Understanding the Sales Force

JUNE 20, 2023

Let me explain and then I’ll pivot to selling. Salespeople can self-motivate, sales managers can do this to motivate their salespeople, sales leaders can use this to motivate their sales managers and CEOs can leverage this to motivate their top Sales Leader. It’s almost too easy.

Motivation 156

Motivation Pipeline Hiring How To 156

Sales Training Connection

AUGUST 17, 2016

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. There is little doubt that front-line sales managers are the pivotal job for building an effective sales team.

Sales Management 50

Sales Management Scale Pivotal Sales Leadership 50

Sales Training Connection

SEPTEMBER 20, 2016

A 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.

Coaching 50

Coaching Sales Management Training Sales Coaching 50

Bernadette McClelland

JANUARY 15, 2017

The business manager was a decision maker in his or her own right and their sign-off was for a fairly healthy dollar figure. Today the business manager and the purchasing manager’s roles have been elevated and are considered pivotal senior management roles. Besides many today have their own gatekeepers.

Telemarketing 150

Telemarketing Lead Rank Margin Retail 150

Sales Training Connection

NOVEMBER 3, 2016

First, let’s explore that topic from a sales leadership perspective, then drill down and examine what it means for designing sales training. Not long ago CSO Insights published a report entitled Sales Management 2.0: Spotlight the pivotal job. ©2016 Sales Momentum® LLC.

Training 50

Training Pivotal Face-to-face Ideal Customer Profile 50

Sales Training Connection

JULY 19, 2016

Lesson 4 – Spotlight the Pivotal Job. The front-line sales manager is the pivotal job for driving the success of any sales transformation effort. They need to be engaged in defining the new sales process and take a leadership role introducing it to the sales team. ©2016 Sales Momentum ® LLC.

Training 50

Training Pivotal Scale Software 50

Sales Hacker

SEPTEMBER 11, 2020

Here are just a few of the risks you’ll run into: Pivots: According to a study by EPFL University, 73% of startups must pivot to another market over time as their initial market did not provide the fertile ground for the product or service the founders had hoped for. Raised Series D in 2016. Founded in 2010. Raised seed in 2010.

Outsourcing Services 77

Outsourcing Services Scale Vendor Pivotal 77