Trending Sources

52 Sales Management Tips – the Sales Manager’s Success Guide

Smart Selling Tools

I recently read 52 Sales Management Tips – The Sales Manager’s Success Guide by Steven Rosen. Written for sales managers and small business owners, this is a guide every sales leader will benefit from. It’s packed with excellent tips and ideas to help you take your sales force to the next level. Who is Steven Rosen? What the Book Offers.

The Global 2015 STAR Sales Manager Survey

The Pipeline

As we rush headlong in to the New Year, my next three posts will feature things sales leaders should be thinking about to drive success for their teams and their companies. STAR Results) , The Global 2015 STAR Sales Manager Survey. The goal of the study is to help organizations better meet the developmental gaps of their frontline sales managers. Trainers.

New Survey Highlights Sales Management Skills and Development Priorities

Steven Rosen

STAR Results) has launched its global 2015 STAR Sales Manager Survey. The Sales Manager Survey seeks opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers. The survey is seeking feedback from more than 2000 sales leaders in varying industries around the world.

Sales middle managers – what motivates them the most?

Sales Training Connection

Sales Middle Managers. Middle managers are the key to implementing C-Suite strategic initiatives. In 2011, Wharton’s Ethan Mollick shared that mid-level managers could have greater impact on company performance than almost anyone else in an organization, yet they are “often overlooked and sometimes maligned.”. 2014 Sales Momentum, LLC.

Hospital sales – business-as-usual will be business lost to competitors

Sales Training Connection

For example, hospitals are continuing pursuing mergers and acquisitions , purchasing physician practices and hiring sales people to call on physicians to increase referral rates. So for those of us interested in sales what do we need to do in order to be responsive to these changes so we can continue to be successful? Existing Sales Force. Sales Managers.

Overcoming “Failure to Impact” Syndrome

Steven Rosen

This year was tough; next year’s sales prospects look even tougher. Your boss comes to you and says how can you sustain the sales force? Hire only top sales reps. Here are a couple of questions I would ask: Are your sales reps making a difference? Do your sales reps make impact on each call? Do they actually make a difference in the sales in their territory?

Announcing Free Pharmaceutical Sales Training & Medical Device.

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching. → Management Web Seminars. QuestionsThatSell™ QuestionsThatGetResults™ Managing Distributor & Independent Sales Rep Relationships. Sales Store. Distribution Sales Training. About Us.

Selleration on Selling Intelligence

Dave Stein's Blog

What a help for hiring and talent management! The same holds true in sales. When sales management understands the SI of a salesperson they have the insight needed to make better hiring decisions, more effectively deploy salespeople, make investment decisions around professional development, and can better predict the likelihood of sales success.”

Asking Probing Questions will help Pharmaceutical and Medical.

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching. → Management Web Seminars. QuestionsThatSell™ QuestionsThatGetResults™ Managing Distributor & Independent Sales Rep Relationships. Sales Store. Distribution Sales Training. About Us.

Think Robots Will Replace B2B Sales Reps?

No More Cold Calling

Eliot Burdett, CEO of Peak Sales Recruiting, explains why in this month’s guest post. Have B2B sales reps gone the way of CD players, the Rolodex, and analog radio—replaced by technology that gets the job done faster and better? Some take this to mean that our prospects and clients don’t really need us anymore—that the automation of selling has made B2B sales reps irrelevant.

B2B 112

Smart Selling Visions: Up-Close with Top Revenue Leader CEO Duncan Lennox of @Qstream

Smart Selling Tools

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? They are reaching out to their friend Google instead.) This gives a very narrow window within which a sales rep must be able to add value for a prospect. It’s like Jeopardy for your sales force.

Can Pharma’s Woes be Tied to Poor Business Acumen?

Steven Rosen

The Pharmaceutical Industry has undergone enormous cha nge. The number of sales reps has declined significantly over the last 4 years. Declining sales has not only forced the industry to reduce the number of sales reps calling on physicians but has also created the need to better focus on customer needs. Come on people, your sales managers are struggling!

The Sales Excellence Conference, May 24-25 in Toronto.

Steven Rosen

These are truly challenging times in the pharmaceutical industry. With products going off patent, increased competitive pressures and a do more with less mentality, how are you going to exceed your sales objectives? Don’t miss out on learning how to: Grow your people, sales and profits thorough highly effective coaching. Utilize coaching for maximum sales results.

Sales Management Training Tip: 6 Ways to Encourage Accountability

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching. → Management Web Seminars. QuestionsThatSell™ QuestionsThatGetResults™ Managing Distributor & Independent Sales Rep Relationships. Sales Store. Distribution Sales Training. About Us.

Strategic Sales Management and Leadership for Growth Seminar

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching. → Management Web Seminars. QuestionsThatSell™ QuestionsThatGetResults™ Managing Distributor & Independent Sales Rep Relationships. Sales Store. Distribution Sales Training. About Us.

The Changing Face of Professional Sales Leadership: A Roundtable Debate Wednesday, March 16

Sales and Management Blog

Recently published research suggests that the average tenure of a sales manager is now just eighteen months! These are pretty alarming findings, and during the course of this sixty minute debate, we not only intend to discover the facts underpinning these results, but also discuss how management is changing. For example, we know that the role of a sales leader is to translate the organisation’s vision, mission, and values into a meaningful context that sales teams can relate to and feel excited by. Wednesday March 16th 2011 12 noon EST/5PM GMT.

Successful Salespeople Sell with Passion

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching. → Management Web Seminars. QuestionsThatSell™ QuestionsThatGetResults™ Managing Distributor & Independent Sales Rep Relationships. Sales Store. Distribution Sales Training. About Us.

GlaxoSmithKline, Oracle, Merck, AstraZeneca, Novartis, Henkel, B. Braun and Dozens of Other Global Organizations Agree – Coaching Salespeople into Sales Champions Provides The Transformational Framework Leaders Need To Become Powerful Coaches

Keith Rosen

In my prior post which you can find here, I shared with you the review of my management coach training program that I delivered in Asia. Gaurav Hazra – Head of Sales, Oracle (India). He is the best in sales. Yong Chung Shin – Product Manager, Ummi Surgical. Darren Kong – Sales Manager, Merck Sharp & Dohme. The trainer was amazing.

#1 Question to Snatch Business from Your Competition

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching. → Management Web Seminars. QuestionsThatSell™ QuestionsThatGetResults™ Managing Distributor & Independent Sales Rep Relationships. Sales Store. Distribution Sales Training. About Us.

#1 Question to Jump-Start Sales Opportunities for the New Year

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching. → Management Web Seminars. QuestionsThatSell™ QuestionsThatGetResults™ Managing Distributor & Independent Sales Rep Relationships. Sales Store. Distribution Sales Training. About Us.

Discussing Salary at Job Interviews

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching. → Management Web Seminars. QuestionsThatSell™ QuestionsThatGetResults™ Managing Distributor & Independent Sales Rep Relationships. Sales Store. Distribution Sales Training. About Us.

PUBLIC EVENT FOR MANAGERS & EXECUTIVES: Coaching Salespeople into Sales Champions In Malaysia and Singapore Next Week!

Keith Rosen

Over the last few years since my book, Coaching Salespeople into Sales Champions has been released, I’ve been given the great opportunity to have most of my management coach training programs be consumed by the top Fortune 1000 companies in their respected sectors and industries, including consumer goods, technology, insurance, financial, manufacturing, communications, medical and pharmaceutical. PROGRAM ONE : Course Name: Coaching Salespeople into Sales Champions Master Class. Who Should Attend: Managers and executives. Prince Hotel. Hilton Hotel.

Just Released: Coaching Salespeople into Sales Champions a HIT in Asia!

Keith Rosen

This was the group who invited me to Asia to deliver my management coach training program in Singapore and Malaysia. It was an incredible experience personally to travel to this part of the world and meet so many great managers who are truly committed to their growth as a leader by becoming more powerful and effective coaches. The trainer really engaged the audience.

Matching Your Needs to Your Sales Trainer

Dave Stein's Blog

Selecting the best sales training provider for your company’s needs isn’t easy. As recently as seven years ago, one of the largest groups of companies consuming sales training were in the high technology industries such as telecommunications, software, hardware and related services. Sales skills subject areas. Target company/sales force size.

Pharma Sales Training: Identifying Buyer Motivations

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching. → Management Web Seminars. QuestionsThatSell™ QuestionsThatGetResults™ Managing Distributor & Independent Sales Rep Relationships. Sales Store. Distribution Sales Training. About Us.

What is the Best Interview Question?

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching. → Management Web Seminars. QuestionsThatSell™ QuestionsThatGetResults™ Managing Distributor & Independent Sales Rep Relationships. Sales Store. Distribution Sales Training. About Us.

Confronting Problems Now Before They Fester

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching. → Management Web Seminars. QuestionsThatSell™ QuestionsThatGetResults™ Managing Distributor & Independent Sales Rep Relationships. Sales Store. Distribution Sales Training. About Us.

Creating Change with a Change-Resistant Employee

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching. → Management Web Seminars. QuestionsThatSell™ QuestionsThatGetResults™ Managing Distributor & Independent Sales Rep Relationships. Sales Store. Distribution Sales Training. About Us.

Top 9 Questions to Ask When You Negotiate with Clients

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching. → Management Web Seminars. QuestionsThatSell™ QuestionsThatGetResults™ Managing Distributor & Independent Sales Rep Relationships. Sales Store. Distribution Sales Training. About Us.

Pack A Punch By Asking Impact Questions

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching. → Management Web Seminars. QuestionsThatSell™ QuestionsThatGetResults™ Managing Distributor & Independent Sales Rep Relationships. Sales Store. Distribution Sales Training. About Us.

Question Number One: Assessing the Competition

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching. → Management Web Seminars. QuestionsThatSell™ QuestionsThatGetResults™ Managing Distributor & Independent Sales Rep Relationships. Sales Store. Distribution Sales Training. About Us.

Creating Accountability in the Workplace by Asking Two Simple.

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching. → Management Web Seminars. QuestionsThatSell™ QuestionsThatGetResults™ Managing Distributor & Independent Sales Rep Relationships. Sales Store. Distribution Sales Training. About Us.

2 Important Tips To Help Your Employees Accomplish More In Less.

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching. → Management Web Seminars. QuestionsThatSell™ QuestionsThatGetResults™ Managing Distributor & Independent Sales Rep Relationships. Sales Store. Distribution Sales Training. About Us.

Ode to The Salespeople Customers Can't Wait To Meet?

The Sales Association

Sharing best practices in sales and sales management www.salesassociation.org. Bernadette McClelland mentors and teaches salespeople within B2B markets in Australia, NZ and India to sell more effectively, step up their sales leadership skills and become trusted advisors. While in the Sales Industry I learned to utilize technology as a resource for improving my sales and the teams I managed techniques and numbers. While acting as the Sales Training Manager for 35 sales representatives. Subscribe To The Sales Association.

Smart Selling Visions: Up-Close with Top Revenue Leader CEO Duncan Lennox of @Qstream

Smart Selling Tools

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? They are reaching out to their friend Google instead.) This gives a very narrow window within which a sales rep must be able to add value for a prospect. It’s like Jeopardy for your sales force.

Working On Trust

Partners in Excellence

It’s particularly important in our effectiveness as sales people. Dave: Charlie, you know my passion about the role of sales managers in coaching their teams in improving their effectiveness. How can managers coach and develop their sales people to becoming more trustworthy in engaging and working with their customers? Andrea, how should managers deal with people who either really are, or are perceived as, being untrustworthy themselves? Dave: Let’s drill down into that a little more, h ow can managers best motivate their salespeople?

PUBLIC EVENT FOR MANAGERS & EXECUTIVES: Coaching Salespeople into Sales Champions In Malaysia and Singapore Next Week!

Keith Rosen

Over the last few years since my book, Coaching Salespeople into Sales Champions has been released, I’ve been given the great opportunity to have most of my management coach training programs be consumed by the top Fortune 1000 companies in their respected sectors and industries, including consumer goods, technology, insurance, financial, manufacturing, communications, medical and pharmaceutical. PROGRAM ONE: Course Name: Coaching Salespeople into Sales Champions Master Class. Who Should Attend: Managers and executives. Prince Hotel. Hilton Hotel.

PUBLIC EVENT FOR MANAGERS & EXECUTIVES: Coaching Salespeople into Sales Champions In Malaysia and Singapore Next Week!

Keith Rosen

Over the last few years since my book, Coaching Salespeople into Sales Champions has been released, I’ve been given the great opportunity to have most of my management coach training programs be consumed by the top Fortune 1000 companies in their respected sectors and industries, including consumer goods, technology, insurance, financial, manufacturing, communications, medical and pharmaceutical. PROGRAM ONE: Course Name: Coaching Salespeople into Sales Champions Master Class. Who Should Attend: Managers and executives. Prince Hotel. Hilton Hotel.

GlaxoSmithKline, Oracle, Merck, AstraZeneca, Novartis, Henkel, B. Braun and Dozens of Other Global Organizations Agree – Coaching Salespeople into Sales Champions Provides The Transformational Framework Leaders Need To Become Powerful Coaches

Keith Rosen

In my prior post which you can find here, I shared with you the review of my management coach training program that I delivered in Asia. Gaurav Hazra – Head of Sales, Oracle (India). He is the best in sales. Yong Chung Shin – Product Manager, Ummi Surgical. Darren Kong – Sales Manager, Merck Sharp & Dohme. Adam Thng Woi Yong – Sales Training Manger, GlaxoSmithKline Pharmaceutical. These are definitely the key aspects that I managed to take away and I will put it to use when I go back to work. SUPERB!

GlaxoSmithKline, Oracle, Merck, AstraZeneca, Novartis, Henkel, B. Braun and Dozens of Other Global Organizations Agree – Coaching Salespeople into Sales Champions Provides The Transformational Framework Leaders Need To Become Powerful Coaches

Keith Rosen

In my prior post which you can find here, I shared with you the review of my management coach training program that I delivered in Asia. Gaurav Hazra – Head of Sales, Oracle (India). He is the best in sales. Yong Chung Shin – Product Manager, Ummi Surgical. Darren Kong – Sales Manager, Merck Sharp & Dohme. Adam Thng Woi Yong – Sales Training Manger, GlaxoSmithKline Pharmaceutical. These are definitely the key aspects that I managed to take away and I will put it to use when I go back to work. SUPERB!