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

Understanding the Sales Force

MAY 3, 2019

I coach a lot of sales managers and sales leaders and when I ask them what they want help with today, it's rarely a big opportunity, it's seldom coaching best practices, it's hardly ever targeted metrics for their team, and it's almost unheard of for them to request that I help them improve as sales managers, Oh no.

Coaching 311

Coaching Objections Follow-up Motivation 311

Crunchbase

AUGUST 16, 2022

A good coach knows how to communicate, motivate and personalize each sales associate’s training, so the sales team repeatedly delivers results. This article explores what a sales coach does. It covers how an effective sales coach can take a good or even mediocre sales force and make it great.

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

Pipeliner

AUGUST 18, 2020

One route into the position of a sales manager is promotion from having been a highly successful salesperson. They are suddenly saddled with the responsibility of the entire sales team. Fortunately, though, sales management is a craft that can be learned. This will help a sales manager to get up and running.

Sales Management 92

Sales Management Quota Pipeline Top of Funnel 92

Understanding the Sales Force

JANUARY 24, 2014

It got me thinking about the road most often taken to sales management. The hours are about the same, it''s a step up, and it usually pays better. Compared to the rocky road to coaching in the NFL, the road to sales management absolutely sounds like a road paved with gold! I will be speaking at the Sales 2.0

Sales Management 214

Sales Management Webinar Metrics Coaching Sports 214

Hubspot Sales

APRIL 12, 2021

As a sales manager, ensuring that your team's communication with prospects is tight and effective is in your best interest. That process — making sure your team's communications aren't erratic — is most commonly referred to as implementing consistent sales messaging. His department — SP&E — helps reps sell better.

Sales Management 133

Sales Management Hubspot How To Scale 133

The Pipeline

SEPTEMBER 27, 2021

He has also written more than 50 case studies about companies and numerous technical notes on various business topics, including strategy development and implementation, sales and marketing, leadership, pricing, and start-up issues. Sales Management That Works: How to Sell in a World That Never Stops Changing.

Journal 173

Journal Case Study Study Up-Sell 173

Anthony Cole Training

JANUARY 30, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Why Arent Your Salespeople Selling? 5 Direct Sales Activities that Lead to Sales Success? Sales Core Competencies II.

Sales Management 159

Sales Management Hiring Ideal Customer Profile Call-back 159

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

Steven Rosen

JANUARY 15, 2024

He also talks about transitioning to a strategic selling approach, highlighting the importance of coaching, leadership development, reflection, and setting expectations for coaching time to optimize sales team performance and prioritize high-value activities.

Video 156

Video Coaching Sales Qualified Lead Trends 156

Understanding the Sales Force

NOVEMBER 10, 2023

The Example Salespeople (anyone, with any title, whose primary role is selling) don’t know about their own skill gaps and blind spots. 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.

Company 212

Company Hiring Scale Forecasting 212

Partners in Excellence

JUNE 6, 2018

A friend forwarded me an article entitled, “Giving People More Time To Sell Is BS.” The article started with a statement to the effect of “ill informed pundits quoting data that sales people spend only 10-30% of their time F2F with customers.” ” Intrigued, I clicked on the link.

Up-Sell 52

Up-Sell Revelation CRM Buying Cycle 52

Gong.io

DECEMBER 30, 2022

You can’t tell a sales rep to “increase sales” and expect them to know what to do. A good place to start is to set the right sales objectives. In this article, we’ll explain what sales objectives are and why they’re critical to business growth. What is a sales objective? How to set sales objectives.

Objections 62

Objections Examples Ideal Customer Profile Sales Management 62

Understanding the Sales Force

MARCH 3, 2014

Understanding the Sales Force by Dave Kurlan Before I get to the meat of today''s article, I have one last request for you to participate in this very important survey on sales force function. The hosts were unable to come up with any. It sets a terrible example for everyone else on the sales force.

Sales Management 196

Sales Management Travel Sports Coaching 196

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

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

Pipeliner

SEPTEMBER 15, 2020

In this article, I would like to discuss a very fundamental quality for someone’s successful conduct in life—that of virtues. Perhaps more than other more average fields, you really need virtues in sales management. Today, it is IT that is opening up new realms of possibility for us in very practical ways.

Sales Management 75

Sales Management Hiring Biotechnology Call-back 75

InsideSales.com

JULY 3, 2020

For a Sales Representative, climbing the corporate ladder begins with a promotion to Sales Manager. This is an exciting opportunity to be recognized by senior management and develop your career options. Below we have outlined 6 of the pitfalls and benefits of a good Sales Manager. How Sales Manager Succeed.

Sales Management 58

Sales Management Ideal Customer Profile Territories Promotion 58

Anthony Cole Training

SEPTEMBER 26, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Why Arent Your Salespeople Selling? 5 Direct Sales Activities that Lead to Sales Success? Sales Core Competencies II.

Hiring 174

Hiring Sales Management Ideal Customer Profile Webinar Metrics 174

Pipeliner

SEPTEMBER 8, 2020

It might seem to be a self-contradictory statement: “The first thing a sales manager really needs to know is management.”. Often a sales manager becomes a sales manager by being promoted out of the salesperson position. A sales manager is a leader. Management is Management.

Sales Management 87

Sales Management Promotion Pipeline eBook 87

Anthony Cole Training

AUGUST 28, 2014

I started that post with the comment that I thought my dad could have been a good sales manager. He was a little rough around the edges and would not have survived current HR and political correctness constraints… BUT he would have had a highly productive sales team. It means shut up and listen; you’ll learn more.

Sales Management 181

Sales Management Hiring Government Coaching 181

Pipeliner

JULY 8, 2018

The Digital Era of Sales Management. “If This digital era of sales management will dwarf what’s occurred in the information era and the value of the Internet today. Sales management has been impacted by the onset of the digital era, but not always in the ways that people think. Big impact?

Sales Management 78

Sales Management Hiring Penetration Government 78

Partners in Excellence

DECEMBER 16, 2014

I’ve been writing a short series on Hacking Selling–( Hacking Selling , Hacking Selling Part 2 ). As with the prior articles, I get huge numbers of requests from sales manager to help Hack their jobs. “What are the short cuts?” ” “How do I manage my time better?”

Sales Management 93

Sales Management Hiring Top of Funnel Maximizer 93

Anthony Cole Training

MAY 19, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Why Arent Your Salespeople Selling? 5 Direct Sales Activities that Lead to Sales Success? Sales Core Competencies II.

Hiring 168

Hiring Sales Management Webinar Metrics Ideal Customer Profile 168

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

Braveheart Sales

SEPTEMBER 8, 2020

It’s then that It struck me – many sales managers could learn something from this mama deer. Managing Sales in a Deer-like Way. What do deer have to do with managing sales you might ask? If the salesperson slips up, let them recover. We love working to help improve sales leadership effectiveness.

Sales Management 52

Sales Management Call-back Sales Leadership eBook 52

Increase Sales

APRIL 2, 2012

Those in sales management seem to fall into one of two roles that being sales killer or sales motivator. In Drive by Daniel Pink and a McKinsey quarterly article both appear to reinforce how these killer or motivator roles develop. These folks consistently worked hard to secure the goal to increase sales.

Motivation 158

Motivation Sales Management Promotion Sales 158

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. Sales leaders, trainers, and consultants regularly post articles that they distribute via their LinkedIn newsletter.

LinkedIn 118

LinkedIn Hiring Sales Leadership B2B 118

No More Cold Calling

JULY 29, 2021

Follow-up consisted of a series of emails that promoted products, didn’t address the client’s unique concerns, and had no calls to action. Do sales reps demonstrate product features, or do they discuss the benefits for buyers? What is their sales plan for following up? Save your money.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

The Sales Hunter

JANUARY 27, 2012

Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. 5 Sales Training Tips for Sales Managers AND Salespeople. The success you have in sales is dependent on your level of confidence. FREE Resources.

Sales Management 204

Sales Management Training Hiring Ideal Customer Profile 204

Anthony Cole Training

AUGUST 29, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Why Arent Your Salespeople Selling? 5 Direct Sales Activities that Lead to Sales Success? Sales Core Competencies II.

Hiring 149

Hiring Sales Management Decision Maker Ideal Customer Profile 149

Pipeliner

MARCH 27, 2018

While I had done a great job of taking care of our existing customers, I was not sure how to go about actually making a sales call. And as luck would (not) have it, my sales manager had no clue about how to actually go about training a sales person. I think we have all been there, any of us that have been in sales.

Sales Management 65

Sales Management Energy Coaching Sports 65

Partners in Excellence

MARCH 5, 2024

But Craig has hung in there, we have conversations and exchange ideas and opinions about the state of selling. Plus he, like so many others in this series managed to put up with my “humor.” ” Craig continues a through line we’ve seen in other articles. Enjoy his article. It was a fun job.

Hiring 73

Hiring Retail Cold Calling Commission 73

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. Its success is very much dependent on a vibrant sales operations function that is focused on the tactical execution of the sales regions but within a strategic framework.

System 59

System Sales Management Top of Funnel Forecasting 59

Your Sales Management Guru

NOVEMBER 7, 2016

Sales Management End of Year Checklist. . Depending upon the person and the conditions in their sales organization each article may or may not be pertinent. I decided to start with a Sales Management End of Year Checklist. Have fun and go sell something! Need more sales management resources?

Sales Management 85

Sales Management Hiring Compensation Quota 85

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