The Sales Hunter

JANUARY 27, 2012

Twitter Facebook. Facebook. -->. 5 Sales Training Tips for Sales Managers AND Salespeople. Whether you’re a rookie salesperson, a veteran salesperson or a sales manager, here are 5 sales training tips you need to take action on: 1. Feedback is good, as I tell sales managers frequently.

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No More Cold Calling

JULY 14, 2015

The problem was that sales management had their heads in the sand. So, they neglected the strategies, sales metrics , and processes that could have kept their businesses strong, or at least afloat, when the going got rough. We’ve all worked for managers who thought they were the world’s gift to sales.

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Increase Sales

MAY 15, 2014

Beyond the sales managers who earned their roles because they were super sales people, how many in sales management roles actually sell right? No I am not talking about selling the solutions offered by the firms, but rather can these sales leaders sell the firm’s purpose, vision and current mission?

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Sales Management Social Media Facebook Up-Sell 129

No More Cold Calling

FEBRUARY 11, 2016

But those methods will only treat the symptoms, not the real sales management problem: a lack of proper planning. It’s similar to the conversations most sales reps have with prospects. Sales management: Listen up. It’s your sales team’s expertise in defining and communicating prospects’ problems.

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Increase Sales

NOVEMBER 5, 2014

These changes have also presented commercial side sales managers with these five sales leadership barriers: Misalignment. Many banking industry sales managers have never heard of Galbraith’s 5 Star Model, but they should. In all actuality, time management does not exist because no one can manage a constant.

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Banking Industry Sales Management Lead Rank 139

Increase Sales

APRIL 22, 2013

How many times do sales professionals leave or fail to meet performance goals because of poor sales managers? I just came across some research highlighted by Top Sales World (source: Chally) that suggested “80% of sales managers fail within eighteen months of being promoted.” Share on Facebook.

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Sales Management Training Promotion Objections 165

No More Cold Calling

MARCH 10, 2016

Sales managers, listen up. Even the most effective sales techniques fall short if your team sounds, well … stupid. .” ” Does that mean everything else your sales reps have been saying is dishonest ? Instead, sales reps should say what they mean, and if it “goes without saying,” don’t say it.

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Increase Sales

JULY 2, 2014

Chaos sometimes appears to reign supreme especially for those in executive leadership, sales management and even more so for the solo entrepreneur (SOHO). The ability to increase sales is critical and yet the more sales, the more chaos and suddenly you feel like the hamster in the wheel, running and running without forward progress.

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SalesFuel

MARCH 24, 2024

In this podcast for sales managers and sales leaders, Audrey, and Jean Oursler discuss : What is Caveman Brain? Lee Smith Connect with SalesFuel: Website: [link] Twitter: @SalesFuel Facebook: [link] SalesFuel - Sales Credibility | Sales Research | Sales Hiring | Sales Management | Sales Enablement

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Hiring Twitter LinkedIn System 97

Increase Sales

NOVEMBER 11, 2013

How long has this discussion being happening with the small business and management worlds? This is where it is imperative for those in sales management roles to employ WAY SMART goals instead of just SMART goals. The other aspect that was not mention directly was emotional intelligence specific to relationship management. (Tip

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Gong.io

DECEMBER 30, 2022

Sales objectives should also fit your current sales strategy. If social media selling isn’t part of your sales process, it doesn’t make sense to set a revenue goal to bring in new accounts via Facebook. Finally, your sales objectives should have a time limit. Make sure you set a relevant SMART goal. Time-bound.

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Objections Examples Ideal Customer Profile Sales Management 62

Increase Sales

APRIL 2, 2012

Those in sales management seem to fall into one of two roles that being sales killer or sales motivator. ” Bottom line there appears to be a lot of counter productive behaviors from senior level to sales management to even front line salespersons in securing the goal to increase sales. .”

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Increase Sales

OCTOBER 2, 2013

And yet, management seems oblivious to this simple sales strategy for business growth especially within the market of small business. Before I bluntly share that sales management strategy, let me provide a real world example with names removed to protect the guilty. Sales Coaching Tip: 97.7% Share on Facebook.

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Banking Sales Management Strategy Hiring 137

Increase Sales

OCTOBER 22, 2014

People especially top sales performers leave rotten sales management more than money from my 30 plus years of experience. It is truly hard to believe with all the books, workshops, seminars, sales training and sales coaching, rotten sales management still exists, but it does and appears to be growing.

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Sales Management Sales Coaching Coaching Account 147

Increase Sales

JULY 1, 2013

Once again a new sales coaching client is facing the super worker (think salesman) promoted to supervisor or sales manager disaster. Coming from a very supportive sales culture where her previous manager coached and helped her, she is now facing a 180 degree opposite. Share on Facebook.

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Promotion Sales Management Hiring Face-to-face 146

Steven Rosen

JUNE 20, 2019

Second line sales managers (SLM) don’t coach their FLMs on their coaching. Sales coaching is a very difficult skill that very few sales managers master. Your company has rolled out sales manager coaching training. Possible Solutions: Any coaching training must include the second line sales managers.

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Coaching Hiring Sales Coaching Social Media 334

Increase Sales

MAY 8, 2014

Math sometimes seem to be a poison to those in sales management. These industrious folks have a tendency to jump on board with the latest so called best practice without actually doing the math to see if their sales team can meet the goals. Share on Facebook. Then visit 10 of the home encircling the open house home.

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Sales Management Travel Banking Sales Leadership 137

Increase Sales

JUNE 13, 2013

Out of the mouths from clients come sometimes the most revealing sales management beliefs and behaviors. Yesterday one of my executive coaching clients shared the words of his sales manager. “I believe in managing by ambiguity when it comes to the sales team.” Share on Facebook.

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No More Cold Calling

AUGUST 20, 2015

If you’re a sales manager, you’ve probably even said it. The problem is that sales reps neglect important activities during early stages of the sales process. I asked my client how the sales reps prepared. ” Was their sales manager clueless, or what? You are now a true sales manager.

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Increase Sales

MAY 9, 2014

After a extremely cold and snowy winter, sales people are out in force attempting to achieve the sales goals set by sales management. The problem is many of these sales managers have failed to do simple math to learn if these goals are realistic. By doing the math, probably2 sales people could be terminated.

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Increase Sales

JUNE 25, 2012

Human nature is pretty consistent from our early childhood experiences where we earned the A, but the teacher gave us an F to our adult business experiences where we as sales people earned the A sale but the sales manager gave us an F when we did not increase sales. Share on Facebook.

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Sales Management Facebook Sales Account 170

Increase Sales

FEBRUARY 9, 2013

The reality is much of the organizational structure for mid size to small businesses (SMB) today including having a sales manager is based on some of the practices of years gone by much larger companies with over 100 employees and multiple locations. Possibly by having a sales manager, you have created a hurdle for your sales team?

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Sales Management Hiring Webinar Metrics Sales Leadership 146

Steven Rosen

FEBRUARY 5, 2017

Free Sales Management Training Webinar. All sales managers find coaching difficult salespeople challenging. For Sales Management Case Studies: Coaching Difficult Salespeople. For Sales Management Case Studies: Coaching Difficult Salespeople. Signup for my sales management newsletter.

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Coaching Case Study Hiring Webinar Metrics 271

Sales Evangelist

MAY 7, 2020

The Sales Manager's Guide To Greatness! You may have been a top salesperson, and still continue to be, but that doesn’t always qualify you to be a top sales manager. Davis is the author of the book The Sales Manager’s Guide to Greatness: Ten Essential Strategies for Leading your Team to the Top.

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Sales Management Forecasting Sales Qualified Lead Sales Forecasts 52

Increase Sales

JANUARY 10, 2013

As I listened to her, I realized that even today with all the management and sales training; the countless books and webinars; and the availability of small business coaches and consultants, there are far too many short sighted sales managers and small business owners. as per your existing sales agreements.

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Small Business Small Business Sales Management Epiphany 151

Mindtickle

DECEMBER 5, 2016

This post looks at key takeaways from some of the top companies in Silicon Valley on their sales onboarding plans and experiences. Facebook: Laine Forman, Global Programs, Learning Program Manager. product updates, it is important to have a dynamic sales onboarding program. Global sales orientation. Sales Bootcamp.

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Microsoft Facebook Hiring Company 52

Mindtickle

DECEMBER 5, 2016

This post looks at key takeaways from some of the top companies in Silicon Valley on their sales onboarding plans and experiences. Facebook: Laine Forman, Global Programs, Learning Program Manager. product updates, it is important to have a dynamic sales onboarding program. Global sales orientation. Sales Bootcamp.

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Microsoft Facebook Hiring Company 52

Increase Sales

APRIL 9, 2016

Sales managers hold that position to lead the sales team by motivating them to sell. Unfortunately, many in sales management build these 3 sales motivation barriers because they are ignorant of this simple understanding of human motivation – The Theory of Self Determination. Share on Facebook.

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Motivation Sales Management Sales Goal Twitter 70

Increase Sales

JULY 23, 2015

Sales managers face increased responsibility and accountability. Research continues to show sales teams do not meet sales goals while margins shrink due to the dynamics of market forces as well as government compliance. 1 – Sales to Earn or Close Time. 2 – Sales Conversion Ratio.

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Sales Management Ideal Customer Profile Small Business Small Business 70

Increase Sales

SEPTEMBER 28, 2012

Sales teams are comprised on unique individuals each bringing his or her own beliefs, experiences and perspectives to the team. Sales Training Coaching Tip: The Attribute Index is a great and proven performance appraisal to identify top talents within a sales team or any employee in any organization. Share on Facebook.

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Sales Management Webinar Metrics Small Business Small Business 128

SalesFuel

APRIL 21, 2024

Richard Weylman is a renowned expert in sales and customer service, celebrated for his strategic insights into client relationships and building customer loyalty. He is a Hall of Fame inductee, a keynote speaker, and the author of international bestsellers, including "100 Proven Ways to Acquire and Keep Clients for Life."

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Your Sales Management Guru

APRIL 20, 2017

Sales Management Thought Leadership: efficient effectiveness. I posted potential locations and asked for opinions on Facebook, I asked my travel agent for her thoughts and friends for their experiences. What does this have to do with sales management? Next I had to organize my professional life.

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SalesFuel

APRIL 8, 2024

So, if your B2B client wants to boost sales, they should be posting videos on popular social media sites. Photo by: Christina @ wocintechchat.com SalesFuel - Sales Credibility | Sales Research | Sales Hiring | Sales Management | Sales Enablement

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Social Media Media Video B2B 52

No More Cold Calling

JULY 13, 2017

Can sales managers influence the buying process? You can’t manage revenue. If sales close, you win. Calls with their sales managers become about justifying why prospects should be in their pipelines in the first place, and discussing ways these account based sales reps can accelerate the buying process.

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No More Cold Calling

DECEMBER 2, 2014

All sales reps need coaching and guidance, but rainmakers deserve extra attention. The sales manager announces the top performers of the year. Applause resounds throughout the building as these sales champions are paraded like Superbowl winning gods across the sales floor. Drum roll, please.

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No More Cold Calling

MAY 24, 2018

Janice Mars shares similar advice (and then takes it a few steps further) in her post, “ How to Adopt the Latest Sales Trends without Driving Yourself Crazy.” She writes: Being an old timer in sales and sales management, I have had to always keep up with trends in order to be relevant to my buyers.

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Prospecting Social Media Trends Face-to-face 196

No More Cold Calling

MARCH 11, 2014

In the sales world, we equate value with ROI. Not so for Facebook CEO Mark Zuckerberg, who just acquired WhatsApp for $19 billion. Zuckerberg needed to protect Facebook’s interests in the mobile world. With WhatsApp, Facebook got a communications platform the company couldn’t have achieved with its existing infrastructure.

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