Trending Sources

What Are the Three Magic Questions a Sales Manager Must Know?

Pipeliner

In the 20+ years we have been working with sales managers and salespeople, a constant need is sales opportunity strategy advice. One of the main roles of a Sales Manager is to help train your salespeople on how to stay on track during a sales cycle. The post What Are the Three Magic Questions a Sales Manager Must Know?

Sales Management End of Year Checklist

Your Sales Management Guru

Sales Management End of Year Checklist. . Depending upon the person and the conditions in their sales organization each article may or may not be pertinent. I decided to start with a Sales Management End of Year Checklist. Do I have to alter the sales compensation plan to help achieve the new goals? His blog has been rated in the sales blogs in the world!

Slammed! Sales Management Book Camp

Your Sales Management Guru

KEN: Normally I do not use this blog to promote, but I have had many readers inquire about out training programs and I wanted to let everyone know about this special opportunity. The New Sales Manager Boot Camp. We have too much to do, we don’t have time to build a sales organization. I am frustrated with my sales team, do I have the right team? Slammed!

Another Powerful Reason Why Salespeople Struggle to Become Great Sales Managers

Understanding the Sales Force

Ryan changed jobs and companies this week when he started in his new role as Business Development Manager. 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.

The Need for Emotionality in Sales Management

Pipeliner

Ken Thoreson is the president of Acumen Management Group , and a recognized expert in sales execution channel management. He has over 18 years in consulting and advisory positions, and has led development-stage entrepreneurships as well as $250 million national vertical software sales organizations. He’s been ranked in the top fifty sales and marketing influencers four years in a row, is in the hall of fame of Sales Coach World, is ranged in the top twenty channel visionaries and is a member of the National Speakers Association. A : Absolutely.

Sales Management & Discipline

Your Sales Management Guru

Sales Management and Discipline. I 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?

Training sales managers to coach – the good, the bad, and the ugly – An STC Classic

Sales Training Connection

We’ve written several blogs on sales coaching. Second, most people agree that coaching is a must-do for developing a superior sales team. Over the last 30 years we have designed numerous coaching programs for companies engaged in large B2B sales. Training Sales Managers to Coach. This configuration benefited both the sales managers and the sales reps.

The Key to Developing Outstanding Sales Managers

Steven Rosen

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

Sales Managers: Don’t Be Shot by Both Sides

Pipeliner

For any enterprise with a sales team (that’s nearly all companies), these feelings are particularly felt by the sales manager. To begin with, most sales managers are promoted into their positions from having been successful salespeople. But a hard lesson learned year after year in the sports world is that the best players don’t always make the best managers.

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 management – the power of culture

Sales Training Connection

We either haven’t taken them through the right process, or trained them appropriately. 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.

The #1 Reason Why New Sales Managers Fail

Steven Rosen

Why New Sales Managers Fail. Are you a new sales manager , or have you just been promoted into a sales manager role? I am going to share the number one reason why new sales managers fail. Time and time again companies promote their best sales reps into managerial roles. For new sales managers, things got worse in 2016.

5 Takeaways from a Sales Management Training

Sales Benchmark Index

I spent last week at a Sales Management training event with a client. As a Sales Operations leader, you must be allocating the right resources to training. Here are 5 key takeaways that made this training a success. Turn managers into leaders. Gamify the training. Train on Social Selling. Demand Sales Force Automation adoption.

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.

Building sales management excellence: 12 questions for getting it right

Sales Training Connection

Sales Management Excellence. Herminia Ibaraan, an INSEAD professor, published a provocative book arguing that in today’s market if you desire to get better at management you must venture outside your comfort zone. The message is: to achieve success, managers must learn to pivot – that is do something different rather than just getting better at doing what they are doing.

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?

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.

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.

Are You Sales Managers Sabotaging Your Company’s Sales Training Investment?

Sales and Management Blog

“We don’t spend money on outside sales training because it never seems to do much good. In the past we’ve had training companies come in and work with our team but as soon as they leave it seems like our people are just back to doing what they were doing before. Training is just a waste of our time and money.”. Many company leaders have the above attitude because their experience has been that the training they paid good money for didn’t change their sales team’s behavior—at least not for long. But is that really the problem?

Transitioning to sales manager – a rubicon moment

Sales Training Connection

New sales managers. You are now a sales manager. Even after some initial guidance from colleagues, most new sales managers find themselves struggling to figure out how to balance the requirements of the position. The mountains of paperwork about HR concerns and other administrative requirements take most new sales managers back a step or two.

Executive Sales Leader Briefing: Better to Train Your Salespeople or Your Sales Managers?

The Sales Hunter

Why do companies spend money training their salespeople, but fail to give any level of training and development to their sales managers? If I could only invest in one person, I would invest in my sales manager long before I invested in a salesperson. Blog leadership Sales Training executive sales leadership briefing leader sales leader sales leadership

Three Ways Sales Management Can Move ‘C’ Players to ‘A ‘Players

Sales Benchmark Index

Article Sales Strategy "A-Player" c player people plan sales sales coaching sales talent sales training talent managementDid you know that with the right coaching that 15% of you ‘C’ turn out to be your best ‘A’ players? Coaching them is extremely important. The first step is to find out how many ‘C’ Players you have on your team. .

Sales management – coaching for the Lombardi trophy

Sales Training Connection

Lessons for Sales Coaching. So we thought it would be a good time to see if there were lessons to be learned for those of us in the world of sales. Let’s transition all this to sales and sales coaching. As is the case with the NFL, the coaching relationship between a sales rep and their front-line sales manager has a direct and immediate impact on sales success.

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 professionalsA good relationship can have a positive impact upon performance and job satisfaction rates, while a poor relationship can have the opposite effect.

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?

Sales management: Step 1 – Stop annoying your sales team

Sales Training Connection

Sales Managers. If you want to get better at management a good first step is – stop annoying you staff. People complain about their managers regardless of their position inside the organization or the type of business all the time. While her five points were written to apply to all managers – we thought salespeople would be able to relate to them.

5 Sales Management Myths Debunked

Sales Benchmark Index

I sat across the desk from Mike, the new VP of Sales. Before his promotion Mike was the can’t-miss Sales Manager. Now he was just another VP of Sales in the crosshairs. After a quick conversation, we found he was committing 3 of the sales myths below. The majority of Sales VPs are guilty of at least one. Sales Leadership doesn''t know how to follow through.

STAR Results (Solutions That Achieve Results Inc.) Releases Global 2016 STAR Sales Manager Report

Steven Rosen

announces the release of its 2016 STAR Sales Manager Report which captures the opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers. The goal of the 2016 STAR Sales Manager Report is to help organizations better meet the developmental gaps of their frontline sales managers.

Sales managers – and the smartest person in the room dilemma

Sales Training Connection

Sales managers. There’s little doubt that sales managers are the pivotal job for creating a superior sales team. And, a critical responsibility for the sales manager is coaching. Most people agree that sales coaching is important and can make a difference. In sales calls, we recommend that salespeople “ask, listen, and then talk”.

Big data supports the importance of front-line sales managers

Sales Training Connection

Sales managers. When companies get it right managers thrive, staff is more engaged, and companies gain a competitive edge. In fact, according to Gallup , when companies can increase the number of talented managers and double the number of engaged employees, they achieve, on average, 147% higher earnings per share than their competition. 2014 Sales Momentum, LLC.

Data 93

Sales Management–Pragmatic Selfishness

Partners in Excellence

Perhaps it’s ambition, perhaps it’s ego, but many seem to capture their self worth in statements like, “I have thousands of people working for me…….” This classic hierarchical approach with the implicit idea of the power managers have over subordinates no longer works (if it ever did). Then there’s the “servant management” theory of leadership. What are we a managers supposed to do? We have to onboard them, train them, develop them to close any gaps that stand in the way of their success. Managers know they have to step up and take action.

Sales managers – leverage 10 behaviors of successful entrepreneurs

Sales Training Connection

Sales managers – success. It immediately struck us that these 10 behaviors, with a bit of tweaking, apply equally well to successful sales managers. Independent - Prepares to do whatever needs to be done to build a successful sales team. Promoter - Are the best spokesperson for their sales team. 2014 Sales Momentum, LLC. What do you think?

New sales managers – starting off on the right foot

Sales Training Connection

New Sales Managers. Customers now want sales reps who are trusted advisors not product facilitators. All this means that in order for a sales team to be successful in the years ahead, front-line managers need be highly skilled. It is not an overstatement to suggest that front-line sales managers truly have become the pivotal job for sales success.

Sales managers need feedback too!

Sales Training Connection

Sales Coaching. We have written a number of posts on sales coaching. You need a superior sales team and maintaining a superior sales team requires f ront-line sales managers who coach and who are good at it. But for sales managers to be good at coaching, feedback must run both ways. If sales managers don’t, sales reps will remain silent.

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.

Sales Enablement Versus The Front Line Sales Manager

Partners in Excellence

Mike Kunkle is leading an important discussion about a new trend in Sales Enablement. Mike identifies the issue: “I’ve been reading Sales Enablement leadership job descriptions lately. And the front line managers are doing what, exactly” Like Mike, I’m seeing the same trend. But isn’t that what front line sales managers are supposed to do?

Sales managers with new sales teams – first things first – focus!

Sales Training Connection

New sales managers. When front-line sales managers take over a new sales team, the natural tendency is to get things moving – make a mark. For example, it is not uncommon that the “what” turns out to be a bunch of stuff that choruses of those on your sales team are complaining about. 2014 Sales Momentum, LLC.

Sales managers – are you passing the leadership development test?

Sales Training Connection

Developing Sales Leaders. It’s natural for front-line sales managers to focus on sales team performance – drilling down on the numbers. Sales managers spend their careers developing the required skills with corporations providing the necessary training and encouragement. The sales teams usually make their numbers. 2015 Sales Momentum, LLC.

Sales managers – underestimating the power of words

Sales Training Connection

Sales managers – words have power! When salespeople get promoted to a sales manager position there are many traps to avoid and new things to learn from: analyzing CRM data, to conducting performance reviews to figuring out how you are going to find the time to coach. What’s interesting about this trap is regardless of tenure, we’ve seen sales managers fall prey.

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.