Understanding the Sales Force

MAY 5, 2014

In no particular order they are: Top 10 Sales Competencies. Top 10 Sales Management Functions. Top 10 Indicators That You Have a Trustworthy Sales Prospect. Top 10 Tips for Hiring Salespeople for Your Sales Force. Top 5 Reasons You Don''t Get More Strong Sales Candidates. 10 Sales Coaching Examples.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

The Sales Hunter

SEPTEMBER 24, 2013

Sales managers without even trying are very good at taking profit right out of their company. They do this because of how they handle things with their salespeople who in turn offer customers discounts. When a sales manager places pressure, they need to do it with guidance as to how the salesperson should handle things.

Sales Management 217

Sales Management Discount Consultative Selling Face-to-face 217

The Science and Art of Selling

JANUARY 17, 2014

For two weeks in December 2013, ShareBloc ran a contest to find the Top Content Marketing Posts of 2013 as part of their open beta launch. My article about the Agreement Frame was #1 in Sales Management for 2013, and #10 in the overall contest! After all, not all leads start warm.

Sales Management 52

Sales Management SAP Top of Funnel Sales Qualified Lead 52

The Sales Hunter

SEPTEMBER 27, 2013

As a sales manager, one of your jobs is to make sure your salespeople are equipped to succeed when selling to purchasing departments and/or buyers. Here are some suggestions on how to use t hat page : Rotate having a different salesperson each week review one of the articles and share his/her personal insights about it with the team.

Sales Management 190

Sales Management Selling Skills Buyer Motivation 190

Understanding the Sales Force

JANUARY 24, 2014

It got me thinking about the road most often taken to sales management. Compared to the rocky road to coaching in the NFL, the road to sales management absolutely sounds like a road paved with gold! You see, only 18% of all sales managers are any good at coaching and only 66% of them can be coached up.

Sales Management 214

Sales Management Webinar Metrics Coaching Sports 214

SBI Growth

MARCH 22, 2013

In particular, the front-line Sales Manager - a critical role responsible for marshaling a team of revenue makers. This post includes a downloadable Sales Leader Curriculum. This tool is perfect for HR Business Partners who serve the Sales function. It will help to prevent vacant Sales Management positions.

How To 312

How To Sales Leadership Exercises Proposal 312

Sales and Marketing Management

JULY 7, 2013

Issue Date: 2013-07-08. Teaser: They are questions that keep sales managers up at night: “ Why didn’t we win? ” A win or loss usually boils down to one factor – sales team actions. They are questions that keep sales managers up at night: “ Why didn’t we win? read more'

How To 247

How To Sales Management Sales Company 247

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. They represent the freshest, most innovative thinking on sales currently on the market and take into consideration the changing sales climate and competitive realities every sales rep and sales leader is facing. Top Sales Books to Read in 2013.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

Understanding the Sales Force

APRIL 29, 2013

I don''t promote an approach based on either Relationships or Solution Selling, but both must be incorporated into an appropriate 2013 sales approach. Without a sales process and a sales model, no methodology will work very well on its own. c) Copyright 2013 Dave Kurlan' Event details are here. (c)

Sales Management 196

Sales Management Lead Rank Consultative Selling Study 196

SBI Growth

JULY 22, 2013

You have to make the rest of 2013 with the sales heads you have.” Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." In the guide you will learn: Make the number with the remaining sales people you have. How to keep the people you currently have.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

Your Sales Management Guru

DECEMBER 3, 2012

Sales Leadership: 2013 Sales Theme. Last week I was speaking at a conference on: “ Building and Maintaining Sales Motivation ”, after the program several individuals came up to discuss my concept of a “Drive Statement. Then engage several team members to assist you in developing a sales theme or Drive Statement.

Sales Leadership 82

Sales Leadership Incentives Incentive Motivation 82

The Sales Hunter

APRIL 20, 2013

As a sales manager, do you ever go on sales calls with you sales representatives? Most sales managers and sales reps don’t handle the “four-legged sales call” in a way that garners the most success. ” Sales Motivation Blog. . ” Sales Motivation Blog. .

Video 204

Video Sales Leadership How To Motivation 204

Understanding the Sales Force

MARCH 13, 2013

Sales Management must spend 50% of their time coaching salespeople like this: An enormous part of developing salespeople these days is helping them to differentiate themselves from your competitors. The salesperson didn’t know how to prevent it from being an issue (tactics). c) Copyright 2013 Dave Kurlan

Coaching 264

Coaching Sales Management Decision Maker Competition 264

Increase Sales

JANUARY 10, 2013

As I listened to her, I realized that even today with all the management and sales training; the countless books and webinars; and the availability of small business coaches and consultants, there are far too many short sighted sales managers and small business owners. as per your existing sales agreements.

Small Business 151

Small Business Small Business Sales Management Epiphany 151

The Sales Hunter

NOVEMBER 8, 2013

That’s why I want to make you aware of Lee Salz and his team over at Sales Architects. They offer a great resource called The Sales Management Challenge. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Their goal?

Face-to-face 192

Face-to-face Selling Skills Motivation Sales Leadership 192

Sales Training Connection

NOVEMBER 3, 2013

New sales managers. New sales managers face a lot of new challenges. As they seek to develop the skills to work through new challenges, there is a tendency to gravitate back to what they know how to do – in the case of new sales managers , it’s usually selling. ©2013 Sales Momentum, LL.

Sales Management 117

Sales Management Face-to-face Pivotal Coaching 117

Sales Training Connection

NOVEMBER 22, 2013

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. So how do we avoid this trap?

Sales Management 119

Sales Management Sales Coaching Sports Coaching 119

Sales Training Connection

APRIL 5, 2013

Kanter was writing about leadership in general, we thought her message held merit for front-line sales managers. Most sales managers work in a highly demanding and challenging environment. Clearly it is important to help sales managers learn how to create an environment where accountability is valued and taken seriously.

Sales Management 114

Sales Management Sales Coaching Coaching Sales Leadership 114

Sales Training Connection

DECEMBER 18, 2013

Salespeople often raise problems with their sales managers that require fixing. Here are two approaches for this problem-fix type discussion: Approach 1 – Some salespeople raise problems with their sales managers salestraining with the conversation culminating in the salesperson simply “tossing the ball” to the sales manager.

Sales Management 119

Sales Management Coaching Training Sales Coaching 119

Steven Rosen

NOVEMBER 15, 2012

New book helps sales managers unlock hidden sales potential (available in paperback). The sales manager is the pivotal person in the sales-driven organization, and Steven’s book shows you how to excel!” Get you copy now and be ready to take sales to a new level in 2013.

Hiring 296

Hiring Pivotal Sales Talent Small Business 296

Sales Training Connection

MARCH 27, 2013

Second, most people agree that coaching is a must-do for developing a superior sales team. Some don’t do it because they think their sales managers are experienced so they know how to coach. Others pass because their sales managers are busy, so coaching training is not viewed as a good use of time.

Coaching 115

Coaching Sales Management Training Consultative Selling 115

SBI Growth

JANUARY 2, 2013

But you can excel in 2013 because of your shortcomings in 2012. And with these answers come chances for improvement in 2013. Talent Assessment of Sales Leadership and Sales Reps. Build specific competency and accountability based scorecards for Sales Leadership and Sales Reps. What about a “qualified lead?”

Lead Rank 267

Lead Rank Lead Scoring Sales Qualified Lead Lead Gen 267

Steven Rosen

JANUARY 4, 2013

Click here and download my 2013 Goal Planning Guide and follow my “5 Steps to Achieving Success”. The table below demonstrates how to achieve your goals. Steven Rosen, MBA Author | Coach | Speaker helps companies transform sales managers into great sales leaders. The key is to: Decide what you want to achieve.

Face-to-face 293

Face-to-face Call-back Study Coaching 293

Braveheart Sales

SEPTEMBER 24, 2020

Of all the things that a sales manager needs to do, the most important is clearly coaching. Honestly, it has the biggest impact on sales success. What’s most important is the amount of coaching, not how good it is. Frequently it is because they don’t want to “micro-manage” individuals. How to Coach.

Coaching 40

Coaching How To Data Video 40

Sales Training Connection

JUNE 19, 2013

Medical device sales and sales managers. These shifts mean medical device companies must re-address their value propositions and adapt how they sell. The cornerstone for making the adjustment will be the front-line sales manager. Get serious about sales training and development.

Pivotal 100

Pivotal Health Care Hiring Sales Management 100

Sales Hacker

NOVEMBER 6, 2017

If you want to learn how to manage a sales team, you’ve come to the right place. Managing a sales team is definitely a challenge, but until you have managed or been on a sales team building revenues at +20% MoM AT SCALE, you may be in for a swift and rude awakening. Manage expectations.

Hiring 90

Hiring Lead Rank Lead Scoring Oracle 90

Increase Sales

JULY 15, 2013

Believe it or not, advertising spending in newspapers is down 4% in the first Quarter of 2013 compared to the first quarter of 2012. Source Kantar Media June 2013) Yet in that same time frame Outdoor advertising is up 4.3%. Salespeople truly must become far more innovative in their sales solutions. Share on Facebook.

Small Business 157

Small Business Small Business Advertising Advertising 157

Understanding the Sales Force

JUNE 18, 2013

Let''s discuss the challenges of this model in a smaller company where there may be a half dozen salespeople or less reporting to one sales manager. How is that one person supposed to handle: Sales Leadership. Sales Architecture. Sales Infrastructure. Sales Talent Management. Sales Enablement.

Sales Leadership 224

Sales Leadership Lead Rank Sales Qualified Lead Sales Talent 224

SBI Growth

AUGUST 8, 2012

Sign up for our Make the Number Tour if you would like to see how your peers are allocating people, money and time in 2013. Over the last 12 months we: Surveyed over 10,000 sales representatives. Surveyed over 4,500 sales managers. How to bridge the gap?” Why should you care?” Follow @TerryStidhamSBI.

Quota 276

Quota Demand Generation Agencies Marketing Demand Generation 276

Score More Sales

OCTOBER 9, 2013

This panel session is part of the Sales Management Summit on BrightTALK. The goal is for us to share insights into how to close the year with a bang and gear up for a successful 2014. Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for sales strategies, tactics, and tips in selling.

Webinar Metrics 214

Webinar Metrics Closing Strategy Lead Rank 214

Understanding the Sales Force

SEPTEMBER 17, 2013

I''ll be speaking at the EcSell Institute Fall Sales Coaching Summit in Chicago next week. I last mentioned EcSell in an extremely popular article, This is How Sales Managers Should Coach Their Salespeople. But we''ll share examples that will blow your mind and show you how to develop the same level of effectiveness. (c)

Coaching 201

Coaching Exact Webinar Metrics Sales Leadership 201

SBI Growth

SEPTEMBER 5, 2012

Help the sales leader identify any reps that are at risk of leaving. This should actually be an ongoing task of the HR leader to have frequent discussions with Sales Directors and Sales Managers to keep pulse on which Reps may be at risk for leaving. Has any documented issues of “disconnect” with sales management.

Sales Talent 288

Sales Talent Hiring Lead Rank Lead Scoring 288

Understanding the Sales Force

JANUARY 27, 2014

Just as important, we were able to neutralize the effect of good versus bad sales management and coaching. There simply wasn''t any sales management and the coaching they received was consistent. I am not suggesting that when you select the right salespeople, sales management is unnecessary. Register. (c)

Case Study 288

Case Study Study Lead Rank Lead Scoring 288

Understanding the Sales Force

MAY 28, 2014

Understanding the Sales Force by Dave Kurlan Before we discuss how to improve sales training, a quick promo for the latest and greatest taking place over at the ever improving Top Sales World. The June issue of Top Sales Magazine has been published and you can download it here. More on Baseball and Sales.

Training 246

Training Coaching Comparison Territories 246

SBI Growth

OCTOBER 4, 2013

My last blog discussed how to Make it Rain in Q4 and close the year strong. This blog addresses how sales reps can ensure their quota is realistic and attainable. How to Determine if your Quota is Realistic. Don’t worry if you aren’t sure how to get started. Today I have shifted the focus to next year.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

Score More Sales

SEPTEMBER 9, 2013

This was a tip I learned from one of the most favorite of my 21 sales managers over my selling career – a former IBM top sales rep and leader who would say this so regularly that it was ingrained in my 20-something brain and has been there ever since. How to Solve This Once and For All.

Inside Sales 222

Inside Sales Lead Rank Lead Scoring Buyer Persona 222

Pointclear

DECEMBER 18, 2012

In addition, he is author of The Sales Blog , where he writes about sales and selling, sales management, the sales process, and what it takes to succeed. You can also read his feature article Make 2013 Your Best Sales Year Ever in the January 2013 issue of Success Magazine.

Lead Rank 201

Lead Rank Social Media Sales Qualified Lead Video 201