Sales Training Connection

JANUARY 13, 2014

Sales managers – be nimble! The article by Adam Bryant, the NY Times columnist and author of Quick and Nimble , shared 6 pieces of advice for managers developing that ever-desired characteristic – nimbleness. We know successful front-line sales managers adopt this principle – they act as filters, not funnels.

Sales Management 109

Sales Management Top of Funnel Sports ACT 109

criteria for success

APRIL 15, 2020

Ongoing sales training is key to developing your team, but it can be hard to think of topics to cover. Here are 5 creative sales training topics to use when you’re training your team. Building rapport is obviously a key sales skill, but many people think it’s something that can’t be trained.

Training 80

Training Exercises Ideal Customer Profile Follow-up 80

Pipeliner

MARCH 27, 2018

I was 27 years old when I got my first job in sales. I was thrilled to finally be given an opportunity to make some “real money.” After years of working in customer service, I had talked my supervisor into giving me a chance to make sales calls and earn what in my mind was some hefty commission. In fact they tend to micromanage.

Sales Management 65

Sales Management Energy Coaching Sports 65

Sales Training Connection

NOVEMBER 26, 2012

the other side of the continuum – sometimes too much time is spent wallowing why something went wrong and missing opportunities for future success. Sales reps sometimes forget this confidence lesson. They become gun shy after something goes awry in a sales opportunity. ©2012 Sales Horizons, LLC.

Sales Management 105

Sales Management Sports Coaching Sales Coaching 105

Your Sales Management Guru

JULY 21, 2014

Partner Hiring and Training Lessons from Sage Summit. Non-productive partner companies often hire the best, but fall short at training their talent. You see it in college sports — the top teams tend to recruit the top performers. 1 job of management. The next piece is ongoing training. By Ken Thoreson.

Hiring 87

Hiring Training Sage Vendor 87

MTD Sales Training

JUNE 22, 2018

When sales managers have opportunities to develop their sales team, it’s something they should throw their whole time and attention at, as they seldom have the chance to get out of the fire-fighting mode and spend time working on. So what are some ways to ensure success in this important part of the sales manager role?

Coaching 149

Coaching Sports Objections Up-Sell 149

Sales and Marketing Management

NOVEMBER 30, 2017

But if you think about playing organized sports in high school or college, the first thing you had to do once you walked onto the field was to get prepared. A sales rep plays a different role than a sales manager or a sales technician. Preparation is too frequently overlooked when it comes to practice.

Sports 185

Sports Analytics Account Revenue 185

SalesLoft

MAY 17, 2018

As with sports, coaches must develop their own knowledge and skill set to create a winning team. Managers weren’t born with an innate knowledge of what it takes to lead a successful sales team. That’s why it’s important that a sales manager has a baseline understanding of how to coach a winning team.

Coaching 52

Coaching Sales Management Top of Funnel Sales Coaching 52

Mindtickle

JANUARY 30, 2018

Being a sales manager today is less about managing and more about developing, inspiring and growing the skills of your team. This is not easy and can leave a lot of sales managers chasing their tails trying to work out how to improve the performance of their team.

Coaching 59

Coaching Sales Management Incentives Incentive 59

Mindtickle

JANUARY 30, 2018

Being a sales manager today is less about managing and more about developing, inspiring and growing the skills of your team. This is not easy and can leave a lot of sales managers chasing their tails trying to work out how to improve the performance of their team.

Coaching 52

Coaching Sales Management Incentives Incentive 52

Pipeliner

MARCH 9, 2018

As sales managers, you all know how important it is to be effective at managing your sales staff and sales pipeline. At times, being reminded of 3 Steps to effective sales management can have a profound impact on your effectiveness. How is your staff trained on products?

Sales Management 40

Sales Management Hiring SalesForce Policies 40

Allego

MARCH 11, 2021

Lotka joined us on Allego’s podcast, The Adapter’s Advantage , to share her expertise and experience in this area, specifically touching on: the importance of positive client sales relationships. the value of structured, objective skill assessments in identifying future learning opportunities. #1

Face-to-face 111

Face-to-face Sports Groups Promotion 111

Zoominfo

APRIL 19, 2023

A coach might find it helpful to point a sales rep to specific resources or develop an action plan for them. How Does Sales Coaching Differ From Sales Training? Sales coaching differs from sales training because it’s personalized. This style of training takes some of the burden off sales managers.

Sales Coaching 130

Sales Coaching Coaching Hiring Analysis 130

Understanding the Sales Force

JANUARY 22, 2014

Overlooked Conversation Between Sales Managers and Salespeople. Do Technical Salespeople Need Sales Training? Why Doesn''t Sales Methodology Get More Attention? Getting a Sales Organization to Buy-In to Sales Training. Marketing and Sales Feedback Loop Can Help You Grow.

Proposal 233

Proposal Sports Sales Qualified Lead Scale 233

Mindtickle

JUNE 29, 2021

Whether you’re taking up a new hobby or developing on-the-job skills in a sales role, it’s true what they say: Practice makes perfect. There’s only so much that a seller can digest through sales onboarding and training content — and in order for a rep to truly hone their skills, they must practice. Remote selling.

Negotiation 105

Negotiation Exercises Objections Coaching 105

Igniting Sales Transformation

DECEMBER 1, 2019

As sales teams mount their final push to finish 2019 strong, someone in a sales enablement, marketing or sales support role is planning what has become status quo in sales. The annual sales kick off (SKO) meeting. As the term implies, a sales kick-off meeting is meant to be a sales reset. Be specific.

Meeting 130

Meeting Decision Maker Revelation ACT 130

Hubspot Sales

MARCH 20, 2020

High-revenue growth companies are seeing the payoff; 54% of high-performing companies are using sales coaching more than in the past, and 60% use sales coaching as an integrated part of a sales training program. Coaching vs. Managing. What opportunities do they have for improvement? A survey of 330 U.S.

Sales Coaching 113

Sales Coaching Research Coaching Sales Methodology 113

Keith Rosen

AUGUST 24, 2020

Join me for part one of this three-part sales leadership series with Mike Taylor Senior Director, TMBO at the National Basketball Association (NBA), and the talented leaders of the NBA and WNBA (Women’s National Basketball Association). In business, just like in sports, unconditional support, care, training, and coaching NEVER stop!

Sales Leadership 62

Sales Leadership Coaching Conversion Sports 62

Showpad

AUGUST 23, 2018

Sales managers at any organization are in a position to guide and motivate those they lead, similar to the coach of a sports team. So it would make sense to give managers the proper training for sales coaching, right? Training Sales Managers to Coach.

Coaching 45

Coaching Sales Management Scale Sports 45

Score More Sales

JUNE 9, 2014

Have you ever been to a sports event where the hometown fans “boo” one of its own players? By the same token, a sales manager is one of the sales professional’s top customers – if not THE top customer. Help your sales manager do their job by getting them what they ask for in a timely manner.

Ideal Customer Profile 204

Ideal Customer Profile Sports Twitter Inside Sales 204

Janek Performance Group

JANUARY 3, 2023

In actual practice, however, sales managers and coaches may or may not be the same person. This can help organizations get the most from their sales managers, sales coaches, and, ultimately, their sales teams. What Is Sales Management? Developing sales plans. Forecasting. Adaptability.

Coaching 62

Coaching Hiring Sales Coaching Lead Rank 62

Keith Rosen

JULY 12, 2014

They received the same training and support. Identifying the unique, developmental opportunities for each of your directs requires a human touch and a keen, observant eye. Identifying the unique, developmental opportunities for each of your directs requires a human touch and a keen, observant eye. Think about sports.

Coaching 133

Coaching Video Data Sales Coaching 133

Anthony Cole Training

MARCH 24, 2014

Create opportunities to recognize success. That’s like passing out participation trophies in youth sports (you don’t want to get me started on THAT discussion.). Additional Resources: How do I motivate my sales people ? - Why is sales management so damn hard? Doubting their intentions.

Motivation 218

Motivation Hiring Sports Compensation 218

Hubspot Sales

JUNE 21, 2022

As a sales leader, it's essential to recognize signs of burnout , routinely check in with your team, and provide support. Ineffective sales training. Would you ever coach a sports team without a playbook? Sales training is no different. Maybe this is why 26% of reps are unhappy with their training.

Face-to-face 93

Face-to-face Lead Rank Lead Scoring Sports 93

Zendesk Sell

DECEMBER 17, 2019

Give your team a reason to keep their “eye on the prize” with travel sales incentives. Tickets to concerts or sporting events. Dangle a ticket to a playoff or a high-stakes rival game and die-hard sports fans will go crazy. Ask your team if there’s a band they’re obsessed with, or a sports team they’re die-hard loyal to.

Incentives 83

Incentives Incentive Motivation Sports 83

No More Cold Calling

MARCH 10, 2015

How do you ensure the young women in your life get the equal opportunities they deserve? Sports, hobbies, gaming, everything. I have two daughters, and they had dump trucks, diggers, cargo trucks, and trains, because I didn’t believe girls should only play with dolls. Gender equity is not just a girl thing.

Sports 120

Sports Hiring Government Small Business 120

Sales Training Connection

DECEMBER 11, 2013

From time to time, either by thoughtful action or good fortune, every manager gets some – they wish they had more – and they’re always afraid of losing the ones they have. Every field has its fair share – the arts, sports, business, and fortunately the world of sales. With this in mind, let’s transition to the world of sales.

Sales Coaching 114

Sales Coaching Coaching Hiring Cancellation 114

Mindtickle

JUNE 29, 2021

Whether you’re taking up a new hobby or developing on-the-job skills in a sales role, it’s true what they say: Practice makes perfect. There’s only so much that a seller can digest through sales onboarding and training content — and in order for a rep to truly hone their skills, they must practice. Remote selling.

Negotiation 72

Negotiation Exercises Objections Coaching 72

SalesLoft

JULY 28, 2023

In a nutshell, is the real problem your front line sales leaders? Sales teams are under a lot of pressure. On top of hours of internal meetings and meticulous updating of lead and opportunity records, they still have to find time in the week to sell, sell, sell. Service-oriented leadership Sales is a team sport.

Lead Rank 52

Lead Rank Lead Scoring Face-to-face Sports 52

Anthony Cole Training

JUNE 14, 2011

Increase Sales (22). key to sales success (4). keys to sales success (30). Leadership Training (2). managing sales (4). managing sales teams (18). motivating sales people (15). Sales Coaching (40). sales coaching skills (10). sales competencies (12). Sales Force (5).

Hiring 168

Hiring Ideal Customer Profile Sports Webinar Metrics 168

Jeffrey Gitomer

JULY 26, 2011

Online Training. Talk about things you have in common (golf, sports, college, home state) as much as you can. Most would consider not having time for business talk at a business lunch a failed opportunity. Get Sales Blog Updates. Sales Management. Sales Videos. See Jeffrey Live! Hire Jeffrey.

Hiring 260

Hiring Social Media Referrals Loyalty 260

The Spiff Blog

JULY 28, 2022

He grew up playing a lot of team sports, later moving to extreme sports in snowboarding and wakeboarding. Billy has been in sales/sales management his entire career and previously spent five years at Capshare. Meeting new friends along the way, he picked up sports, which became a hobby of his until this day.

Meeting 84

Meeting Sports Travel Engineering 84

Anthony Cole Training

APRIL 8, 2014

I’m normally one to watch a movie, read a book or listen to a song and tie it to sales and/or sales management. And, even though I use a lot of sports analogies, I rarely use sport stories or examples in my blog post or Sales Brew Newsletters.

Territories 151

Territories Sports Call-back System 151

Hubspot Sales

JUNE 6, 2018

It’s a formula stating that 80% of sales are made by 20% of sales reps, and it sometimes seems as immutable as a law of physics. Sales managers and business leaders try to move the ratio with training, but up to 87% of training content is forgotten within a few weeks. Coaching is no solution either.

Hiring 90

Hiring Face-to-face Channels Hotels 90

Sales Training Connection

JUNE 21, 2016

What does this mean for Sales ? Whether you are talking about recruiting, selection, onboarding, training or compensation, it is will worth the time to consider whether your processes are in tune with the experiences and expectations of a cohort that will comprise an increasing percentage of your sales force. Invest in training.

Sports 70

Sports Distribution Compensation Report 70

Jeffrey Gitomer

JUNE 14, 2011

Online Training. NOTE: Often at a business networking event everyone’s trying to sell – you gotta be able to wear either the buyer or seller hat, and listen for your opportunity. Sports events. And for the competitive sports nut within you, play The Networking Game. It’s in my book The Sales Bible.

Networking 325

Networking Hiring Trade Show Social Media 325

Hubspot Sales

JULY 30, 2020

These 10 motivational techniques will engage both junior reps and their senior counterparts, ensuring they continue to work to meet their sales goals throughout the summer: Tips to Raise Sales Motivation at the End of Summer. Invest in sales management coaching. Plan a sales contest. Communicate value.

Motivation 120

Motivation Commission Webinar Metrics Decision Maker 120