Sales Training Connection

JANUARY 29, 2014

Sales managers – roadblock removers. Sales managers – how does your sales team spend its time? If you’re like most, it’s likely that your salespeople are attending too many unnecessary meetings and responding to too many unnecessary requests for information. ©2014 Sales Momentum ®.

Sales Management 131

Sales Management Top of Funnel Face-to-face Funnel 131

Your Sales Management Guru

SEPTEMBER 23, 2013

First Quarter 2014. But as budget planning begins and business strategies begin to be set, it is your responsibility to be ready for 2014. 1. What are your revenue objectives by each quarter for 2014? a. Sales skills. d. Sales planning. When do you need them fully up and trained?

Scale 80

Scale Compensation Hiring Lead Rank 80

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.

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Training Coaching Comparison Territories 246

Sales Training Connection

JUNE 18, 2014

Second, most people agree that coaching is a must-do for developing a superior sales team. Training Sales Managers to Coach. Some don’t do it because they think their sales managers are experienced so they know how to coach. What are some of the traps that need to be avoided? Let’s start with the ugly.

Coaching 115

Coaching Sales Management Training Sales Coaching 115

SBI Growth

OCTOBER 29, 2013

There is nothing more stressful than Q4 for a VP of Sales. Couple that with preparing for 2014 and you are maxed out. Schedule a review of your 2014 plan at your office here. Your calendar is jammed with big meetings. You are strategizing with Sales Managers and reps. How You Avoid Losing the 2014 Battle.

Territories 308

Territories Compensation Buyer Google 308

Anthony Cole Training

SEPTEMBER 4, 2014

I stopped reading, highlighted the passage and made the following note: “This pertains to sales managers and sales professionals in their relationship AND should also be applied to sales professionals and buyer relationships!”. How does this fit in sales and sales management?

Sales Management 168

Sales Management Negotiation Insurance Insurance 168

Sales Training Connection

JUNE 4, 2014

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. This good idea also holds true for sales managers. Run a poor meeting.

Sales Management 123

Sales Management Face-to-face Pivotal Sales Leadership 123

Sales Training Connection

JANUARY 8, 2014

Effective, efficient team sales meetings. To meet these expectations salespeople will need help. So, How can we do a more effective job preparing for team sales calls by conducting better sales call planning meetings? How can we improve how team sales calls are managed in front of the customer?

Meeting 116

Meeting Call-back Distribution Software 116

Keith Rosen

JULY 14, 2014

Selling Power Features Keith Rosen’s company, Profit Builders on the 2014 Top 20 Sales Training Companies List. At least two considerations about the current state of business-to-business (B2B) selling influenced the selection process for the 2014 Top 20 Sales Training Companies list.

Coaching 112

Coaching Training Company Social Media 112

No More Cold Calling

JANUARY 2, 2014

As you’re planning for 2014, forget resolutions. Set manageable goals instead. The New Year’s resolution checklists are the same every year—mostly about eating healthier, losing weight, and managing our finances better. Instead I create manageable goals for myself and my team. Forget Shaking the Trees. Comment Here.

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Referrals Small Business Small Business Enterprise 240

Sales Training Connection

NOVEMBER 24, 2014

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. ©2014 Sales Momentum ®.

Sales Management 111

Sales Management Hiring Intent Coaching 111

Sales Training Connection

NOVEMBER 5, 2014

Sales managers and the time sieve. Sales managers universally tell us that time is their most valuable asset – and they also tell us they are continuously “running out of time.”. It is the age-old time management puzzle that sales managers have all the pieces for but never seem to put together.

Sales Management 94

Sales Management Face-to-face Sales Meeting Guidelines 94

Sales Training Connection

JANUARY 13, 2014

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.

Sales Management 109

Sales Management Top of Funnel Sports ACT 109

Sales Training Connection

SEPTEMBER 26, 2014

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.

Sales Management 88

Sales Management Sales Leadership ACT Training 88

Customer Centric Selling

OCTOBER 28, 2013

Sales Training Article: How Realistic Is Your 2014 Sales Quota? By Joel McCabe, Sales Benchmark Index (SBI) Image courtesy of Stuart Miles at FreeDigitalPhotos.net. To assist you further, sign-up for SBI''s Sales & Marketing Research Review here. Need some help with your sales performance?

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Quota Training Analysis Research 45

Sales Training Connection

MAY 9, 2014

Jason Kanigan at Salestactics.org interviewed Richard about sales training trends earlier this week. Some of the points raised were: Upgrading sales teams is a continuous challenge given the changing sales environment. Most companies have purchased some sales training – especially around basic selling skills.

Trends 115

Trends Training Sales Coaching Coaching 115

SBI Growth

JULY 22, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." There are 10 best practices Sales VPs have taken to ensure this doesn’t happen. When an executive meets early in the buying process, win rates can improve up to 80%. Make the sales job fun.

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Hiring Top of Funnel How To Social Selling 325

Chorus.ai

DECEMBER 20, 2019

Just ask former math teacher Grace Tyson, who, in 2014, was struggling to define the unknown in a very important equation: Grace + [X] = new career. So, Grace started to investigate this potential career path in sales further. because I had felt the pain as a sales manager of not having a solution like it,” she says. “I

Sales Management 73

Sales Management Hiring Automotive Scale 73

Hubspot Sales

MARCH 2, 2018

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Check out my book on running a human-centric sales process that'll win more customers.

Sales Management 108

Sales Management Hiring Top of Funnel Funnel 108

Your Sales Management Guru

JANUARY 7, 2014

This forecast maybe created by product type/vertical/geographic market along with a high, most likely and minimum sales values. In addition this plan should include personal training requirements, selected activity goals and personalized marketing programs. Acumen Management Group Ltd. Like a sample? 3f4qb8v9ge.

Forecasting 73

Forecasting Quota Compensation System 73

No More Cold Calling

SEPTEMBER 18, 2014

Is it just another term to check off your buzzword bingo card at the next sales meeting you attend? It simply means having robust conversations, exchanging ideas, providing insights, and sharing expertise—whether we’re online, on the phone, or meeting in person. Message to Management]: 14 Things Top Sales Managers Do.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

SBI Growth

SEPTEMBER 2, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Learn why your team ignores your sales process and how to fix it. Many sales processes are devoid of an adoption and reinforcement plan. You spend all your energy upstream of the training event.

Sales Process 308

Sales Process Webinar Metrics Vendor Energy 308

SBI Growth

AUGUST 27, 2013

There are certain trainings that can produce these results. Register now for our How to Make Your Number in 2014 : A Sales Strategy You Execute. As a VP, you have various training options with your reps to generate sales. Training typically involves selling skills or negotiation methods.

Closing 306

Closing Pipeline Buyer Call-back 306

Customer Centric Selling

JANUARY 13, 2014

Sales Training Article: The Sales Manager''s New Year''s Resolutions. By George De Los Reyes, Sales Benchmark Index (SBI) I am big on New Year''s resolutions. In this post I want to recommend three ideas to raise your game in 2014. Every sales manager is time starved. Lack of quality leads.

Sales Management 49

Sales Management Face-to-face Decision Maker Travel 49

The Sales Hunter

MARCH 7, 2014

Every time you meet with your boss, you say something like, “If only we had _, then I would be able to sell a lot more.” ” A desire to spend too much time preparing to make sales calls as an excuse to not actually have to call. You think your sales manager is stupid. ” Sales Motivation Blog.

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

Understanding the Sales Force

MAY 1, 2014

One-person sales consulting firms, self-appointed experts, telling, but not doing, what they say. If you were to read through each of the 1,150 articles I have posted on this blog since 2006, and organize, sort, create a flow and edit it all into a Sales Management Bible, we would have one enormous how-to guide.

Hiring 218

Hiring Webinar Metrics Channels Policies 218

Understanding the Sales Force

JULY 8, 2014

Here are my top 5 examples of salespeople who are busy, but not very successful: They spend long hours researching companies and prospects, reach out on LinkedIn, send InMails, emails and make calls, but have few takers for meetings. Can they be trained to do things more effectively or, if necessary, in a completely different way?

Top of Funnel 251

Top of Funnel Proposal Coaching Networking 251

No More Cold Calling

AUGUST 14, 2019

As I reflected on my career in sales and sales management, I realized my best business had come from referrals. I did my “feet on the street” research and interviewed sales leaders and salespeople. So, in 2014, I published Pick Up the Damn Phone! Was this company asking? That’s when my wheels began to turn.

Referrals 291

Referrals Cold Calling Survey Scale 291

Understanding the Sales Force

JANUARY 28, 2014

Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Do Technical Salespeople Need Sales Training? Why Doesn''t Sales Methodology Get More Attention? Getting a Sales Organization to Buy-In to Sales Training.

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

SBI Growth

JUNE 30, 2013

Training organized in “sprints”. The sales manager owns the process and is paid on average ramp time. Training happens in the field, not in the class room. Call to Action: Prospects are taking meetings again. Your 2014 quota is going up. You are going to need to hire new sales reps.

Hiring 308

Hiring Oracle Lead Rank Lead Scoring 308

Sales Training Connection

JUNE 9, 2014

Developing sales talent. Sales managers, like many other managers, have a tendency not to focus on their top performers. Yet when we ask those same sales managers, “What’s your reaction when you find out that one of your superstars is moving on?” How can you minimize this happening on your sales team?

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Sales Talent Hiring Sales Leadership Compensation 112

Score More Sales

NOVEMBER 6, 2014

They help manage the entire life-cycle of employees for you. Assessment Tool: Objective Management Group Sales Candidate Assessment. I’ve followed OMG’s Dave Kurlan for a number of years and finally got to meet him at INBOUND 2014 in Boston this year.

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Hiring How To Lead Rank Lead Scoring 229

Keith Rosen

JULY 12, 2014

They received the same training and support. Enhanced Video Transcript: This is a video clip from a keynote Keith Rosen delivered in March of 2014 to an audience of approximately 700 sales managers from around the world. The most common response I hear from managers is, “ I look at the numbers.

Coaching 133

Coaching Video Data Sales Coaching 133

Sales Training Connection

MARCH 10, 2014

For example, the right internal champions can build your credibility with key decision makers, speak for you in places where you can’t go, and advocate for you in meetings you can’t attend. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Strength in numbers.

Competition 114

Competition Decision Maker Lead Rank Lead Scoring 114

SBI Growth

AUGUST 22, 2013

Sales can learn a lesson here. Sign up here to receive a copy of the Sales Job Tryout Toolkit. Read on and you''ll be ready to Make the Number in 2014. Here''s a 7-step overview of a tryout for a sales rep. (To The candidate is challenged to handle objections and maintain control of the meeting. The Proving Ground.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

No More Cold Calling

AUGUST 18, 2015

Check out Richard’s advice for sales leadership: “Sales managers have a tendency not to focus on their top performers. There are many reasons: Top sales performers don’t demand as much from their sales managers, and sales managers believe their superstars can handle whatever on their own.

Hiring 120

Hiring Scale Cold Calling Compensation 120

Sales Training Connection

JULY 14, 2014

It’s a logical approach providing new sales reps with an opportunity to work with someone besides their sales manager to learn about the customer base, product portfolios, marshaling internal resources, etc. Sometimes companies put in place formal sales rep mentoring programs. Develop a plan. Don’t forget closure.

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Hiring Training Exercises Positioning 102