Gong.io

AUGUST 15, 2018

Like many SaaS sales teams, Paul has a specialized sales model. Inbound leads were passed to his SDR team, responsible for scheduling a meeting with an account executive. But the rate of converting these leads into sales meetings was low. The same story could be told of his account executive team.

Selling Skills 78

Selling Skills SalesForce Inbound Lead Rank 78

Steven Rosen

JANUARY 14, 2024

We need to identify the critical success factors and narrow them down to three manageable items. “Change management is sales management, and that’s going to make the difference.” ” – Colleen Stanley Change management also plays a significant role in execution.

Strategy 156

Strategy Sales Leadership Competition Coaching 156

Miller Heiman Group

NOVEMBER 12, 2019

In this guest blog post from one of our inaugural Miller Heiman Group Icons , Kevin Lewis, Global Sales Excellence Leader at Milliken Chemical and an authority on developing sales managers, recommends five ways to get new sales managers off to a great start. Great sales leaders aren’t born: they’re made.

Chemicals 75

Chemicals Sales Management Top of Funnel Lead Rank 75

The Sales Hunter

JANUARY 3, 2013

Salespeople tend to believe they need to spend more time with major accounts, while Marketing will always argue more time should be spent prospecting. Salespeople tend to also be afraid of being the person who loses a major account, and thus they do all they can to make sure it doesn’t happen on their watch.

Account 204

Account Prospecting Guidelines Compensation 204

Sales Training Connection

OCTOBER 9, 2013

Sales Managers – it’s what you say and how you say it. A hallmark of a great sales manager is being a good communicator. For example, front-line sales managers are the critical screens through which messages travel from top management to the sales team. ©2013 Sales Momentum ®.

Sales Management 124

Sales Management Face-to-face Sales Leadership Quota 124

Sales Manager Now

MAY 20, 2021

If we want to help and support our sales teams to be more accountable and self manage we need to up our coaching game. We don’t need to improve our selling skills but we do need to improve our leadership… The post 7 Tips to Improve Your Listening Skills appeared first on Sales Manager Now.

Selling Skills 78

Selling Skills Coaching Account Up-Sell 78

Miller Heiman Group

OCTOBER 24, 2019

Channel selling is a different breed of selling from direct sales. To succeed, sales managers need to adopt a different approach and mindset—but the overall message they convey must be the same to all of their sellers. Now they’ve learned to approach sales differently with the goal of becoming a trusted advisor.

Channels 51

Channels Sales Management Insurance Insurance 51

Adaptive Business Services

MAY 3, 2023

What are my/our sales for the month? How much money do I have in my bank accounts? Certainly I think it does for salespeople, solopreneurs, and small sales teams. If their sales are low is it because they are not making the calls, they struggle in the sales process, or they just can’t close a deal?

CRM 122

CRM Banking Maximizer Data 122

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 109

Sales Management Hiring Top of Funnel Funnel 109

LeadFuze

AUGUST 13, 2021

Stay Ahead With These Sales Training Courses this 2021! Predictable Revenue, sales hacking, and now account-based everything has massively impacted the sales profession over the last 10 years. Utilize sales information to ascertain what previously worked and which types of accounts were the most lucrative.

Course 98

Course Ideal Customer Profile Training Account Based Marketing 98

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. Understand the difference between coaching and feedback.

Sales Coaching 108

Sales Coaching Coaching Benefit Construction 108

Miller Heiman Group

FEBRUARY 20, 2020

Only about one-quarter of sales leaders believe that their managers effectively coach and develop their sellers. In part, that’s because sales managers spend less time coaching—14%—than they do on selling, forecasting and administrative tasks, according to our latest study, 2020 Trends in Sales Management.

Sales Coaching 80

Sales Coaching Coaching Top of Funnel Lead Rank 80

The Sales Hunter

FEBRUARY 26, 2014

We’ve reached the last secret on my list of 5 Secrets to Selling at Full Price. This is the reason I tell many sales managers they should take all pricing authority away from their salespeople. When all pricing power is taken away from salespeople, it should be moved to the sales manager.

Discount 211

Discount Policies Selling Skills Benefit 211

Partners in Excellence

NOVEMBER 28, 2022

Managers spend time helping them become productive. Ironically, we provide very little in the way of onboarding new managers, particularly new front line sales managers. Typically, the process is: “Lisa, congrats on moving into the front line sales manager role…… I need an updated forecast by Tuesday!”

Hiring 113

Hiring Forecasting Coaching Training 113

Showpad

AUGUST 23, 2018

Sales managers at any organization are in a position to guide and motivate those they lead, similar to the coach of a sports team. So it would make sense to give managers the proper training for sales coaching, right? Unfortunately, many sales managers do not know how to coach properly and aren’t being held accountable.

Coaching 45

Coaching Sales Management Scale Sports 45

Hubspot Sales

NOVEMBER 18, 2020

Sales leaders who did not invest in remote selling fell behind — 50% of this subgroup did not hit their sales targets this year. 70% of sales managers say a manager’s ability to navigate change is more important now than it was five years ago. Sales Leader Priorities. Sales Leader Priorities.

Sales Leadership 142

Sales Leadership Hiring Face-to-face Decision Maker 142

Sales 2.0

NOVEMBER 3, 2018

The problem with this is that when you are in sales you likely have a boss and maybe a boss’s boss etc. When you don’t deal with the “nonsense in your company” you tend to not use your “smooth selling skills” with your colleagues. In sales we consider this politics something to manage when it’s happening in a client company.

Gatekeeper 199

Gatekeeper How To Decision Maker Report 199

Sales Hacker

DECEMBER 9, 2022

Often, we’ll prioritize using account segmentation and scoring rules. Sales leaders often evaluate prospects and existing customers based on readily available information — order history, and firmographic data (company location, size, industry, etc). Common pitfalls when segmenting and scoring accounts . Account profiles.

Lead Rank 98

Lead Rank Territories Lead Scoring Quota 98

Adaptive Business Services

AUGUST 30, 2017

I spent most of my professional life as a sales manager in some form or another. I gave up managing 12 years ago largely because I was tired of the stress. Selling is much more fun! If they can’t display strong sales-related behaviors during the hiring process, who will hire them, and us, for our services?

Hiring 54

Hiring Sales Management Face-to-face Training 54

Sales Hacker

JULY 25, 2022

Sales development managers shoulder a host of responsibilities, but their biggest job is to coach their reps. This involves spending 1:1 time with their people to help them strategize, brainstorm, and develop their communication and selling skills so they can grow your pipeline. New accounts. Accounts by region.

Engineering 99

Engineering Revenue Top of Funnel Sales Qualified Lead 99

SBI Growth

JUNE 21, 2013

If you’re a CEO without selling experience, what you need may not be clear. The secret to hiring a great sales leader is the ‘A’ Player Scorecard. Get it free here and nail your next sales leadership hire. Your next sales manager needs modern skills to make the number. Accountabilities.

Hiring 320

Hiring Commission Compensation Account 320

Klozers

JUNE 10, 2014

Sales Management has only one goal, which is improving sales effectiveness within the organization. Although there is only one goal, there are many different areas a sales manager can help increase sales performance and choosing the right ones and prioritizing is obviously important.

Sales Management 45

Sales Management Hiring Salary Guarantee 45

Allego

OCTOBER 25, 2022

For reps to build up their selling skills and gain the insights they need, they require ongoing coaching from sales managers. Sales Coaching in the Virtual Selling Era. For one, hybrid work enabled sales reps to work from anywhere. 5 Tips to Improve Sales Coaching. There isn’t enough time.

Face-to-face 96

Face-to-face Coaching Scale Video 96

Sales Hacker

AUGUST 7, 2020

VP New business – Sales leader. Regional Vice President of Sales. Vice President of Sales. Sales Manager. Social Centered Selling. Regional Vice President of Sales. Empowering Sales Development. Canadian Sales Leader, LinkedIn Learning Account Executives. VP, EMEA Sales.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121

The Sales Hunter

APRIL 11, 2013

Worst thing you can do is to put a senior manager in a position where they feel uncomfortable, especially if they aren’t overly confident in making the customer call in the first place. Ensure the senior manager knows it is your job to both open and close the call since it is your account. ” Sales Motivation Blog.

Meeting 213

Meeting Customer Cold Calling Consultative Selling 213

Sales 2.0

NOVEMBER 3, 2018

The problem with this is that when you are in sales you likely have a boss and maybe a boss’s boss etc. When you don’t deal with the “nonsense in your company” you tend to not use your “smooth selling skills” with your colleagues. In sales we consider this politics something to manage when it’s happening in a client company.

Gatekeeper 150

Gatekeeper How To Decision Maker Report 150

The Sales Hunter

JULY 12, 2013

The account you’re visiting is their account. The sales manager is anxious to hear how the sales call went. When you follow-up, it shows that you take your involvement seriously and you value the role the sales team plays in the success of the company. ” Sales Motivation Blog.

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

Anne Miller

JANUARY 7, 2020

What new products/services will you offer existing accounts? . Which existing accounts will you contact for referrals for new business? . What (sales, management, public speaking, social media) coaching will you take to increase your odds for success? Check out the strength of your current selling skills.

Social Media 83

Social Media Coaching Referrals Media 83

Showpad

APRIL 9, 2020

Sales managers are tasked with not only leading their teams, but providing them with all the resources and support they need to develop trust with buyers and shorten sales cycles. What is sales coaching? Sales coaching involves providing ongoing instruction and advice to develop sales skills.

Sales Coaching 111

Sales Coaching Coaching Face-to-face Sales Enablement 111

Jonathan Farrington

APRIL 6, 2013

We discussed why only 17% of all sales managers are effective at coaching and the conversation was very enlightening. So why aren’t more sales managers effective at coaching salespeople? Modeling – They did not report to a sales manager who was effective at coaching. Visit: kurlanassociates.com.

Coaching 51

Coaching Sales Management Lead Rank Incentives 51

Showpad

JUNE 29, 2021

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. Sales effectiveness is the domain where enablement collaborates with sales management to translate enablement efforts into tangible sales results. Sales effectiveness is where enablement efforts translate into sales results.

Face-to-face 96

Face-to-face Study Survey Coaching 96

Understanding the Sales Force

JUNE 30, 2014

They were the best at selling components to OEM''s until they went to work for a company where they had to sell conceptual services and were lost without a product to demonstrate. I reviewed OMG''s data on a random set of 4,500 recent sales candidate assessments and only 12% were suitable for working remotely.

Sales Cycle 217

Sales Cycle Distribution Territories Up-Sell 217

The Brooks Group

AUGUST 18, 2015

The sales manager plays a critical role in determining a sales organization’s success or lack thereof, and that pressure and responsibility requires a unique personality and the willingness to wear many hats. 5 Things High Performing Sales Managers Should Be Doing (And Doing Well). Developing Sales Strategy.

Sales Management 40

Sales Management Lead Rank Sales Qualified Lead Face-to-face 40

Adaptive Business Services

FEBRUARY 10, 2021

His book, “Sales Manager Survival Guide” , is the best I have read on that subject matter. Recently Dave published a couple of articles on prospecting where he shared that, when sales are low, the answer that most sales managers have is … “We need to fill the pipelines! Dave Brock is one smart guy.

Telemarketing 77

Telemarketing Social Media Cold Calling Call-back 77

No More Cold Calling

OCTOBER 29, 2013

Whether they want a new accountant, a builder, a marketing firm, a lawyer, a technology solution, or a new bank, most people don’t pick one at random via Google. No other sales or marketing strategy delivers such powerful, predictable results. Associations Enterprise Sales Management Small Business' Comment Here.

Referrals 159

Referrals Decision Maker Social Media Small Business 159

The Brooks Group

JUNE 10, 2014

Perhaps the most common error made by organizations trying to fill sales management slots is the tendency to promote a strong sales performer into a sales management role. In some cases, the salesperson who is appointed to be sales manager is the last one standing after the smoke has cleared.

Sales Management 40

Sales Management Hiring Sales Qualified Lead Retention 40

Partners in Excellence

DECEMBER 6, 2018

I’ve written a lot about the need for new skills for sales people, the traditional selling skills are in sufficient for success in the future. I’ve even gone so far as to suggest we stop training sales people in traditional selling skills, focusing on skills critical for the future.

Face-to-face 74

Face-to-face Lead Rank Selling Skills Networking 74