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101 Motivational Sales Quotes for Sales Managers


Sales managers live in a beautiful world of constant mixed emotions -negative and positive. Apart from pressures arising from sales targets, sales team and management, sales managers still have to contend with keeping the right frame of mind to deliver optimally. All About CRM Sales Management

The Entrepreneurial Sales Manager


He started 3 different businesses—a sales agency, a product company, and a consulting company—and has made over 4,000 sales […]. The post The Entrepreneurial Sales Manager appeared first on Pipeliner CRM Blog. Sales Management entrepreneurs sales management sales managers

The Three-Step Formula For Sales Management Success


When I speak with them behind closed doors, many sales managers tell me they feel overwhelmed and underpowered. The post The Three-Step Formula For Sales Management Success appeared first on Pipeliner CRM Blog. Sales Management sales coaching sales management sales managersWhen I ask them why […].

End of Year Checklist for Sales Management


That is only half the job for Sales Management at this time of year, the other half is being focused on planning for next year! We have created a checklist of major issues all sales leaders must work on to ensure the New Year will start […]. The post End of Year Checklist for Sales Management appeared first on Pipeliner CRM Blog.

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization

7 Pet Peeves That Keep Sales Managers Up at Night


No matter how you slice it, sales management is a tough job. The sales force is the front line of revenue. Company management doesn’t put that pressure on the salespeople, though: they place it squarely on you, the sales manager. The sales manager is the person responsible for meeting sales quotas, figuring out how they’re [.]

3 Reasons to Invest in Your Sales Managers


The Sales Manager is the most important position in a sales force. Sales management coaching and development is critical to your ability to make the number. Do you have a Sales Management Development Program? The post 3 Reasons to Invest in Your Sales Managers appeared first on Pipeliner CRM Blog. Sales Management

“Sales Management vs. Sales Coaching”—and Other Falsehoods


I recently heard a sales podcast that put forth a concept I was very surprised to hear: that sales coaching is more important than sales management. The post “Sales Management vs. Sales Coaching”—and Other Falsehoods appeared first on Pipeliner CRM Blog. Sales Management sales coaching sales management sales managers

The First Thing a Sales Manager Must Know: Management


Previously in this series, we’ve covered a sales manager’s primary pain point, the technology vital to being a sales manager, and the pain point of people. Now we turn to a crucial subject for sales managers: that of management itself. It might seem to be a self-contradictory statement: “The first thing a sales manager really […].

What Are the Three Magic Questions a Sales Manager Must Know?


In the 20+ years we have been working with sales managers and salespeople, a constant need is sales opportunity strategy advice. One of the main roles of a Sales Manager is to help train your salespeople on how to stay on track during a sales cycle. The post What Are the Three Magic Questions a Sales Manager Must Know?

Sales Management: Importance of Leading and Lagging Indicators


Much of the time, sales management is conducted through what are called lagging indicators. Examples of lagging indicators: Sales # of units sold Gross margin # of different products sold Market share Gross revenue # of deals […]. The post Sales Management: Importance of Leading and Lagging Indicators appeared first on Pipeliner CRM Blog.

Just How Important is Technology to a Sales Manager?


In our last blog in this series, we talked about the fact that very often the first pain point of being a sales manager is the sales manager themselves. Specifically, the way they are interpreting data and putting it into effect, and the way they are managing others. A key factor in a sales manager’s approach […].

“A Sales Manager Walks Into a Company…” Part 1


In our continuing series on the pain points of being a sales manager, we have explored the categories of sales manager pain points, the primary pain point of being a sales manager, the technology a sales manager really needs and the vital subject of management. Sales Management sales management sales managers

Sales Management End of Year Checklist

Your Sales Management Guru

Sales Management End of Year Checklist. . Depending upon the person and the conditions in their sales organization each article may or may not be pertinent. I decided to start with a Sales Management End of Year Checklist. Do I have to alter the sales compensation plan to help achieve the new goals? His blog has been rated in the sales blogs in the world!

Sales Management: The Pain Point of People


In our previous blogs, we’ve covered a sales manager’s primary pain point and the technology vital to sales management. Now let’s cover a topic near and dear to a sales manager’s heart: people. The post Sales Management: The Pain Point of People appeared first on Pipeliner CRM Blog.

Pipeline Projections on CRM: A Godsend for Sales Management


Sales management is a tough job, but it’s even tougher when your forecasting is done ‘blindfolded,’ using only a spreadsheet, when not using your CRM system properly, or when you have a CRM system without the best forecasting capability. As an interim sales manager, one of the first things I do, aside from boosting the […].

Building a Sales Team: Sales Management


In this blog series, I’ve covered numerous important aspects of building a sales team: start with salespreneurs, become customer-centric, tailor to your industry, have and use specific personality profiles, and insist reps be self-sufficient. But throughout all that, there is one function you’re going to have to have or the whole thing falls apart: sales […].

Why Sales Managers Need Street Smarts

No More Cold Calling

Tony Alessandra explains why the best sales managers learn on the job. This is particularly true for sales managers. For this month’s guest post, I asked Dr. Tony Alessandra to clear up the definition of formal knowledge versus street smarts, and explain which is better for sales managers. Did you study really hard in school? Studying was a discipline.

The Need for Emotionality in Sales Management


Ken Thoreson is the president of Acumen Management Group , and a recognized expert in sales execution channel management. He has over 18 years in consulting and advisory positions, and has led development-stage entrepreneurships as well as $250 million national vertical software sales organizations. He’s been ranked in the top fifty sales and marketing influencers four years in a row, is in the hall of fame of Sales Coach World, is ranged in the top twenty channel visionaries and is a member of the National Speakers Association. A : Absolutely.

Slammed! Sales Management Book Camp

Your Sales Management Guru

The New Sales Manager Boot Camp. We have too much to do, we don’t have time to build a sales organization. I am frustrated with my sales team, do I have the right team? I have a problem growing sales profitably. I am unsure what metrics to use to measure sales effectiveness. Sales Management Boot Camp maybe for you. For the New Sales Manager.

Investing in Sales Management in the New Millennium


Smart sales organizations know how important it is to invest in their frontline managers. Skilled sales managers are at the heart of the sales team. With our 2015 Sales Manager Survey, we set out to understand how companies go about building skilled leadership. What are the priorities for skill development and support? What we discovered […].

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. 2015 Sales Momentum, LLC. So where is the balance?

Sales Management and Lead Generation: The Lead Machine


In our continuing series on the pain points of sales management, we have explored the categories of sales management, the primary pain point of being a sales manager, the technology required by sales management, the vital subject of management, and specific pain points of sales management at a new company (part 1 and part 2).

5 Sales Enablers Every Sales Manager Should Watch Like a Hawk


Sales management is a challenging, exhilarating (often stressful) role — but you don’t need me to tell you that! The post 5 Sales Enablers Every Sales Manager Should Watch Like a Hawk appeared first on Pipeliner CRM Blog. Sales Management

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. But a hard lesson learned year after year in the sports world is that the best players don’t always make the best managers.

Sales management – the power of culture

Sales Training Connection

We thought this was an interesting idea for sales management to consider as they start a new year. Traditionally, we have talked a lot about best practices for sales strategy and sales call execution – we have positioned them as the hallmarks of sales success. So what might sales management do to help put in place a more supportive culture?

Habits of Highly Successful Sales Managers

Anthony Cole Training

Successful sales management requires several contributions: sales management managing sales teams sales habits highly successful salespeople

For the Future, Sales Management Requires Virtues Part 2


For our final 2 blogs in this series on sales management pain points, we’re discussing a very fundamental quality for someone’s successful conduct in life—that of virtues. In keeping with our topic, these virtues are, of course, for sales managers specifically. Perhaps more than other, more average fields, you really need virtues in sales management. […].

What Percentage of Sales Managers Have the Necessary Coaching Skills?

Understanding the Sales Force

I am often asked to explain what we look for when we evaluate Sales Managers. At this point, most experts agree that a good Sales Manager will spend half of their time coaching up the salespeople. Dave Kurlan Sales Coaching sales management training sales manager sales management seminar

Sales Managers: Understand — and Encourage — Social Selling


Your sales folks likely have a lot of questions around the subject and this FAQ section will help you answer them. [.] The post Sales Managers: Understand — and Encourage — Social Selling appeared first on Pipeliner CRM Blog. LIKE this, Hashtag that, Re-tweet this, Pin that! All the cool lingo and constant changes in social media trends and technology can make it challenging for a beginner to get started with social media. Social Selling

Another Powerful Reason Why Salespeople Struggle to Become Great Sales Managers

Understanding the Sales Force

Ryan changed jobs and companies this week when he started in his new role as Business Development Manager. When I congratulated him on his new job he wrote back the following: "You were 110% on the money back when I became a first time sales manager. We talk a lot about the mistake so many companies make when they take their best salespeople and make them sales managers.

The Key to Developing Outstanding Sales Managers

Steven Rosen

Sales managers are the key drivers of success in sales organizations. I would rather have a great sales manger and five mediocre sales reps than a mediocre sales manager and five star sales people. There have been major strides in helping sales people become stronger with sales enablement programs, training and automation.

Sales Management & Discipline

Your Sales Management Guru

Sales Management and Discipline. I received a call from a former client that was concerned about the status of their sales team and VP of Sales-it seems that their revenue was off more than $2M over the previous year and below their growth goal! After that conversation I next interviewed the VP of Sales. The VP of Sales and President failed on one major tenet of sales leadership; they forgot about the need for discipline. Review session on the 5 styles of leadership/management and coaching techniques. Need more sales management resources?

#SalesChats Ep. 21: Sales Management: The Need of Emotionality with Ken Thoreson


It often happens that sales managers get too focused on ratios, tracking of activity, and dashboard statistics, all critical and important for success–but they can miss the crucial factor of emotion. You have to connect emotionally with a salesperson, and with the sales organization so that you can charge them up. It’s the coach’s job to increase that to 110%.

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 and the empty-bucket strategy

Sales Training Connection

Melanie Whelan, CEO of SoulCycle, shared in a NY Times a simple, interesting framework for management strategy sessions. Whelan noted – we train our teams on what we call empty-bucket sessions where people state the facts of the problem, their interpretation and analysis of the facts and then and only then work collaboratively with their manager towards a solution.

The Data Pyramid: A Primer for Sales Managers


The post The Data Pyramid: A Primer for Sales Managers appeared first on Pipeliner CRM Blog. Sales Pipeline Management“Any fool can know. The point is to understand.” — Albert Einstein When looking at raw data, we need to be mindful of its limitations, and aware of its potential. It can help us to [.]

Data 202

What Sales Managers Do That Make Them So Ineffective

Understanding the Sales Force

Earlier this week I wrote an article on why so many sales managers are so bad. Now let's make the transition from baseball to sales management. Dave Kurlan Baseline Selling sales training sales management Sales Coaching BaseballIn today's article, I'll share what makes them so ineffective. Some were very good, and some were very bad.

The 7 KPIs for Sales Managers Dashboard

Increase Sales

Sales managers face increased responsibility and accountability. Research continues to show sales teams do not meet sales goals while margins shrink due to the dynamics of market forces as well as government compliance. 1 – Sales to Earn or Close Time. How much time elapses from the first contact to the earned sales or closed deal. Share on Facebook.

The #1 Reason Why New Sales Managers Fail

Steven Rosen

Why New Sales Managers Fail. Are you a new sales manager , or have you just been promoted into a sales manager role? I am going to share the number one reason why new sales managers fail. Time and time again companies promote their best sales reps into managerial roles. For new sales managers, things got worse in 2016.