Steven Rosen

APRIL 20, 2024

This clarity of purpose and direction is crucial in fostering a sense of belonging and motivation among team members. Gerilyn emphasizes the importance of these surveys, highlighting the organization’s dedication to analyzing feedback and making necessary improvements. Gerilyn shares, “I have the longest tenure team in the world.

Strategy 156

Strategy Lead Rank Lead Scoring Retention 156

Steven Rosen

AUGUST 12, 2023

As a sales manager, you’re prepped to provide constructive feedback to your sales reps. It’s about navigating the behavioural waters hindering a sales team’s growth. The Challenge with Arrogant Performers Some reps excel in sales but can be a friction point within the team due to their behaviour.

Coaching 156

Coaching Construction Sales Management Account 156

Janek Performance Group

APRIL 17, 2024

In B2B sales and marketing, companies employ various strategies to drive growth and expand their client base. Here, we’ll explore the role of BDRs, the pros and cons, and best practices to utilize them effectively: The Role of BDRs Typically, BDR is an entry-level position in larger, more complex sales organizations.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Allego

APRIL 25, 2024

In sales, for example, surpassing targets largely depends on the quality of training provided. In fact, companies that have dynamic and adaptable sales training strategies see an average of 10% more salespeople meet their quotas compared to those with rigid approaches, according to CSO Insights.

Handbook 62

Handbook Analytics Retention Motivation 62

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

Hubspot Sales

NOVEMBER 28, 2023

Marketing and sales teams rely heavily on one another to drive business. After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. Sales collaboration dramatically improves results, but bringing it to fruition can be more complex than it sounds. The result?

Lead Rank 99

Lead Rank Top of Funnel Marketing Qualified Lead Ideal Customer Profile 99

Janek Performance Group

FEBRUARY 13, 2024

For sales managers, look for qualities that build strong teams and motivate others to perform their best. Whether you seek a new hire or promotion, here are several essential qualities of sales managers. Spearheading a sales team is a multifaceted endeavor. If they’re going to coach others, they must be receptive to feedback.

Sales Management 139

Sales Management Hiring Promotion Motivation 139

Steven Rosen

AUGUST 13, 2023

Turning Obstacles into Opportunities: Managing Behavioural Issues I have had the privilege of working with numerous sales managers, guiding them through the challenges they face in leading high-performing teams. I want to share some actionable steps to empower sales managers to address behavioural issues.

Construction 156

Construction Face-to-face Pivotal Lead Rank 156

Steven Rosen

MAY 15, 2023

The Keys to BOLD Leadership Traditional sales leadership approaches no longer suffice in today’s fast-paced and ever-changing market landscape. To achieve success, sales leaders must embrace a new mindset— BOLD. Adaptabilit y BOLD sales leaders recognize the significance of adaptability in a dynamic market landscape.

Sales Leadership 156

Sales Leadership Construction Loyalty ACT 156

The Pipeline

JUNE 17, 2021

I am proposing that you make it safe to miss a sales target. I have some research that makes this a great debate to have in your sales team right now. Setting sales goals where even a 70% level of achievement would be great. How would you know if your sales teams are Psychologically safe or not? Hear me out.

Top of Funnel 352

Top of Funnel Quota Proposal Lead Rank 352

Zoominfo

SEPTEMBER 29, 2022

If you build things for a living, that discomfort can make honest feedback difficult to find — it’s hard to ask for, hard to offer, and hard to receive. What happens on a sales call is pretty magical,” Schuck says. The most honest feedback comes at that moment.

Engineering 130

Engineering Scale Call-back Decision Maker 130

Highspot

MARCH 12, 2024

The business case for a dedicated enablement function is powerful: 92% of companies acknowledge that the enablement function improves sales performance and, as a result, enablement budgets will increase 50% by 2027. The Role of Enablement in Modern Sales Organizations Enablement’s primary directive should be driving behavior change.

Scale 115

Scale Engineering Maximizer Lead Rank 115

Zoominfo

APRIL 19, 2023

It’s true that most sales professionals improve with experience, but if you can provide feedback and personalized goals, it’s possible to accelerate the learning process and get your sellers engaging with prospects faster. This is the time-tested practice of sales coaching. What is Sales Coaching?

Sales Coaching 130

Sales Coaching Coaching Hiring Analysis 130

Steven Rosen

APRIL 3, 2018

The What, Why, How, and When of Executive Sales Coaching. If you have direct reports, an executive coach can be a career catalyst, improving both your leadership and coaching/people management capabilities. Traditionally, CEOs, presidents and business owners were the group that benefited the most from executive sales coaching.

Sales Coaching 320

Sales Coaching Coaching Hiring Face-to-face 320

Steven Rosen

MARCH 23, 2022

Sales coaching is the No. 1 management activity that drives sales performance. Do You Want To Increase Sales Performance? Transforming your managers from good to great coaches can dramatically impact sales. Transforming your managers from good to great coaches can dramatically impact sales.

Coaching 292

Coaching Sales Management Face-to-face Sports 292

Awarathon

APRIL 12, 2024

Understanding the role of Generative AI in training The rise of Generative AI is transforming fields with the ‘adapt or perish’ mantra, and sales training is no exception. Generative AI is on the cusp of revolutionizing sales training programs. Let’s go through this in detail.

Coaching 52

Coaching Training Ideal Customer Profile Face-to-face 52

Smooth Sale

APRIL 15, 2024

Steering your business in the right direction can be challenging without a clear vision. By setting clear goals and objectives, you provide yourself and your team with a sense of purpose and direction, laying the foundation for long-term success. Use this feedback to make necessary product, service, or process adjustments.

Small Business 119

Small Business Small Business Advertising Advertising 119

Zoominfo

MARCH 4, 2021

On the other hand, a faster sales cycle keeps your buyer’s attention on your offering. Understanding the sales cycle in separate stages helps predict buyer behavior and selling outcomes. Sales reps can also pinpoint specific obstacles and make improvements with a stage-focused sales strategy. Prospecting. Engagement.

Sales Cycle 246

Sales Cycle Ideal Customer Profile Lead Rank Lead Scoring 246

Steven Rosen

APRIL 13, 2020

Sales Leadership Roundtable – Part II. This is the second post from the sales leadership roundtable. Ensure that what we say is not often what people will hear as sometimes people misinterpret, so make sure to have that feedback loop to your boss on what you are hearing. Click here to read part one. Find Out More.

Sales Leadership 298

Sales Leadership How To Journal Conference 298

The Center for Sales Strategy

SEPTEMBER 21, 2020

Sales leaders that commit to growing and developing their people through effective feedback boost sales performance, attract and retain top talent, and outperform other organizations that fail to make feedback and coaching a priority.

Maximizer 126

Maximizer Report Coaching Sales 126

Autoklose

FEBRUARY 26, 2024

Sales is challenging. Having proven rules to follow adds to predictability, which is of paramount importance to every high-performance sales development team. We’ve analyzed all that data and come up with these 10 tips for building and managing a high-performance sales development team. Table of Content 1. Scale Carefully 3.

Hiring 98

Hiring Top of Funnel Scale Campaigns 98

Allego

FEBRUARY 8, 2024

Effective sales coaching can lead to a 28% increase in quota attainment and a 32% increase in win rates, Korn Ferry research revealed. However, a poll conducted by the firm found 80% of sales leaders said they have no formal, or have inconsistent, sales coaching processes. Technological barriers also play a role.

Sales Coaching 71

Sales Coaching Coaching Tools Handbook 71

Allego

JANUARY 30, 2024

If you’re involved in sales training , you know creating a training program is a multi-step and multi-person effort. For sales training to be effective, you must: Identify Specific Needs: This involves understanding the unique aspects of your product or service, the target market, and the skills or knowledge gaps within the sales team.

Training 105

Training Hiring Exercises Webinar Metrics 105

Sales Hacker

JANUARY 30, 2023

The first goal of sales at a startup isn’t to bring in revenue — it’s to get customer feedback. I’ve used our sales process to iterate our way to product market-fit and wanted to share what I’ve learned along the way. Use sales conversations as a tool to get product feedback. What titles or departments?

Ideal Customer Profile 88

Ideal Customer Profile Conversion Marketing Hiring 88

Allego

DECEMBER 2, 2021

That was one insight among many in a new research report from The Josh Bersin Company: The Sales Employee Experience. Bersin’s research shows that an EX strategy is critical for creating sales success. Three Elements of Positive Sales Employee Experience. Just-in-Time Information.

Sales Enablement 139

Sales Enablement Positioning Coaching Collateral 139

Emissary

SEPTEMBER 20, 2022

Most technology revenue teams include a sales enablement function, but its mission has been evolving over the last several years. Recently, enablement has flexed to provide better support for sales in the face of the post-pandemic business environment and increasingly demanding technology buyers. Train Early, Often, and in Small Doses.

Sales Enablement 130

Sales Enablement Strategy Hiring Face-to-face 130

Showpad

FEBRUARY 16, 2024

Sales takes one look at it, gripes that it won’t work with their buyers, and never touches it again. The challenge becomes clear: your sales team is not bought in on your messaging and doesn’t believe it will help them succeed. Invite sales leaders to provide feedback on early iterations.

Marketing 52

Marketing Sales Leadership Buyer eBook 52

Janek Performance Group

APRIL 24, 2024

In B2B sales, autonomy, creativity, and adaptability are essential for success. Therefore, micromanaging your sales team can have detrimental effects on morale, productivity, and outcomes. In research cited by the Center for Sales Strategy , 69% of workers considered changing jobs because of micromanagement.

B2B 62

B2B How To Exercises Coaching 62

John Barrows

NOVEMBER 19, 2021

Nick Cegelski, AE at Time by Ping, frequently joins with the JB Sales teams on their webinars and is always a welcome guest, so we are thrilled to bring him back onto Make It Happen Mondays. This is a very tactical episode talking about what you can do before, during, and after the sale.

Social Media 113

Social Media Webinar Metrics LinkedIn Media 113

Showpad

MAY 25, 2023

Delivering the perfect sales pitch is one of the most challenging sales skills to master—both for inside and field sellers. A sales pitch must be confident, impactful, and quick. A great pitch doesn’t happen by accident—it takes practice, preparation, and feedback.

Scale 52

Scale Coaching Sales Coaching Report 52

criteria for success

NOVEMBER 3, 2021

While your marketing team has the most expertise in making these decisions, don’t forget to check with sales. Here are 3 kinds of marketing ideas you could be getting from your sales team. Your sales team can provide insights into the features prospects are requesting, as well as prospects’ common objections and concerns.

Marketing 98

Marketing Top of Funnel Survey Proposal 98

Hubspot Sales

OCTOBER 19, 2020

Having talented sales reps is often a result of investing in effective sales coaching. According to research conducted by ValueSelling Associates , over half of high-performing businesses that have had sales coaching programs in place for three years or more experience high growth. A stellar sales coach must be results-oriented.

Sales Coaching 129

Sales Coaching Coaching Construction How To 129

Hubspot Sales

FEBRUARY 21, 2023

The same is true in sales. An uncoachable sales team is easy to spot — they lack direction, motivation, and cohesion. But when sales reps embrace coaching, they invest in their success — and the success of their entire team. We don't like our weaknesses pointed out, and we often confuse feedback with critiques.

Hiring 92

Hiring Coaching Face-to-face Exercises 92

Janek Performance Group

MARCH 12, 2024

Virtual sales meetings are becoming increasingly common as teams transition to working from home and offices are spread out in different cities. In the past, a virtual sales meeting, whether by video or phone call, was generally not given the same consideration as an in-person meeting.

Sales Meeting 118

Sales Meeting Meeting How To Face-to-face 118

Hubspot Sales

FEBRUARY 14, 2024

The last thing you want from a sales email is sleazy, spammy… or even sales-y copy. That might sound counterintuitive, but I interviewed Yuval Ackerman , email strategist, who shared her top tips for writing sales email marketing that don’t give you the ick! Gaudio’s sales emails receive: 36.3% click-through.

Data 87

Data Segment Email Marketing Webinar Metrics 87

Partners in Excellence

FEBRUARY 7, 2024

Spending time with my people enabled me to see what they were facing, understand their challenges, seek their opinions and feedback; was well as to provide coaching. These meetings were always great to get feedback on what they thought of us, what they wanted to see from us, and how they viewed our competitors.

Face-to-face 107

Face-to-face Call-back Meeting Coaching 107

Sales Hacker

DECEMBER 21, 2023

Several leading indicators contributed here, including product maturity, a better understanding of our customers and competition, and better coordination across sales and marketing. Don’t discount their impact on driving new business, expanding customers post-sale, and coordinating efforts between go-to-market and product teams.

Engineering 97

Engineering Face-to-face Scale Proposal 97