Nutshell

MARCH 31, 2023

As a sales manager, you want to stay up to date with the latest sales trends, keep up with your sales skills and knowledge, and continually build your management and leadership expertise. There are lots of resources out there that can help you do this, from blogs to books to podcasts to newsletters.

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Understanding the Sales Force

DECEMBER 16, 2012

We reviewed 1000 articles that I have posted on this Blog since 2006 in an effort to present you with the Top 15 Sales Articles of the past 6 years, and later this week, The Top Sales Article of the Last 6 Years. They aren't necessarily the articles with the most inbound links. It wasn't quick.

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Understanding the Sales Force

DECEMBER 16, 2012

Understanding the Sales Force by Dave Kurlan This is a pretty exciting time for us. We reviewed 1,000 articles which I've posted on this Blog since 2006 in an effort to present you with the Top 15 Sales Articles of the past six years, and later this week, the Top Sales Article of the last six years.

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Comparison Sales Management Inbound Call-back 140

Understanding the Sales Force

AUGUST 21, 2023

The same is true of this Blog. There are eighteen years worth and 2,000 articles and while there are a few popular series of articles listed on the right-side navigation panel, there hasn’t been a way to finding the most helpful articles. For help with hiring better salespeople read articles about sales recruiting.

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Hiring Decision Maker Forecasting Face-to-face 156

Understanding the Sales Force

AUGUST 21, 2023

The same is true of this Blog. There are eighteen years worth and 2,000 articles and while there are a few popular series of articles listed on the right-side navigation panel, there hasn’t been a way to finding the most helpful articles. For help with hiring better salespeople read articles about sales recruiting.

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Hiring Decision Maker Forecasting Face-to-face 156

The Center for Sales Strategy

DECEMBER 30, 2021

Providing quality content that helps our clients and visitors improve their sales performance is a goal of ours, and we hope this blog has brought you insight, education, and tips to get you on the path to success. Check out these top blogs on sales leadership from 2021.

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Sales Leadership Education Sales Sales Management 105

Topline Leadership

SEPTEMBER 6, 2023

Should sales managers focus on results? Absolutely, but problems with sales teams arise when sales managers focus ONLY on results rather than observing and improving the inputs of the sales process. Sales results are an inescapable metric of the sales profession.

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Sales Management Sales Sales Process Sales Leadership 52

Topline Leadership

NOVEMBER 9, 2023

Here are four of the biggest differences I see in sales managers that consistently get the best results from their sales teams. The best sales managers rigorously control their time by continually asking themselves, “What can do right now to have a meaningful impact on the development of my team?”

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Sales Management Sales Sales Leadership 52

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Lay a robust foundation.

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Hiring Sales Management Lead Rank Hubspot 100

Sales Hacker

JUNE 23, 2021

What, you didn’t have time to watch that webinar replay in between reading those two articles you’ve had open in a tab for three days? There’s more sales content than ever before – how do you sort through the noise? Since we deal with sales content on the daily, we thought we’d save you some time. Sales enablement.

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Top of Funnel Webinar Metrics Hubspot Cold Calling 79

Topline Leadership

MARCH 9, 2021

This article provides specific and practical techniques for measuring the performance of your company’s sales managers. Perhaps no position in the sales organization has less accountability than the sales manager position—in part because many companies don’t know how to measure sales manager performance.

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Sales Management Positioning Account Examples 130

Understanding the Sales Force

FEBRUARY 21, 2013

Understanding the Sales Force by Dave Kurlan An interesting article, Secrets to Developing Successful Sales Managers , by Xactly's CEO, Christopher Cabrera, was posted on Selling Power's 2/19/13 blog. I suggest that you read it first, returning to this article for the analysis. Selling skills!

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Hiring Sales Management Territories Analysis 242

Understanding the Sales Force

MARCH 4, 2013

Understanding the Sales Force by Dave Kurlan This recent article in the Harvard Business Review Blog was as far off target as any I have ever debunked. Steve Martin lists 7 characteristics that he says differentiate great sales forces from good ones. Darwinian Sales Culture.

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Sales Leadership Energy Coaching Study 220

The Sales Hunter

SEPTEMBER 27, 2013

As a sales manager, one of your jobs is to make sure your salespeople are equipped to succeed when selling to purchasing departments and/or buyers. I have an entire page on my website with articles about Working with Purchasing Departments. Have all the salespeople read all of the articles. ” Sales Motivation Blog.

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Sales Management Selling Skills Buyer Motivation 190

SBI Growth

AUGUST 16, 2023

It seems you can’t open your news feed these days without seeing an article about how AI will transform the workforce. Let’s see what sales managers can do amidst this revolution to merge the gap between humans and technology.

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Selling Skills Benefit Objections Competition 156

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.

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Sales Management How To Influencer Coaching 120

HeavyHitter Sales

OCTOBER 4, 2011

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Best New Sales Book of 2011 » October 04, 2011.

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Sales Management Penetration Software Software 147

Understanding the Sales Force

JUNE 3, 2012

Understanding the Sales Force by Dave Kurlan I've written 930 articles for this Blog. I present to you the 10 best/most important articles from the last 3 months that you probably didn't read: Are Your Salespeople Receiving Welfare? Missing Link to Sales Success. How to Make Sure Your Sales Force Remains Relevant.

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Motivation Coaching Training Sales 192

Understanding the Sales Force

MAY 1, 2014

Understanding the Sales Force by Dave Kurlan It''s a big problem with many of the sales blogs you read. One-person sales consulting firms, self-appointed experts, telling, but not doing, what they say. OMG is not a company that has tolerance for non-performers. If that describes you, please send me an email!

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Hiring Webinar Metrics Channels Policies 218

Topline Leadership

MAY 20, 2020

This article provides four questions that you can ask a sales manager to quickly judge if he or she is a great sales manager, or not. If you currently are a sales manager, ask yourself these four questions to assess your own sales management skills and areas for improvement.

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Sales Management Sales Sales Leadership 112

HeavyHitter Sales

APRIL 16, 2011

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. « Top 20 Sales Articles By Steve W.

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Penetration Software Software Trends 100

Topline Leadership

OCTOBER 26, 2020

Surveys have found that 82% of managers worldwide consider culture fit one of their top priorities when hiring people. That matches my own experiences, leading me to this question: do sales managers unknowingly discriminate when hiring reps for culture fit? ” appeared first on TopLine Leadership.

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Hiring Sales Management Survey Sales 113

Partners in Excellence

MAY 20, 2022

First, congratulations, your first job as a sales manager is a huge step forward in your career. Now, don’t screw it up—you’ll get a lot of managers who will immediately congratulate you, shake your hand, smile then say, “What have you done for me lately?”. But for now: Be proud that you are a first line sales manager.

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Sales Management Hiring Promotion Coaching 73

Anthony Cole Training

DECEMBER 17, 2012

Are you prepared to succeed today in Sales, Sales Management, Business and Life? Let me take a minute to answer for myself and then I'll get on with the rest of the post: Sales - yes, Sales management - kind of, Business - yes. In sales management you would likely look at sales.

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Sales Management InsideView Webinar Metrics Incentives 205

HeavyHitter Sales

MARCH 20, 2011

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. « 6 Comments Not to Say to a Spouse in Sales!

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Hiring Penetration Decision Maker Forecasting 100

Janek Performance Group

MAY 25, 2022

If you are in sales, you likely see yourself as a leader. If you are a sales manager, you must be a leader. But if sales management is a new role for you, it can feel like you are swimming upstream. First Rule of Sales Leadership: Know Your Purpose . What is that purpose of a new sales manager?

Sales Leadership 62

Sales Leadership Sales Management Lead Rank Promotion 62

Topline Leadership

OCTOBER 25, 2023

In my online training programs, I tell sales managers that they should spend at least 20% of their time—8 hours a week—coaching their salespeople. Read full article The post Why Sales Managers Thrive in a Sales Coaching Culture appeared first on TopLine Leadership. How is that much.

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Sales Coaching Coaching Sales Management Sales 40

Steven Rosen

JANUARY 28, 2024

In this 4:11 video, we learn how sales leaders must cultivate essential soft skills like emotional management, empathy, and assertiveness to foster trust, enhance execution, and address mental health challenges to consistently improve team performance. You’re not so good. .”

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Video Sales Leadership Hiring Face-to-face 156

Topline Leadership

OCTOBER 5, 2023

Read full article The post 3 Changes in Mindset for Newly Promoted Sales Managers appeared first on TopLine Leadership. I have an inside track on that MegaCorp deal. It’s looking really good! This could be the biggest deal I’ve ever landed!” Pop quiz: What do you do as this person’s.

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Promotion Sales Management Sales Sales Leadership 40

Understanding the Sales Force

JANUARY 24, 2014

It got me thinking about the road most often taken to sales management. Compared to the rocky road to coaching in the NFL, the road to sales management absolutely sounds like a road paved with gold! You see, only 18% of all sales managers are any good at coaching and only 66% of them can be coached up.

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Sales Management Webinar Metrics Coaching Sports 214

Tony Hughes

MAY 13, 2019

Sales Management is without doubt the most important link in the revenue chain. It’s also the toughest role in a company because it’s where the person is squeezed between the relentless expectations of executive management and sellers who struggle to differentiate in ferociously competitive markets.

Sales Management 81

Sales Management Hiring Forecasting Energy 81

Topline Leadership

MARCH 25, 2020

This article describes the 5 biggest mistakes that new sales managers make, and how to avoid them. The post The 5 Biggest Mistakes New Sales Managers Make appeared first on TopLine Leadership.

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Sales Management Sales How To Sales Leadership 90

Steven Rosen

JANUARY 13, 2024

In this 4:11 video, we learn how sales leaders must cultivate essential soft skills like emotional management, empathy, and assertiveness to foster trust, enhance execution, and address mental health challenges to consistently improve team performance. You’re not so good. .”

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Video Sales Leadership Hiring Face-to-face 156

Topline Leadership

SEPTEMBER 3, 2020

For remote sales managers, this article describes three things you can do to improve the quality of your remote sales coaching. Better quality sales coaching is the key to improving your team's morale. One of the biggest fears that salespeople have with a remote sales manager is the fear of being micromanaged.

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Sales Management Sales Coaching Coaching Sales 86

SalesLoft

JANUARY 2, 2020

Sales blogs to go to for insight in every sales role, from sales professionals to sales managers to sales leaders — aside from Salesloft.com, of course! For Sales Professionals: The Sales Blog (Anthony Iannarino) | Anthony Iannarino is an international speaker, author, and sales leader.

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Lead Rank Webinar Metrics Lead Scoring Inside Sales 52

Partners in Excellence

MARCH 6, 2019

Tim has been writing a series on sales management, Why Can’t We Build Better Sales Managers? In this particular article, Tim suggests we may not need traditional sales managers anymore. My immediate reaction was, “What is the role of a sales manager?”

Sales Management 84

Sales Management Hiring Face-to-face Coaching 84

CloserIQ

DECEMBER 26, 2018

One of our goals this year was to create and curate the best sales content out there for advancing your career and building top sales teams. Every week we compiled our favorite posts on everything from sales strategies to hiring plans. Here are 20+ of our favorite sales blogs from 2018.

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Hiring Decision Maker InsideSales Face-to-face 79