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Sales Manager Pain Point #1: The Sales Manager

Pipeliner

Of all the many pain points for a sales manager—and our research has turned up dozens—the first and foremost of these is the sales manager himself or herself. I’ll walk it back to how I came to this conclusion, so you can follow […]. The post Sales Manager Pain Point #1: The Sales Manager appeared first on Pipeliner CRM Blog.

7 Key Responsibilities of Sales Managers

Pipeliner

Armed with a territory, price structure, and targets, they could roam, free-range style, so long as they managed their territory and produced results. Sales management provided oversight, bridged with […]. The post 7 Key Responsibilities of Sales Managers appeared first on Pipeliner CRM Blog. Until lately, salespeople had a lot of control.

The First Thing a Sales Manager Must Know: Management

Pipeliner

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 […].

Pipeline Projections on CRM: A Godsend for Sales Management

Pipeliner

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 […].

Sales Managers: Prepare Your People for What’s Coming

Pipeliner

There are 18 million people currently in Sales today in North America. What we do know is that Sales is undergoing unprecedented transformation. As a sales manager, are you preparing your team for the seismic shifts ahead? The post Sales Managers: Prepare Your People for What’s Coming appeared first on Pipeliner CRM Blog. Sales Management

Sales Management and Lead Generation: The Lead Machine

Pipeliner

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).

3 Reasons to Invest in Your Sales Managers

Pipeliner

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

The Key to Developing Outstanding Sales Managers

Steven Rosen

Sales managers are the key drivers of success in sales organizations. 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. Hiring.

Why So Many Sales Managers are So Bad

Understanding the Sales Force

They are not usually bad people and they might not have been bad salespeople, but they are usually so ineffective in their role as sales managers. Dave Kurlan HubSpot Sales Coaching sales management functions pete caputa pipedrive sales management roleImage Copyright alvinge / 123RF Stock Photo ">123RF Stock Photo. I see bad ones everywhere I look.

Just How Important is Technology to a Sales Manager?

Pipeliner

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

Pipeliner

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

For the Future, Sales Management Requires Virtues Part 2

Pipeliner

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. […].

Sales Management: The Pain Point of People

Pipeliner

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.

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

Investing in Sales Management in the New Millennium

Pipeliner

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 […].

Top 10 Reasons Why New Sales Managers Fail

Steven Rosen

Of course my focus is on sales, sales leadership, executives and business. Your firm is growing and needs a competent, energetic sales manager to increase revenue and direct sales operations on the frontline. Salespersons can make great managers, but only if they avoid the following all too common reasons as to why new sales managers fail at such high rates.

Building a Sales Team: Sales Management

Pipeliner

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 […].

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.” Regardless of the management area these reactions lead to reduction in performance and in sales the results can be truly telling. 2015 Sales Momentum, LLC. So where is the balance? 

5 Sales Enablers Every Sales Manager Should Watch Like a Hawk

Pipeliner

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

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.

Sales Managers: Understand — and Encourage — Social Selling

Pipeliner

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

Sales Management & Discipline

Your Sales Management Guru

Sales Management and Discipline. 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?

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. First, that was then and this is now – a lot has changed in the world of Sales

Sales Managers Are You Unknowingly Building These Sales Motivation Barriers?

Increase Sales

Sales managers hold that position to lead the sales team by motivating them to sell.  Unfortunately, many in sales management build these 3 sales motivation barriers because they are ignorant of this simple understanding of human motivation – The Theory of Self Determination. The sales goal is set by the sales managers. Mastery.

Sales Management: Keeping That Customer—It’s Called Account Management

Pipeliner

In our continuing series on the pain points of sales management, we have explored the pain categories of sales management, the primary pain point of being a sales manager, the technology that sales management really needs, the vital subject of management, and specific pain points of sales management at a new company (part 1 and part 2 […].

Sales Force, Sales Management and Opportunity Cost

Pipeliner

Opportunity cost is the investment your company must make to achieve a sale, and it has a bearing on every company activity associated with a sales cycle. The post Sales Force, Sales Management and Opportunity Cost appeared first on Pipeliner CRM Blog. Sales Management Salespreneurs

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.

15 Things Top Sales Managers Do and You Should, Too!!

The Sales Hunter

  What makes someone a great sales manager? What Based on 15 years of consulting with sales teams, I have concluded the below list of 15 factors are what the “best of the best” do to be a successful sales manager: 1. Realize their job is not to be a sales […]. Blog leadership sales leader sales leadership sales management sales manager

Sales Management Is Hurting Sales Performance

Fill the Funnel

As the year begins winding down, sales teams are beginning to realize that expectations are not going to be met. Respected sales consultant and #1 best-selling author Mike Weinberg has released his new book titled Sales Management. Building on his direct, no-holds barred approach that propelled his first book, New Sales. In too many cases, missed by a lot.

How to Measure Sales Manager Coaching Effectiveness

Steven Rosen

Do you know how effective you sales managers are? The obvious place to start assessing your sales managers’ effectiveness is to evaluate the activity that has the greatest impact on sales rep performance. As you know, sales manager coaching is the #1 activity that drives sales performance and develops great sales reps. By Steven A.

For the Future, Sales Management Requires Virtues Part 1

Pipeliner

For our final 2 blogs in this series on sales management pain points, I want to discuss what is a very fundamental quality for someone’s successful conduct in life—that of virtues. Perhaps more than other more average fields, you really need virtues in sales management. Sales Management sales management

The Data Pyramid: A Primer for Sales Managers

Pipeliner

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 182

Sales management coaching – the power of questions

Sales Training Connection

Sales Coaching. Asking questions is also an underpinning of successful interactions between salespeople and their sales managers. The problem is too many times when coaching, managers do it the other way around.  They don’t ask enough questions and they talk more than the sales rep. 2015 Sales Momentum, LLC. Consider this …. How do you think the call went?

4 Greatest Risks for Sales Management

Pipeliner

No matter how you slice it, sales management is a tough business. Here are four primary risks for sales management—and how they might be addressed. #1: Salespeople Reporting False or Misleading Information to Sales Management It’s one thing for a salesperson [.] The post 4 Greatest Risks for Sales Management appeared first on Pipeliner CRM Blog.

The Sales Manager’s Success Checklist

Steven Rosen

January sales are in, how are you doing? It is far to early to look your at sales. Here are the top 10 questions you should ask yourself and your sales managers to gauge if you/they have set the foundation for success. If you want your sales team to perform and perform well you need to give them the gift of focus. Do All Your Sales Reps Have Strong Business Plans?

Sales Management: Can Its Pain Points Be Categorized?

Pipeliner

This is the beginning of a new blog series on the subject of sales management, its primary pain points, and how each of these is best addressed. There are literally hundreds of pain points that plague a sales manager. The post Sales Management: Can Its Pain Points Be Categorized? Sales Management sales management sales managers

Why Trust Is Key to a Sales Manager’s Role

Pipeliner

The relationships formed between salespeople and their managers is vitally important for businesses in the modern world. For this reason, sales managers training often places an emphasis on fostering a strong relationship […]. The post Why Trust Is Key to a Sales Manager’s Role appeared first on Pipeliner CRM Blog. For Sales Pros sales managers sales professionalsgood relationship can have a positive impact upon performance and job satisfaction rates, while a poor relationship can have the opposite effect.

Sales managers must be roadblock removers

Sales Training Connection

Sales managers – roadblock removers. Sales managers – how does your sales team spend its time? You can’t sell if you are not selling and most sales reps spend too much time not selling. . Simply put, there are roadblocks that every sales rep faces that are time-sinks. 2014 Sales Momentum ®. Sound familiar?

11 Actions Sales Management Must Take Now!

Your Sales Management Guru

11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. Sales leaders must continually keep their sales teams focused on goals and activities that make their teams and companies successful. Take Action.

What is the Role of a Sales Manager

Steven Rosen

just had a conversation with a sales executive who asked me “what is the role of the sales manager?” This executive was frustrated by poor sales and felt that the sales managers could be doing more to meet sales objectives. agree that the sales manager’s goal is to meet or exceed sales objectives. Hiring Top Sales People.