Hubspot Sales

MARCH 20, 2020

High-revenue growth companies are seeing the payoff; 54% of high-performing companies are using sales coaching more than in the past, and 60% use sales coaching as an integrated part of a sales training program. A survey of 330 U.S. It requires a process, a consistent sales methodology, and time.

Sales Coaching 112

Sales Coaching Research Coaching Sales Methodology 112

Sandler Training

APRIL 9, 2021

The Sandler Research Center surveyed sales leaders and sales managers in Q4 2020 to gauge the impact of the global pandemic on sales processes and operations across a variety of industries. The post Sandler Research Center Asks: Which Industries Have Done the Most to Adapt to a Remote Selling Environment?

Research 64

Research Industry Survey Training 64

The Brooks Group

AUGUST 8, 2019

This post comes from Michelle Richardson, Vice President of Research at the Sales Performance Research Center. The Brooks Group is proud to announce the launch of the Sales Performance Research Center. Subscribe here and look forward to upcoming research findings.

Research 76

Research Lead Rank Lead Scoring Industry 76

Anthony Cole Training

APRIL 9, 2012

The analysis of systems, priorities, processes, strengths, weaknesses and skills is critical for developing and implementing and sales or sales management training and development program. Performance Management. I'd like to do an kind of informal survey about how you are using your time when working with your sales team.

Research 175

Research Survey Marketing Analysis 175

HeavyHitter Sales

AUGUST 23, 2014

  Attention B2B Sales Managers and Salespeople!   I am conducting a Business to Business sales performance trend study. This study will address some of the hard hitting questions I get asked time and time again by sales leaders.      '

Survey 92

Survey Study Twitter B2B 92

Steven Rosen

DECEMBER 3, 2018

The results from Sales Mastery sales executive survey showed that 1/3 of executives surveyed, said that “ sub-optimal sales manager coaching” is one of their top 3 barriers to achieving their objectives in 2018. Coaching improves sales rep engagement. There is no silver bullet in sales.

Hiring 272

Hiring Coaching Survey Sales Coaching 272

SalesFuel

APRIL 2, 2024

of BDR professionals received a quota increase, reports 6sense research. To maintain team dynamics and deal flow, managers must actively help BDRs succeed in the new B2B marketplace. Managers can help sales reps who are waiting for great leads to be passed along by the BDR team. To some extent, managers agree.

Maximizer 116

Maximizer Face-to-face Social Media Hiring 116

Hubspot Sales

AUGUST 5, 2019

Delivering value, making the ROI case, retaining customers, growing accounts, recruiting top talent, forecasting, implementing a sales process, using sales technologies, winning against the competition, developing sales managers, coaching sales teams, generating leads, onboarding, productivity, compensation.

Sales Enablement 91

Sales Enablement Research Hiring Face-to-face 91

SBI Growth

SEPTEMBER 24, 2012

This post is about how CEOs should invest in sales managers to improve revenue growth in 2013. As part of our annual Q3 Research Tour, SBI surveyed over 10,000 sales reps. If you are considering sending your sales managers to training seminars in 2013, keep your money. Connect Skills & Outcomes.

Sales Management 267

Sales Management Hiring Comparison Quota 267

Sell Integrity

JUNE 23, 2020

In their new roles as sales managers, these individuals’ success would now depend on how well they could rally their teams. And there’s one specific management responsibility that can unlock all three: coaching. Why Tech Sales Managers Need To Understand Coaching. The Coaching Skills Every Tech Sales Manager Needs.

Coaching 85

Coaching Sales Management Company Face-to-face 85

HeavyHitter Sales

MARCH 17, 2015

  How Compensation Impacts Sales Organization Quality and Performance.   Exciting New Sales Organization Research!     Salespeople and sales leaders alike know that compensation can be a strong motivator, but it usually comes at a high budgetary cost.        '

Compensation 60

Compensation Research Survey Study 60

SalesFuel

MARCH 21, 2024

Developing an agile, adaptable approach to customer surveys and the data you collect needs to be a priority. PwC’s customer loyalty surveys provide insight to customer loyalty best practices. Photo by fauxels on Pexels.com SalesFuel - Sales Credibility | Sales Research | Sales Hiring | Sales Management | Sales Enablement

Lead Rank 115

Lead Rank Lead Scoring Loyalty Health Care 115

Pointclear

MARCH 12, 2013

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. We have some research to indicate that’s true, and that the statement’s directionally correct.

Research 253

Research B2B Sales Qualified Lead Lead Rank 253

Highspot

APRIL 28, 2020

Recent research from Richardson and Sales Performance International highlights the importance of following a process that supports your customers from “behind the scenes.” It also facilitates communication across the sales organization, which mobilizes the entire team to build momentum toward the close of the sale.

Research 52

Research Face-to-face CRM Survey 52

Allego

MARCH 28, 2019

In a recent post , we examined several disconnects between sales managers and reps regarding the quality and impact of managers’ coaching. Our recent survey of nearly 300 managers and salespeople revealed that significant numbers of managers and reps were on ‘different pages when it comes to coaching content.

Coaching 63

Coaching Sales Management Face-to-face Survey 63

SBI

JUNE 15, 2021

Sales enablement teams are fed up with chasing sales reps to complete their training exercises, sales managers resent having to take the time out of their busy schedule to listen to recorded sessions or do one-on-one roleplays, and front line sales people dislike being nagged to check the boxes on sales certification programs.

Sales Coaching 137

Sales Coaching Coaching Enterprise Enterprise 137

SalesFuel

MARCH 4, 2024

And research shows that prospecting calls are a serious struggle. SalesFuel reports on a survey that found “approximately one-fifth of sellers’ monthly outreach calls never turn into a sale.” Now, this will require some pre-call research to learn just how your solution meets their needs.

Prospecting 92

Prospecting Social Media Hiring Call-back 92

SBI

MARCH 25, 2014

Michael is the Executive Editor of Rapid Learning Institute and thought leader for the Top Sales Dog blog. He is a nationally recognized authority on selling and has written hundreds of articles and training programs for sales reps and sales managers. Connect with Michael via Twitter @TopSalesDog.

Research 134

Research Buyer Scale Hiring 134

VuVan

JANUARY 17, 2014

Sales Coaching Tools to Help Your Sales Team Reach Goals As a sales manager, one of the top priorities is. Set Aside Time for Effective Sales Coaching Sales coaching is only effective if the sales manager takes. Coaching Research/Survey coaching survey'

Survey 54

Survey Coaching Sales Coaching Research 54

Partners in Excellence

FEBRUARY 8, 2022

LinkedIn is filled with surveys about, “What is the highest priority focus for [Fill In Your Favorite Role]?” ” There are surveys asking for the one area sales managers should focus on. There are surveys for sellers covering things like prospecting, pipeline management, closing, sales process.

Survey 101

Survey Territories Hiring Incentives 101

RAIN Group

APRIL 19, 2023

What are the top sales priorities for the next 12 months? To find out the answers to these questions, we surveyed 322 sales, enablement, and company leaders globally, following up on our original research conducted in 2019. How should they be addressed to ensure they're achieved?

Survey 98

Survey Research Sales Enablement Follow-up 98

Partners in Excellence

SEPTEMBER 26, 2018

I’m a huge fan of the research done by the folks at CSO Insights. They are very gracious in sharing their research with me—Thank you! I was just reading their newly released 2018-2019 Sales Performance Report. This is total irresponsibility and cluelessness on the part of sales management.

Sales Management 77

Sales Management Hiring Quota Comparison 77

SalesLoft

AUGUST 30, 2016

In fact, new research suggests that gut-level feeling might be correct. In a recent study from the Sales Management Association, research found that sales training is best if not focused towards sales reps at all, but towards their managers. The Research Confirms. Flipping the Feedback Funnel.

Research 52

Research Training Top of Funnel Study 52

Sales Training Connection

MARCH 5, 2014

One was a post by Dean Newland and the other was a Bluteau DeVenny & Company white paper reporting on its research study. Both were about management in general but we thought the insights were of particular interest to those of us concerned about the world of sales. ©2014 Sales Momentum ®.

Sales Management 114

Sales Management Study Coaching Survey 114

Hubspot Sales

OCTOBER 18, 2022

These figures — ones used to measure how active and engaged salespeople are day-to-day basis — are central to the success and direction of most sales orgs. In HubSpot's recent Sales Strategy Survey of over 1,000 salespeople, we asked real sales managers about the metrics they track to gauge their reps' activity and effectiveness.

Cold Calling 116

Cold Calling Survey How To CRM 116

Showpad

AUGUST 1, 2019

Front line Sales managers are key to Sales growth. The best way to positively impact Sales at a given organization is to improve the sales productivity of its Sales reps. And the most effective way to do that is through the front line Sales managers. Support from upper management.

Sales Management 45

Sales Management Sales Enablement Coaching Resources 45

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do? Do nothing.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

HeavyHitter Sales

JANUARY 16, 2015

Martin, well-known sales author and sales organization researcher, set out to find. To do so, Martin conducted extensive surveys with top-level sales leaders, mid-level sales managers, and salespeople.   The answer to this question is exactly what Steve W.

Research 60

Research Analysis Survey Quota 60

The Center for Sales Strategy

MARCH 30, 2020

Even though using social media to sell has been widely adopted in many industries, the 2019 Media Sales Report revealed that social selling is currently more hype than reality. Only 12% of sales managers surveyed saying their salespeople are using social media effectively to set appointments with prospects.

Social Selling 113

Social Selling Social Media Benefit B2B 113

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do? Do nothing.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

SalesFuel

APRIL 30, 2024

Is the lack of employee engagement linked to your team management style? To answer this question, you could survey team members for their honest input. But if they see you actively working on your team management style, they’ll respect you. Photo by CottonBro Studio on Pexels.

Hiring 116

Hiring Call-back Proposal Survey 116

HeavyHitter Sales

OCTOBER 1, 2016

Martin research article originally appeared in the Harvard Business Review.   What are the personal attributes, attitudes, and actions that influence personal sales productivity? For example, 53 percent of the associations to the term “sales manager” were positive, and the top three answers were “coach,” “leader,” and “mentor.”

Research 60

Research Quota Study Influencer 60

No More Cold Calling

AUGUST 14, 2019

By chance, they were conducting a customer satisfaction survey with 50 of their best clients. The survey was several rounds. To this day, I have no idea where the question came from, but that survey was the genesis of my business. The survey had a seven-point scale, with seven being high. Was this company asking?

Referrals 291

Referrals Cold Calling Survey Scale 291

SalesFuel

MAY 17, 2024

Here are the marketers’ ratings broken down by category: Awareness: 78% of marketers say same ads are excellent or good at driving awareness Research and Consideration: 76% Loyalty: 72% Advocacy: 70% Purchases: 66% And, yes, video game advertising is measurable. Check out their profile on AudienceSCAN on AdMall by SalesFuel.

Video 52

Video Advertising Advertising Marketing 52

Zoominfo

OCTOBER 12, 2022

A few years back, someone in Wing’s position might have faced a long slog full of trial and error and manual research. Wing was able to lean on ZoomInfo’s Chorus conversation intelligence solution and its SalesOS platform to analyze successful deals and perform lightning-fast research on her new territory and team.

Analysis 130

Analysis Territories Scale SalesForce 130

Showpad

JULY 25, 2019

A coach sets the tone for success, creates a strategy, and provides continuous sales training and support so the team can reach its full potential. In Sales, front line Sales managers take on the role of coaches, supporting and developing team members day in and day out in their sales execution.

Sales Management 53

Sales Management Face-to-face Scale Coaching 53

Janek Performance Group

SEPTEMBER 5, 2023

When you consider the process, including interviews, questionnaires, and surveys, it can be a lot. This includes the C-suite , sales managers, and sales reps. Types of surveys vary from simple “Yeses” or “Noes” to a dichotomous, two-point scale of opposites or more complex Likert scales. Consider the demographics.

Analysis 62

Analysis Decision Maker Scale Survey 62