Tony Hughes

FEBRUARY 22, 2018

The Sales Manager’s job is to provide an environment within which their sales people can succeed. Then viable territories and targets, the right levels of support, training and enablement tools, demand generation leadership, and remove internal roadblocks. What more could you possibly ask for?

Sales Management 86

Sales Management Hiring Demand Generation Agencies Territories 86

Sales and Marketing Management

NOVEMBER 5, 2018

For example, what caused pain points at the end of the program: reps changing territories mid-program, sales that were booked but not invoiced, clients who made verbal commitments but didn’t sign contracts, field sales managers that vouched for sales that didn’t get logged into the system on time, etc.?

Incentives 201

Incentives Incentive Quota Territories 201

The Pipeline

FEBRUARY 3, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. They say you can’t shrink your way to success, but perhaps there are situations in sales where you can. By shrinking your territories, strategically where it make sense.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

Adaptive Business Services

JANUARY 24, 2024

Today we have electronic tools. While the benefits of Nimble CRM can expand into many departments in an organization, as a self-identified salesperson, we are going to focus on your salespeople, your sales manager, and the overall benefits to your company. A sales process(s) that is successful and can be duplicated.

CRM 71

CRM Revenue Company Hiring 71

Pointclear

AUGUST 17, 2011

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. If hiring, training and compensating are the science behind sales management, then deployment, monitoring and managing, and coaching and counseling are the art.

Sales Management 153

Sales Management Hiring Territories Compensation 153

Sales Hacker

OCTOBER 9, 2019

Sales is the most important function with any company, and the sales manager plays a critical role within it. That said… The importance of your sales manager cannot be understated. The sales force drives the company’s revenue and it’s the sales manager’s job to drive the sales force.

Promotion 68

Promotion Sales Management Sales Leadership Hiring 68

SBI

MAY 6, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. Pipeline Management & Deal Flow. InsideSales.

Sales Tools 57

Sales Tools Tools Revenue InsideSales 57

Hubspot Sales

SEPTEMBER 16, 2020

We observed this troubling phenomenon while conducting research for our book Cracking the Sales Management Code. Without a common understanding of the term " sales process ," sales managers can’t coach or communicate with their sellers as effectively. Territory Management. Deal Management.

Sales Process 127

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 127

Close.io

OCTOBER 1, 2018

So you want to become a sales manager ? First you’ll need to make sure you’ve got the right skills, experience, drive and track record at the helm in both selling and at managing others—in order to back yourself up. Want to get a ready-made set of resources to manage a sales team effectively?

Sales Management 115

Sales Management Hiring Lead Rank Forecasting 115

Partners in Excellence

AUGUST 10, 2023

There are lots of great books (including Sales Manager Survival Guide), there are a lot of great training programs (including those we offer), but somehow managers continue to struggle in both finding the time to coach and coaching in high impact ways.

Coaching 62

Coaching Lead Rank Territories Face-to-face 62

SBI

MAY 6, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. Pipeline Management & Deal Flow. InsideSales.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

Sales Hacker

JULY 17, 2019

Now, look at his advice: To become a sales manager, you essentially need to become an extension of your HR team — something every employee can do to make a positive impact on the organization. Of course, I also wanted feedback from industry veterans — the folks who are training & coaching sales management teams around the globe.

Promotion 79

Promotion Sales Management Hiring Lead Rank 79

Sales Hacker Training

NOVEMBER 21, 2022

And then, there are inside sales tools… The human element of sales will never go away — that’s a fact. But here’s another fact: sales is HARD! There are thousands of options when it comes to software for sales that promise to make your life easier as a sales professional.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52

SBI Growth

AUGUST 7, 2013

However, we frequently see Sales VPs still stuck in the sales manager mindset. An ill-prepared sales manager damages his region. A Sales VP focused on the wrong things can ruin the entire company. They cross collaborate with manager peers, their reps, and the VP. He helps the new reps ramp up quickly.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

Sales Hacker

JANUARY 20, 2022

Strong sales reps are the lifeblood of your business and how you choose to invest in them matters. For frontline sales managers, attributes like competency, quality of work, ease of execution, and length of contribution indicate reps’ overall job success, but you can’t rely on those inputs to tell you if they are personally satisfied.

Retention 98

Retention Sales Coaching Coaching Scale 98

SBI

MAY 7, 2015

If you’re seeking smart tools to drive sales performance, I’ve got great news for you. We’ve just released our 3rd annual Top Sales Tools of the Year Guide. Use this guide if you want to learn about innovative tools designed for all kinds of sellers. Pipeline Management & Deal Flow.

Tools 50

Tools Territories Compensation Inside Sales 50

Partners in Excellence

AUGUST 15, 2019

I was meeting with a very thoughtful sales executive. He was about to make some pretty big investments in training and in technology tools. I asked him why he was making those investments, he replied, “We really need to raise the skills and productivity of the sales people. Sales Managers, Use It Or Lose It.

Face-to-face 88

Face-to-face Coaching Sales Methodology Territories 88

BrainShark

MAY 31, 2023

Compared to what Sales Enablement Pro calls “activity-based metrics” that look at the number of calls made, demo sessions booked, or emails sent, time to competency is instead a skill-based metric which may be less quantifiable upfront but more valuable in the long run. But effectively building competencies requires the right tools.

Hiring 62

Hiring Sales Talent Scale Sales Enablement 62

Hubspot Sales

OCTOBER 5, 2017

Example: “Hi John, I’m reaching out because I noticed you were looking at our e-book on improving sales productivity.”. Does the prospect fall within my territory? Now that you’ve created the list, we can easily monitor our prospects’ activity using a tool like HubSpot Social Inbox. Sales Prospecting Tools.

Prospecting 144

Prospecting Tools Top of Funnel Lead Rank 144

Close.io

DECEMBER 2, 2019

If you locate your prospects in high concentration in a territory, then cold canvassing will work well. Monroe Systems for Business built a personalized system using Smart Views in Close to look at their territory level data granularly. Travel costs - Does your territory require traveling by air or commuting by their cars?

Campaigns 80

Campaigns Cold Calling Territories Face-to-face 80

SBI Growth

AUGUST 14, 2012

If your top sales rep resigned today, how long would it take you to recover? Imagine this scenario: Your sales manager calls you up “Bob, are you sitting down?” Drew (the top sales rep in the company) just resigned. It happened to me when I was a Regional Sales VP for a Fortune 250 company. Can I do it without him?

Hiring 257

Hiring Quota Call-back Territories 257

The Pipeline

JANUARY 24, 2012

The Pipeline Renbor Sales Solutions Inc.s Sales & Consequences now on Amazon Kindle. Stored in Attitude , Book Notice , EDGE Sales Process , EDGE Selling , Gap Selling , Productivity , e-book , execution. 99 cents, you can grab the ultra portable and shareable Kindle version of the book. Book Notice.

Pipeline 203

Pipeline Top of Funnel Hiring Cold Calling 203

The Pipeline

AUGUST 8, 2011

Last week I wrote about the follies of having a shorter sales cycle , beyond the points highlighted, I think it raises another trend in sales these days. One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. Book Notice.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

Your Sales Management Guru

NOVEMBER 3, 2014

Sales Recruiting: Scoring your Interviews. In every book on sales management, especially those that are focused on recruiting and interviewing salespeople there are always tools, sample questions, salesperson assessments and descriptions on various techniques used during the process. Sales Management Training'

Lead Rank 82

Lead Rank Lead Scoring Hiring Territories 82

The Pipeline

DECEMBER 7, 2011

A Random Walk Up Sales Street. Book Notice. Book Review. EDGE Sales Process. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

The Pipeline

JANUARY 18, 2012

A Random Walk Up Sales Street. Book Notice. Book Review. EDGE Sales Process. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

The Pipeline

OCTOBER 6, 2011

The Pipeline Renbor Sales Solutions Inc.s Punk Rock People Management. Stored in Attitude , Business Acumen , Communication , HR Management , Sales Management , e-book , execution. If you like Punk Rock People Management, please fast forward, share and network it with colleagues and connections.

Pipeline 250

Pipeline Twitter Hiring Cold Calling 250

The Pipeline

NOVEMBER 16, 2011

A Random Walk Up Sales Street. Book Notice. Book Review. EDGE Sales Process. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

The Pipeline

OCTOBER 26, 2011

A Random Walk Up Sales Street. Book Notice. Book Review. EDGE Sales Process. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

The Pipeline

FEBRUARY 21, 2012

A collection of three top sales books, including my award winning book on Trigger Events. A copy of the award winning book on Trigger Events. A Random Walk Up Sales Street. Book Notice. Book Review. EDGE Sales Process. Sales Leadership. Sales Management. Sales Meetings.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Compensation 220

The Pipeline

MARCH 6, 2012

The Pipeline Renbor Sales Solutions Inc.s Win The Sale Without Compromising on Price. Stored in Attitude , Book Notice , Price , Proactive , Sales Leadership , Sales Success , Sales Technique , execution. All sales aren’t created equal. A Random Walk Up Sales Street. Book Notice.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

JANUARY 17, 2012

Start by downloading our new book: Sales & Consequences. Sales Success , Tibor Shanto. A Random Walk Up Sales Street. Book Notice. Book Review. EDGE Sales Process. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy.

Influencer 222

Influencer Pipeline Hiring Top of Funnel 222

Partners in Excellence

NOVEMBER 2, 2020

Let me unpack the issues–at least my experience: The funnel or pipeline is where we first start seeing systemic sales performance issues. We generally look at pipeline coverage and sales management mythology is “everything is great if we have 3 times coverage.” But we were totally booked on our time.

Pipeline 85

Pipeline Ideal Customer Profile Top of Funnel Hiring 85

The Pipeline

FEBRUARY 15, 2012

The Pipeline Renbor Sales Solutions Inc.s Sales Force (Mis)Alignment. Stored in Business Acumen , Coaching , Demand Generation , Hiring Sales Talent , Planning , Sales Force Alignment , Sales Leadership , Sales Management , Sales Strategy , Sales Success , Sales eXchange , execution.

Pipeline 223

Pipeline Hiring Demand Generation Demand Generation Targets 223

The Pipeline

OCTOBER 14, 2011

Stored in Attitude , Business Acumen , Forecast , Funnel management , Guest Post , Sales Management , Sales Process , Sales Success , execution , qualifying. Our singular task is to pump money out of a sales pipeline. With the right tools, measuring the right variables, we can become sales alchemists.

Pipeline 198

Pipeline Lead Rank Lead Scoring Top of Funnel 198

The Pipeline

MARCH 7, 2012

A Random Walk Up Sales Street. Book Notice. Book Review. EDGE Sales Process. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training.

Pipeline 210

Pipeline Sales Qualified Lead Cold Calling Webinar Metrics 210

The Pipeline

JANUARY 6, 2012

The Pipeline Renbor Sales Solutions Inc.s Sales & Consequences. Stored in Attitude , Book Notice , Business Acumen , Buying Process , EDGE Sales Process , Gap Selling , Interactive Selling , Price , Proactive , Sales Strategy , Sales Tip , Sell Better , Selling to Executives , Success , e-book , execution.

Pipeline 215

Pipeline Hiring Top of Funnel Cold Calling 215