Engage Selling

AUGUST 26, 2017

When you’re part of an organization whose sales team is spread out over a large territory, it’s easy to lose touch with what’s happening on the front lines, where staff work directly with prospects and customers. Your sales managers are … Read More »

Sales Management 48

Sales Management Territories Prospecting Sales 48

Sales and Marketing Management

MARCH 7, 2022

Marketing and sales professionals who want to build sustainable business advantages are focusing on leveraging competitive intelligence to help inform better decision-making on the front lines with sales and customer success.

Competition 374

Competition Marketing Customer Sales 374

Mindtickle

APRIL 26, 2017

Listen now , as Guardia outlines how fast-growing companies can coach and enable their frontline managers and sales leadership, regardless of their size. In this 16-minute interview Guardia outlines: How to coach your frontline managers effectively. Tips to deal with managers who are reluctant to coach. Soundcloud. or find it.

Coaching 52

Coaching Sales Enablement Sales Leadership Promotion 52

Mindtickle

APRIL 26, 2017

Listen now , as Guardia outlines how fast-growing companies can coach and enable their frontline managers and sales leadership, regardless of their size. In this 16-minute interview Guardia outlines: How to coach your frontline managers effectively. Tips to deal with managers who are reluctant to coach. Soundcloud. or find it.

Coaching 52

Coaching Sales Enablement Sales Leadership Promotion 52

Selling Energy

SEPTEMBER 2, 2019

Being a sales manager is a demanding and complex job where your duties are constantly shifting. You need to oversee and maintain a team and you’re responsible for a variety of make-it-or-break-it decisions.

Sales Management 40

Sales Management Sales 40

The Pipeline

MARCH 3, 2020

Your front-line managers are crucial to retrain managers whenever you introduce new training. Your front-line managers are your critical link to the front line, they carry your communication to the masses, including clients. Start In The Middle. Start by changing their habits first.

Face-to-face 362

Face-to-face Pipeline ROI Training 362

Force Management

MARCH 16, 2023

One high-impact area where leaders are choosing to invest is manager enablement. Emerging sales technologies can optimize opportunity reviews and coaching to increase front-line manager effectiveness.

Coaching 117

Coaching Sales Management How To Sales Technology 117

Score More Sales

NOVEMBER 1, 2016

The short answer if you are in a hurry to read this is:

Sales Management 120

Sales Management Coaching Sales B2B 120

Keith Rosen

JUNE 22, 2013

Regardless of the country or the number of times I’ve delivered my management coach training, I know there are certain inevitable questions that managers will ask. Sales Management inspiration motivation sales sales coach Sales Coaching Sales Training' Undeniably, the answer is YES!!! They REALLY need to take this course!”.

Sales Management 125

Sales Management Face-to-face Coaching Sales Coaching 125

Steven Rosen

SEPTEMBER 25, 2022

The success of your new vision is dependent on the buy-in of your front-line sales managers. For any change management program to work it needs to be led from the front lines. Your front-line managers will look to you for leadership. You must model the behaviour you hope to inspire.

Lead Rank 156

Lead Rank Leads Marketing Qualified Lead Face-to-face 156

Steven Rosen

MARCH 25, 2024

Sales Managers: Get Off Your Butt and Start Coaching Your Reps In today’s highly competitive sales industry, which has endless analytic tools and virtual interfaces, the role of the sales manager has quietly pivoted to that of a ‘dashboard coach.’ Presence is a form of currency in the economy of trust.

Coaching 156

Coaching Pivotal Lead Rank Report 156

Force Management

JULY 27, 2021

One of the key ways sales leaders can improve sales performance is by helping their managers coach their teams. Ensure your managers are spending the right amount of time coaching the right people all while taking into account their skills and level of motivation.

Coaching 136

Coaching Motivation Account Sales Management 136

BrainShark

NOVEMBER 23, 2015

But with so much focus always being placed on the reps , it can be easy to overlook the needs of the people managing them. One of the core goals of any sales enablement strategy or technology is to put salespeople in better position to have more successful sales conversations.

Sales Management 62

Sales Management Sales Enablement Positioning Conversion 62

Steven Rosen

MARCH 18, 2023

Second-line sales managers (SLM) don’t coach their FLMs on their coaching. The role of the frontline manager (FLM) is to recruit, develop, and retain top sales performers. Sales coaching is a challenging skill that very few sales managers master. Your company has rolled out sales manager coaching training.

Coaching 156

Coaching Hiring Sales Coaching Sales Management 156

The Pipeline

SEPTEMBER 8, 2020

Long-term measurable success in telephone prospecting requires a dynamic process, skill set, and active leadership from the front-line manager. How to turn sales managers into prospecting leaders. How to turn sales managers into prospecting leaders. The right tools to drive the process. •

Objections 276

Objections Forecasting Webinar Metrics Pipeline 276

The Pipeline

SEPTEMBER 7, 2020

Long-term measurable success in telephone prospecting requires a dynamic process, skill set, and active leadership from the front-line manager. How to turn sales managers into prospecting leaders. How to turn sales managers into prospecting leaders. The right tools to drive the process. •

Forecasting 307

Forecasting Webinar Metrics Pipeline System 307

SalesforLife

JANUARY 31, 2018

The vast majority of the front-line sales leaders I met cannot accurately articulate the corporate goal for their company or departments' fiscal year. As they look around the room at their fellow front-line sales leaders to come save them with an answer). (As

Sales Leadership 59

Sales Leadership Sales Management Exact Sales 59

Force Management

JANUARY 6, 2022

Your front-line managers and reps can implement these actions into their daily activities to ensure consistent application of desired sales skills or methodologies. Peruse each episode and share them with your front-line managers and your reps.

Lead Rank 133

Lead Rank Lead Scoring Closing Sales 133

No More Cold Calling

JANUARY 9, 2020

million per sales manager. Message to Management: Your job is to get the rocks out of the road for your salespeople so they can do what they were hired to do—sell!”. But I don’t think any sales manager listened, because more than half of reps are still missing quota. I blame the sales manager for having the wrong priorities.

Sales Management 390

Sales Management Hiring Cold Calling Quota 390

Partners in Excellence

AUGUST 10, 2023

There are lots of great books (including Sales Manager Survival Guide), there are a lot of great training programs (including those we offer), but somehow managers continue to struggle in both finding the time to coach and coaching in high impact ways. Their own managers aren’t great role models, as coaches.

Coaching 62

Coaching Lead Rank Territories Face-to-face 62

Steven Rosen

APRIL 15, 2021

Business acumen and business planning are becoming a much more necessary skill for sales reps and sales managers. Quarterly business reviews consist of a formal review meeting between a front-line sales manager and one of his/her sales representatives. Both the manager and the rep must be looking at the same data.

Territories 336

Territories Quota Coaching Sales 336

The Pipeline

JANUARY 23, 2021

Managers have the opportunity to leverage proven practices while introducing ways to meet and maximize opportunities given the post-COVID opportunities. The focus is the front-line manager and their ability to impact performance and your bottom line. USE CODE SHANTO20 TO RECEIVE A 20% DISCOUNT. Why Attend?

Coaching 220

Coaching Discount Maximizer Webinar Metrics 220

Steven Rosen

JANUARY 6, 2018

In the last four video/blogs, I covered: Sales Strategy #1: Upgrading the skills of your front-line sales managers because you have a multiplier effect when their skills get better. All the studies out there in terms of the impact of coaching show a very positive impact if your sales managers do a very effective job coaching.

Coaching 307

Coaching Strategy Video Course 307

Partners in Excellence

MAY 17, 2022

I think one of the biggest problems with sales enablement comes from outside the organization, with sales executive leadership and front line management. The words “sales management” were not uttered in the conversation. When I asked, “How is sales management involved?

Sales Enablement 120

Sales Enablement Maximizer Lead Rank Fashion 120

Partners in Excellence

NOVEMBER 28, 2022

Managers spend time helping them become productive. Ironically, we provide very little in the way of onboarding new managers, particularly new front line sales managers. ” Managers are thrown into the role with little training and, too often, little understanding of their new role.

Hiring 103

Hiring Forecasting Coaching Training 103

Steven Rosen

SEPTEMBER 20, 2022

I don’t care if you are the head of sales or a front-line sales manager. Senior management is risk-averse and not supportive of change initiatives, and your people are resistant to more change. It is incumbent on you to adapt to the change and lead your team to succeed. The challenge you face is twofold.

Sales Leadership 295

Sales Leadership Face-to-face Follow-up Coaching 295

Partners in Excellence

MARCH 12, 2024

What I like most about the sales profession is that it is similar to managing your own little business. You are on the front line, making things happen. And you have the freedom and flexibility to manage your time as you see fit, as long as you are productive in pursuing your goals. Sales IS business.

Face-to-face 112

Face-to-face Sports Territories Forecasting 112

SalesLoft

JULY 18, 2023

But before you throw your prospective front line leader into the sales deep end, prepare them to put their best foot forward with a few simple rules to ensure success. Their manager! Like any newbie to a job, inexperienced front line leaders will need some extra help to hit the ground running.

Scale 52

Scale Coaching Knowledge Base Sales Coaching 52

Partners in Excellence

AUGUST 23, 2023

” For front line sales managers it seems to be limited to, “Did you hit your prospecting goals for today, what is your plan to do hit it tomorrow?” Strategic thinking with most sales leaders seems to be focused on, “How are we going to finish the month?”

Face-to-face 92

Face-to-face Opportunity Follow-up Competition 92

Steven Rosen

MAY 15, 2021

They believe that strong sales managers are the key to driving sales rep performance. The STAR Sales Manager Survey set out to gauge the development priorities of sales organizations. We wanted to better understand what skills were important and the level of support companies provide their sales managers in terms of skill development.

Survey 358

Survey Coaching Training Sales Management 358

Steven Rosen

MARCH 1, 2024

4- Better Time Management and Prioritization The best coaches are pivotal in helping sales reps refine their time management and prioritization skills. Managers can teach time-blocking to help maximize the productivity of their rep’s prospecting time. Take the initiative to empower your front-line sales managers.

Pipeline 120

Pipeline Coaching Revenue Sales Qualified Lead 120

Force Management

MARCH 30, 2022

With this month's podcasts, there's no shortage of educational insights and quick tips for sales reps, managers and leaders. Share the episodes with your front-line managers to help them improve their coaching skill set.

Education 109

Education Coaching Account Sales 109

Force Management

MAY 26, 2021

With timely front-line sales tips and a guest appearance for ELAC Men's Basketball Coach, John Mosley Jr. (as Tune in and share with your sales reps, managers and other leaders in your organization. This month's episodes packed an extra punch. Here's a rundown of what each episode covers.

Coaching 148

Coaching Sales 148

The Pipeline

JULY 31, 2014

A common example of this is when sales people accustomed to selling to users or front line managers, are instructed by their leadership to go ‘upstream’, and sell to senior decision makers, executives or the ‘C’ suite. Front line folks, sales people, factory workers, database analysts, etc.

Decision Maker 296

Decision Maker Enterprise Enterprise Objections 296

SalesforLife

FEBRUARY 1, 2018

In Part A of this series, we talked about the unfortunate miscommunication that most sales organizations have with their front-line sales leaders in clearly outlining the core business outcomes.

Sales Leadership 55

Sales Leadership Objections Sales Management How To 55

Pipeliner

SEPTEMBER 20, 2023

The Challenges and Solutions for First Time and Front-Line Managers in Small to Medium Businesses As a podcast host, I recently had the pleasure of interviewing Summer Davies , an award-winning leadership development expert with over 15 years of experience.

Face-to-face 64

Face-to-face Social Media Coaching Pipeline 64

Steven Rosen

JANUARY 2, 2013

Front line sales managers drive performance! Consider the following: The #1 performance factor for sales people is the quality of their manager. The #1 manager activity associated with rep success is coaching. Companies fail to develop their front line sales managers. Get your copy now.

Coaching 282

Coaching Sales Management Sales Coaching Benefit 282