Janek Performance Group

OCTOBER 25, 2023

In B2B selling, we often focus on new accounts. However, according to Altify: Companies receive 60 percent of their sales revenue from existing customers. This makes account planning essential. More than upselling and cross-selling, account planning is partnering with existing clients. Seek new ways to help.

Account 62

Account Survey Analysis Scale 62

MTD Sales Training

NOVEMBER 13, 2017

I received an email last week from Trevor Borrows who is a newly appointed National Sales Manager in charge of a team of Account Managers. Here’s what Trevor asked: “Hi Sean, being a new National Sales Manager I need to understand how to develop account strategies. there to block sales.

Account 120

Account Retention Discount Consultative Selling 120

No More Cold Calling

DECEMBER 7, 2017

The more I delved into the film’s history, the angrier I became with sales leaders who let their account based selling teams fail to meet quota. ” Of course, they gave it to the Kranz character, and the rest is history. But their sales lives are at stake, and we can’t save their lead generation strategies with duct tape.

Account 189

Account Referrals Sales Qualified Lead Quota 189

Pipeliner

MARCH 25, 2021

Sales most definitely have two sides, and this is also true of account management. In his 2014 book Zero to One , Peter Thiel wrote, “In the 1990s, the focus was on the product, and not on sales. Following the dot-com bubble burst, people learned that sales mattered just as much as the product.

Account 98

Account Customer Lead Rank Lead Scoring 98

Pipeliner

FEBRUARY 26, 2023

Remember the days when sales managers routinely scolded sales reps for being in the office? Of course, meeting with buyers in person is still very important. Truth be told, remote selling has been commonplace for years now especially with major accounts. And selling is, of course, a team sport. I got this….I’m

Account 52

Account Face-to-face Sports Scale 52

Engage Selling

APRIL 30, 2021

Amongst your sales efforts, don’t forget to grow your current accounts!Client Client acquisition and finding new prospects is, of course, alluring. It’s what often immediately comes to most people’s mind when the word “sales” comes up in conversation. first appeared on The Sales Leader.

Account 85

Account Course Conversion Prospecting 85

Pipeliner

MARCH 19, 2021

An extremely important aspect of account management is the strategic aspect, the plans of dealing with various accounts. I recently discovered through research just how much of an impact real account planning can have on company success. For example, a year ago your key accounts might have been airlines.

Account 98

Account Airlines Churn Licensing 98

Sales and Marketing Management

JUNE 22, 2018

Author: Kevin McGirl Sales managers have a tough job. A good sales manager needs to stay on top of their game at all times, and ensure that their team is focused, efficient and most importantly, profitable. There are many moving parts in the sales process, and it’s not easy staying on top of them all.

Sales Management 196

Sales Management B2B Fashion Call-back 196

Sales Hacker

JUNE 1, 2020

So when your sales team unexpectedly and hastily goes remote… well, that’s even harder. One of the biggest challenges sales managers face? Especially if you’re a manager who wasn’t prepared for the remote shift, it can feel like you’re suddenly wearing blinders. Every sales manager has a unique coaching style.

Account 98

Account Hiring Face-to-face Coaching 98

Pipeliner

APRIL 23, 2021

Another important foundational aspect of account management—and sales itself—is the handling of quotas and forecasting. From my observation, only a few companies manage the problems for quotas and forecasting well. It takes into account the duration of each opportunity in each step. Well, now they can.

Forecasting 98

Forecasting Quota Account Lead Rank 98

SBI Growth

JANUARY 11, 2013

SVPs of Sales in large companies share some universal challenges, regardless of industry. One challenge is to close more key accounts. In the normal course of business, reps secure appointments with key customers and prospects. How can you ensure a green, over-eager new rep doesn’t blow the sale?

Account 297

Account Closing Analysis Coaching 297

The Digital Sales Institute

NOVEMBER 16, 2018

What are the benefits of undertaking a social selling training course and what can a salesperson expect to learn? The impact of social selling on the sales process is something salespeople and especially sales management can struggle with. The Social Selling Training Course. Social selling plan.

Social Selling 59

Social Selling Course Training Social Media 59

Braveheart Sales

JUNE 29, 2021

Since only 13% of salespeople are purely motivated by extrinsic reasons – which could either be money OR recognition and other non-monetary rewards, it is safe to assume that there are some people on your sales team that will not go to the mat JUST for the money. Accountability Planning. Here’s Where to Begin.

Compensation 64

Compensation Account Salary Motivation 64

Partners in Excellence

NOVEMBER 21, 2022

In every job and role, we are held accountable. Accountability applies to everyone–our customers have things, for which they are accountable. Each person in our own organization has things for which they are accountable. Each person in our own organization has things for which they are accountable.

Account 48

Account Scale Negotiation Course 48

PandaDoc

APRIL 21, 2023

Key accounts are the 20% of accounts that generate 80% of your company revenue. Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value.

Account 52

Account Ideal Customer Profile Strategy Revenue 52

Steven Rosen

JULY 12, 2022

What Great Sales Managers Do? Many sales managers will be sitting down with their sales people over the next month or so to do mid-year reviews to gauge progress on objectives, business plans, and development plans. Sales managers spend a considerable amount of time preparing for a mid-year performance review.

Objections 276

Objections Coaching Sales Management Course 276

MTD Sales Training

OCTOBER 18, 2017

So what are the identifying marks of a weak sales manager ? How can you, as Sales Director, determine the signs that have to be dealt with? You measure your management team on the results they achieve. A weak manager will look for reasons and excuses. Blaming Results On The Poor Sales Team.

Sales Management 120

Sales Management How To Influencer Coaching 120

BrainShark

APRIL 21, 2024

The real question is: how do you make that data useful as part of the regular sales process? Readiness Scorecards put data from sales training courses and curriculums into a ‘coachable’ context , so enablement leaders can collaborate with sales managers to improve results. Motivate sales reps to improve.

Data 62

Data SalesForce Sales Enablement CRM 62

Understanding the Sales Force

OCTOBER 25, 2023

Even worse, some of these ineffective salespeople lead their sales teams in revenue because they inherited the biggest and best accounts, well-established large territories, have years in their industry and/or territory and are viewed as an expert. Hold everyone accountable to change. This can work.

Outsourcing Services 193

Outsourcing Services Territories Proposal Sales Methodology 193

Steven Rosen

JANUARY 6, 2018

Hi, this is my fifth video on Sales Strategies to Crush Your Sales Numbers, I call it Develop a Coaching Culture. . In the last four video/blogs, I covered: Sales Strategy #1: Upgrading the skills of your front-line sales managers because you have a multiplier effect when their skills get better. That is the key.

Coaching 307

Coaching Strategy Video Course 307

Pipeliner

OCTOBER 16, 2020

Winning business with a major account is a significant achievement that brings new revenue and profit. But with enterprise accounts, the win is just the beginning. In the survey, sales respondents worldwide were asked, “What percentage of your sales team’s time is dedicated to client retention versus pursuing new business?”.

Enterprise 59

Enterprise Enterprise Account Apparel 59

Your Sales Management Guru

DECEMBER 26, 2017

The Sales Manager Boot Camp. Becoming a new sales leader is overwhelming. Suddenly you go from having a quota to managing the quotas of multiple people. Improving your professionalism as an experienced Sales Manager is just as hard. This is what New Sales Manager Boot Camp is all about.

Sales Management 78

Sales Management Hiring Sales Leadership Course 78

Gong.io

DECEMBER 30, 2022

For example, instead of saying that you want to bring in new clients or boost profit margins, you might say something like, “We’ll close more accounts with cold calls.” Specificity is a good start, but you’ll want to quantify your sales objectives. This will enable you to benchmark performance and track progress toward your sales goal.

Objections 62

Objections Examples Ideal Customer Profile Sales Management 62

Sales and Marketing Management

DECEMBER 1, 2020

The truth is that poor performance from sales reps can be linked directly to the training their sales managers have received. Answering yes to any of the following questions suggests that you need to step up the training of sales managers at your company. Do your sales reps lack credibility in the marketplace?

Training 326

Training Hiring How To Coaching 326

Partners in Excellence

APRIL 5, 2024

How I got into selling — Martin Mackay Actually, I graduated from Oxford University with a degree in Modern Languages and considered that the last thing I wanted to do was go into Sales! The chosen careers were investment banking, accountancy or consultancy and I joined Andersen Consulting in 1989.

PeopleSoft 115

PeopleSoft Software Software Course 115

Pipeliner

FEBRUARY 16, 2021

Account management requires a totally different toolset and skillset than the capturing of new sales. It’s vital to any company involved with sales. Account Management Defined. It’s a fact that maintaining and upselling an existing account is less difficult and costly than the winning of a new account.

Hiring 52

Hiring Account Enterprise Enterprise 52

Understanding the Sales Force

NOVEMBER 13, 2018

94% of sales managers are optimistic about their salespeople. Objective Management Group's (OMG's) findings from the evaluations and assessments of 1.8 Objective Management Group's (OMG's) findings from the evaluations and assessments of 1.8 Unfortunately, a lot of sales managers choose the second option.

Hiring 306

Hiring Quota Objections Influencer 306

Hubspot Sales

JANUARY 12, 2021

Here, we'll review some common sales coaching challenges, go over how to approach them, and identify the key qualities of reps that are flat-out uncoachable. One of the most common, contentious issues sales managers run into with sales reps is lack of motivation. How to Handle Coaching Challenges.

Coaching 125

Coaching Sales Management Sage Policies 125

BrainShark

MAY 13, 2024

Actions are a no-code, easy-to-use solution that lets you set up conditional logic that automatically triggers an action or notification when learners meet certain criteria, like completing a course or reaching quota — depending on your role and your team’s goals. But that’s just scratching the surface.

Follow-up 62

Follow-up Course Groups Remedy 62

Pipeliner

JULY 23, 2018

Advice for My Younger, Sales Manager Self. Part of why I am in this field, and why I excel at what I do, is because of the mistakes that I have made throughout my career, and my ability to help others not follow in my footsteps to becoming an effective sales leader, learning from my mistakes instead of making them themselves.

Sales Management 68

Sales Management Hiring Sales Qualified Lead Coaching 68

Hubspot Sales

APRIL 3, 2020

It’s no secret that salespeople often fail as sales managers. Nonetheless, many of the best reps within an organization often end up in management positions. Whether you’re actively seeking a role as a manager or have already gotten a promotion, you should understand the most difficult aspects of the transition.

Sales Management 119

Sales Management Hiring Promotion Coaching 119

Pipeliner

JULY 9, 2018

Accountability in sales is crucial, yet it’s often neglected. We have to look at ourselves, and how we can take responsibility and put ourselves in the right position, and sales managers have to help their sales team get there. The sales managers job. We’re all great at finding excuses.

Account 51

Account Remedy Face-to-face CRM 51

Partners in Excellence

NOVEMBER 11, 2019

I was struggling to meet with a sales manager. Of course there were a few that were still in process, and, 1 or 2 that were lost. But in the course of the conversation, I learned that Bill had once again saved the month. I thought that was what sales people are supposed to do.”

Closing 72

Closing Sales Management Face-to-face Strategy 72

Marc Wayshak

MAY 25, 2022

If so, you might often find yourself thinking, “I feel like with just a couple of small tweaks, we could be making so many more sales…”. One of the most common questions I get from sales managers is, “How can I make some small changes that will allow my sales team to sell significantly more?”. Scalable offering.

Hiring 62

Hiring Sales Management Training Lead Gen 62

InsightSquared

AUGUST 1, 2019

A global “best in class” sales function will consistently produce a quarterly forecast with a margin of error within 3 points—1% on the downside and 2% on the upside. Of course, narrowing the band of performance is a constant journey. The post A Sales Management System appeared first on InsightSquared.

System 59

System Sales Management Top of Funnel Forecasting 59

Pipeliner

MARCH 5, 2018

I’ve always maintained that a truly great person responsible for a team of sales professionals doesn’t “manage” at all. Traditional sales “managers” spend their time enacting what the sales discipline prescribes. how to manage their sales funnel more productively. how to author a good sales proposal.

Sales Management 90

Sales Management Top of Funnel Loyalty Lead Rank 90

Understanding the Sales Force

SEPTEMBER 26, 2012

Post presentation and proposal, she begins making follow up calls and over the course of the next month goes into full chase mode. That's what sales managers are supposed to be doing. She is so focused on this opportunity that she forgets all about what is up ahead. It happens all the time. It's not the salesperson's fault.

Sales Management 192

Sales Management Proposal ROI Pipeline 192