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The Key to Developing Outstanding Sales Managers

Steven Rosen

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

What Percentage of Sales Managers Have the Necessary Coaching Skills?

Understanding the Sales Force

I am often asked to explain what we look for when we evaluate Sales Managers. At this point, most experts agree that a good Sales Manager will spend half of their time coaching up the salespeople. Dave Kurlan Sales Coaching sales management training sales manager sales management seminar

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

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 Management & Discipline

Your Sales Management Guru

Sales Management and Discipline. 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?

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.

Sales management – balancing micromanaging and abandoning

Sales Training Connection

When asked about his early management challenges, Roger Ferguson – CEO at TIAA-CREF – shared: “You have to get the balance right between leaving them alone and micromanaging.” Regardless of the management area these reactions lead to reduction in performance and in sales the results can be truly telling. 2015 Sales Momentum, LLC. So where is the balance? 

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 salesTraining Sales Managers to Coach. 2014 Sales Momentum, LLC. A Classic – ’63 Corvette.

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.

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.

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.

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?

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?

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

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 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.   But sometimes first steps aren’t so easy.  People complain about their managers regardless of their position inside the organization or the type of business all the time. This good idea also holds true for sales managers. 2014 Sales Momentum, LLC.

Sales Management: What is your goal–today?

Your Sales Management Guru

Sales Management: What is your goal—today?  . Sales leadership is a constant focus on many various facets of business-it’s one of the reasons sales management is a one of the most difficult jobs in any business.  The person responsible for driving revenues has to focus on their sales team; its activity levels, their sales opportunities, morale/emotion, training, customers, perhaps marketing as well as other departmental interactions. It is because of these numerous aspects that many sales managers get distracted or lose focus.

Sales management – coaching for the Lombardi trophy

Sales Training Connection

Lessons for Sales Coaching. We’re in the midst of the NFL playoffs as teams compete for the Lombardi trophy.  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. 2015 Sales Momentum, LLC.

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. 2013 Sales Horizons, LLC.

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?

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.

STAR Sales Managers Win More Sales

Steven Rosen

All companies want to win more sales.  More sales equals greater profits. So why has winning more sales become the. The first place to start is by looking at your sales people and discerning why they are not performing. Often, companies will invest in sales rep training , CRM systems and buy new toys in an effort to improve sales rep performance.

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.  This is an equally valid proposition when it comes sales management coaching. 

“Sales Management” Is Not a Dirty Word

No More Cold Calling

Great sales leaders must also be great managers. 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. Unless sales leaders get out of their own way, they will get hit in the head again.

Sales managers and the story of the “super salesperson syndrome”

Sales Training Connection

Sales Manager. Well, a sales manager with the “super salesperson syndrome ” will probably exhibited some of these 6 characteristics : Sell rather than coach.  When push comes to shove, S 3 sales managers will spend their time selling rather than sales coaching.  Downplay the importance of sales training. Take over sales calls. 

Sales managers and the “mini-me” syndrome

Sales Training Connection

Sales Managers. I was talking with a new B2B sales manager about sales coaching. She was a super star as a sales rep and promoted to a sales manager just a couple of months ago. As a new sales manager , she was fortunate enough to inherit a young but very talented sales team. Many new sales managers were great sales reps.

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 – 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.

Should Sales Managers Coach?

Partners in Excellence

Perusing my news feeds this morning, an article entitled, “Should Sales Managers Coach” caught my eye.  My knee jerk reaction was , “Duugggh, isn’t the answer obvious?”  Is it a super closer/sales person? The job of the front line sales manager is to maximize the performance of each person on the team!  Is it a coach/teacher?

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 86

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.

Sales Manager Coaching Blunders Revisited

Steven Rosen

Sales coaching is the management No. activity that drives sales performance. The only problem is that managers have not been taught how to effectively coach. Coaching is a skill that takes time to perfect and unless effectively coached or trained managers can make all types of blunders. Do You Want To Increase Sales Performance?

Sales manager trust – everyday, all the time, everywhere

Sales Training Connection

Sales managers and developing trust. Sales managers must develop the trust of their sales team and help their team members to trust each other. Because of all this we are always looking for ideas that can help sales managers do a better job in developing trust.  So, how can sales managers develop trust ? 2014 Sales Momentum ®.

Sales Management: The need for creativity

Your Sales Management Guru

Sales Management: The need for creativity! This past week I had opportunity to work with a great client at their worldwide sales conference in Miami. Past blogs and our monthly newsletters have covered personality styles and time management so this week I thought I would address creativity. What was the most creative sales tactic you have used? The good news?

Successful sales managers – question success more than failure

Sales Training Connection

Questioning Sales Success. Last month Kat Cole – President of Cinnabon – shared in an interview: “I’ve learned to question success a lot more than failure. I’ll ask more questions when sales are up than I do when they’re down. I ask more questions when things seem to be moving smoothly, because I’m thinking: There’s got to be something I don’t know.”. 2014 Sales Momentum, LLC.

Sales management across generations – similarities not differences

Sales Training Connection

Multi-generational sales teams. There has been much written and many perceptions about Baby Boomers, Gen X and Gen Y – what they want and how to manage them. For sales managers the key walkaway in the results were about similarities.  From a sales leadership and sales management perspective the mega walkaway is all generations have similar expectations and needs. 

Sales managers – a new pathway to leadership

Sales Training Connection

Sales Leaders. Although Ibaraan was writing about business in general, we thought her message held particular insight for the world of sales.  In industry after industry companies are going through disruptive changes.  So let’s translate this message to sales management.  What could our sales manager do to action Ibaraarn’s message?

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

Sales Training Connection

Sales Coaching. 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.  Some don’t do it because they think their sales managers are experienced so they know how to coach. 

Sales Management Shouldn’t be a Horse Race

Your Sales Management Guru

Sales Management Shouldn’t be a Horse Race. During the past 18 years of consulting with hundreds of firms and certainly talking to thousands of people I have witnessed the same ignorance and casual attitudes in managing sales teams. That happens because of many reasons; lack of good pure sales management training programs, lack of previous exposure to sales leadership mentors or poor management styles. It happens in so many aspects of the job of sales leadership. This is a major focus most sales managers miss.).

10 questions to help sales managers assess their performance and adapt! – An STC Classic

Sales Training Connection

The same is true of sales managers. If you believe front-line sales managers are the key to a team’s sales success – and we do – the end of Q1 is a good time to look at what’s working, what isn’t working and why. Good managers are always asking themselves and others about what they could do better or differently. 2015 Sales Momentum, LLC.

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. While 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 – expectations and accountability

Sales Training Connection

Sales managers – setting expectations and accountability. Too often sales managers – and for that matter other managers – think what needs to be done is intuitive – so of course everyone on their team understands what is to be done and why. Unfortunately, very often it’s only intuitive to the sales manager – not to the remainder of the sales team. 

Sales Management Simplified Good Advice for Entrepreneurs

Increase Sales

businesses are managed by single office/home office entrepreneurs (SOHO), these crazy busy small business owners might think this book Sales Management Simplified by Mike Weinberg is not for them.  What a huge mistake they would be making if they passed up this excellent book on sales written for them as well as those officially in sales management.

Poor Sales Managers Are Trained; Great Managers Are Developed

Increase Sales

How many times do sales professionals leave or fail to meet performance goals because of poor sales managers? 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.” ” So why the high failure rate of sales managers?

Sales managers – 6 tips to be nimble!

Sales Training Connection

Sales managers – be nimble! The article by Adam Bryant, the NY Times columnist and author of Quick and Nimble , shared 6 pieces of advice for managers developing that ever-desired characteristic – nimbleness. We know successful front-line sales managers adopt this principle – they act as filters, not funnels. Salespeople and sales managers are no exception.