Your Sales Management Guru

DECEMBER 29, 2014

The One Must Do Action Step to Ensure a Great 2015. The objective of this meeting is actually made up of many sub-steps. The second action, during this meeting is to discus with the clients “the client’s strategic objectives over the next 24 months”. What is your plan to get a jump start on 2015?

Penetration 99

Penetration Exercises Motivation Referrals 99

Steven Rosen

DECEMBER 3, 2018

The results from Sales Mastery sales executive survey showed that 1/3 of executives surveyed, said that “ sub-optimal sales manager coaching” is one of their top 3 barriers to achieving their objectives in 2018. The studies below clearly shows that sales manager coaching has a significant impact on performance.

Hiring 272

Hiring Coaching Survey Sales Coaching 272

Steven Rosen

AUGUST 11, 2017

Even with brilliant marketing strategies and a solid management team, many companies miss their sales objectives. Successful strategy execution is the key to crushing sales numbers. He has a proven track record of delivering stellar sales results.

Strategy 197

Strategy Pharmaceuticals Face-to-face eBook 197

Your Sales Management Guru

SEPTEMBER 22, 2014

Sales Leadership: How to Ensure You Exceed Your 2015 Quota. The end of the year is rapidly closing in and while everyone in your organization is focused on achieving their targets; as a sales leader it is crucial you are also focused on the new year. Does the plan match your organizations strategic objectives?

Quota 89

Quota Sales Leadership Compensation Penetration 89

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do? Do nothing.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do? Do nothing.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

Hubspot Sales

SEPTEMBER 14, 2023

In the past, sales managers often saw sales coaching as a means of correcting negative behaviors by providing real-time performance feedback. Unfortunately, this feedback often doesn't result in significant behavior change from the sales representative. Sales Coaching Benefits 1.

Sales Coaching 110

Sales Coaching Coaching Benefit Construction 110

Your Sales Management Guru

OCTOBER 7, 2014

Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Your sales management team must understand your company’s overall goals and structure compensation to align with them. What are sales goals? How long are your delivery cycles?

Compensation 81

Compensation Margin Hiring Commission 81

Steven Rosen

APRIL 28, 2015

The problem is that until sales organizations have solid sales management teams in place, any sales initiative to enhance sales performance is doomed to fail. It is well recognised that the front line sales manager plays a key role in driving sales performance.

Leads 120

Leads Marketing Qualified Lead Survey Report 120

Your Sales Management Guru

DECEMBER 14, 2015

Sales Management and Discipline. I 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! Development of a Sales Plan for the new year with quarterly objections/goals.

Sales Management 40

Sales Management Hiring System Revenue 40

SBI Growth

SEPTEMBER 22, 2013

Consider this, Gartner says: “through 2015, 80% of social business efforts will not achieve the intended benefits”. This is done to understand your buyers goals and objectives. Stop kidding yourself when you say you involved the sales team. Asking a couple of sales reps does not constitute understanding the buyer.

Eloqua 316

Eloqua Marketo Buyer Persona Collateral 316

Mindtickle

AUGUST 28, 2023

Pharmaceutical sales training faces several unique challenges that require tailored approaches and solutions. These challenges include: No insight into field activities Traditionally, it has been difficult for sales managers to gain visibility into the daily activities of their sales reps in the field.

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

Your Sales Management Guru

OCTOBER 6, 2015

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”. This also is an opportunity to build a better sales team that will increase your market share as competitors lag.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

Steven Rosen

NOVEMBER 23, 2015

If you are chasing your 2015 sales numbers you need to return from this holiday weekend highly energetic, focused and ready to sprint to the finish line. At this time of year I would introduce get my sales team to start building plans for a strong start in the upcoming year.

Consumer 120

Consumer Analysis Territories Account 120

Your Sales Management Guru

SEPTEMBER 29, 2014

Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. The question is, as a sales manager how should you structure your sales team’s expectations around prospecting?

Prospecting 92

Prospecting Lead Rank Lead Scoring Real Estate 92

Customer Centric Selling

DECEMBER 24, 2014

Sales Tips: Qualify Before Requesting a "Four-Legged" Sales Call. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. In my first sales management position I soon noticed that one of my salespeople seldom made calls alone. Four-legged calls” are expensive.

Engineering 81

Engineering Sales Cycle Resources Sales 81

Your Sales Management Guru

DECEMBER 20, 2016

What are your revenue objectives by each quarter for 2017? Have your business objectives changed and therefore your 2017 compensation plans may need to be altered. Take our free sales compensation assessment on our web site: www.AcumenMmgt.com ). When is your 2017 Sales Kick-Off Meeting? Where will be held?

Hiring 40

Hiring Scale Compensation Objections 40

Your Sales Management Guru

MAY 23, 2016

Building a Culture of High Performance: Sales Games. At this time of year sales management must be looking at pipeline levels and goals for the 4th quarter and determining if there is the necessary level of activity to ensure targets will be exceeded. If it isn’t fun, it isn’t selling”. A Contest Sampler.

Lead Rank 52

Lead Rank Lead Scoring Face-to-face Incentives 52

Crunchbase

JUNE 24, 2020

Mindstrong Health develops comprehensive care pathways based on passively collected, continuous and objective measures of cognitive function and mood. Shamus Noonan is a sales manager at Crunchbase, where he leads a team of AEs & SDRs across inbound and outbound channels. Have questions? Find him on LinkedIn.

Outsourcing Services 97

Outsourcing Services Health Care Real Estate Automotive 97

No More Cold Calling

JANUARY 29, 2015

Now that the parties are over, many sales reps are coming to the realization that last year’s bonus means diddlysquat when staring at a quota reset to zero sales. We are fascinated by the next bright, shiny object. Our relationships are actually what seal deals—and keep our sales pipelines full of hot leads. Read more.).

Referrals 120

Referrals Hiring Cold Calling Top of Funnel 120

Your Sales Management Guru

OCTOBER 27, 2015

That is a question most executives worry about and often have to ask their direct reports, this is especially true when thinking about Sales Management. In some situations the President of the company may have responsibility to manage the sales team or maybe they are attempting to manage a sales manager(s).

Hiring 40

Hiring Field Sales System Report 40

Your Sales Management Guru

NOVEMBER 16, 2015

This is because based upon where your planned revenue is coming from, every aspect of marketing and sales could be impacted. HINT: Business Planning is not just spreadsheet budgets but departmental planning with objectives and tactics designed to exceed goals. Need more sales management resources?

Compensation 40

Compensation Hiring Margin Objections 40

Platinum Rules for Success

DECEMBER 26, 2018

This week on Platinum Rules for Success, sales expert Jim Cathcart pulls back the curtain to reveal today’s primary sales competencies and the reason WHY for each. Building on the eight primary sales competencies tested by that ground-breaking assessment, Jim Cathcart reminds us to remain focused on the true purpose for each.

Loyalty 87

Loyalty Sales Cycle Lead Rank Lead Scoring 87

Sales Training Connection

JUNE 3, 2015

Sales Coaching. Sales leadership talks about it all the time. Sales consultants advocate it and sales managers say they would like to do more of it if they had the time. The “it” of course is sales coaching. So sales coaching gets put off until Friday and it never happens. . Reinforces Sales Training.

Sales Coaching 50

Sales Coaching Coaching Scale Fashion 50

Your Sales Management Guru

NOVEMBER 21, 2016

At this time of year it is not unusual for salespeople and sales managers to simply focused on closing business to achieve their yearly objectives, maximize their compensation plans and unfortunately drain their pipelines. His blog has been rated in the sales blogs in the world! Need more sales management resources?

Pipeline 40

Pipeline Ideal Customer Profile Direct Mail Campaigns 40

Cincom Smart Selling

AUGUST 27, 2020

Glen Llopis, a contributor to Forbes.com, offered up some great advice in his 2015 article Six Ways Effective Leaders Evaluate Business Relationships. Is the objective to establish so many new customers in a new market? You’ll want to read this piece, but for now, I’ll just list his six points: Do They Broaden Your Perspectives?

Government 77

Government Enterprise Enterprise Fashion 77

Your Sales Management Guru

NOVEMBER 28, 2016

Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Your sales management team must understand your company’s overall goals and structure compensation to align with them. What are sales goals? Need more sales management resources?

Compensation 0

Compensation Margin Hiring Commission 0

Your Sales Management Guru

APRIL 5, 2016

It is important to track sales metrics to better understand the sales formula or recipe for success and to analyze leading indicators that will allow the sales manager to better predict future revenues. HINT: Run an annual sales trip contest. Provide a vision: where will the company/sales team be in 18-24 months?

Sales Leadership 40

Sales Leadership Lead Rank Lead Scoring Training 40

Allego

APRIL 27, 2018

What rep wouldn’t want to be a fly on the wall throughout the sales process for a top producer at their company selling a newly rolled out product? To see how they created urgency, addressed concerns and finally closed the sale? Top sales reps get all the glory—they sweep awards ceremonies, they snag bonuses, etc.

Video 48

Video Retail Banking Report 48

Sales Training Connection

JANUARY 30, 2015

In times of disruptive change a new group of winners and losers emerge – upping your sales coaching efforts is a great way to be among the former. With this mindset on the table let’s look at four best practices for coaching sales strategy. A classic trap for sales managers is spreading their sales coaching efforts too thinly.

Maximizer 50

Maximizer Coaching Strategy Sales Coaching 50

Sales Training Connection

JANUARY 21, 2015

Determine the call objective. The first step in pre-call planning is setting the objective for the call. The objective should be formulated in terms of the commitment desired from the customer that moves the sales cycle forward. Here are six topics that work well as the basis of a pre-call plan: Call objective.

Sales Cycle 50

Sales Cycle Objections Account Training 50

Sales Training Connection

AUGUST 17, 2015

However, even among the sales reps who are good at asking questions and uncovering needs, the problem occurs once the needs are on the table. So, they don’t understand the total value of what the sales rep is talking about – and that’s when lack of interest starts to set in and objections begin to surface.

Call-back 50

Call-back Coaching Conversion Sales Coaching 50

Your Sales Management Guru

OCTOBER 13, 2015

Make 2015 Your Best Year Ever! CEOs have strengthened their balance sheets with better asset management, reduced their inventory and cost levels with just-in-time methodologies, and increased direct mail and advertising effectiveness through thorough testing and reporting methods. Build Predictable Revenue In Your Organization.

Revenue 40

Revenue Hiring System Case Study 40

The Ultimate Sales Executive Resource

JUNE 5, 2015

In the CSO Insights 2015 Sales Performance Optimization study, “capturing new accounts” made it to the top of sales objectives for 2015. Kim Cameron recently published a post “Overcoming the New Account Sales Challenge” here. Call to Action Answer the 5 ugly questions.

Account 40

Account Penetration Vendor Lead Rank 40

No More Cold Calling

SEPTEMBER 15, 2015

Brainstorm a list of objections you expect from the other party and determine which team member will handle each area. © 2015, Negotiating Women, Inc. Decide who will orchestrate the negotiation and who’ll be the supporting cast. Anticipate Pushback. Put Out Place Cards. Not literally, but do think about who should sit where.

Negotiation 120

Negotiation Lead Rank Lead Scoring Leads 120

Jonathan Farrington

OCTOBER 5, 2014

Never entertain business they do not want because they recognise that it takes just as long to work an unprofitable opportunity through the sales funnel, only to lose it at the death, as it does a profitable one. They trust their own judgement but also rely heavily on objective assessment.

Top of Funnel 50

Top of Funnel Penetration Decision Maker Cold Calling 50

Xactly

AUGUST 13, 2018

Let’s cut to the chase–if you’re not using data to drive your sales territory mapping, your territories might be hurting your sales performance more than they are helping it. Sales territory mapping software offers more benefits than sales managers may realize. Achieve Better-qualified Sales Leads.

Territories 70

Territories Software Software Benefit 70