in a management position means they can share their unique insights and techniques with the rest of the team. In fact, 99% of the time, the best sales people make the worst sales managers. How I discovered I was a terrible sales manager.

Hiring 132

Hiring Sports Coaching Sales Management 132

Sales 2.0

FEBRUARY 19, 2012

In my travels through the world of sales I’ve seen much the same divide in mindsets when it comes to sales skills. There are sales people and sales managers that believe sales skills can be improved and evolved then there are others that just want to find “naturally born sellers”.

Lead Rank 259

Lead Rank Lead Scoring Sports Travel 259

Pointclear

MAY 14, 2018

Momentum in sales and sports is a strange phenomenon. In sports, all sorts of issues are blamed when teams suddenly stop winning. For salespeople and sales managers, few understand the Prime Directive of Sales Management: Enhance Sales Momentum (Never Interrupt It). Expect a downturn.

Territories 124

Territories Quota Sports Compensation 124

Hubspot Sales

APRIL 19, 2019

When we think of successful sport team names, like the New England Patriots or the New York Yankees, we picture the motivated individuals that make up the team. A creative sales team name can help unite your team, foster collaboration, and help individuals learn, grow, and reach personal and team goals. Sales Team Name Examples.

Promotion 93

Promotion Territories Hubspot Sports 93

Anthony Cole Training

APRIL 8, 2014

I’m normally one to watch a movie, read a book or listen to a song and tie it to sales and/or sales management. And, even though I use a lot of sports analogies, I rarely use sport stories or examples in my blog post or Sales Brew Newsletters.

Territories 151

Territories Sports Call-back System 151

Showpad

AUGUST 23, 2018

Sales managers at any organization are in a position to guide and motivate those they lead, similar to the coach of a sports team. So it would make sense to give managers the proper training for sales coaching, right? Training Sales Managers to Coach.

Coaching 45

Coaching Sales Management Scale Sports 45

Sales Training Connection

DECEMBER 1, 2014

Yet, how does a company effectively, efficiently, and affordably develop and sustain a high performance sales team? Over the years we have written a lot about two obvious initiatives that a companies must get right as starters – sales training and front-line sales management coaching. Sport examples are legendary.

Sports 128

Sports Coaching Training Competition 128

The Sales Hunter

NOVEMBER 16, 2012

A comparison I like to use is sports and, in particular, football. We are in the middle of the football season, so it makes for a good example. Check out these free webinars I’m offering on November 29: Your Make or Break Month: Proven Sales Strategies to Make December a Great Month. ” Sales Motivation Blog.

Motivation 221

Motivation Webinar Metrics Comparison Sports 221

Zoominfo

APRIL 19, 2023

To borrow an analogy from sports: tactical coaching will help you win a particular game, strategic coaching across multiple seasons helps you to build a winning team. Data-Driven Sales Coaching To provide effective sales coaching support, you need to look beyond top line numbers to identify where each rep has room for improvement.

Sales Coaching 130

Sales Coaching Coaching Hiring Analysis 130

Zendesk Sell

DECEMBER 17, 2019

Give your team a reason to keep their “eye on the prize” with travel sales incentives. Tickets to concerts or sporting events. Dangle a ticket to a playoff or a high-stakes rival game and die-hard sports fans will go crazy. Ask your team if there’s a band they’re obsessed with, or a sports team they’re die-hard loyal to.

Incentives 83

Incentives Incentive Motivation Sports 83

Hubspot Sales

JULY 30, 2020

These 10 motivational techniques will engage both junior reps and their senior counterparts, ensuring they continue to work to meet their sales goals throughout the summer: Tips to Raise Sales Motivation at the End of Summer. Invest in sales management coaching. Plan a sales contest. Track and Celebrate Small Wins.

Motivation 113

Motivation Commission Webinar Metrics Decision Maker 113

No More Cold Calling

MARCH 10, 2015

Parents pigeon-hole their children into stereotypes and create examples for their children on how they will handle their problems when they become adults. Sports, hobbies, gaming, everything. My granddaughters are just as interested in sports as my grandsons. Associations Enterprise Sales Management Salespeople Small Business'

Sports 120

Sports Hiring Government Small Business 120

Janek Performance Group

MARCH 9, 2022

For example, viewing social media posts, following news or sports updates, or reading random newsletters. The opportunity cost as a sales rep of doing things that add no value to our performance can be an expensive luxury. . As sales reps, we end up doing the same task two or three times before we complete it.

Engineering 62

Engineering Lead Rank Lead Scoring Maximizer 62

Janek Performance Group

JULY 5, 2022

For example, Mark Twain said, “A man who carries a cat by its tail, learns something he can learn no other way.” For example: Prospect: “How does your Artificial Intelligence algorithm work?”. For example, one approach is to use humor to address the elephant in the room for the prospect, “How long is this demo going to take?”.

Cold Calling 62

Cold Calling Up-Sell Software Software 62

BrainShark

SEPTEMBER 20, 2022

Convenience, and with over 2,000,000 podcasts there is a treasure trove of choices, giving listeners easy access to engaging shows that cover every topic imaginable – from sports and crime thrillers to business and comedy. The sales world is no exception. Other Top Picks for Sales Managers: 14. The Sales Evangelist.

Hiring 71

Hiring Negotiation Buyer Persona Influencer 71

Zoominfo

SEPTEMBER 10, 2020

For example, if a customer is approaching the 11th month in their 12 month contract, they’re either thinking about resigning or going with another provider. How Does Engage’s Sale Dialer Improve Sales Productivity? Everyone knows that sales is a contact sport, and ZoomInfo Engage makes contact easier.

Closing 130

Closing Call-back How To Outbound 130

Sell Integrity

JULY 22, 2021

When your people feel understood and appreciated, they will be intensely loyal to the manager who has demonstrated care and interest in their development. We often associate “coach” with a sports analogy. But firms in the study rated their effectiveness at developing managers’ coaching ability at just 50 on a 100-point scale.

Coaching 100

Coaching Scale Transportation Hiring 100

No More Cold Calling

MAY 19, 2015

Your birthday, favorite sports team, or hometown could help you seal the deal. For example, in the U.S., The same goes for people with similar political agendas, passions, or hobbies, or who like the same sports teams? My birthday is January 19. When is yours? There is an affinity, a connection.

Social Media 120

Social Media Prospecting Sports SAP 120

Anthony Cole Training

JANUARY 27, 2015

Here are some examples of doing WIT: Making calls – Regardless of how tired you are, how much you just sold last week, how difficult it is to handle the rejection – if you are going to be successful in selling, you have to pick up the phone and call someone. Winners in sales, sports and life do whatever it takes in all areas to be a success!

Hiring 120

Hiring Gatekeeper SME Sports 120

Sell Integrity

JUNE 14, 2021

Whether in sports, in sales or in life, a great coach helps people reach their full potential. Particularly when it comes to sales, coaches help reps move past their mental boundaries and perform at higher levels than they even realized were possible for them. Myth: Sales coaching isn’t part of our culture.

Sales Coaching 107

Sales Coaching Coaching Lead Rank Sales 107

Anthony Cole Training

JANUARY 27, 2015

Here are some examples of doing WIT: Making calls – Regardless of how tired you are, how much you just sold last week, how difficult it is to handle the rejection – if you are going to be successful in selling, you have to pick up the phone and call someone. Winners in sales, sports and life do whatever it takes in all areas to be a success!

Hiring 120

Hiring Gatekeeper SME Sports 120

Pipeliner

APRIL 11, 2018

Information hits sales managers from all sides on the subject of creating high-performance sales teams. Given these endless choices, it can be hard for sales managers to figure out where exactly to focus their attention. To really motivate your sales team: Train and coach your team and help them get better.

Motivation 58

Motivation Hiring Sports Incentives 58