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How to Explore Data within Pipeliner Pivot Table Reports


Pipeliner CRM gives you the ability to create Pivot Table Reports. Pivot Reports are easily accessed and easy to configure over Pipeliner CRM Management Sales Reports cockpit. With the latest Pipeliner CRM release, you can easily find more details about each “cell” within the pivot report. What are Pivot Table […]. Tips and Tricks

Your Pivot Point and Your Breakthrough

The Sales Blog

Your Pivot Point and Your Breakthrough is a post from: The Sales Blog | S. If you want breakout results, you have to find your pivot point, that point where you change and your results go straight up from there. The fastest way to get to your pivot point is to hit rock bottom. When you finally can’t take it anymore, when the failure to produce some result suddenly overwhelms you with unbearable pain, you’re ready to pivot. You can pivot from there. Some, but not many, find mediocrity too painful to endure and make the pivot without hitting bottom.

My Three Words for 2014

The Sales Blog

My Three Words for 2014 is a post from: The Sales Blog | S. Pivot : To pivot means to shift directions. Pivot is my first word for 2014. Sales 3.0 Success frameworks how to pivot margin pivot what is margin Anthony Iannarino. Last year I chose the words platform, lean, and tribes around which to frame all of my goals and disciplines.

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%).

Dynamic Reports with Pipeliner CRM Pivot Tables


You no longer need to export your data from CRM to generate dynamic pivot table reports! With the Pipeliner CRM reporting feature and its profile settings you can predefine opportunity filters, sorting, and display options based on sales roles to quickly generate the pivot table reports you need. Give you more freedom of choice and [.] Tips and Tricks

Medical sales training – something different vs. more of the same

Sales Training Connection

Medical sales training. If you are a company selling medical devices, equipment, consummables, software or other medical market products/services, a piece of the puzzle for being among the winners is making the investment in your sales team commensurate with the need for change and the opportunity to benefit. So, what does it take for a company to implement a sales transformation?

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 management – balancing micromanaging and abandoning

Sales Training Connection

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. Regardless of the management area these reactions lead to reduction in performance and in sales the results can be truly telling.

Sales management: Step 1 – Stop annoying your sales team

Sales Training Connection

Sales Managers. This good idea also holds true for sales managers. Sales managers must follow-up to commitments they make to their salespeople in a timely way. 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 middle managers – what motivates them the most?

Sales Training Connection

Sales Middle Managers. Although these responsibilities often are perceived as bureaucratic, routine and less than glamorous, they are pivotal for bring innovation to life. Although all of this was not related specifically to front-line sales managers , we thought the tale was right on the money for that pivotal job. 2014 Sales Momentum, LLC.

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. ” Our frustrated sales manager’s concern is clearly legitimate.

Big data supports the importance of front-line sales managers

Sales Training Connection

Sales managers. We thought this was a particularly important study and set of conclusions for Sales. After all, the Sales function certainly is one that traditionally promotes successful salespeople into sales management roles. And, there is little question that Gallup’s five talents map extremely well against what it takes to be a great sales manager.

Data 93

Sales Managers: Don’t Be Shot by Both Sides


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. This modus operandi is reflected in sales manger attrition rates, which are quite staggering. Pity the poor sales manager.

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. Drill down and learn about the territory and the sales team.

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 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.

A sales leadership red flag – sales turnover matters

Sales Training Connection

Sales Team Turnover. Sales leaders spend a fair amount of time and effort reviewing issues related to the cost of sale. For those who have not recently taken a serious look at the cost of sales turnover, we thought a quick exploration of the topic might be warranted. Defining the sales turnover problem. Bottom line – sales turnover matters to the bottom line.

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.

12 Reasons Your Sales Results Are Plummeting

Sales and Marketing

Teaser: To help managers get to the root of their sales troubles, I’ve identified 12 common problems that can lead to a sales slump. By pivoting quickly and making a few key changes to your team and its process, you’ll see a boost to your sales. Issue Date: 2014-07-16. Author: Zorian Rotenberg, InsightSquared. read more

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. What does it take?

Sales managers – are you passing the leadership development test?

Sales Training Connection

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. We’ve witnessed too many sales teams where sales managers manage through dictates.

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 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. 2015 Sales Momentum, LLC.

Sales managers – a new pathway to leadership

Sales Training Connection

Sales Leaders. Would-be leaders must learn to pivot – it is more about doing something different rather than just the same thing better. Although Ibaraan was writing about business in general, we thought her message held particular insight for the world of sales. So let’s translate this message to sales management. 2015 Sales Momentum, LLC.

The Secret Path to Successful Sales Calls

Smart Selling Tools

Tweet Sales calls are conversational journeys. If you are to achieve your sales objective, you’ll need to guide each and every conversational journey with precision. How do you lead each conversation so the prospect will want to continue the sales journey with you? Did you first think through the key sales messages and the best way to communicate them to prospects?

Don't Let a Change in Strategy Disrupt Q1 Sales

Sales Benchmark Index

It has major ramifications for your sales organization. You need your sales team to implement the change quickly without losing focus. This post is about making your sales force more agile to handle change. The sales team just pushed hard to finish last year strong. Then a week at Sales Kickoff. Sales people implement change slowly when there is a lack of clarity.

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. In this case that means the sales rep.

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 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 Tips: Has Senior Management Given Up on Sales?

Customer Centric Selling

Sales Tips: Has Senior Management Given Up on Sales? By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® - The Sales Training Company. A disturbing trend that I am seeing in the marketplace is an escalating level of apathy at the senior executive level as it relates to the effectiveness and value of their sales organizations.

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. 2011 Sales Horizons, LLC.

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. 2015 Sales Momentum, LLC.

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. Remember, you are now a sales manager.

Sales Advice from Hannibal Lecter

The Sales Heretic

And he was an expert at divining human motivation, as evidenced in a pivotal scene in [.]. Sales motivation needs product prospect serviceHannibal Lecter would have made a great salesperson. And by that, I don’t mean that he’d eat the competition for lunch. The cannibalistic psychiatrist in The Silence of the Lambs understood that people’s actions are a result of their motivation.

It Ain’t Over Until It’s Over


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 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. 2016 Sales Momentum ® LLC. Here’s why.

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. 2013 Sales Momentum ® , LLC.

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. From our observation, these points are particularly important for front-line sales managers. They are the pivotal job for driving sales effectiveness. 2014 Sales Momentum, LLC.

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. What does that mean?

Sales training for meeting buyers’ expectations in 2016

Sales Training Connection

They expect sales reps to be knowledgeable about their industry, company, and issues at a higher level of proficiency than ever before. This buyer expectation requires that the sale rep have the information and skill sets to have compelling strategic business conversations. With that thought in mind, the sales training initiative should be viewed as a process not a single event. .