Highspot

OCTOBER 11, 2023

Effective sales management is the core of any successful business. Read on as we break down why strong sales management matters, along with proven strategies to achieve it. It involves planning, organizing, leading, and controlling the sales activities within an organization to achieve its revenue targets and close deals.

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Sales Management Strategy Lead Rank Lead Scoring 59

Partners in Excellence

MAY 20, 2022

First, congratulations, your first job as a sales manager is a huge step forward in your career. Now, don’t screw it up—you’ll get a lot of managers who will immediately congratulate you, shake your hand, smile then say, “What have you done for me lately?”. How did you get here?

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Sales Management Hiring Promotion Coaching 73

SBI

JANUARY 28, 2020

6 Ways Sales Enablement Leaders can Gain Sales Management Support. Sales Enablement is generally focused on assisting individual sellers with less focus placed on others in the organization. “ Sales Enablement supports the sales team to move buyers to a decision point. Can you help?

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Sales Enablement Sales Management Coaching Engineering 131

Hubspot Sales

NOVEMBER 26, 2020

Every sales manager has some degree of legitimate dedication to both their company and professional development. That's a big part of how you get to be a manager in the first place. The best sales managers lead by example. That's why exemplary sales managers never stop trying to improve.

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Sales Management Hiring Construction Report 122

Hubspot Sales

DECEMBER 8, 2022

One of my first customer visits as a young sales manager was in support of a salesperson — with a client I hadn't met before. It taught me some key lessons I still apply today — shedding light on five of the main traps several sales managers fall into. 5 Traps to Avoid as a Sales Manager.

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Sales Management Negotiation Meeting Sales 82

The Pipeline

SEPTEMBER 23, 2021

There has been no shortage of new sales related books during COVID, the usual mixed bag, with scale. But one stands out, The Building Blocks of Sales Enablement , by Mike Kunkle. Not only because of the author, Mr. Kunkle and the subject, sales enablement, but because way Mike approaches the subject. Big Messages .

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Sales Enablement Scale Hiring Maximizer 201

Hubspot Sales

MAY 29, 2019

So you’ve just been promoted to sales manager -- congratulations! You were a top-performing individual contributor in your previous position, but in your new role you won’t be able to do everything yourself. You’ll have to accomplish three primary tasks: Learn to empower your reps. Foster team growth.

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Sales Management Hiring Forecasting Pipeline 126

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…”. If this sounds familiar to you, you’re not alone. Scalable offering. Career progression.

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Hiring Sales Management Training Lead Gen 62

The Spiff Blog

DECEMBER 8, 2022

For better or for worse, since the beginning of time, humans have developed a habit of promoting top performers. Throughout history, you see the best soldiers promoted to captains, the best athletes promoted to coaches, the best students promoted to teachers, and the list goes on and on. Switching the Context of Success.

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Compensation Motivation Sales Management Strategy 71

Pipeliner

SEPTEMBER 15, 2020

Perhaps more than other more average fields, you really need virtues in sales management. The bottom line: if you don’t clearly understand how a sales manager needs to be poised for the future, you reduce the chances of creating value and growth. It is for this purpose I have laid out these virtues.

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Sales Management Hiring Biotechnology Call-back 75

A Sales Guy

JANUARY 18, 2018

It’s a sales manager’s job to know whether or not a salesperson is going to make quota or not and part of the process is understanding what deals are real and will close, and which won’t. Unfortunately, deal reviews can be all over the place. Deal reviews are a fail in most sales circles.

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Sales Management Buyer Closing Decision Maker 130

Partners in Excellence

MARCH 26, 2024

One of the comments I find most striking is Bill’s focus on the future of selling: “Looking back, I have thoroughly enjoyed the challenges of selling, growing companies, and all the great people along the way. My responsibilities included building profitability models for large, multi-million deals.

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Hiring Lead Rank B2C Conference 96

Adaptive Business Services

MAY 3, 2023

I’ve never been much of a big data guy. Nor have I ever required extensive reporting from my salespeople. What are my/our sales for the month? How much money do I have in my bank accounts? How much money do I have in my bank accounts? You can’t buy these. You need to earn them.

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CRM Banking Maximizer Data 122

Openview

SEPTEMBER 21, 2017

When that transition is from an individual contributor to manager, that adjustment can be even more jarring. We all know the typical story with sales managers – they were a top performing salesperson, had ambitions to move up in their career, and then a position opens up and they are managing a group of salespeople.

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Sales Management Hiring Sales Qualified Lead Pipeline 96

Alice Heiman

OCTOBER 10, 2018

Are you desperate for better results from your sales team? Before you fire them all, try the 5 Cs of effective sales management. The 5 Cs of Effective Sales Management. The clearer you are about what is expected, the more effective your sales team will be in delivering the results you need.

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Top of Funnel Sales Management Funnel How To 115

SBI Growth

JULY 22, 2013

You have to make the rest of 2013 with the sales heads you have.” Now you must make the number with less than a full team. But what you do about it is not. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute."

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Hiring Top of Funnel How To Social Selling 325

Nutshell

MARCH 11, 2019

You’ve probably just landed a new sales leadership role, and you want to make the transition as successful as possible. While this is an exciting time for you, it’s also a time of change for your sales reps. Understand what you were hired to accomplish. What does your manager expect from you?

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Hiring Sales Management How To Promotion 103

Pipeliner

SEPTEMBER 17, 2023

We’ve had some promising deals this year that, if won, would have insured a great end to the year. And unlike the Olympics, silver medals don’t get you on the podium. Sure, you’ve had some nice wins but the whale has eluded you. As a result, your numbers and your commissions have suffered. It’s not about you.

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Motivation Insurance Insurance Commission 69

Zoominfo

DECEMBER 17, 2021

ZoomInfo’s podcast, “ Pretty Big Deal ,” shares big stories from salespeople about the deals that shaped their careers. As we round out the year, here are four compelling takeaways to help improve the way you sell. Eventually, they were able to talk through a deal that both sides were comfortable with.

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Discount Negotiation Up-Sell Intent 100

Gong.io

JULY 25, 2022

So, this leaves a pretty big question on the table: How can we sell to a prospect without them feeling like they’re being sold to? One answer to this question is the Sandler pain funnel, a method of establishing need and urgency with prospects that feels more like a consultative interview than it does a sales pitch. Upfront contract.

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Top of Funnel Funnel Scale Sales Methodology 117

CommercialTribe

NOVEMBER 24, 2020

Welcome to part three in our series on data-driven sales coaching, aimed at arming sales leaders with the advice they need to effectively direct coaching efforts and realize a strong ROI. Five minutes in, something gives way… the excitement of closing this big deal takes over. Don’t worry! Easier asked than solved.

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Coaching Top of Funnel Hiring Sales Management 52

Pipeliner

FEBRUARY 15, 2022

Sales managers are quite familiar with the conversations that drive organizational decisions about whether to pursue major deals or to pass on them. Sales reps advocating pursuits will say, “It’s a big deal”, “It’s right in our power swing” or other similar reasons. But what do these reasons really mean?

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Ideal Customer Profile Enterprise Enterprise Margin 98

Sales Hacker

JULY 17, 2019

Are you in sales and looking to get promoted into management? Now, look at his advice: To become a sales manager, you essentially need to become an extension of your HR team — something every employee can do to make a positive impact on the organization. Insights from 11 sales trainers and coaches.

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Promotion Sales Management Hiring Lead Rank 79

Sales Hacker

OCTOBER 5, 2018

Kim* was fed up because James,* the star salesperson her organization promoted, wasn’t making it as a sales manager. James had been killing it at sales. It was clear he knew the industry and how to convert leads into sales. But then people on the sales team started leaving. Calls like this come in all the time.

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Sales Management Harvest Promotion Motivation 85

Hubspot Sales

MARCH 2, 2018

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Almost half of all sales teams don’t have a playbook.

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Sales Management Hiring Top of Funnel Funnel 108

Hubspot Sales

FEBRUARY 22, 2023

Many headlines throw the term around, claiming that employees are doing it — but do we really know what that means? And if so, what does it look like to sales professionals? Signs of Quiet Quitting in Sales Alessandro Marrarosa , an entrepreneur in Gruppo Raiffeisen, shared four behavioral signs of quiet quitters in sales.

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Motivation Quota Collateral Call-back 92

SalesFuel

MARCH 19, 2024

Organizations spend billions on B2B sales training every year. That’s because they overlook the way the B2B sales world has changed. Today’s B2B buyers research their options online long before they connect with any sales rep. Today’s B2B buyers research their options online long before they connect with any sales rep.

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B2B Training Hiring Lead Rank 52

Gong.io

MARCH 30, 2020

How do you build a healthy sales culture? Why is it important to create balanced sales territories? How can you transition to a remote workforce more easily? Create a psychologically safe environment to help your reps manage anxiety and stress. Building a Healthy Sales Culture. Key Points to Remember.

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Sales Management Lead Rank Territories Hubspot 62

Mindtickle

APRIL 9, 2024

In the past, most B2B sales were conducted face-to-face – perhaps in a prospect’s conference room or at a golf course. Many deals are closed today without the buyer and seller meeting face-to-face, a practice known as inside sales. The shift to remote sales accelerated during the pandemic. What do these teams do?

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Inside Sales Face-to-face Hiring Outside Sales 52

Allego

JULY 29, 2021

But for those of us who work in sales, our ability to adapt to change means the difference between success or failure. He teaches at Harvard Business School and for twelve years was the managing partner at the Center for Executive Development. Change is a part of everyone’s daily life. Balance In-Person and Virtual Selling.

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Strategy Top of Funnel Lead Rank Hiring 152

Allego

JANUARY 8, 2021

In episode 17, sales management authority Frank Cespedes explores how the pandemic has impacted sales training, what sales managers need to know about the new selling environment, and the biggest trends in sales learning. B2B sales—and sales training—have been upended by the pandemic.

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Lead Rank Comparison Top of Funnel Funnel 77

Gong.io

OCTOBER 19, 2021

Have mercy, it’s your everything. For a long time, sales leaders thought that the way to give sales teams a leg up was to help them target the right buyers in the right ways. Tons of software came along to do that quite effectively in recent years. Sales Enablement is about to become your priority (if it isn’t already).

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Sales Enablement Tools Top of Funnel Hiring 164

Mindtickle

AUGUST 25, 2022

Effective sales coaching can improve quota attainment by 21% and win rates by 19%. As it significantly impacts your team’s revenue generation, it’s essential to keep in mind essential sales coaching tips and techniques — even in your busiest periods like the end of the quarter. Provide regular training for your sales coaches.

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Sales Coaching Coaching Exercises Lead Rank 93

PandaDoc

APRIL 3, 2023

In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. There is no room for failure in today’s competitive sales landscape. With a defined and clear structure, staff can make useful decisions without the constant supervision of their manager.

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Training Hiring Construction Case Study 98

Chorus.ai

SEPTEMBER 22, 2020

All focus was on maximizing growth, and frontline sales managers were most worried about what to do if their reps were regularly exceeding quota. It’s altered so much of the context surrounding sales, from the kinds of companies able to buy to the language that wins deals. What Are Sales Best Practices?

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ROI Buyer Persona Churn Follow-up 118

BrainShark

JULY 4, 2023

Coaching sales reps is vital, and if you aren’t currently doing it, good news – getting started can make a world of difference for your bottom line. Challenges for organizations with untrained or undertrained reps include missed quotas, inconsistent messaging, and lack of sales readiness. What is sales coaching?

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Sales Coaching Coaching Hiring Video 62

Gong.io

MARCH 16, 2020

The good news: the principles behind managing a team are the same whether they’re in the same room… or remote in their living room. If you’re going to get this whole remote thing right, step one is making sure everyone on the team has visibility on what’s happening in deals. . But sales reps need individual recognition too.

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Strategy Hiring Call-back Handbook 145