Sales Training Connection

NOVEMBER 21, 2011

Sales people often are promoted into sales manager positions – primarily based on their sales success. Sales Coaching. Just because a sales people excelled at face-to-face selling doesn’t mean they will excel as a sales manager. So, what happens?

Sales Management 104

Sales Management Face-to-face Promotion Pivotal 104

Gong.io

JANUARY 31, 2022

While the exact list depends on who you ask, the following (alphabetized) traits are all critical for a sales manager: Able to coach, analytical, available, confident, empathetic, good listener, innovative, leads by example, loyal, motivating, passionate, positive attitude, serves vs. dictates, strategic vision, strong communicator, and thoughtful.

Software 118

Software Software Sales Management Sales Forecasts 118

Steven Rosen

JANUARY 15, 2024

It is time that we test the vision, or else how do we understand what’s working, what’s not, or do we need to pivot?” Getting Buy-In from Sales Leaders One of Keith’s biggest challenges was getting buy-in from his sales leaders. Keith explains, “We’ve been building for a long time.

Sales Leadership 268

Sales Leadership Coaching Resources Pivotal 268

Understanding the Sales Force

JULY 9, 2024

Pivot to sales. If the most committed baseball players always want to practice, and the same would be true for all athletes including soccer (I put it first instead of not including it), football, hockey, golf, track, and basketball, why isn’t it true for sales? Lack of sales training.

Commission 194

Commission Hotels Sales Qualified Lead Lead Rank 194

Steven Rosen

JULY 22, 2024

While various strategies can contribute to sales success , one critical factor often overlooked is developing a strong frontline sales leadership team. The frontline sales managers are the linchpin of your sales organization. Therefore, investing in the development of your frontline sales managers is essential.

Quota 156

Quota Company Face-to-face Sales Leadership 156

Sales Training Connection

MARCH 12, 2012

Sales people often are promoted into sales manager positions – primarily based on their sales success. Just because a sales people excelled at face-to-face selling doesn’t mean they will excel as a sales manager. Sales managers responsibilities extend far beyond face-to-face selling.

Sales Management 88

Sales Management Face-to-face Promotion Pivotal 88

Steven Rosen

AUGUST 13, 2023

Turning Obstacles into Opportunities: Managing Behavioural Issues I have had the privilege of working with numerous sales managers, guiding them through the challenges they face in leading high-performing teams. One recurring issue that has surfaced frequently is managing behavioural issues among their salespeople effectively.

Construction 156

Construction Face-to-face Pivotal Lead Rank 156

Miller Heiman Group

JUNE 25, 2020

Even before the rise of COVID-19, sales managers had what’s known as the “hardest job in sales.” As the rest of their organization pivots to manage the challenges of the coronavirus and establish strategies for rebounding from the crisis, sales managers also must shift.

Sales Management 90

Sales Management Sales Leadership Face-to-face Sales Forecasts 90

Steven Rosen

MAY 20, 2024

Her emphasis on thorough readiness underscores its pivotal role in achieving success. She shares practical tips on time management, utilizing short meetings and communication tools to optimize efficiency and collaboration within her team. To coach her team effectively, She encourages sales leaders to lead with their authentic selves.

Sales Leadership 156

Sales Leadership Coaching Pivotal SalesForce 156

Steven Rosen

MAY 20, 2024

Her emphasis on thorough readiness underscores its pivotal role in achieving success. She shares practical tips on time management, utilizing short meetings and communication tools to optimize efficiency and collaboration within her team. To coach her team effectively, She encourages sales leaders to lead with their authentic selves.

Sales Leadership 156

Sales Leadership Video Coaching Pivotal 156

Sales Training Connection

AUGUST 22, 2011

Think about new sales managers you’ve known. Were they promoted for their sales management expertise – or for their sales success? Often it’s for their sales success. So what happens after the sales manager assumes the role and responsibilities of their new position?

Sales Management 74

Sales Management Top of Funnel Funnel Pivotal 74

Understanding the Sales Force

SEPTEMBER 20, 2024

Pivoting again, is there a reverse correlation in sales? Weak salespeople, who consistently fill their pipeline, will strike out a lot, but since they are successful at the most difficult part of selling – scheduling meetings – effective sales training and coaching should have a positive impact on their win rates.

Pipeline 177

Pipeline Coaching Opportunity Comparison 177

Steven Rosen

APRIL 20, 2024

She underscores the pivotal role of a robust leadership team dedicated to nurturing employee growth and success. Strong leadership creates a positive work environment and fosters employee engagement. The impact of this culture is evident in the high engagement scores and long tenures of its team members.

Strategy 156

Strategy Lead Rank Lead Scoring Retention 156

Steven Rosen

MARCH 1, 2024

Furthermore, it ensures that the sales team’s efforts are concentrated on leads that are more likely to progress through the pipeline and eventually close, thus improving overall efficiency and effectiveness. As sales leaders, your continuous improvement in sales manager coaching is key to navigating these challenges effectively.

Pipeline 120

Pipeline Coaching Revenue Sales Qualified Lead 120

Sales Training Connection

NOVEMBER 10, 2014

Over the years we have written numerous articles about the front-line sales management position. We have consistently labeled the front-line sales manager as the pivotal job for developing and sustaining a superior sales force. Management Experience. ©2014 Sales Momentum, LLC.

Hiring 102

Hiring Pivotal Software Software 102

The Brooks Group

MARCH 11, 2020

Remaining strong – and in fact, stalwart – in the face of this uncharted new landscape represents a generational challenge for many in positions of sales management. Sales Management Strategies. Learn more about the IMPACT Selling Virtual Sales Training Program with our helpful information packet below! .

Sales Management 72

Sales Management Hiring Travel Face-to-face 72

Sales Training Connection

APRIL 12, 2017

Sales Manager. New sales managers often are promoted for their sales success – not sales management expertise. So what happens after the sales manager assumes the role and responsibilities of their new position? Few new sales managers find themselves “ahead of the curve”.

Sales Management 63

Sales Management Top of Funnel Funnel Pivotal 63

Hubspot Sales

AUGUST 19, 2019

Sales managers often get promoted to their position from the rep ranks. When they were individual quota-carriers, it was relatively easy to assess their sales pipeline. Managers must develop a more systematic process to test sales pipeline heath across the organization as a whole.

Pipeline 110

Pipeline Top of Funnel Discount Pivotal 110

Vengreso

DECEMBER 20, 2024

Today more than ever sales managers encounter both unique challenges and remarkable opportunities. As technology continues to reshape the sales landscape, to learn how to be a good sales manager, one must adapt to new demands and expectations.

Sales Management 58

Sales Management Forecasting Face-to-face How To 58

Hubspot Sales

FEBRUARY 9, 2021

To help you understand which strategies aren't worth your time, we reached out to some experts to offer their takes on sales tactics that brands should avoid, going forward. Holding Onto Outdated Positioning Statements. She suggests that sales reps forget a lot of what they "know". Relying Heavily on Discounts. The "Drop-In".

Case Study 135

Case Study Cold Calling Hubspot Discount 135

criteria for success

OCTOBER 20, 2020

What makes an effective sales manager? Acting as sales manager can be a difficult job because you wear two bulls-eyes: one on your front and one on your back. Your senior management is pushing for results, numbers, revenue, and profit. Your sales people are looking to you for guidance. Coach, don't manage.

Sales Management 59

Sales Management Leads Marketing Qualified Lead Guidelines 59

Sales Training Connection

JANUARY 5, 2015

Although Roger was discussing management in general, we thought his advice was particularly relevant for sale managers. So we borrowed some of Roger’s ideas and added a few of our own related specifically to sales management. Recalibrate for pivotal events. ©2015 Sales Momentum, LLC.

Sales Management 50

Sales Management Pivotal Coaching Account 50

Hubspot Sales

JANUARY 16, 2018

Right now, they’re probably SDRs and AEs -- with a few ambitious ones holding management or even director roles. But in eight years, millennials may hold half of your leadership positions. Or you’re a sales manager, and you want to double your team’s average contract value -- but that seems like a monumental feat.

Sales Qualified Lead 137

Sales Qualified Lead Sales Methodology CRM Objections 137

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.

Sales Management 59

Sales Management Strategy Lead Rank Lead Scoring 59

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.

Sales Management 62

Sales Management Strategy Face-to-face Coaching 62

Sales Training Connection

APRIL 20, 2015

Developing Sales Leaders. It’s natural for front-line sales managers to focus on sales team performance – drilling down on the numbers. Sales managers spend their careers developing the required skills with corporations providing the necessary training and encouragement. Are adaptable.

Sales Management 50

Sales Management Sales Leadership Study Pivotal 50

Sales Training Connection

MARCH 1, 2017

New Sales Managers. Customers now want sales reps who are trusted advisors not product facilitators. All this means that in order for a sales team to be successful in the years ahead, front-line managers need be highly skilled. 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

Salesmate

MARCH 31, 2020

Sadly, due to this infectious pandemic, the pressure has increased on the sales teams. Well, the difficulty level is even higher for sales managers. You need to stay strong, take control of the oars, and row the sales team in the right direction before the business sinks. Stay calm and help the sales team.

Face-to-face 123

Face-to-face How To Motivation Pivotal 123

Vengreso

JULY 30, 2024

Seeking to elevate your leadership capabilities and propel your sales team toward outstanding achievements? Sales management courses are equipped with the necessary strategies and tools for this purpose. Moreover, the benefits of investing in sales management training extend beyond individual growth.

Course 52

Course Sales Management Training Top of Funnel 52

Sales Training Connection

APRIL 15, 2015

Herminia Ibaraan, an INSEAD professor, recently published a provocative book arguing that in today’s market if you desire to assume a leadership position you must get outside your comfort zone. Would-be leaders must learn to pivot – it is more about doing something different rather than just the same thing better.

Sales Management 50

Sales Management Sales Leadership Coaching Sales Coaching 50

Sales Hacker

MAY 15, 2023

We’re approached multiple times a day by lead generation companies or outsourced sales companies who are either paid on retainer — regardless of performance — or paid on performance. What happens if you hire a sales team too early in the life of your B2B startup? Founder-led sales. So what’s the alternative?

Hiring 94

Hiring Outsourcing Services Ideal Customer Profile Pivotal 94

Bernadette McClelland

JANUARY 15, 2017

It means we have to position ourselves more strategically, increase our business acumen, continue to stay agile in order to cope with the changes, shift the way we think about ourselves, our role and our outcomes and still live a life that makes us feel fulfilled. Besides many today have their own gatekeepers.

Telemarketing 150

Telemarketing Lead Rank Margin Retail 150

Bernadette McClelland

JANUARY 11, 2017

And regardless of the title a leader carries, whether it be general, sales manager or company owner, if they are not thoroughly trained, they too , will come up short. Sun Tzu knew this and so does every leader on the planet. Some choose to train their army and some choose to not make it a priority at all.

Strategy 150

Strategy How To Competition Energy 150

Sales Training Connection

JULY 20, 2012

Examples include: developing special sales training for new product launches, designing sales training to support strategic initiatives like moving from selling individual products to selling an integrated solution, or creating custom-designed programs just for high-potential account executives. Bench Strength. Instructional Design.

Training 96

Training Face-to-face Retention Maximizer 96

Crunchbase

AUGUST 19, 2021

Many market success stories can be traced to strategic sales and marketing shifts initiated by perceptive business leaders. Pivots large and small. It doesn’t take a full pivot to succeed. New world, new sales strategies. What made the difference? How did companies that emerged from the COVID-19 crisis unscathed prosper?

Marketing 105

Marketing Telecommunications Pivotal Airlines 105

Janek Performance Group

AUGUST 3, 2024

This is an opportunity to position yourself as a trusted advisor, someone your customers can rely on during difficult times. Focus on the positive and build on what you’ve been able to accomplish. If sales are sluggish, stay engaged in the things that are important to your customers.

B2C 115

B2C Social Media How To Discount 115

Sales Training Connection

SEPTEMBER 20, 2016

A while ago we received a call from a company wanting to talk about coaching training for their front-line sales managers. They were real cheerleaders – they believed sales managers were the pivotal job for sales success and coaching was the sales managers’ key responsibility.

Coaching 50

Coaching Sales Management Training Sales Coaching 50