Increase Sales

DECEMBER 11, 2013

Today if I was employed as someone in sales management, I would create and modify a hiring process that would include this one sales talent assessment tool – The Attribute Index to ensure the hiring would not cost small business sales. Share on Facebook.

Hiring 143

Hiring Small Business Small Business Construction 143

Increase Sales

APRIL 22, 2013

How many times do sales professionals leave or fail to meet performance goals because of poor sales managers? I just came across some research highlighted by Top Sales World (source: Chally) that suggested “80% of sales managers fail within eighteen months of being promoted.” Share on Facebook.

Sales Management 165

Sales Management Training Promotion Objections 165

Pipeliner

MARCH 23, 2018

My company’s clients are usually classified as “small businesses”—although I personally despise that term. It is these very same “small businesses” that actually power the U.S. In fact the last census (2010) showed that small businesses (defined as having less than 500 employees) comprise 99.7

Small Business 79

Small Business Small Business Hiring Scale 79

No More Cold Calling

MARCH 20, 2014

Think sales training is unnecessary? Sales execs expect to hire the best, brightest, and most connected salespeople they can find—reps who will hit the ground running and bring in big deals in record time. The idea is that companies can increase sales effectiveness by simply hiring the right people in the first place.

Training 248

Training Hiring Referrals Enterprise 248

Pipeliner

OCTOBER 13, 2021

Small businesses need to get their sales right to match their revenue and growth goals. But it can be trickier than you imagine as you need to think beyond picking sales ninjas. You have to find the best fits and train and develop them down the line. Retaining a high-performing sales team is equally challenging.

Small Business 52

Small Business Small Business Hiring How To 52

No More Cold Calling

APRIL 4, 2013

Is training your sales team a waste of time and money? Sales training is not an event; it’s a behavioral change. Many sales leaders schedule training sessions, pat themselves on the back for investing in their teams, and consider their mission accomplished. Is Your Training DOA? Quite possibly.

Sales Management 265

Sales Management Referrals Small Business Small Business 265

Increase Sales

MARCH 8, 2012

Securing small business success requires positive and sustainable attitudes plus knowledge. However the focus of many sales training coaching programs, executive or business coaching is all about knowledge and skills and far less about attitudes and habits. Share on Facebook.

Small Business 98

Small Business Small Business Coaching ROI 98

Increase Sales

DECEMBER 9, 2014

Right now, sales managers to small business owners are finalizing sales training budgets for the next year. As they review each proposed sales training contract, they probably failed to read the Brain, Butt Clause. ” A lot of rushing water that drains just as quickly.

Training 175

Training Small Business Small Business Guarantee 175

Pipeliner

MARCH 23, 2018

My company’s clients are usually classified as “small businesses”—although I personally despise that term. It is these very same “small businesses” that actually power the U.S. In fact the last census (2010) showed that small businesses (defined as having less than 500 employees) comprise 99.7

Small Business 49

Small Business Small Business Hiring Scale 49

BrainShark

SEPTEMBER 10, 2023

Reps need to know A LOT to be at their best in front of buyers, but has your sales training strategy kept up with the times? Many organizations’ sales training has grown stale by relying on old-school tactics, like on-site boot camps and long-winded presentations, causing information overload for new reps.

Training 62

Training Hiring Objections Coaching 62

Increase Sales

JULY 10, 2013

Much is written and continues to be written as to why sales training or any other such of organizational training does not work. Others counter back is sales managers are the issue. Failed sales training is costly. Some may say because the focus should be on development. Share on Facebook.

Training 137

Training Hiring Small Business Small Business 137

The Sales Hunter

DECEMBER 19, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Dave Kahle has trained tens of thousands of B2B salespeople, sales managers and business owners to be more effective in the 21st Century economy. To access Dave’s training, insights and tools online, visit The Sales Resource Center.

Small Business 166

Small Business Small Business Hiring Ideal Customer Profile 166

Braveheart Sales

MAY 26, 2023

In this blog, we will shed light on the perils of neglecting your sales team’s growth and examine the underlying factors that contribute to the failure of developing sales professionals and sales management personnel. Missed Revenue Opportunities: Sales teams are at the forefront of generating revenue for a company.

Sales Management 52

Sales Management Competition Coaching Lead Rank 52

Braveheart Sales

MAY 26, 2023

In this blog, we will shed light on the perils of neglecting your sales team’s growth and examine the underlying factors that contribute to the failure of developing sales professionals and sales management personnel. Missed Revenue Opportunities: Sales teams are at the forefront of generating revenue for a company.

Sales Management 52

Sales Management Competition Coaching Lead Rank 52

No More Cold Calling

MARCH 25, 2021

She decided special training was needed for girls who wanted to become saleswomen, and perhaps one day, women sales leaders. And as a member of the executive committee of the Women’s Educational and Industrial Union of Boston, she had the means to provide that training. Learn more here. In Summary.

Hiring 379

Hiring eBook Cold Calling Scale 379

Increase Sales

JUNE 18, 2012

The crap quandary of sales training is “I or my people need some new knowledge on best selling practices or development of existing sales skills, but much of the sales training makes big promises, costs big dollars and delivers less than desired results.” And that thought is 100% accurate.

Training 162

Training Small Business Small Business Webinar Metrics 162

Velocify

MARCH 5, 2013

With Leads360 Express, sales managers will gain more control, visibility and peace of mind. Small business expert Rieva Lesonsky recently wrote that 2013 will be a year that small businesses “go for it” with small business optimism rising.

Small Business 73

Small Business Small Business Leads360 CRM 73

Increase Sales

MAY 9, 2014

After a extremely cold and snowy winter, sales people are out in force attempting to achieve the sales goals set by sales management. The problem is many of these sales managers have failed to do simple math to learn if these goals are realistic. By doing the math, probably2 sales people could be terminated.

Sales Management 126

Sales Management Salary Retention Compensation 126

Increase Sales

JUNE 13, 2012

A recent rerun of the movie the Good, the Bad and the Ugly reminded me of why sales training works or does not work. In many cases, sales training is more bad and ugly than good being sustainable and delivering the desired results. Was the sales consultant, trainer or coach forthright in determining the real problem?

Training 165

Training Lead Rank Small Business Small Business 165

Increase Sales

FEBRUARY 9, 2013

The reality is much of the organizational structure for mid size to small businesses (SMB) today including having a sales manager is based on some of the practices of years gone by much larger companies with over 100 employees and multiple locations. The SMB world of today is quite a bit different than yesterday.

Sales Management 146

Sales Management Hiring Webinar Metrics Sales Leadership 146

No More Cold Calling

JULY 14, 2015

Companies had no pipelines, and many businesses folded. The problem was that sales management had their heads in the sand. So, they neglected the strategies, sales metrics , and processes that could have kept their businesses strong, or at least afloat, when the going got rough. Then the recession hit.

Sales Management 120

Sales Management Hiring Referrals Conference 120

Increase Sales

SEPTEMBER 28, 2012

Sales teams are comprised on unique individuals each bringing his or her own beliefs, experiences and perspectives to the team. Sales Training Coaching Tip: The Attribute Index is a great and proven performance appraisal to identify top talents within a sales team or any employee in any organization.

Sales Management 128

Sales Management Webinar Metrics Small Business Small Business 128

Increase Sales

JULY 1, 2013

Once again a new sales coaching client is facing the super worker (think salesman) promoted to supervisor or sales manager disaster. Coming from a very supportive sales culture where her previous manager coached and helped her, she is now facing a 180 degree opposite. You begin to think: Am I doing things right?

Promotion 146

Promotion Sales Management Hiring Face-to-face 146

Increase Sales

JUNE 1, 2015

Even mid-size to small businesses can locate good sales training that meets their needs. Realizing training must be a continuum with development and then coaching the next steps. Investing time to find the right person such as a sales coach, business coach or sales training consultant.

Training 70

Training Hiring Small Business Small Business 70

Showpad

MARCH 16, 2021

We also know that a viable company must continually learn new skills to address the ever-changing challenges of sales productivity. The right training can be a game changer in sales success. And what tool do sales reps already have at their fingertips? A mobile sales training app is accessible 24/7.

Training 52

Training Analytics Sales Enablement Tools 52

No More Cold Calling

MARCH 13, 2014

The best way to motivate your sales reps is to believe in them. Sales managers can wreck a sales career or launch it. They can motivate reps who seem hopeless or derail the efforts of rising sales stars. Rene Zamora, a sales management thought leader and this month’s guest blogger, has a unique perspective.

Small Business 240

Small Business Small Business Sales Outsourcing Face-to-face 240

Increase Sales

APRIL 7, 2015

In the US, sales training is big, buck business. Yet as Rain Group and others have also shared, up to 90% of all sales training fails. I continue to sit back in amazement because the real reason behind “I want sales training” is ignored. No buy in from sales teams or sales managers.

Training 70

Training Small Business Small Business ROI 70

Increase Sales

APRIL 21, 2015

Is it just me or does most of the sales training appear to identify what makes the perfect, almost robotic top sales performer who never makes a mistake? Don’t you wish as a small business owner or sales manager if you could quickly train your sales people to be the perfect android?

Training 70

Training Sales Qualified Lead Small Business Small Business 70

Increase Sales

FEBRUARY 10, 2015

“We need some sales training” is heard quite often by small business owners to regional sales managers to even independent sales representatives. And in most instances, what is really wanted is effective sales training, not just any training solution.

Training 70

Training Small Business Small Business Twitter 70

No More Cold Calling

FEBRUARY 25, 2014

How do you successfully transition from sales rep to sales leader? I was an award-winning sales rep who was promoted to sales manager. I was also promoted without any training or guidance. I will never again underestimate the significance of a rep-to-manager transition. It happened to me.

Cold Calling 243

Cold Calling Promotion Small Business Small Business 243

Increase Sales

FEBRUARY 14, 2012

Many small businesses to large organizations would secure far greater results if they would think investment not cost regarding training the sales force as well as all other employees. The sales force is not viewed as human capital or an asset, but rather a liability to be controlled and reduced.

Training 79

Training Small Business Small Business Salary 79

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

Increase Sales

FEBRUARY 11, 2014

In the 21st century where the marketing channels have changed, where small businesses face considerable competition, if salespeople do not demonstrate this talent of self direction, they and their firms will suffer potentially negative consequences. This strong desire comes from an internal drive and is identified as self direction.

Sales Leadership 160

Sales Leadership Hiring Small Business Small Business 160

No More Cold Calling

AUGUST 20, 2015

If you’re a sales manager, you’ve probably even said it. The problem is that sales reps neglect important activities during early stages of the sales process. I asked my client how the sales reps prepared. ” Was their sales manager clueless, or what? You are now a true sales manager.

Closing 120

Closing Sales Management Referrals Ideal Customer Profile 120

No More Cold Calling

AUGUST 7, 2014

So if you’ve provided all the tools and training they need to succeed long-term, and they’re still more trouble than they’re worth, it’s time to make some tough decisions. Here’s his take: “Our clients are constantly asking us where sales managers should spend their time. Where Should Sales Managers Spend Their Time?

Hiring 274

Hiring Small Business Small Business Enterprise 274

No More Cold Calling

DECEMBER 16, 2014

With no formal sales training and very little real-world experience, today’s salespeople aren’t equipped to succeed. I never expected to have a long, successful sales career. Sales has always been a “sink or swim” profession, so it’s not surprising how many reps end up drowning. This is not micro-management.

Hiring 240

Hiring Guidelines Engineering Face-to-face 240

Jeffrey Gitomer

OCTOBER 4, 2011

Online Training. Tweet Share It seems as though there’s a slight sales surge going on, but no one’s talking about it much – probably because no one wants to jinx it. It’s important to note that many businesses have thrived through these times.). Train everyone to be able to answer every question from a customer.

Training 166

Training Hiring Social Media Loyalty 166