Steven Rosen

APRIL 1, 2024

These discussions, whether addressing underperformance, behavioural issues, or compensation adjustments, are crucial for maintaining a healthy sales environment and driving performance. A Look at the Stats Recent surveys and studies have revealed an uncomfortable truth: many sales managers regularly sidestep difficult conversations.

Conversion 227

Conversion Construction Survey Compensation 227

Sales 2.0

FEBRUARY 1, 2023

This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. This first interview is with Oliver Churchill , the founder and CEO of Acuity Sales Decision Science. I was curious to hear what he thinks. Like any new thing.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

MTD Sales Training

NOVEMBER 9, 2017

Last week, the CMI and Glassdoor published their research findings on management trends in their paper ‘Leadership and Culture at Work.’. Yet, the study shows that many of the top 20 companies advocate giving their staff a degree of independence and free-thinking that allows them some semblance of control.

Hiring 268

Hiring Sales Management Loyalty Study 268

Sales and Marketing Management

FEBRUARY 25, 2021

Author: Robert Workman As a trainer, especially a trainer of salespeople and sales managers, you bust your butt to do a great job. me) to actually absorb your outstanding training materials, then put them into action to achieve the desired results? . 1 in sales in every organization I joined. . So I studied the masters.

Training 194

Training Hiring Webinar Metrics Sales Qualified Lead 194

Sales and Marketing Management

OCTOBER 22, 2018

From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. These results were due entirely to sales manager skills, independent of the skills of their salespeople.

Sales Management 218

Sales Management Hiring Compensation Scale 218

Sales and Marketing Management

OCTOBER 29, 2018

From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. Frontline sales managers coach, influence and guide sales reps on a daily basis.

Sales Management 168

Sales Management Scale Compensation Study 168

Score More Sales

JUNE 27, 2014

This week, LinkedIn shared some statistics in its study women in sales. They searched for female vs. male names and parsed the data to see how many LinkedIn members were female and in sales vs. male and in sales by industry. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Study 231

Study LinkedIn Hiring Conference 231

Sales and Marketing Management

AUGUST 23, 2017

Author: Monika Götzmann When businesses need to improve sales, they are most likely to focus on salespeople and account managers, according to CSO Insights' 2016 Sales Enablement Optimization Study, with 94.3 In addition, the same study found sales training was the most popular sales enablement service.

Sales Management 196

Sales Management Study Influencer Sales Coaching 196

Sales Manager Now

OCTOBER 22, 2020

When you do a book study with your sales team you get a low cost, high return way to bring education and training to your team. Let me share some of the benefits of why I use book studies more… The post How to Do a Book Study With Your Sales Team appeared first on Sales Manager Now.

Study 78

Study How To Education Benefit 78

Understanding the Sales Force

NOVEMBER 25, 2013

Understanding the Sales Force by Dave Kurlan A very interesting article caught my attention on Inc. The goal of this study was very cool indeed, but the study, despite being developed by two business professors from Georgetown and UCLA, was poorly designed. No, not the sales process customization - that takes 30 days - tops.

Study 243

Study Sales Cycle Follow-up Account 243

Highspot

MARCH 26, 2024

Whether you’re launching a new product, implementing new sales strategies, or upskilling your team, sales training and coaching will always be of utmost importance. Oftentimes, sales managers won’t have the bandwidth to set up personalized training and coaching sessions for each rep on their team.

Sales Coaching 52

Sales Coaching Coaching Training Exercises 52

The Pipeline

DECEMBER 15, 2014

(STAR Results) , The Global 2015 STAR Sales Manager Survey. The Sales Manager Survey seeks opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers. The targeted audience for completing this survey is: VP of Sales.

Survey 256

Survey Sales Management Hiring Pharmaceuticals 256

Steven Rosen

OCTOBER 14, 2014

(STAR Results) has launched its global 2015 STAR Sales Manager Survey. The Sales Manager Survey seeks opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers. Business Unit Managers/Directors.

Survey 273

Survey Sales Management Hiring Pharmaceuticals 273

MTD Sales Training

FEBRUARY 26, 2018

No matter how long you’ve been associated with sales, you’ll never know it all. Whatever the case, a sales manager needs to watch how they communicate with their salespeople. We know you mean well, but these words simply don’t hack it for the sales person. It follows the age-old ‘why can’t you study like your sister?’

Sales Management 220

Sales Management Policies Motivation Study 220

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.

Sales Management 59

Sales Management Strategy Lead Rank Lead Scoring 59

Understanding the Sales Force

FEBRUARY 25, 2013

Understanding the Sales Force by Dave Kurlan If you conduct a Google search for Sales Excellence Studies you'll find more than 20,000 results. I'm sure that some of those results point to surveys that were conducted by others but either way, that's an awful lot of studies on sales excellence. But there are not.

Study 180

Study Compensation Survey Influencer 180

Understanding the Sales Force

FEBRUARY 25, 2013

Understanding the Sales Force by Dave Kurlan If you conduct a Google search for "sales excellence studies" , you'll find more than 20,000 results. I'm sure that some results point to surveys which were conducted by others, but either way, that's a lot of studies on sales excellence. But there are not.

Study 175

Study Compensation Survey Influencer 175

Steven Rosen

SEPTEMBER 27, 2017

Sales managers who spend more time in the field sales coaching outperform those that don’t! I was sitting in with a customer who is a sales force excellence expert and he asked me, “what do you see in the industry in terms of the number of days that sales managers are expected to be out in the field sales coaching ?”

Field Sales 265

Field Sales Sales Coaching Coaching Sales Management 265

PandaDoc

APRIL 3, 2023

Training your team requires providing them with more than a manual and a few workshops before sending them out into the field. 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. Start a free trial 3.

Training 98

Training Hiring Construction Case Study 98

Janek Performance Group

DECEMBER 29, 2021

At Janek Performance Group, we spent the year talking to hundreds of sales and sales management professionals, ranging from individual contributors to Chief Sales Officers. Here are the top sales training trends to watch in the coming year: Delivery Methods. In addition, training materials needed to adjust.

Trends 118

Trends Training Retention Face-to-face 118

Steven Rosen

JUNE 12, 2017

Sales Management Challenges . Many sales managers are finding it increasingly more difficult to keep juggling all their priorities. Well, here is a great opportunity to hear it straight from two leading sales management experts. Overcoming Your Biggest Sales Management Challenges.

Webinar Metrics 184

Webinar Metrics Sales Management Hiring Case Study 184

Jeffrey Gitomer

NOVEMBER 15, 2011

Online Training. Attitude Gems For You To Read And Study. attitude gems (mental snacks to chew on and digest) I’ve picked up along the way that I recommend you read, copy, share with others, post on your wall, and study in a way that you can implement then into your “thought and expression” process: 1.

Study 332

Study Hiring Social Media Loyalty 332

Mr. Inside Sales

MARCH 2, 2024

I’ve helped sales managers and business owners interview hundreds of potential sales reps over the years, and I’ve identified 3 top mistakes that virtually eliminate sales candidates on the spot! ON DEMAND SALES TRAINING THAT GETS RESULTS!

Hiring 241

Hiring Face-to-face Gatekeeper Decision Maker 241

Partners in Excellence

JUNE 29, 2020

You’ve moved from being an individual contributor to managing a team. How do you transition from being a great sales person into being a great sales manager. The job of sales manager is different. Our personal ability to successfully manage and close deals made us successful as individual contributors.

Promotion 94

Promotion Sales Management Territories Coaching 94

Steven Rosen

MARCH 18, 2023

Second-line sales managers (SLM) don’t coach their FLMs on their coaching. The role of the frontline manager (FLM) is to recruit, develop, and retain top sales performers. If you have had no coaching training during COVID, I suggest you find a way to brush up on your coaching skills. That’s right.

Coaching 156

Coaching Hiring Sales Coaching Sales Management 156

Steven Rosen

JUNE 20, 2019

Second line sales managers (SLM) don’t coach their FLMs on their coaching. By doing these basics well you will consistently crush your sales objectives. If you have had no training in the last 2 years on how to coach, I suggest you find a way to brush up on your coaching skills. That’s right.

Coaching 334

Coaching Hiring Sales Coaching Social Media 334

Allego

MARCH 30, 2023

They need help improving their productivity —to maximize sales results while reducing the cost, energy, and time spent on each deal. Sales training is one solution. This calls for innovative sales training ideas that are effective, engaging, and fit into your sellers’ busy schedules. You need a different approach.

Training 62

Training Face-to-face Exercises Maximizer 62

Steven Rosen

DECEMBER 9, 2015

(STAR Results) has launched its global 2016 STAR Sales Manager Survey. The Sales Manager Survey seeks opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers. Business Unit Managers/Directors.

Survey 120

Survey Sales Management Study Report 120

Highspot

JANUARY 9, 2024

What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. This makes B2B sales training more important than ever. What Does the B2B Sales Process Look Like? What Is B2B Sales Training? What is B2B Sales Training?

B2B 52

B2B Training Top of Funnel B2C 52

Steven Rosen

DECEMBER 9, 2015

(STAR Results) has launched its global 2016 STAR Sales Management Skills Survey. The Sales Management Skills Survey seeks opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers. Business Unit Managers/Directors.

Survey 120

Survey Sales Management Study Report 120

Steven Rosen

DECEMBER 9, 2015

(STAR Results) has launched its global 2016 STAR Sales Management Skills Survey. The Sales Management Skills Survey seeks opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers. Business Unit Managers/Directors.

Survey 120

Survey Sales Management Study Report 120

SBI Growth

FEBRUARY 7, 2014

Most organizations believe that their most successful sales people will make great sales managers. This thinking leads them to believe that you do not need training. A recent study showed that only 11% of organizations train their sales managers. Sales Manager Killers.

Promotion 288

Promotion Sales Management Hiring Face-to-face 288

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

Allego

NOVEMBER 21, 2018

A recent study by the Association for Training Development (ATD) uncovered some “fuzzy math.”. When ATD asked sales managers to estimate the number of hours they devoted to coaching every month, the average respondent said “three to four hours.” Tip 2: Enable Your Sales Managers.

Coaching 59

Coaching Sales Management Training Hiring 59

Sales and Marketing Management

JANUARY 2, 2019

Author: Brad Wilsted Note: This is part 2 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. What does great front-line sales management actually look like?

Hiring 224

Hiring Sales Management Territories Outsourcing Services 224

The Digital Sales Institute

JANUARY 18, 2021

Sales Training Programs Online. Sales training programs online could become the preferred delivery channel over the next few years. Online sales training has both advantages, disadvantages, and parity with the more traditional approach to upskilling salespeople. Sales Training Programs – Online.

Training 98

Training Hiring Remedy Video 98

Steven Rosen

DECEMBER 3, 2018

The results from Sales Mastery sales executive survey showed that 1/3 of executives surveyed, said that “ sub-optimal sales manager coaching” is one of their top 3 barriers to achieving their objectives in 2018. The studies below clearly shows that sales manager coaching has a significant impact on performance.

Hiring 272

Hiring Coaching Survey Sales Coaching 272