The Pipeline

SEPTEMBER 8, 2014

There has been lots written about the common mistake companies make in selecting new sales managers; specifically the habit of promoting some of their best sales people to the management ranks, whether they are suitable or not. The notion that the best managers are those who have done it is simply not right.

Hiring 296

Hiring Lead Rank Sales Management Lead Scoring 296

Highspot

NOVEMBER 21, 2023

What Makes a Great Sales Manager? What Sets Great Sales Managers Apart? Responsibilities of a Sales Manager Qualities You Need To Go From Good To Great Sales Management Strategy for Sales Managers The Importance of Sales Coaching And Training What Does Sales Manager Success Look Like?

Sales Management 52

Sales Management Strategy Lead Rank Coaching 52

Janek Performance Group

OCTOBER 13, 2021

Sales are up and it’s time to expand the sales department. But before you do, you need to find a new sales manager to support the additional sales reps. Peter was your first business development rep hired in the sales department. Why do companies promote the wrong person to sales management?

Promotion 118

Promotion Sales Management Hiring Coaching 118

Steven Rosen

JANUARY 9, 2024

Colleen Stanley and Steven Rosen from the Sales Leadership Awakening podcast discuss how building excellence in sales leadership starts with having the right team. Sales leaders must be willing to make tough decisions about non-performers and proactively recruit top talent. “The world is moving faster. .”

Sales Leadership 177

Sales Leadership Hiring Coaching Account 177

Steven Rosen

JANUARY 9, 2024

Colleen Stanley and Steven Rosen from the Sales Leadership Awakening podcast discuss how building excellence in sales leadership starts with having the right team. Sales leaders must be willing to make tough decisions about non-performers and proactively recruit top talent. “The world is moving faster. .”

Hiring 156

Hiring Sales Leadership Coaching Sales Goal 156

Steven Rosen

JANUARY 9, 2024

Colleen Stanley and Steven Rosen from the Sales Leadership Awakening podcast discuss how building excellence in sales leadership starts with having the right team. Sales leaders must be willing to make tough decisions about non-performers and proactively recruit top talent. “The world is moving faster. .”

Hiring 156

Hiring Sales Leadership Coaching Sales Goal 156

Understanding the Sales Force

FEBRUARY 2, 2017

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. Lack of sales management skills.

Sales Management 120

Sales Management Coaching Account Revenue 120

Janek Performance Group

DECEMBER 20, 2021

If you are a new sales manager, building trust with your sales team is your first challenge. Without trust, progress will be slowed and time is a luxury few new sales managers have. In this article we will outline the key elements of trust and how a new sales leader can build trust within their new sales team.

Sales Management 118

Sales Management Hiring Lead Rank ACT 118

Hubspot Sales

APRIL 3, 2020

It’s no secret that salespeople often fail as sales managers. Nonetheless, many of the best reps within an organization often end up in management positions. Whether you’re actively seeking a role as a manager or have already gotten a promotion, you should understand the most difficult aspects of the transition.

Sales Management 111

Sales Management Hiring Promotion Coaching 111

Janek Performance Group

DECEMBER 7, 2021

When I first entered the sales profession, my sales manager provided a data dump of product info for me during onboarding. The next phase of my training was to shadow one of the senior sales reps for a few days. I learned how he did sales, both the good and the bad. Once we got good at selling, we liked it.

Sales Leadership 118

Sales Leadership How To Hiring Coaching 118

Hubspot Sales

JULY 9, 2019

Specifically, the managers who lead your sales teams — they oversee the reps who communicate directly with your prospects and customers daily. Think about it this way: If you're a sales manager and you help each of your 10 reps sell 20% more, you've essentially just "created” two new salespeople.

Sales Management 117

Sales Management Hiring Buyer Persona Compensation 117

LeadFuze

MAY 17, 2021

What is a Sales Manager. A sales manager is a person that’s responsible for building, leading, and managing a sales team within an organization. . A sales manager will work closely with managers of other departments, as well as communicate with prospects and customers on a regular or semi-regular basis.

Paid Content 98

Paid Content Sales Management Hiring Lead Rank 98

Sandler Training

MAY 7, 2019

It's common for people to mistake sales management for sales coaching. In fact, these are two very different roles. The table highlights some of the most notable differences. Read Time: 5 Minutes.

Sales Coaching 61

Sales Coaching Coaching Sales Management Sales 61

Anthony Cole Training

JUNE 5, 2015

As I continue to think about habits of sales people and the role of the sales manager in identifying, assessing and “correcting” habits, I keep looking for additional information that might be additive to this string of articles. Ike sent me a link to a survey that was done regarding the hunt for sales managers/directors.

Hiring 120

Hiring Sales Management CRM Scale 120

No More Cold Calling

NOVEMBER 7, 2013

Avoid these sales management pitfalls. Sales execs recognize that coaching contributes to performance. Most sales leaders are so busy that the only coaching they have time for is asking reps who they plan to call during any given week. But that’s not coaching. But by how much?

Coaching 237

Coaching Sales Coaching Margin Small Business 237

Marc Wayshak

MAY 25, 2022

Do you manage a sales team or an organization that has a sales team? If so, you might often find yourself thinking, “I feel like with just a couple of small tweaks, we could be making so many more sales…”. Simply put, small tweaks have an outsized impact in sales. If this sounds familiar to you, you’re not alone.

Hiring 62

Hiring Sales Management Training Lead Gen 62

Steven Rosen

OCTOBER 23, 2012

My new book helps sales managers unlock hidden sales potential! 52 Sales Management Tips is an easy to read book offers common-sense tips and advice to help anyone, from the owner of a small business to the sales manager overseeing billions of dollars of business, better manage those in the trenches to increase profitability.

Pivotal 291

Pivotal Sales Talent Coaching Small Business 291

Zoominfo

APRIL 19, 2023

Coaching salespeople is not a new idea. It’s true that most sales professionals improve with experience, but if you can provide feedback and personalized goals, it’s possible to accelerate the learning process and get your sellers engaging with prospects faster. This is the time-tested practice of sales coaching.

Sales Coaching 130

Sales Coaching Coaching Hiring Analysis 130

Pipeliner

JUNE 22, 2023

The Surprising Truth about Sales Leadership: It’s Not All About Sales Are you a great salesperson and think you have what it takes to be a great sales leader? According to Vaughn, being a great salesperson does not automatically make someone a great sales manager or leader. Think again.

Promotion 52

Promotion Hiring Video Sales Leadership 52

Sales and Marketing Management

JUNE 30, 2019

So why is it any different with sales? In fact, more than six in 10 organizations (62%) say their sales onboarding programs are ineffective, according to the Sales Management Association (SMA). Far from a check-the-box approach, driving better sales readiness takes commitment, coordination and foresight.

Hiring 221

Hiring Retention Case Study Maximizer 221

Steven Rosen

NOVEMBER 15, 2012

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!” Get you copy now and be ready to take sales to a new level in 2013. Now available in paperback.

Hiring 296

Hiring Pivotal Sales Talent Small Business 296

PandaDoc

SEPTEMBER 2, 2020

Although 71% of companies say closing more deals is their top sales priority, further data from Forrester suggests that only 0.75% of leads generated become closed revenue. Compounding this issue is sales reps can spend up to 40% of their time looking for somebody to call, according to Insidesales. Adaptive Business Blog.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Alice Heiman

NOVEMBER 17, 2021

Hiring the right sales leader is something that every CEO has challenges with, so this episode of the Sales Talk for CEOs podcast is a great opportunity to improve your strategy and avoid some common mistakes. The perfect guest for this topic is Elay Cohen, CEO and Co-Founder of SalesHood , a sales enablement platform.

Hiring 131

Hiring Company Sales Enablement LinkedIn 131

Pipeliner

MARCH 1, 2018

The Job of a Sales Manager: What It Is and What It Is Not. This is an article for people who hire sales managers. It’s an article about the pure role of sales manager – a person who does not handle accounts personally but does supervise direct reports (called salespeople) whose primary function is to sell.

Hiring 72

Hiring Sales Management Account Revenue 72

Hubspot Sales

OCTOBER 19, 2020

Having talented sales reps is often a result of investing in effective sales coaching. According to research conducted by ValueSelling Associates , over half of high-performing businesses that have had sales coaching programs in place for three years or more experience high growth. Collaborative. Results-oriented.

Sales Coaching 129

Sales Coaching Coaching Construction How To 129

Sales and Marketing Management

JANUARY 6, 2020

Author: Colleen Honan and Liz Pulice As we head into 2020, many organizations are preparing for their sales kickoff meetings. These meetings are usually the one time of the year when companies can assemble their entire sales organization and get the team energized, engaged and prepared for the year ahead. .

Meeting 177

Meeting Retention Sales Enablement Guidelines 177

Sales Training Connection

JULY 25, 2014

Coaching sales strategy. Ask sales managers and salespeople what makes them successful. The answer we hear most often is: The best salespeople sell strategically and the best coaches help them learn how to do it. Sales managers can’t help salespeople become more talented, but they can help them become more skilled.

Coaching 99

Coaching Sales Management Strategy Face-to-face 99

Hubspot Sales

FEBRUARY 19, 2019

Sales management is one of the most difficult jobs out there. Your responsibilities span the organization -- along with the VP or director of sales, you're working with people in Product, Marketing, HR, and so on. Most importantly, managers are responsible for the individual and collective success of their salespeople.

Sales Management 101

Sales Management Hiring Quota Policies 101

DiscoverOrg Sales

DECEMBER 4, 2017

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. Streamlining the sales process. Create relevant sales content. Two things.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

The Brooks Group

JANUARY 17, 2018

The transition from salesperson to sales manager can be tough ( and doesn’t always work out in the end.) Overnight, someone who is used to being responsible for only their own performance, is suddenly responsible for the performance of an entire sales team. Mistake #1: You Keep Selling. Be okay with that.

Sales Management 49

Sales Management Face-to-face How To Coaching 49

The Brooks Group

JANUARY 17, 2018

The transition from salesperson to sales manager can be tough ( and doesn’t always work out in the end.) Overnight, someone who is used to being responsible for only their own performance, is suddenly responsible for the performance of an entire sales team. Mistake #1: You Keep Selling. Be okay with that.

Sales Management 40

Sales Management Face-to-face Coaching Report 40

Janek Performance Group

FEBRUARY 1, 2022

In sales management, a common saying is, “Hire slow and fire fast.” Secondly, it neglects coaching and training to boost performance. In addition to reassessing this approach, here are productive ways to hire, fire, and support a sales team: The Slow Hire/Fast Fire Approach. On the surface, it makes sense.

Hiring 118

Hiring How To Coaching Retention 118

Miller Heiman Group

AUGUST 28, 2019

In the latest episode of Move the Deal , host Greg Moore talks with Charles Forsgard, Honeywell’s vice president of global sales. How to Ensure Sales Success at a Global Scale. Creating a great global sales organization is a cross-functional effort. The Number One Priority for Sales Managers.

Coaching 52

Coaching Sales Management Scale Google 52

Pipeliner

OCTOBER 15, 2023

From Salesperson to Sales Leader Hello everyone, I’m John, your host, and today I’m excited to share with you a fascinating conversation I had with Matt Phillips, a leadership coach and host of the Matt Phillips podcast. We both agreed that this approach isn’t always successful.

Promotion 59

Promotion Video Scale Advertising 59

Partners in Excellence

AUGUST 24, 2023

” It’s so easy to blame our people for bad sales performance, but are we assigning the responsibility correctly? There are many types of failure, let me focus on the two that tend to dominate sales performance. The more common failure are systemic failures. They aren’t keeping healthy pipelines/funnels!

Outsourcing Services 82

Outsourcing Services Hiring Top of Funnel Coaching 82

Sales Training Connection

JANUARY 20, 2016

Sales coaching. Good sales coaching is a balance – a mix of feedback on things that go right, as well as, things that don’t. It is easier to see the ineffective – faults and mistakes than to detect and analyze skillful performance. Let’s take the example where a sales rep has successfully closed a deal.

Positioning 50

Positioning Coaching Sales Management Sales Coaching 50

Miller Heiman Group

AUGUST 28, 2019

In the latest episode of Move the Deal , host Greg Moore talks with Charles Forsgard, Honeywell’s vice president of global sales. How to Ensure Sales Success at a Global Scale. Creating a great global sales organization is a cross-functional effort. The Number One Priority for Sales Managers.

Coaching 48

Coaching Sales Management Scale Google 48