Sales Training Connection

JANUARY 20, 2014

Setting clear expectations is simply one of the many requirements that make frontline managers the pivotal job for achieving sales success. In today’s market the effectiveness your sales force is more than ever driven by the collective competencies of your frontline managers. ©2014 Sales Momentum ®.

Account 112

Account Sales Management Pivotal Quota 112

Sales Training Connection

APRIL 24, 2013

Well, three that make the short list are: Recognize the pivotal job. The front-line sales manager is the pivotal job for developing a superior sales team. If you were tasked with developing a superior sales team what are some rules for the journey? It is not a matter of having two or three great sales managers.

Competition 109

Competition Pivotal Training Compensation 109

Sales Training Connection

NOVEMBER 3, 2013

Sales managers are the pivotal job for developing a superior sales force. Have I developed the knowledge required to leverage the available institutional resources to help my sales team? Have I started to develop the skills to help the sales team to think and act strategically? ©2013 Sales Momentum, LL.

Sales Management 117

Sales Management Face-to-face Pivotal Coaching 117

Sales Training Connection

JANUARY 11, 2012

Change the pivotal job first. You need to identify the pivotal job and start there. The authors noted: “Identifying what your change program’s pivotal role is and making sure that the people in it have both the tools and the willingness to change is often essential to ensuring that the rest of the organization changes.”.

Pivotal 69

Pivotal Health Care Training B2B 69

Sales Training Connection

NOVEMBER 22, 2013

There’s little doubt that sales managers are the pivotal job for creating a superior sales team. Sales managers. And, a critical responsibility for the sales manager is coaching. Most people agree that sales coaching is important and can make a difference. They also know it isn’t so easy to do.

Sales Management 119

Sales Management Sales Coaching Sports Coaching 119

Sales Training Connection

APRIL 4, 2012

Lesson 4 – Spotlight the Pivotal Job. The front-line sales manager is the pivotal job for driving the success of any sales transformation effort. They need to be engaged in defining the new sales process and take a leadership role in introducing it to the sales teams.

Pivotal 124

Pivotal Training Face-to-face Ideal Customer Profile 124

Sales Training Connection

JUNE 4, 2014

Front-line sales managers are the pivotal job for driving sales success. In Sales, where teams often are spread across geographies and meetings are via conference calls or online conferencing tools, sales managers are faced with the twin challenges of maintaining interest and engagement.

Sales Management 123

Sales Management Face-to-face Pivotal Sales Leadership 123

Sales Training Connection

AUGUST 12, 2013

There is little doubt that front-line managers are the pivotal job for sales success and that coaching is one of their critical contributions. Sales managers are no different than anyone else – they don’t have enough time to do all the things they need to do. This time issue is particularly telling when it comes to front-line sales managers.

Sales Coaching 120

Sales Coaching Coaching Face-to-face Pivotal 120

Sales Training Connection

MAY 21, 2014

There is little doubt that front-line managers are the pivotal job for sales success and that coaching is one of their critical contributions. Sales managers are no different than anyone else – they don’t have enough time to do all the things they need to do. This time issue is particularly telling when it comes to front-line sales managers.

Sales Coaching 104

Sales Coaching Coaching Face-to-face Pivotal 104

Sales Training Connection

JULY 18, 2012

Front-line management is the pivotal job for creating a great sales team. Sales managers - building trust. It is difficult to overstate the importance of the front-line sales manager. It is also a job that is increasingly complex and demanding. Ask most sales managers and they’d say that it is a time-balancing act.

Sales Management 130

Sales Management Top of Funnel Pivotal ACT 130

Sales Training Connection

JUNE 6, 2014

One pivotal trend that will increase the importance of the quality of the patience experience is the shift from a fee for service to an outcome payment model. The study goes on to note, “patient experience will be an increasingly influential factor in determining healthcare providers’ financial success”.

Pharmaceuticals 103

Pharmaceuticals Health Care Pivotal Sales Cycle 103

Sales Training Connection

JANUARY 5, 2015

Recalibrate for pivotal events. From time to time pivotal, trigger events occur which represent new challenges – just doing more of the same won’t work – such as: launching a new product, shifting from selling individual products to selling an integrated solution or just after a merger or acquisition.

Sales Management 50

Sales Management Pivotal Coaching Account 50

Sales Training Connection

JULY 29, 2013

Focus on a few pivotal goals - then delineate what needs to be done and how to do it. Get the right information from the right people at the right time during the sales cycle. Move from just “filling out forms” to analyzing information gathered.

Account 115

Account Strategy Ideal Customer Profile Sports 115

Sales Training Connection

JUNE 6, 2013

The good news is you now have the pivotal job for improving the sales effectiveness of your organization. Sales rep to sales manager transition. Congratulations! You were a top sales person. You’ve just been promoted to sales manager – you have a team of 12 sales reps.

Sales Management 124

Sales Management Top of Funnel Pivotal Coaching 124

Sales Training Connection

NOVEMBER 3, 2016

Spotlight the pivotal job. The front-line sales manager is the pivotal job for driving the success of any sales transformation effort. They need to be engaged in defining the new sales process and take a leadership role in introducing it to the sales teams.

Training 50

Training Pivotal Face-to-face Ideal Customer Profile 50

Sales Training Connection

APRIL 4, 2014

As most in sales leadership would share – the front-line sales manager is the pivotal job for building and sustaining sales success. Sales manager with a new sales team. And, perhaps the most critical time for any sales manager is when first taking over a new sales team.

Sales Management 119

Sales Management Pivotal Coaching Sales Coaching 119

Sales Training Connection

JULY 19, 2016

Lesson 4 – Spotlight the Pivotal Job. The front-line sales manager is the pivotal job for driving the success of any sales transformation effort. They need to be engaged in defining the new sales process and take a leadership role introducing it to the sales team.

Training 50

Training Pivotal Scale Software 50

Sales Training Connection

APRIL 12, 2017

It is safe to say that it is near impossible to have a superior sales force without having a great group of front-line sales managers – front-line sales managers are the pivotal job for driving sales excellence. Today it is more important than ever to have a superior sales force. ©2017 Sales Momentum® LLC.

Sales Management 63

Sales Management Top of Funnel Funnel Pivotal 63

Sales Training Connection

FEBRUARY 25, 2013

Front-line sales managers are the “pivotal job” for improving sales productivity. Sales Coaching. That means – if companies want to improve sales revenue and optimize sales profitability, they should do everything they can to make sure front-line sales managers are doing what they should be doing. This is hardly new news.

Sales Management 132

Sales Management Coaching Pivotal Sales Coaching 132

Sales Training Connection

SEPTEMBER 29, 2014

They are the pivotal job for driving sales effectiveness. In the long run, it will build employee capacity and, more importantly, save you time — time you can use to create new opportunities for your business. From our observation, these points are particularly important for front-line sales managers.

Sales Management 96

Sales Management Journal Lead Rank Pivotal 96

Sales Training Connection

APRIL 11, 2014

Front-line sales managers are the pivotal job for sales success – making sure they have as much insight as possible about what is going right and what isn’t can provide a critical data set for understanding the source of the sales turnover problem. You may need to change what you are doing and who is doing it.

Sales Leadership 110

Sales Leadership Compensation Report Pivotal 110

Sales Training Connection

MARCH 9, 2015

There’s little doubt that sales managers are the pivotal job for creating a superior sales team. A Classic – ’63 Corvette. And, a critical responsibility for the sales manager is coaching. Most people agree that sales coaching is important and can make a difference. They also know it isn’t so easy to do.

Sales Management 50

Sales Management Sales Coaching Sports Coaching 50

Sales Training Connection

JANUARY 23, 2013

The front-line sales managers will be pivotal in making the change successful. Before any sales training for sales reps takes place, front-line sales managers need to receive the sales training – both for alignment and skills awareness/development. They will be required to provide both leadership and on-going sales coaching.

Training 103

Training Pivotal Commission Quota 103

Sales Training Connection

MAY 4, 2012

There is little doubt the front-line sales manager is the pivotal job for creating behavior change in a sales team. Notions about the effort being the “flavor of the month” or a “pick and choose” scenario cannot be permitted to flourish. Engage the front-line managers.

Training 119

Training Face-to-face Pivotal Follow-up 119

Sales Training Connection

MARCH 1, 2017

It is not an overstatement to suggest that front-line sales managers truly have become the pivotal job for sales success. All this means that in order for a sales team to be successful in the years ahead, front-line managers need be highly skilled. Build a solid foundation. Let’s look at how a new sales manager can get off on the right foot.

Sales Management 50

Sales Management Pivotal Territories Coaching 50

Sales Training Connection

NOVEMBER 21, 2011

There is little question that the sales manager is the “pivotal job” for building a great sales team. Other sales managers and managers in other groups such as sales support and marketing can provide the insight and support needed for the new sales manager to succeed. But, there is a lot more to it than just being good at selling.

Sales Management 104

Sales Management Face-to-face Promotion Pivotal 104

Sales Training Connection

AUGUST 3, 2013

In general, the front-line sales manager is the pivotal job for developing and sustaining a superior sales team and coaching is a primary tool. The sales team needs some help and the good news is there is a great mechanism in place to provide that help – coaching by the front-line sales managers. Sales coaching should be an ongoing effort.

Compensation 105

Compensation Incentives Incentive Coaching 105

Sales Training Connection

JUNE 20, 2012

The art and science of asking questions is a pivotal skill set. Consultative Selling emphasizes the importance of moving from a product-centric to a customer-centric sale. A focus is placed on doing a superior job in building relationships and uncovering and developing customer needs.

Consultative Selling 124

Consultative Selling Call-back Face-to-face Pivotal 124

Sales Training Connection

MARCH 4, 2015

Front-line sales management is the pivotal job for driving sales success – and time management is a core skill. The resources include blog sites, white papers from consulting firms like McKinsey, free webinars and inexpensive online training from institutional universities like Udemy. So do yourself!

Hiring 50

Hiring Scale Sales Management Webinar Metrics 50

Sales Training Connection

DECEMBER 2, 2015

The good news is you have the pivotal job for improving the sales effectiveness of your organization. Transition from Sales Rep to Sales Manager. Congratulations! You were a top salesperson. Now, you’re a newly appointed sales manager. The bad news – many perils and pitfalls are lurking in the shadows.

Sales Management 50

Sales Management Top of Funnel Pivotal Motivation 50

Sales Training Connection

JANUARY 20, 2012

This means that people, other than physicians, increasingly are become pivotal players in the decision-making process. Let’s look at the “why” behind these questions. Fewer and fewer device adoptions are driven strictly by clinicians. And physicians?

Health Care 82

Health Care Policies Decision Maker Pivotal 82

Sales Training Connection

JANUARY 31, 2017

The position of front-line sales manager is clearly the pivotal job for creating and sustaining a superior sales team and coaching is their primary role. Sales leaders need to divorce from old notions like: “the only time we can do sales training is at our national meeting” or “ we trained all our people two years ago so we’re okay.”.

Scale 50

Scale Coaching Sales Coaching Pivotal 50

Sales Training Connection

MARCH 12, 2012

There is little question that the sales manager is the “pivotal job” for building a great sales team. Other sales managers and managers in other groups such as sales support and marketing can provide the insight and support needed for the new sales manager to succeed. But, there is a lot more to it than just being good at selling.

Sales Management 88

Sales Management Face-to-face Promotion Pivotal 88

Sales Training Connection

APRIL 20, 2015

Whether you call it pivoting, leading change, or some other names, the most effective sales managers provide the leadership to adapt to change. When buyers change how they buy, sales organizations need to change how they sell and front-line sales managers need to provide the leadership to make that happen.

Sales Management 50

Sales Management Sales Leadership Study Pivotal 50

Sales Training Connection

AUGUST 22, 2011

It is safe to say that it is near impossible to have a superior sales force without having a great group of front-line sales managers – front-line sales managers are the pivotal job for driving sales excellence. . Today it is more important to have a superior sales force. ©2011 Sales Horizons, LLC.

Sales Management 74

Sales Management Top of Funnel Funnel Pivotal 74

Sales Training Connection

JANUARY 30, 2015

When your customer base goes through a dramatic change in how they buy, it is a pivotal time to take your sales coaching effort to the next level. 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. Many will get there but take too long.

Maximizer 50

Maximizer Coaching Strategy Sales Coaching 50

Sales Training Connection

APRIL 27, 2015

Sales managers are the pivotal job for developing a superior sales force. Sales managers must have the skills to think and act strategically and the skills to coach their reps to do the same. Without solid strategies for their accounts sales people are likely to do a good job coming in second in today’s competitive market.

Sales Management 50

Sales Management Sales Coaching Coaching ACT 50