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Sales management – balancing micromanaging and abandoning

Sales Training Connection

When asked about his early management challenges, Roger Ferguson – CEO at TIAA-CREF – shared: “You have to get the balance right between leaving them alone and micromanaging.” Although Roger was discussing management in general, we thought his advice was particularly relevant for sale managers. Recalibrate for pivotal events. 2015 Sales Momentum, LLC.

Building sales management excellence: 12 questions for getting it right

Sales Training Connection

Sales Management Excellence. Herminia Ibaraan, an INSEAD professor, published a provocative book arguing that in today’s market if you desire to get better at management you must venture outside your comfort zone. The message is: to achieve success, managers must learn to pivot – that is do something different rather than just getting better at doing what they are doing.

Sales Managers: Don’t Be Shot by Both Sides

Pipeliner

For any enterprise with a sales team (that’s nearly all companies), these feelings are particularly felt by the sales manager. To begin with, most sales managers are promoted into their positions from having been successful salespeople. But a hard lesson learned year after year in the sports world is that the best players don’t always make the best managers.

New sales managers – starting off on the right foot

Sales Training Connection

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. It is not an overstatement to suggest that front-line sales managers truly have become the pivotal job for sales success.

Sales management: Step 1 – Stop annoying your sales team

Sales Training Connection

Sales Managers. If you want to get better at management a good first step is – stop annoying you staff. People complain about their managers regardless of their position inside the organization or the type of business all the time. While her five points were written to apply to all managers – we thought salespeople would be able to relate to them.

Sales managers – and the smartest person in the room dilemma

Sales Training Connection

Sales managers. There’s little doubt that sales managers are the pivotal job for creating a superior sales team. And, a critical responsibility for the sales manager is coaching. Most people agree that sales coaching is important and can make a difference. In sales calls, we recommend that salespeople “ask, listen, and then talk”.

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.

Sales managers – expectations and accountability

Sales Training Connection

Sales managers – setting expectations and accountability. Too often sales managers – and for that matter other managers – think what needs to be done is intuitive – so of course everyone on their team understands what is to be done and why. Unfortunately, very often it’s only intuitive to the sales manager – not to the remainder of the sales team.

Sales management coaching training – necessary but not sufficient

Sales Training Connection

Sales coaching puzzle. 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. Time management. Doing.

Successful sales managers are effective delegators

Sales Training Connection

Lessons for Sales Managers. In the book, the author shares several key points about entrepreneurs which we believe surely presents lessons for sales managers. Delegators are great managers and supportive bosses. From our observation, these points are particularly important for front-line sales managers. 2014 Sales Momentum, LLC.

6 tips to help sales managers take over a new sales team

Sales Training Connection

Managing A New SaleTeam. Front-line sales managers are the pivotal job for building and sustaining sales success. How can new sales managers get a good start when taking over a new sales team? Technorati Tags: front-line managers , managing new sales teams , sales coaching , sales management , sales managers , sales training.

Sales managers – 6 tips when transitioning to a new sales team

Sales Training Connection

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

New sales managers – 6 questions to help avoid the granular trap!

Sales Training Connection

New sales managers. New sales managers face a lot of new challenges. As they seek to develop the skills to work through new challenges, there is a tendency to gravitate back to what they know how to do – in the case of new sales managers , it’s usually selling. When this happens what are these new sales managers doing? 2013 Sales Momentum, LL.

Sales person to sales manager transition – A STC Classic

Sales Training Connection

A Sales Training Connection Classic. 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.

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. Let’s take a look at 7 best practices for making the transition from sales rep to sales manager a little bit easier. Congratulations!

Sales managers – and the smartest person in the room dilemma – An STC Classic

Sales Training Connection

There’s little doubt that sales managers are the pivotal job for creating a superior sales team. And, a critical responsibility for the sales manager is coaching. Most people agree that sales coaching is important and can make a difference. One trap is believing you, the sales manager are the smartest person in the room.

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.

Is Sales Management Getting in the Way of Sales Success?

Jonathan Farrington

Recently, I made the point that the role of sales management – dare I say “sales leadership” – is now pivotal in the success of every organization and yet, it is becoming clear that around 80% of managers are unqualified to fulfil the role that is being asked of them. However the sales manager’s is with the sales force i.e. his subordinates.

Sales person to sales manager – making the transition

Sales Training Connection

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. Sales managers responsibilities extend far beyond face-to-face selling. 2011 Sales Horizons, LLC.

Medical device sales – sales managers play a pivotal role for sales productivity

Sales Training Connection

Medical device sales and sales managers. The cornerstone for making the adjustment will be the front-line sales manager. The Sales Executive Council , for example, reported a four-fold difference in top-line territory growth of sales reps under “star sales managers” (top 10%) compared to sales reps under weak sales managers (bottom 10%).

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.

It Ain’t Over Until It’s Over

Pipeliner

And secondly, how many instances do I see in Marketing and/or Sales, where bailing out occurs before it’s really the right time to make that decision? I’ve been doing a good deal of messaging and sales coaching over the past 6 months. I’ve also been writing and working with several groups of reps and sales scripts, to reach some really tough prospect targets. Well, you saw it.

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. 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. 2015 Sales Momentum, LLC.

Sales coaching – it’s a game of beat the clock

Sales Training Connection

Sales coaching and the time challenge. 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. Yet when it comes to beating the clock, sales coaching is usually one of the early losers. Focus and prioritize.

Sales performance – average is over

Sales Training Connection

Sales performance. If you are a VP of Sales, a sales manager or a salesperson, where you come down on this question will dramatically impact what you do as the future unfolds. In Sales, these forces will alter in a fundamental way what customers buy, how they buy, and what they are willing to pay for it. Rethink sales training. Revisit sales coaching.

Sales coaching – it’s a game of beat the clock – An STC Classic

Sales Training Connection

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. 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 directors – competencies for the job hunt

Sales Training Connection

Sales Directors. 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. Let’s assume you are a front-line sales manager who wants to become a Sales Director.

When The Leaders Are Leading, The Pack Will Follow

Jonathan Farrington

Unfortunately, most salesmen and women believe that a successful career in sales culminates in sales management, and yet there are of course far less management positions up for grabs than sales positions. As a consequence, salespeople with this attitude concentrate on making sales rather than investing in themselves in order to become Top 5 % players and eventually most become disillusioned, resulting in a significant dip in achievements levels. You see, today, the role of sales manager is pivotal.

Want more sales?

Steven Rosen

My new book helps sales managers unlock hidden sales potential! When a company hits a sales slump, most look at the sales staff — but that’s a mistake, in my new book 52 Sales Management Tips: The Sales Manager’s Success Guide ( Amazon ; Kindle $8.99) I share insights for sales managers to help them achieve better results and retain top sales talent.

Why don’t sales people pivot? Lessons from tech entrepreneurs

Sales Training Connection

Pivoting and Sales Pipelines. One concern we often hear from sales management is: “Our sales teams just don’t do a good job managing their pipeline.” As one frustrated sales manager related: “For some of my reps, accounts literally take up permanent residence at Stage 3 in their pipeline. Time is something no sales rep has in oversupply.

Why So Many Salespeople Are Failing So Badly …

Jonathan Farrington

One of the points I made was that in my experience, in the critical area of sales team development, most H.R. Make no mistake, as a sales leader, when one of our team fails, we fail. The real answer, as I alluded to yesterday, is the decline in the quality of sales leadership. This is a role, which is now pivotal in every organization, whatever the size: I liken their importance to that of the QB on a football team – yes, that important. Which is why it is alarming to note that the average tenure of a sales manager today is just eighteen months.

52 Ways to Improve Sales Performance

Steven Rosen

New book helps sales managers unlock hidden sales potential (available in paperback). The sales manager is the pivotal person in the sales-driven organization, and Steven’s book shows you how to excel!” This book helps the overworked and often under trained sales manager make immediate changes that will help their team achieve better sales.”.

Sales managers … don’t forget about trust

Sales Training Connection

Sales managers - building trust. It is difficult to overstate the importance of the front-line sales manager. Front-line management is the pivotal job for creating a great sales team. Ask most sales managers and they’d say that it is a time-balancing act. Doing things that build a real trust relationship with your sales team.

Salespeople – lesson from entrepreneurs – An STC Classic

Sales Training Connection

Our sales teams just don’t do a good job managing their pipeline.” As one frustrated sales manager shared: “For some of my sales reps, accounts literally take up permanent residence at Stage 3″ I hear a thousand reasons why hope is just around the corner. ” Our frustrated sales manager’s concern is clearly legitimate.

Sales productivity – the era of the absence of change is over

Sales Training Connection

Sales Simulations. However, the more important point for those in sales leadership roles is this period of change is unlikely to settle down into a new stable buying environment. What does this all means for sales leadership? As any senior sales leader will share – it means many things. Focus on the pivotal job first – the front-line sales manager.

Three self-imposed pitfalls facing new sales managers

Sales Training Connection

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? New sales manager. . And the new sales manager?

Sales management – it’s all about the time

Sales Training Connection

Sales Coaching. Front-line sales managers are the “pivotal job” for improving sales productivity. 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. Sales Calls. Strategy Coaching.

Guest Article: “TEAM SELLING–Lone Wolfs no longer reign supreme,” by Dr. Richard Ruff

Sales and Management Blog

As the CEB authors noted: “On the most effective sales teams, particularly B2B, the individual no longer reigns supreme. First, several markets are undergoing a transformational change where the customer is demanding the salesperson brings a broader and deeper level of knowledge to the sales process. This requires a team – a single sales person cannot do it alone. Sales Management Support. The frontline sales manager has always been the pivotal job for achieving sales excellence.According to the CEB authors, today’s sales managers are operating differently.

So You Can Sell, But Who Says You Can Manage?

Jonathan Farrington

Yesterday I made the point that the role of sales management – dare I say “sales leadership” – is now pivotal in the success of every organization – if you missed the post, do please simply scroll down. The skills required for managing, mentoring and developing a sales team are totally different from those required for selling.

Talent Trumps Everything!

Partners in Excellence

Billions are invested in the latest sales and marketing automation tools. Managers spend countless hours developing strategies and making sure plans/goals/programs/metrics are in place to execute the strategies as effectively and efficiently as possible. However, I’m constantly amazed at how casually managers treat “talent” issues. Talent trumps everything!