The Sales Readiness Blog

FEBRUARY 1, 2023

Despite the current economic challenges, sales leaders are still expected to increase sales revenue. Take a back-to-basics approach and focus on the core activities proven to help Sales Managers drive revenue. While this may seem like a formidable challenge, it is possible.

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Sales Management Maximizer Strategy Revenue 52

Highspot

NOVEMBER 21, 2023

What Makes a Great Sales Manager? What Sets Great Sales Managers Apart? Responsibilities of a Sales Manager Qualities You Need To Go From Good To Great Sales Management Strategy for Sales Managers The Importance of Sales Coaching And Training What Does Sales Manager Success Look Like?

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Sales Management Strategy Lead Rank Coaching 52

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.

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Highspot

OCTOBER 11, 2023

Effective sales management is the core of any successful business. Read on as we break down why strong sales management matters, along with proven strategies to achieve it. It involves planning, organizing, leading, and controlling the sales activities within an organization to achieve its revenue targets and close deals.

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Sales Management Strategy Lead Rank Lead Scoring 59

Mindtickle

FEBRUARY 6, 2024

Recently, we surveyed more than 750 sales leaders to get a better idea of what’s happening in their world. The results shed light on sales leaders’ top priorities and key challenges. 1: 64% of C-suite executives say sales funnel performance visibility is their main challenge In addition, 62.5% That’s not surprising.

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Revenue Top of Funnel Sales Enablement Funnel 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

Partners in Excellence

FEBRUARY 17, 2020

” Let me explain myself, revenue is important. But it’s important to look at the composition of that revenue to understand not only how it meets your current goals/objectives, but how it positions your organization/company for future growth. We knew he was headed that direction, but he’s gone!”

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Revenue Territories Face-to-face Quota 94

Gong.io

AUGUST 19, 2021

This gave them a data-driven way to decide where to focus their sales organization’s efforts so they could free up reps’ time to actually sell. When it comes to productivity sinks, a handful of usual suspects plague B2B revenue organizations. That’s why I was so amazed by revenue intelligence from Gong. Efficiency for the win.

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Revenue Forecasting Maximizer Case Study 127

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. So, why do such polarized opinions persist?

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Scale Engineering Maximizer Lead Rank 115

Partners in Excellence

APRIL 11, 2024

20% of our people are generating 80% of our revenue, year after year. We know the real and opportunity costs are enormous, yet tenure continues to decline. ” Many would push back, saying, “We are meeting our revenue and growth targets! This can virtually double revenue! We are scaling at unbelievable rates!

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Hubspot Sales

JULY 9, 2019

When thinking about ways to boost your revenue and grow your business, you might consider evolving your product line, reaching your buyer personas in new ways, or launching a brand awareness campaign. Specifically, the managers who lead your sales teams — they oversee the reps who communicate directly with your prospects and customers daily.

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Highspot

JUNE 1, 2022

Spring 2022 Release introduces the definitive model for enablement success and new product capabilities to equip, train and coach revenue teams. By unlocking enablement impact, teams excel, and businesses maximize the return on large sales, marketing and enablement investments. Coach teams to mastery.

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Partners in Excellence

JULY 5, 2016

Unless you are a sales manager with your own territory (which is an untenable position), you don’t produce revenue. Yes, you are measured on revenue and results, but you are not responsible for producing revenue, your people are! Our people are responsible/accountable for producing revenue.

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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.

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Sales Management Forecasting Report Face-to-face 62

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. Connect Skills & Outcomes.

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Sales Management Hiring Comparison Quota 267

SalesFuel

APRIL 24, 2024

Altogether, Harrelson improved the company’s year-over-year revenue growth by 37.5% Tap into this team and their resources if you want to maximize your bandwidth and earnings.” “Tap into this team and their resources if you want to maximize your bandwidth and earnings.” and closed the annual campaign for $62,000.

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Score More Sales

APRIL 30, 2013

In a company where the CRM has not been maximized and streamlined, even the leadership will advise reps to cut corners in adding data, which does not support building this consistent system in their company. Most sales reps believe these are really not for them as much as they are for leadership. A TOOL JUST FOR SALES MANAGEMENT?

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The Spiff Blog

FEBRUARY 9, 2023

Quota planning impacts nearly every aspect of a business’s GTM motion and revenue function. Here’s why: the sales quota is a key variable in many of the equations that dictate core business functions. This model seeks to incentivize behaviors known to generate revenue rather than incentivizing the revenue itself.

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The Center for Sales Strategy

MAY 3, 2021

Sales coaching can highly improve their skills as they become better salespeople. They can help generate more revenue for the company and help achieve business objectives. While sales experience is essential, it's equally important to train the sales managers to maximize sales productivity.

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Sales Coaching Coaching Maximizer Objections 133

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. A Managed Process. Mike highlights the risk of ignoring the frontline sale manager. Sales Manager Enablement is too often ignored or done poorly.

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Mindtickle

JANUARY 29, 2021

It’s been reported by the Sales Management Association that the average sales new hire spends 10 weeks in training, only becoming productive after 11.2 Onboarding new sales talent is a huge investment for most organizations, and getting it right can be a make or break for your business. Put people before processes.

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Hiring Revenue Face-to-face Quota 93

Sales Hacker

MAY 3, 2018

When revenue considerations that are top of mind for executives and managers, this study dives into ways sales performance is likely to be challenging or can be improved. Key Sales Insights to Improve Business Performance in 2018. Invest more in sales tech and methodologies. 2% Maximizing the value of each deal.

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Revenue Webinar Metrics Maximizer Sales Cycle 47

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.

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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.

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Maximizer ROI Training How To 40

Sales Hacker

DECEMBER 9, 2022

According to a study by Cascade Insights , more than 75% of sales leaders agree their planning efforts are problematic — and 90% of sales ops leaders confessed on LinkedIn they need to do sales planning faster and more frequently. Here are my top 5 tips to be part of the 10% who do sales planning right. Try This Instead.

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Lead Rank Territories Lead Scoring Quota 97

Miller Heiman Group

SEPTEMBER 17, 2019

Let’s explore the key success factors for manufacturers to maximize sales through indirect channels. While indirect channel partners purchase your product from you, they are not your product’s end-user, a distinction some manufacturers struggle to understand in relationship management. Clearly Define Your Channels.

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Channels Maximizer Hiring How To 50

Sales Training Connection

JULY 25, 2014

Coaching sales strategy. Ask sales managers and salespeople what makes them successful. Sales managers can’t help salespeople become more talented, but they can help them become more skilled. However like a lot of good ideas, coaching sales strategy is easy to say but no so easy to do. How many accounts?

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Janek Performance Group

OCTOBER 1, 2018

Although the 80/20 rule was first popularized in the business world by Richard Koch’s 1997 book, The 80/20 Principle, the concept itself was devised a hundred years earlier (1896) by Italian economist and sociologist Vilfredo Pareto at the University of Lausanne in his work, Cours d’economie politique (Course of Political Economy).

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Maximizer Motivation Revenue Course 63

Sales Training Connection

JANUARY 30, 2015

A classic trap for sales managers is spreading their sales coaching efforts too thinly. Several selection criteria may be considered, but one stands out – high revenue potential. Rarely do salespeople have all accounts with equal potential for revenue growth. ©2015 Sales Momentum, LLC. How many accounts?

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Partners in Excellence

JUNE 27, 2017

Likewise, revenue attainment, quota attainment, virtually any measure we have shows how front line sales managers have huge impacts on sales performance. There seems to be a feeling that just because they have the title of “manager” they must know how to do the job.

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Coaching Sales Management Maximizer Sales Enablement 49

Steven Rosen

MAY 1, 2012

On Friday May 25 th at 10:10 AM, Steven Rosen will be presenting “Consistently Exceeding Sales Objectives” a sure way to maximize sales, exclusively at Sales Excellence Canada Conference. Don’t miss out on learning how to: Grow your people, sales and profits thorough highly effective coaching.

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Conference Pharmaceuticals Maximizer Objections 284

Janek Performance Group

MARCH 12, 2024

Sales executives and sales managers would agree that their sales teams need ongoing training, coaching and support to get to the top of the game and stay there. In a fiercely-competitive market, your sales reps should challenge themselves to learn more, achieve greater results and embrace new strategies.

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Outsourcing Services Training Hiring Workbooks 62

Miller Heiman Group

MARCH 25, 2020

Without travel and face-to-face meetings, how can sales organizations maintain—and grow—their sales revenue? Sales organizations must take a critical first step in crisis management and help sellers figure out how to shrink the gap between themselves and buyers. Maximize Your Tech Stack. Get the Whitepaper.

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Inside Sales Revenue Face-to-face How To 80

SBI

MAY 12, 2020

The focus on the sales team, and how they move the buyer through the sales process smoothly and linearly, is a problem. Buyers are in control and care little for the sales cycles we have defined. Revenue Enablement recognizes this reality and seeks to maximize the customer experience at each touchpoint.

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Discount Face-to-face Maximizer Lead Rank 122

SBI

JANUARY 22, 2013

Sales Energy Audits: How to Increase Revenue by Shifting Your Sales-Energy Use. Tallying up the sales capacity for your team or entire organization will give you your over-all sales capacity. Here is the important take-away: You maximize revenue when you optimize the use of that limited capacity.

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Energy Revenue How To ROI 138

Steven Rosen

JANUARY 22, 2018

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. Coaching improves sales rep engagement. What can you do? Do nothing.

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Sales Coaching Coaching Sales Management Study 273

Troops

APRIL 18, 2018

A sales pipeline is a visual representation of where sales prospects are in the buying process. Sales pipeline stages represent the various points a buyer may be in the buying process. A C-suite executive, sales manager or sales director typically creates the sales stages. Most revenue booked.

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Pipeline Maximizer Conversion Sales Qualified Lead 48