Steven Rosen

MAY 5, 2022

Sales Manager Coaching. Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Time in the field: 17% increase in performance. Do nothing.

Coaching 156

Coaching Sales Management Sales Coaching Account 156

Highspot

MARCH 12, 2024

ValueSelling Associates’ Julie Thomas and Highspot’s Kelly Lewis break down how to maximize the impact of revenue enablement Love it, hate it – or do everything in your power to work around it – when it comes to the revenue enablement function, everyone’s a critic. The question only becomes more complex when you look at the data.

Scale 115

Scale Engineering Maximizer Lead Rank 115

Steven Rosen

APRIL 19, 2023

Most sales executives realize the impact of managers, not sales coaching. They know that sales coaching is one of the most significant levers to drive superior sales performance. Source: Selling Signals Based on these statistics the answer is: Sales managers are not sales coaching!

Sales Coaching 177

Sales Coaching Coaching Objections Sales Management 177

Zoominfo

JANUARY 23, 2021

Sales account management, like sales, is selling. For the sales account manager, getting processes down can mean the difference between achieving massive growth and losing customers to the competition. What Is the Difference Between Sales and Account Management? Let’s do a quick overview. Let’s do a quick overview.

Account 238

Account Lead Rank Ideal Customer Profile Decision Maker 238

Partners in Excellence

MARCH 11, 2024

There are prompts for “researching and understanding” any role you might be selling to. Hacks for structuring and measuring an entire sales organization. We know how they work and shouldn’t have an expectation of much more–at least used in these ways. Or any market or industry.

Ideal Customer Profile 107

Ideal Customer Profile Face-to-face Engineering Industry 107

Steven Rosen

MARCH 23, 2022

5 Sales Manager Coaching Blunders. Sales coaching is the No. 1 management activity that drives sales performance. The only problem is that managers have not been taught how to coach effectively. Do You Want To Increase Sales Performance? Do You Want To Increase Sales Performance?

Coaching 156

Coaching Sales Management Face-to-face Sports 156

Nutshell

MARCH 19, 2024

As the backbone of any business, the sales team needs to be efficient to meet targets and ensure the company remains profitable. Keeping an eye on your team’s sales productivity is one of the best ways to track performance and nip bottlenecks in the bud. Table of Contents What is sales productivity?

How To 71

How To Sales Qualified Lead CRM Face-to-face 71

Zoominfo

APRIL 19, 2023

It’s true that most sales professionals improve with experience, but if you can provide feedback and personalized goals, it’s possible to accelerate the learning process and get your sellers engaging with prospects faster. This is the time-tested practice of sales coaching. What is Sales Coaching?

Sales Coaching 130

Sales Coaching Coaching Hiring Analysis 130

Janek Performance Group

MARCH 15, 2024

In B2B sales, success is often the result of strategic planning, deep customer understanding, and execution. A self-fulfilling prophecy, it refers to the phenomenon where higher expectations lead to increased performance. Its opposite is the Golem Effect, in which lower expectations result in decreased performance.

Coaching 62

Coaching Film B2B LinkedIn 62

Hubspot Sales

SEPTEMBER 14, 2023

In the past, sales managers often saw sales coaching as a means of correcting negative behaviors by providing real-time performance feedback. Unfortunately, this feedback often doesn't result in significant behavior change from the sales representative. Sales Feedback Benefits 1. Sales Coaching Benefits 1.

Sales Coaching 100

Sales Coaching Coaching Benefit Construction 100

Allego

SEPTEMBER 8, 2022

What you might not know is that LinkedIn members also publish a wealth of information, tips, and advice for their peers via LinkedIn articles and newsletters. You name the profession, and you will find hundreds if not thousands of people sharing their wisdom. One group particularly prolific is sales professionals.

LinkedIn 118

LinkedIn Hiring Sales Leadership B2B 118

Smooth Sale

DECEMBER 1, 2023

Photo by LeeRosario via Pixabay Attract the Right Job Or Clientele: How To Entice Your Automotive Customers Online Today, customers looking for vehicles for purchase or hire will do so by researching online first. Some even buy the vehicle online without looking at it or test-driving it first. Improve Your Online Presence.

Automotive 106

Automotive Paid Content Customer Advertising 106

Janek Performance Group

JANUARY 16, 2024

One common perk of a career in sales is the ability to earn more based on your own hard work and selling success. With salary, commission, bonuses, and other incentives, sales professionals often have options and feel in control of the compensation they receive, which can be great for motivation and fulfillment.

Compensation 118

Compensation Salary Commission Margin 118

Allego

NOVEMBER 10, 2022

If your sales organization hasn’t felt the impact, you’re probably on edge, hoping to get through this economic crunch unscathed. You’re watching your reps very carefully and doing everything you can to ensure they close deals and hit their numbers. There’s one thing that can help you, though: technology. But it isn’t easy.

Sales Enablement 118

Sales Enablement Microsoft Coaching Webinar Metrics 118

The Spiff Blog

SEPTEMBER 7, 2023

As a sales leader, you already know that effective sales performance management isn’t just setting lofty sales targets and then pushing your team to achieve them. It’s about creating a systematic approach to selling at scale. When it comes to sales performance management, it’s a must-have.

Incentives 83

Incentives Incentive Scale Compensation 83

Highspot

JANUARY 19, 2024

Now, let’s delve into how you can maximize the return on these investments by incorporating operational rigor and focusing on metrics that truly matter across your enablement programs. Effective enablement is both scalable and adaptable, accommodating changes within and beyond your control.

Sales Enablement 64

Sales Enablement Revenue Quota Sports 64

Janek Performance Group

NOVEMBER 29, 2023

How does someone start listening to a podcast once and then follow it daily? This article explores sales habits—the good, the bad, and the science. ” For sales professionals, the more mental resources we free up with automatic behaviors, the higher our cognitive abilities will be. Dehydration can affect cognitive function.

Energy 77

Energy Intent Exercises Journal 77

Partners in Excellence

AUGUST 2, 2023

Have you ever experienced talking about an opportunity, a situation, or strategy with a very high performing sales person? Somehow they “get” everything in a flash and manage to perform at levels, many of us aspire to. When you ask them, they can’t really explain it, they just seem knew what to do.

Coaching 80

Coaching Up-Sell Strategy Opportunity 80

Smooth Sale

MARCH 29, 2024

Photo by Geralt via Pixabay A ttract the Right Job Or Clientele: How You Can Breathe New Life Into Your Career If your career has stagnated, now is likely the right time to begin looking for new and better opportunities. One of the most effective ways to discover a method of improving your career is targeted career coaching.

Education 93

Education Hiring Coaching Networking 93

Janek Performance Group

APRIL 10, 2024

In the competitive landscape of B2B sales, effectively qualifying prospects is paramount. However, many B2B sales teams struggle with inefficient qualification processes. In fact, two statistics cited in Spotio are eye opening: 46% of B2B sales reps list lead quantity and quality as their top challenge.

Lead Rank 62

Lead Rank B2B Ideal Customer Profile Lead Scoring 62

Nutshell

MARCH 18, 2024

Customer relationship management (CRM) systems have become vital in managing customer data, creating effective sales processes, and boosting sales team efficiency. So, how do sales managers and their teams overcome this challenge? It all depends on the CRM system. Table of Contents What does CRM adoption mean?

CRM 71

CRM Face-to-face Software Software 71

BuzzBoard

MARCH 2, 2024

Explaining Why Digital Marketing May Not Be Working for Your Small Business If you’re a sales professional in a digital marketing agency, you’ve likely encountered a small business client exclaiming, “Digital marketing isn’t working for my business!” Are you prepared for your next client meeting?

Small Business 52

Small Business Small Business Marketing Google Analytics 52

Allego

MAY 2, 2023

In the sales world, the customer insight and product knowledge that representatives possess offer valuable information sources to enhance sales enablement programs and prepare new reps for the job at hand. Their know-how, especially regarding product and customer insights, is incredibly difficult to duplicate.

Video 114

Video Hiring Face-to-face Banking 114

Highspot

FEBRUARY 28, 2024

Sales operations managers are the unsung heroes behind a high-performing sales team. They design sales processes, sift through sales data, and predict futures. Their role is to set up the sales team for success. What Does a Sales Operations Manager Do? To improve sales outcomes.

Sales Operations 52

Sales Operations Face-to-face Hiring How To 52

Partners in Excellence

NOVEMBER 14, 2022

“Virtual” became the watchword for how things got done–whether it involved internal collaboration, partners, or customer engagement. Just as we started to learn how to manage in the pandemic, we start seeing supply chain challenges. Even dramatic reductions in numbers of sales people. What do we do?

Outsourcing Services 121

Outsourcing Services Ideal Customer Profile Hiring Face-to-face 121

Highspot

OCTOBER 31, 2023

Enablement is vital to acclimate to changes in the business climate. By embracing innovation and aligning your enablement programs with business initiatives, you can embody what good looks like and achieve your organization’s goals. Enablement needs to know if and how reps are driving strategic initiatives.

Scale 72

Scale Sales Enablement Buyer Coaching 72

Partners in Excellence

JULY 21, 2023

I, and so many others, write constantly about how buying is changing and how sellers (sales and marketing) must change to respond to these changes. We read about how email is failing, phone calls, social, and virtually every other engagement platform. So how is it that selling is so difficult?

Customer 75

Customer Prospecting Revelation Trade Show 75

Sales Hacker Training

OCTOBER 10, 2022

It’s not the first time you’ll hear this, and it’s not the last: training new sales reps is crucial. I’m the Director of Enablement at WorkRamp, with more than 12 years of experience in enablement, training, and sales operations. But ongoing training beyond this initial period is critical for their capacity to learn and improve.

How To 122

How To Face-to-face Sales Enablement Retention 122

Smooth Sale

NOVEMBER 22, 2022

Attract the Right Job Or Clientele: Do You Have Concern About the Sounds of Silence and How to Respond? Our Blog story asks and offers insights into the question, Do You Have Concern About the Sounds of Silence and How to Respond? People talking without speaking. People hearing without listening.

How To 78

How To Hiring Up-Sell Networking 78

Sales Hacker

DECEMBER 14, 2022

One day you might have to explain to your children that companies once had sales meetings in person, in a room with the lights dimmed and something called a PowerPoint presentation. (If If you were lucky, there were donuts.) So you might expect us to say, “and everything changed.” Why sales enablement matters.

Sales Meeting 89

Sales Meeting Meeting Collateral Ideal Customer Profile 89

Hubspot Sales

NOVEMBER 14, 2023

Did you know NASA plans to build houses on the moon by 2040 ? This means that in 17 years, you might be selling space voyages. Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?) and more about how we'll sell them. Let's dive in.

Hubspot 91

Hubspot Lead Rank Data Social Media 91

Product Management University

JANUARY 17, 2024

When you’re onboarding customers, the end game is to improve the job performance of your users in ways that have measurable value to their organization. Onboarding Customers by Job Task – How to Do It Your starting point for success here is to first understand WHY the customer bought your product.

Customer 52

Customer Face-to-face How To Exact 52

Allego

JANUARY 4, 2022

This post appeared originally on Sales & Marketing Management. When it comes to career growth, many factors play a role in our success, like meeting with managers to discover areas of improvement, attending events to network and rub elbows with industry peers, and participating in webinars to learn skills of the trade from experts.

Hiring 127

Hiring Webinar Metrics Sales Enablement Maximizer 127

Hubspot Sales

JUNE 9, 2023

If you’re looking to get into sales, not having a college degree can feel like a huge barrier to your career. But what if I told you that a degree isn't always required for a sales job? In this guide, we’ll explore how you can get into sales without a degree. See what they said.

Hiring 100

Hiring Salary How To Ideal Customer Profile 100

Janek Performance Group

JUNE 28, 2022

For those sales teams ahead of their sales target, it’s going to be an enjoyable July 4. For those sales teams close to or behind their sales targets, it’s going to be a stressful end-of-quarter. Complacency is the Enemy of High Performance. Complacency, poor performance, and replaceability are synonyms in sales.

Objections 62

Objections Revenue Sales Prospecting 62

SBI

AUGUST 11, 2020

4 Action Steps For Remote Sales Onboarding. The global pandemic has forced most organizations to move their workforce entirely remote and many have had to make changes to their organizations such as furloughs or layoffs. This will require training on how the business has changed and to help employees adapt to new business conditions.

Hiring 181

Hiring Coaching Fashion Face-to-face 181

PandaDoc

APRIL 3, 2023

In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. There is no room for failure in today’s competitive sales landscape. With a defined and clear structure, staff can make useful decisions without the constant supervision of their manager.

Training 98

Training Hiring Construction Case Study 98