Understanding the Sales Force

AUGUST 21, 2023

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. To avoid wasting time and chasing opportunities that have ghosted you, read articles about qualifying.

Hiring 156

Hiring Decision Maker Forecasting Face-to-face 156

Understanding the Sales Force

AUGUST 21, 2023

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. To avoid wasting time and chasing opportunities that have ghosted you, read articles about qualifying.

Hiring 156

Hiring Decision Maker Forecasting Face-to-face 156

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!

Hiring 242

Hiring Sales Management Territories Analysis 242

Janek Performance Group

DECEMBER 20, 2021

If you are a new sales manager, building trust with your sales team is your first challenge. Without trust, progress will be slowed and time is a luxury few new sales managers have. In this article we will outline the key elements of trust and how a new sales leader can build trust within their new sales team.

Sales Management 118

Sales Management Hiring Lead Rank ACT 118

Understanding the Sales Force

APRIL 1, 2024

And although I’m beginning by referencing the sermon, this is not an article about Religion. Whether it’s Catholics who the Priest referred to, Jews that I referenced, various other Christian denominations, Muslims, Buddhists, Hindus, and more, we are all members of a group – a congregation, and a religion.

Decision Maker 156

Decision Maker Call-back Training Groups 156

Understanding the Sales Force

OCTOBER 2, 2013

Understanding the Sales Force by Dave Kurlan A title like, "Presidents & CEO''s: 4 Out of 5 Sales Managers Are Ineffective", will cause some Sales Directors, Sales VP''s and Sales Managers to click and read the article. Do you have a way to objectively evaluate sales management performance?

Sales Management 243

Sales Management Objections Analysis Groups 243

SBI Growth

AUGUST 2, 2018

Setting up rules and guidelines for the sales force to follow feels an awful lot like being a parent to a group of rowdy teenagers. Nobody wants to be the bad guy. Enter this information here, follow this new process.

Groups 159

Groups Sales Operations Guidelines Revenue 159

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.

Sales Management 190

Sales Management Selling Skills Buyer Motivation 190

Understanding the Sales Force

FEBRUARY 28, 2012

Understanding the Sales Force by Dave Kurlan Today's article has a collection of links to help you, your sales managers and your salespeople become more effective. It's a nice collection of important reminders, tips and insights for all things sales. A new book by Adon Rigg, Insightful Selling , launched today.

Education 169

Education Cold Calling Sales Coaching Coaching 169

Janek Performance Group

AUGUST 19, 2022

Congratulations, you are now a sales manager. Earning the title of sales manager is an important step in your sales career, regardless of the size of your sales team. There is plenty that new sales managers need to learn on their journey to become a sales leader. Trust is reciprocal.

Sales Management 62

Sales Management Sales Leadership Sales Report 62

Steven Rosen

APRIL 20, 2024

In this Sales Leadership Awakening podcast, Gerilyn Horan , Hilton’s VP of Group Sales, shares strategies to become the best place to work In the world. The interactive podbook below contains videos, audio, articles, summaries, transcripts, and YouTube shorts from this podcast episode.

Lead Rank 177

Lead Rank Lead Scoring How To Retention 177

Understanding the Sales Force

NOVEMBER 10, 2023

As a result, they can’t anticipate when in a sales cycle or sales process they will be impacted, and don’t have the awareness to take steps to work around it and improve. When this lack of awareness is prevalent at the top of a sales organization, it is challenging to grow it or scale it.

Company 212

Company Hiring Scale Forecasting 212

Crunchbase

AUGUST 16, 2022

Anyone in charge of a company’s sales success knows a sales team is only as good as its members. Like any group of individuals that comes together for a common cause, if a sales team is going to succeed consistently, reps and management must operate in a culture that motivates individuals to perform at their best.

Coaching 93

Coaching Sales Management Company Hiring 93

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

Anthony Cole Training

JUNE 5, 2015

As I continue to think about habits of sales people and the role of the sales manager in identifying, assessing and “correcting” habits, I keep looking for additional information that might be additive to this string of articles. Ike sent me a link to a survey that was done regarding the hunt for sales managers/directors.

Hiring 120

Hiring Sales Management CRM Scale 120

Steven Rosen

APRIL 19, 2023

That Is The Question Here is what the data shows: Only 14% are spending enough time coaching* Only 7% are effectively sales coaching* Less than 1% are doing the right kind of coaching and debriefing* Only 68% of sales managers say they spend up to 60 minutes individually coaching their sales reps each week.^.

Sales Coaching 177

Sales Coaching Coaching Objections Sales Management 177

Anthony Cole Training

JANUARY 30, 2012

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Sales Management 159

Sales Management Hiring Ideal Customer Profile Call-back 159

Anthony Cole Training

SEPTEMBER 26, 2011

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Hiring 174

Hiring Sales Management Ideal Customer Profile Webinar Metrics 174

Understanding the Sales Force

APRIL 29, 2013

Read this article and be sure to read the comments - a disagreement between me and the editor of the study. Make sure you read this article too, written when the study appeared in the Harvard Business Review. I am certainly not the only one scratching my head about why The Challenger Sale is getting so much attention.

Sales Management 196

Sales Management Lead Rank Consultative Selling Study 196

Sales Training Connection

MAY 6, 2013

It’s easy to manage a sales team when there’s consensus on where you’re going and how you’re going to get there. That’s when sales managers face some challenges. “Particularly for a group under the size of 10 people, majority rule is a bad way of going about business.”

Sales Management 119

Sales Management Hiring Face-to-face Sales Leadership 119

Sales Training Connection

FEBRUARY 25, 2013

Sales Coaching. Front-line sales managers are the “pivotal job” for improving sales productivity. That means – if companies want to improve sales revenue and optimize sales profitability, they should do everything they can to make sure front-line sales managers are doing what they should be doing.

Sales Management 132

Sales Management Coaching Pivotal Sales Coaching 132

Anthony Cole Training

MAY 19, 2011

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Hiring 168

Hiring Sales Management Webinar Metrics Ideal Customer Profile 168

Steven Rosen

APRIL 20, 2024

Organizations should encourage employees to explore different parts of the business, fostering a sense of belonging and creating a culture of opportunity.

Strategy 156

Strategy Lead Rank Lead Scoring Retention 156

Understanding the Sales Force

OCTOBER 10, 2017

I always enjoy reading articles that expose things I don't know about topics I enjoy, like 7 Unsung Built-in Gems in Mac OS X. We also discussed which of the 21 Sales Core Competencies that we measure were pertinent to their different sales roles and why. Image Copyright iStock Photos.

Hiring 200

Hiring Groups Objections Sales Management 200

Nutshell

MAY 16, 2019

Do you dream of leaving your sales associate desk behind and stepping up to a sales management position? The arrangements may vary from company to company, but in general, most sales professionals would jump at the chance to assume a leadership role. Are you Sure You Want to Become a Sales Manager?

Hiring 96

Hiring Sales Management How To Promotion 96

Anthony Cole Training

AUGUST 29, 2011

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Hiring 149

Hiring Sales Management Decision Maker Ideal Customer Profile 149

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 108

Sales Management Hiring Top of Funnel Funnel 108

HeavyHitter Sales

SEPTEMBER 18, 2013

the most prestigious publication for business leaders and management thinkers. Here’s one of my recent Harvard Business Review articles titled the  SEVEN TYPES OF SALES MANAGERS. Most likely, a sales leader will use several different management styles and move from one style to another depending on the situation.

Sales Management 148

Sales Management Lead Rank Lead Scoring Scale 148

Fill the Funnel

NOVEMBER 4, 2014

You get the idea -these are key sales management actions to be thinking about. On Wednesday, November 12th we have assembled many of the recognized thought leaders on Business to Business Sales Management together, in one broadcast and asked them to share their key recommendations to you as sales leaders.

Sales Management 118

Sales Management Hiring Top of Funnel Lead Rank 118

SalesFuel

APRIL 22, 2024

The professionals at Abstrakt Marketing Group agree and emphasize the importance of this step. Analyze and understand past mistakes or gaps in motivation that prevented this sales conversation from moving forward.” This, Flori Needle writes , “[helps] you focus on high-impact strategies that are more likely to drive a sale.”

Sales Qualified Lead 52

Sales Qualified Lead Lead Rank Lead Scoring Leads 52

Understanding the Sales Force

JUNE 24, 2016

I will cite two sources for this article: The 130 sales consulting firms that partner with me at Objective Management Group (OMG) and provide our award-winning sales force evaluations and sales candidate assessments; The tens of thousands of salespeople, sales managers and sales leaders that I have personally trained.

Groups 159

Groups Objections Data Sales 159

Allego

SEPTEMBER 8, 2022

What you might not know is that LinkedIn members also publish a wealth of information, tips, and advice for their peers via LinkedIn articles and newsletters. One group particularly prolific is sales professionals. Top 18 LinkedIn Newsletters for Sales Leaders. Recent articles: Buyer Engagement Content, Buyer Acumen.

LinkedIn 118

LinkedIn Hiring Sales Leadership B2B 118

Anthony Cole Training

MARCH 23, 2010

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Sales Management 120

Sales Management Hiring Ideal Customer Profile Webinar Metrics 120

Pointclear

AUGUST 17, 2011

This article has been selected for DeFinis Communications’ “Sales Coaching: Top Tips for Increased Productivity” Blog Carnival. Sales managers have six basic jobs—hire, compensate, train, deploy, monitor and manage, and coach and counsel—and they generally fail at the last three.

Sales Management 153

Sales Management Hiring Territories Compensation 153

Cincom Smart Selling

FEBRUARY 1, 2018

Our fifth and final installment of CPQ Perspectives focuses on the sales manager—those folks who oversee the selling operation. Sales management is full of challenges, and we can’t possibly touch on every issue that affects sales managers in this blog post. What matters to sales managers?

Sales Management 48

Sales Management Buyer Sales Qualified Lead System 48

Steven Rosen

MAY 9, 2018

Source: Objective Management Group , Dave Kurlan. Based on these statistics the answer is: Sales managers are not sales coaching! Alarm bells should be going off in every sales organization. In my article I want to share my thoughts on the following: Why are sales managers not coaching ?

Coaching 251

Coaching Sales Coaching Objections Sales Management 251

Sales Training Connection

JULY 25, 2012

Sales Management. Ask this question to a group of senior sales managers and almost unanimously you’ll get the same answer – “Not Necessarily.” Yet, when companies review their sales force and identify those with high potential the assumed next step is first-line sales management.

Sales Management 109

Sales Management Coaching Sales Coaching Training 109