Janek Performance Group

AUGUST 16, 2023

We all know the challenges of a sales career. And many know the difficulties of management. That’s what makes the sales manager position unique. Sales managers, however, not only work with their teams. They also work with other mid- and high-level managers. The same for sales managers.

Sales Management 62

Sales Management Hiring Coaching Forecasting 62

Janek Performance Group

MARCH 12, 2024

Sales executives and sales managers would agree that their sales teams need ongoing training, coaching and support to get to the top of the game and stay there. In a fiercely-competitive market, your sales reps should challenge themselves to learn more, achieve greater results and embrace new strategies.

Outsourcing Services 62

Outsourcing Services Training Hiring Workbooks 62

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

Understanding the Sales Force

MAY 14, 2024

The team had lost a few customers because a high pressure competitor was stealing their accounts. He initially thought there was a problem with the connections between the sales team and its customers but it was actually a gap in the sales team’s selling skills. It was time to replace the pump.

Hiring 193

Hiring Penetration Pipeline Coaching 193

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

Sales Training Connection

JANUARY 20, 2014

Sales managers – setting expectations and accountability. Too often sales managers – and for that matter other managers – think what needs to be done is intuitive – so of course everyone on their team understands what is to be done and why. ©2014 Sales Momentum ®. Why is it a priority?

Account 112

Account Sales Management Pivotal Quota 112

BrainShark

SEPTEMBER 10, 2023

Reps need to know A LOT to be at their best in front of buyers, but has your sales training strategy kept up with the times? Many organizations’ sales training has grown stale by relying on old-school tactics, like on-site boot camps and long-winded presentations, causing information overload for new reps.

Training 62

Training Hiring Objections Coaching 62

Steven Rosen

FEBRUARY 23, 2022

5 Ways top sales managers become a sales coach! Sales coaching is the most important sales management activity for driving sales performance. Unfortunately, most managers haven’t been taught how to properly coach their staff. Of course, not. They are Big on Accountability.

Sales Coaching 433

Sales Coaching Coaching Hiring Face-to-face 433

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

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. When done right, they can improve your team’s performance and help you move closer to your sales goals. The trick is knowing what training program and techniques to use. Why sales training is important. or a 353% ROI.

Training 92

Training Lead Rank Hiring Course 92

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

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

MAY 13, 2024

Sales Scorecards are a powerful tool for tracking learning and coaching progress, correlating training to sales results, comparing individual to group performance, and more. Recommending the next training for a learner to take based on completion of another course. But that’s just scratching the surface.

Follow-up 62

Follow-up Course Groups Remedy 62

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

Janek Performance Group

APRIL 26, 2022

As a sales leader, have you ever calculated the cost of poor account management? For example, let’s suppose your superstar salesperson closes a big account. But this account is local in your hometown. The account stayed active for one year and then left for a competitor’s service. Here’s how.

Account 62

Account Strategy Commission Referrals 62

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.

Forecasting 98

Forecasting Quota Account Lead Rank 98

Highspot

OCTOBER 24, 2023

Sales training can be like sailing the high seas – an always-on adventure where focus, navigation, and teamwork are vital. We’ve curated a collection of the best sales training tips so you can build a program that will put wind in your team’s sails to navigate an uncertain selling landscape and outperform every quarter.

Training 52

Training Hiring Coaching Course 52

Steven Rosen

JUNE 20, 2021

Most companies don’t have sales leadership programs for their most senior sales managers. Therefore, sales executives can benefit the most from improving their leadership skills. As a sales leader, I would enroll in a 2-3 day leadership course offered by a well-known training organization.

Sales Leadership 234

Sales Leadership Face-to-face Networking Travel 234

Hubspot Sales

SEPTEMBER 1, 2023

Train AI in sales, and you’ll join 81% of salespeople surveyed who agree that AI significantly reduces their manual tasks and data entry workload. There’s a lot to consider, including bias, data management, permissions, and more. Thoughtful execution ensures AI can be trained correctly. But how do you do that ethically?

Training 102

Training Policies Guidelines How To 102

BrainShark

MAY 3, 2022

Building and maintaining an effective sales training program is a difficult and continuous process. Brainshark , a Bigtincan company, is a sales enablement solution that: Makes creating training content easy. Helps you track sales reps’ learning progress. How long will your training materials be?

Training 71

Training Hiring How To Course 71

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

Understanding the Sales Force

MAY 8, 2023

Farmers work a single account and try to make them bigger. The seven reasons most often to blame are: Sales Managers. Yes, sales managers who fail to hold their salespeople accountable for the agreed upon prospecting activities are enabling those non-hunting salespeople. Do you know why?

Decision Maker 156

Decision Maker Penetration Account Comparison 156

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

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

SalesforLife

MAY 6, 2019

The first company wanted to hire a Director of Social Selling who could develop their social selling skills inside the business—almost like a train-the-trainer model, who could sell social selling to their team. Behavioural change only comes with coaching, and this is the role of the frontline sales manager.

Social Selling 94

Social Selling Sales Management Hiring Influencer 94

Janek Performance Group

APRIL 24, 2024

The Sales Health Alliance notes micromanagement is the number one mental health concern for salespeople. This stat alone should make all sales leaders and managers take note. In addition, sales managers themselves know this is an issue. Here, we’ll explore the pitfalls of micromanagement in B2B sales.

B2B 62

B2B How To Exercises Coaching 62

Janek Performance Group

SEPTEMBER 7, 2022

When considering in-house or outsourced sales training, the question is not, “which method is better?” This question requires leadership to determine which sales problem they are trying to solve. Not every company is a good fit for partnering with a sales training organization. The In-House Sales Training Model.

Outsourcing Services 62

Outsourcing Services Sales Outsourcing Training Hiring 62

Steven Rosen

MARCH 25, 2021

Increasing sales productivity and positivity. Increasing accountability. Designing sales compensation and recognition programs. Turning the sales strategy to organization action. Improving sales force effectiveness. Developing a great sales management team. How to maximize your investment in training?

Networking 245

Networking Groups Hiring Travel 245

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 118

Sales Management Hiring Promotion Coaching 118

SalesFuel

APRIL 23, 2024

If the manager doesn’t address the root cause of the problem, productivity and engagement suffer. If you feel uncomfortable about managing conflict on your team, ask for training to improve your skills. Once you’ve received training, you’ll need to actively monitor your employees for signs of conflict. Who can blame them?

Hiring 115

Hiring Policies Negotiation Motivation 115

LeadFuze

MAY 17, 2021

What is a Sales Manager. A sales manager is a person that’s responsible for building, leading, and managing a sales team within an organization. . A sales manager will work closely with managers of other departments, as well as communicate with prospects and customers on a regular or semi-regular basis.

Paid Content 98

Paid Content Sales Management Hiring Lead Rank 98

No More Cold Calling

JUNE 10, 2021

I was working for a global consulting and training firm. I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan. My client was thrilled, of course. You can find my course here. The year was 1996. That got me thinking.

Referrals 385

Referrals Cold Calling Webinar Metrics Outbound 385

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

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 124

Coaching Sales Management Sage Policies 124

BrainShark

JULY 1, 2022

When it comes to measuring sales training ROI, most advice is either self-explanatory or ambiguous, such as “decide what success looks like” or “set expectations for your training.” Then, we’ll discuss the specific metrics you can track, as well as several best practices for calculating sales training ROI.

ROI 62

ROI Examples Training Lead Rank 62

PandaDoc

SEPTEMBER 2, 2020

.” As a modern digital magazine, Sales POP! Our content is aimed at empowering sales leaders, sales management, sales professionals and entrepreneurs to achieve new heights of success. Because every sale starts with a connection. Sales Management Blog. Sales Gravy. Connect2Sell.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Vengreso

MARCH 2, 2021

For that reason, we teach sellers in our LinkedIn training to subscribe to omnichannel prospecting for the best sales success while prospecting. It means using every sales strategy, every tool and every channel to engage and connect with prospects. The sales prospecting template, queue or categories we built are: Call.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145