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


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 coaching training – necessary but not sufficient

Sales Training Connection

Sales coaching puzzle. while ago we received a call from a company wanting to talk about coaching training for their front-line sales managers.  They were real cheerleaders – they believed sales managers were the pivotal job for sales success and coaching was the sales managers’ key responsibility. 2016 Sales Momentum ®  LLC.

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

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 & 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?

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 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.

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 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.

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 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?

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

Why Trust Is Key to a Sales Manager’s Role


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.

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?

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 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?

Transitioning to sales manager – a rubicon moment

Sales Training Connection

New sales managers. You are now a sales manager.  So, what do you do now?  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. When taking over a sales team there is a chorus of requests to fix things. What happens to the new sales manager

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.

3 Magic Questions a Sales Manager Must Know

Your Sales Management Guru

Three Magic Questions a Sales Manager Must Know. 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. During any sales opportunity coaching sessions consider asking these three questions with any sales opportunity: Why do anything? Sales Leadership Training Sales Training

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.

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.

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.

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 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 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?

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 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 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.

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 – 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?

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 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 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.

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.

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 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 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.

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.

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?

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?