Trending Sources

Sales strategy coaching – maximize your investment

Sales Training Connection

Sales strategy coaching. In most cases a majority of your sales reps will not be able to effectively and efficiently fine-tune their strategies for winning in their major accounts.  In times of disruptive change a new group of winners and losers emerge – upping your sales coaching efforts is a great way to be among the former. 2015 Sales Momentum, LLC. How many accounts? 

11 Actions Sales Management Must Take Now!

Your Sales Management Guru

11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. Sales leaders must continually keep their sales teams focused on goals and activities that make their teams and companies successful. Take Action.

Should Sales Managers Coach?

Partners in Excellence

Perusing my news feeds this morning, an article entitled, “Should Sales Managers Coach” caught my eye.  My knee jerk reaction was , “Duugggh, isn’t the answer obvious?”  Is it a super closer/sales person? The job of the front line sales manager is to maximize the performance of each person on the team!  Is it a coach/teacher?

Sales managers and the story of the “super salesperson syndrome”

Sales Training Connection

Sales Manager. Well, a sales manager with the “super salesperson syndrome ” will probably exhibited some of these 6 characteristics : Sell rather than coach.  When push comes to shove, S 3 sales managers will spend their time selling rather than sales coaching.  Downplay the importance of sales training. Take over sales calls. 

Coaching sales strategy – 4 tips for sales managers

Sales Training Connection

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.  tips for coaching sales strategy. 2014 Sales Momentum, LLC.

Why Sales Managers Hate Performance Management

Steven Rosen

Performance management can be a dirty job. Many managers shy away when having to deal with performance issues.  My approach says “bring it on.” I believe that non-performing players need to get their act together or there is no place for them on the team. Here are a few considerations when addressing sales performance issues. Managing a PIP is time consuming and stressful.

Sales Management Review Cadence

Partners in Excellence

I’m not sure anyone looks forward to the Sales Management Review (sometimes these are called QBR’s, but there are other reviews).  It’s unfortunate, because there’s a huge amount of value in the review process–both for sales people and managers. No or poor coaching.  No value to the sales person. Mixed confusing objectives.

Bridging the abyss – From sales rep to sales manager

Sales Training Connection

Transition from Sales Rep to Sales Manager. Now, you’re a newly appointed sales manager. The good news is you have the pivotal job for improving the sales effectiveness of your organization. The Let’s take a look at 7 best practices for making the transition from sales rep to sales manager a little bit easier. 2015 Sales Momentum, LLC.

Maximizing Sales Management Impact

Partners in Excellence

Sales management is one of the toughest jobs around—particularly that of the first line sales manager.  Fundamentally, our job is to maximize the performance of our sales teams–both tactically and strategically.  I read a post, How the VP of Sales can Inspire their Sales Team with 4 Simple Habits.  It got me reflecting on how managers maximize their impact, and where managers should spend their time, not just the Vice President of Sales, but all levels of sales management.

Sales Manager—Business Manager Or Coach?

Partners in Excellence

The responsibilities of a sales manager are very broad.  Frontline managers have to work to make sure each person on the team is performing at the highest levels possible.  At the same time, there’s the “business management” aspect of the job:  Are we going to make our numbers?  Are we managing our budgets effectively?  Too many sales managers spend too much time focusing on the business management aspects of their jobs.  Too often, we forget, the core of the manager’s job is to get things done through our people. 

Sales management and the tyranny the clock

Sales Training Connection

Sales managers and the time trap. For sales managers Public Enemy # 1 is time.  The more successful a sales manager, the more demands on their time. One simple answer is enough is enough when there is not enough time left to manage and coach your sales team. How can sales coaching be scaled to minimize time constraints? Team coaching.

Sales Manager, How Are You Performing?

Partners in Excellence

I want to have a heart to heart with Sales Managers/Executives.  Sales people and others can listen in if you want. After all, the data on sales management turnover is pretty disturbing—the average longevity in the job is 20 months. In the last year, I’ve seen all sorts of reactions to the challenge of managers improving their own performance.

How Sales VP’s are Maximizing Span of Control in a Virtual World

Sales Benchmark Index

78% of Sales VPs during our research tour asked us the same question. What is the optimal Span of Control for their sales managers and themselves?” But what should you now do about the burdening task of managing all these sales people virtually ? Workload Analysis - This analysis measures the time managers take to complete all activities. Seems complicated?

Sales Management Isn’t Simple!

Partners in Excellence

Being a top performing sales manager or executive isn’t an easy job.  Sales managers live in a world of constantly shifting priorities, crises, and challenges. Simultaneously, sales leaders must balance their responsibility in executing the company strategy in the markets and with customers.  They have to maximize the performance of the organization–in the face of few resources, less funding, increasing expectations and no time. Given the challenges, it’s no wonder the average tenure of a sales manager is approaching 18 months.

Band Aid Management Or Sales Management Operating System?

Partners in Excellence

The job of the sales leader is to maximize the performance of the organization.  It’s the leader’s responsibility to make sense of the various pieces/parts that impact individual and organizational performance.  The sales leader has to make sure the organization is working as effectively and efficiently as possible, executing the corporate strategy with the customers.

Sales Leadership Dysfunction —“Super Hero” Sales Managers

Partners in Excellence

My last pose in this series was Disconnected Sales Execs.  This week, I continue focusing on the “Super Hero” Sales Managers.  We know who these types of sales managers are:  They’re the people who swoop in on deals, taking them away from the sales person, closing the deals themselves. Of the differing types of Dysfunctional Sales Managers, this is probably the worst, for a number of reasons. They think it’s about closing deals–that’s the job of sales people, not sales managers

How CEOs Can Help Sales Managers Beat the # in 2013

Sales Benchmark Index

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. 66% of the respondents “agreed” or “strongly agreed” with the following statement: I believe increasing the time invested by my sales manager in coaching, training and development activities will have a positive impact on my performance. Reps crave training from their managers. Better managers will help your reps deliver results. Develop a custom sales management program.

Sales Managers Don’t Produce Revenue, Sales People Do!

Partners in Excellence

Unless you are a sales manager with your own territory (which is an untenable position), you don’t produce revenue.  It’s an important point that too many in sales management don’t understand.  Our people are responsible/accountable for producing revenue.  It’s their jobs to find the deals, qualify them, and manage them to closure.  It’s their jobs to develop and execute winning sales strategies.  It’s their jobs to make their numbers. Managers who think of themselves as “super closers” take note!).

How Today’s Sales Manager Needs to Change their Field Coaching

Sales Benchmark Index

Sales VPs need to train their Sales Managers differently. Coaching sales people has changed. 77% of all Sales Managers reported fewer sales calls in 2012. Download the Sales Manager Situational Coaching Tool to immediately change your coaching.). Mapping your sales process to a buyer process is the foundation for better coaching.

Buyer 55

Why Great Sales Managers are Almost Impossible to Find?

A Sales Guy

This question was posed over at the small business question and answer forum yesterday; What are the essentials to become a great sales manager? Here are a few excerpts from the some of the answers: A great sales manager understands that her salespeople are unique individuals. mistake sales managers make is trying to force a process on their sales people; a process they can’t do effectively. Great managers make sure they equip their people with the right strategies, processes, systems, tools, training, and resources to succeed.

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

7 Benefits of a Prescriptive Sales Process. By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff. By taking the time to document what each salesperson should at each step of the sales process you will ensure higher levels of performance. This was important because the sales team was generally inexperienced.

The Toughest Job In Sales

Partners in Excellence

Sales is tough.  If you are a sales person, you’ve got to hit your numbers.  As the top sales executive, you have the challenge of maximizing the capabilities and capacity of the entire organization to achieve it’s goals.  You have to translate the business strategy into sales strategies your team can execute. Where do these managers turn to for help? 

Sales Leadership Dysfunctions — Sales Managers As Desk Jockeys

Partners in Excellence

I’ve written about a couple of dysfunctions— Anti Sales Attitudes and the Need For Clarity and Direction.   One of the more common dysfunctions is sales managers leading from behind a desk. Increasingly we find sales managers either trapped behind or hiding behind a desk.  It comes about in a number of ways. There are endless reports (odd when many of the tools are supposed to save us time on reporting) and urgent internal meetings requiring sales management participation.  Alternatively, managers think they can manage by the numbers. 

The 21.5 BEST Places To Network | Jeffrey Gitomer's Sales Blog.

Jeffrey Gitomer's Sales Blog

Tweet Share To maximize your networking effectiveness, you must follow one simple rule: Rule A1A — go where your customers and prospect go, or are likely to be. Both industry specific and general business shows are excellent places to get known, get sales, and get ahead. Places where you frequent and know the owners and managers. It’s in my book The Sales Bible.

Losing Your Highest Performing Salesperson!

Partners in Excellence

No one wants to lose their highest performing sales people.  We promote them into sales management! Somehow we have the mistaken impression that top sales performers make great leaders.  These top individual contributors are terrible managers and leaders.  Being a great sales person, most often, is not the critical success factor in being a great sales leader.

Sales 42

7 Critical Sales Leadership Challenges

Steven Rosen

That could crush your sales organization. Let’s face it, being a sales executive has become increasingly more difficult. Chances are next year’s sales objective is going up and your budget is being reduced. Challenges: Needs Alignment – Customer relations and maintaining client satisfaction lies at the heart of nearly every facet of sales.

Get out and Coach!

Steven Rosen

Most first line sales managers manage between 6 and 12 sales reps. They are the ones responsible for bringing in the sales numbers in their district or area. Sales managers are constantly adjusting priorities depending on their urgency and work extremely hard in this new economy. Sales Generating Activities. These managers need to wake up.

The Power of Responsibility

Jonathan Farrington

Together, involvement and empowerment create an environment in which sales people can have responsibility for their own actions. Responsibility cannot be given – it can only be taken; therefore a Sales Leader can only give sales people the opportunity to take responsibility for their work demands. High performing sales teams require clear objectives so they know exactly what they must do and why, good communication and trust so that having created such a situation, a Sales Leader will let sales people get on with things.

Managing the Crisis of Time in Sales

Sales and Management Blog

Time is one of the most critical factors in sales and it is one of the most difficult to manage.  As I discussed a few days ago, salespeople often are saddled with conflicting demands by management—to sell while still dedicating a tremendous number of hours involved in non-sales activities such as meetings, filling out reports, taking care of internal company matters that could well be handled by someone else, and, of course, customer service issues. For decades managers have tried to find ways to help their sales team members increase sales

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

7 Benefits of a Prescriptive Sales Process. By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff. In most sales organizations, the majority of salespeople are B or C performers. There are never enough A performers in any organization, and they’re generally already maximizing their productivity.

Why Top Sales World CEO Never Makes Cold Calls

No More Cold Calling

Sales guru and guest blogger, Jonathan Farrington, explains why he’s never made a single cold call. and France, has enjoyed a longer, more successful sales career than most, and he fully understands the power of referral relationships. have, instead, maximized my valuable selling time and enjoyed a highly-successful sales career. You don’t cold call? Really?

Fallacies In Our Thinking About A, B, And C Players

Partners in Excellence

Management and sales management literature is filled with endless discussions about A, B, and C players.  When I started my sales career, I was a brand new, entry level sales person.  I joined a team of very experienced sales people.  At the time, all my teammates had a minimum of 5 years of sales experience.  Let me provide a personal illustration.

Accelerating Revenue: The ONE Measurement That Matters Most

Smart Selling Tools

That means, of the total number of 215 selling days (our available sales capacity) 140 days are used for something other than talking with a prospect. The most important measurement that determines revenue growth is the percentage of sales capacity that’s utilized for sales interactions (and whether that percentage is increasing or decreasing). Scheduling sales calls.

Sales Energy Audits: How to Increase Revenue by Shifting Your Sales-Energy Use

Smart Selling Tools

Sales Energy Audits: How to Increase Revenue by Shifting Your Sales-Energy Use. In this case, I’m referring to its use of Sales Energy. Each salesperson has a limited amount of sales energy (or sales capacity) to use throughout the year. Tallying up the sales capacity for your team or entire organization will give you your over-all sales capacity.

Energy 100

Whose Job Are You Doing?

Partners in Excellence

The post, Your #1 Priority As A Sales Manager (Plus 3 Things To Stop Doing) is brilliant.  One quote stands out:  “Your job as the sales leader is to ensure your sales team produces results, not do the work!” ” Too often, I see sales managers who are actually doing the sales people’s jobs, not their jobs as sales manager.

Of Managers and Leaders (Of Mice and Men)

Steven Rosen

Of Managers and Leaders is required reading for those who use the terms ‘leaders’ and ‘managers’ synonymously. In reality, leadership and management are at different ends of the spectrum. While leadership behavior is synonymous with innovation, motivation, idea origination and trust, management solely relies on effectively directing resources to achieve pre-set goals.

Sales 100

Blueberries, Sales and Sales Management

Anthony Cole Training

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Direct Sales Activities that Lead to Sales Success? More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales (34).

Managers and Teams – United We Stand, Divided We Fail?

Jonathan Farrington

have also been frequently quoted as saying “Show me an underperforming sales team and I‘ll show you an unqualified and ill-equipped sales manager”. If you are a manager, here are some words of advice you may want to digest as a matter of urgency –after all, the average tenure for someone in your position is now just 18 months! Project management. Understandable.

Do You Respect Your People Enough To Fire Them?

Partners in Excellence

Unfortunately, one of the biggest sins I see in performance management is avoidance.  Dealing with problem performers is no fun–for both the manager and the problem performer. Our responsibility, as leaders, is to work with all our people, maximizing their performance.  And non performers, well too often managers go into full avoidance.  Are you a leader?

Sales 37

Back To Basics!

Partners in Excellence

There are thousands of posts, hundreds of books that examine every nuance of sales enablement and performance management.  Billions are spent in advanced or specialized sales training programs or sales enablement tools. Are they using the sales process (Has management developed a sales process that enables sales people to align with the customer buying process?)?