Become a Top Sales Manager with These 6 Essential Tips


The first-line sales manager is one of the most rewarding, yet overworked positions in the sales chain. Client and team meetings, account and territory planning, financial and administrative work, management requests, and sales rep coaching are just a few of the sales manager’s responsibilities. With so many diverse yet intertwined activities to deal with throughout the day, sales managers often find themselves in a perpetual juggling act.

Sales Managers—Pay Attention to How Your Reps Communicate

No More Cold Calling

Can your sales reps put a sentence together? Sales managers, listen up. Even the most effective sales techniques fall short if your team sounds, well … stupid. Sales reps want a call back ? ” Does that mean everything else your sales reps have been saying is dishonest ? And it’s time for sales managers to pay attention to the words their teams use when communicating with prospects and clients.


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5 Tips to a Clean, Profitable Sales Pipeline for Inside Sales Managers

Sales Hacker

This article takes you through 5 crucial tips to efficiently manage your sales pipeline. Before we jump right in, let’s define what a sales pipeline is. A sales pipeline is a systematic and visual representation of your sales process. Based on how your buyer journey looks, example, Awareness, Interest, Decision, and Action, your sales pipeline stages may also vary. Ensure your reps take ownership for their individual sales pipelines.

Close More Sales with this Training Program

Mr. Inside Sales

Check out our best inside sales training available on the Internet: On-Demand Training! And until you find out what’s really holding your prospect back, you’ll just go around and around in circles. Then give your team access to my award winning inside sales training!

The Only Black Friday Sale that Matters

Mr. Inside Sales

It’s that time of year again–the time when every company has a black Friday sale. . I’m going to make this easy for you: We’re offering just one product on sale–the best product we have at the lowest price it has EVER been offered. .

Stop “Following Up,” and Start Closing

Mr. Inside Sales

call to prospects whom you’ve already pitched? Is it something like: “I’m just calling to follow up on our proposal….”. I’m just calling to see what you thought about our bid?”. They put the control of the call in your prospect’s hands. Why not lead your prospect into the sale by referring back to the benefits he or she is going to get by working with you? Prospect}, I’ve been excited to get back to you today. How do you open your 2 nd or 3 rd.

Sorry, Practice Doesn’t Make Perfect

Mr. Inside Sales

If you practice something wrong – a golf swing, a sales rebuttal, etc. – Unfortunately, whenever I go into a company and listen to their pitch, or the way they handle objections, or open their calls, I hear it. Many sales teams, and sales reps, are practicing poor selling techniques over and over again. That is practicing a poor selling skill, and the result is a lot of calls backs and chasing unqualified leads. Sales Management Sales Tips

What To Do When Your Salespeople Hit a Sales Slump

The Center for Sales Strategy

No matter how good you are or how long you have been in sales, sooner or later you're going to hit a sales slump. A client has been with you every month for the past 6 months, but then calls you up and says they need to take the next couple of months off. The appointment you have been working so hard to set tells you to call back in 6 months. Sales managers bemoan slumps just as much as salepeople do. Slumps happen to everyone.

First We Form Habits, Then They Form Us

Mr. Inside Sales

I just worked with a great inside sales team in Louisville, KY (hi Kathy, Darryl and the team!), And this is especially true in sales. If we develop an aversion to asking for the order, then we tend to create a lot of call backs. Because many sales teams have developed bad selling habits, the first thing they need to do is unlearn the bad habits before they can learn newer, better ones. Motivating Sales Teams Sales Management Sales Tips

Sales coaching and the high potential sales rep – An STC Classic

Sales Training Connection

From time to time, either by thoughtful action or good fortune, every manager gets some – they wish they had more – and they’re always afraid of losing the ones they have. Every field has its fair share – the arts, sports, business, and fortunately the world of sales. With this in mind, let’s transition to the world of sales. Assume you are a sales manager and you have a couple of young new hires on your sales team that you believe fall into this high potential category.

Guest Post: Hey Sales Leaders, Let’s Think Differently About Metrics


Guest post by Bryan Elsesser, Senior Director of Sales Development at Aircall. Bryan is not your average sales leader: In addition to his day job, he’s a Long Island volunteer firefighter, occasional opera singer, and proud husband and father of three. . What Sales Metrics I’m Tracking.

NFL Schedule Released this Thursday—Are You Ready?

Mr. Inside Sales

And that led me to think about sales teams and individual producers. I have the privilege of working with a lot of companies, coaching and training and scripting their sales process, but for each company I work with, there are thousands who go without ongoing coaching.

How to Get Prospects to Call You Back

No More Cold Calling

If no one’s returning your calls, you must be cold calling. I know who’s calling. No one leaves a message when they’re just cold calling a list. Reality check: Cold calling success rates are dismal. Sometimes I actually invite a call. The next day I received a call at 7:45 a.m. I ‘m calling regarding your interest in our system. Get the Call-Back Every Time. Getting prospects to call you back is deceptively simple.

Why Salespeople are Ditching Your New Sales Presentation

Julie Hanson

Your marketing department just invested a lot of time and money creating a dazzling new presentation for the sales team. Sales or Marketing? Despite all the talk of the disconnect between sales and marketing, both share a common goal: communicating the value of your solution in a way that drives the customer to take action. And sales and marketing also both play a role in whether a presentation is adopted, adapted, or discarded.

How to Amp up your sales letters

Your Sales Management Guru

How to Amp Up Your Sales Letter and Ensure a Response. How to Amp Up Your Sales Letter and Ensure a Response. A sales letter is one of the best tools you have to make an impression. There are a few basic rules that, if followed, can lead to a sales letter that leads to, well, leads. Follow this guide to creating an amazing sales letter that sells. A good sales letter is always personalized to the potential client – avoid boilerplate copy!

Overcome Call Reluctance Today!

Mr. Inside Sales

Two weeks into the New Year, and are you already stressed about picking up the phone and making prospecting calls? I learned a secret years ago that enabled me to overcome my fear of making calls, and that allowed me to make hundreds of cold calls stress-free.

How to Be a Leader

Mr. Inside Sales

This quote sums up my management philosophy: A leader isn’t afraid of jumping into the trenches and showing their team exactly how to succeed in their job. In sales, this means leading by example. They tell me that now they’re in management, they don’t “get on the phones” anymore.

It’s Official: Selling Will Be Automated From This Day Forward


The perfect sales tool is finally here. It marks the first major shift in sales solutions since SFA (Sales Force Automation) was first introduced in the mid-80’s. Instead of being beholden to a CRM tool (or any sales tool), salespeople and sales managers will be served the right information at the right time without the hassles of today’s tools. It’s a revolutionary sales software solution – and I do mean revolutionary.

System 103

What Is a Call Disposition And How Can You Measure It?


As reported in one study , sales reps only spend approximately 37 percent of their time selling — often due to a lack of automation implementation. As a solution, it was recommended that sales teams focus on a combination of big data and sales technology applications.

What You Need to Know About Your New Business Development Plan

Alice Heiman

Do you think you’ll come back to them at some point – maybe? Each time you place a call to a new contact, you have a sunk cost to: Reach the contact. Are you going to use your CRM to put some type of lead follow up process in place to make sure they receive a call again? Do you have a closed loop lead follow up process to ensure a call back happens? So you have to ask yourself, what kind of sales organization do you want to be?

Sales coaching and the high potential sales rep

Sales Training Connection

Sales Coaching. From time to time, either by thoughtful action or good fortune, every manager gets some – they wish they had more – and they’re always afraid of losing the ones they have. Every field has its fair share – the arts, sports, business, and fortunately the world of sales. With this in mind, let’s transition to the world of sales. How can you help these sales reps develop their potential to make sure they are as successful as they can be?

Are You Selling the Wrong Product?

Keith Rosen

Whether you’re about to walk into a place of business looking for new clients or pick up the phone to make a cold call or even a follow up call to a potentially “warm” prospect, you are focused on making each effort count. After several attempts (and no call backs from prior voice mails or emails that you left days ago) you’re getting frustrated. Why don’t they just call me back? Tip from the Sales Coach: Your Product Is You.

Of Value Propositions and Elevator Pitches for B2B ? Score More.

Score More Sales

Sales Tips and Strategies to Grow Revenues. Recently I spoke with OpenView Venture Partners Managing Director Brian Zimmerman about the importance of having a strong value proposition as you build your company. Too many sales managers assume that their reps are all on the same page, when in fact many are sharing fractured pieces of the value their company brings. Lori Richardson of Score More Sales was recently ranked as one of the Top 25 Sales Influencers for 2012.

B2B 136

[Video] Your Product is YOU!

Keith Rosen

Here’s an opportunity to reconnect with your product or service in a new way in order to re-ignite your passion as well as your sales numbers. Get notified each time a new 60-Second Sales Coach video is released. After several attempts and no call backs from prior voicemails or emails that you left days ago, you’re getting frustrated. “I Why don’t they just call me back?” If this is so, when calling on them, did they know who you are?

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Leveraging Sales Coaching to Motivate Your Sales Team

Janek Performance Group

If you’re new to the role of sales manager, you might not realize the power of providing coaching and skill development to your sales team. After all, one goal of any sales manager is creating a high-performing sales team with low turnover. Sales Mentoring.

Using Dispositions to Automate The Sales Process & Standardize Data


There’s an emerging term in modern sales rhetoric that you may have heard but can not yet define. Call dispositions have been talked about as an automation and sales intelligence tool, a new way to leverage your CRM, a data consistency practice and more.

The Importance of Call Dispositions & How to Leverage Them in Reporting


One of the most valuable pieces of data a sales leader can have is call dispositions. They provide a quick view of a call’s outcome and what the next step should be for the rep. They give everyone visibility inside the composition of the call to diagnose areas of improvement. Call dispositions are a set of normalized values that your team members use to categorize the call once it’s completed. Once call is over, hang up. Full Sales Cycle.

2 Ways to Understand Your Buyer’s Needs: Why Insurance Agents Should Understand Demand & Non-Demand Sales Cycles

Hyper-Connected Selling

(If this article resonates for the challenges you have in your agency, be sure to check into the Small Business Sales Manager Coaching Program ). As they’ve added additional products and services to their mix, their sales processes have become jumbled and muddled. Instead they are now insurance providers, financial planners, health-care agents, and wealth managers that offer a wide-range of financial products to their customers. Sales Activities.

How To Use Sales Dialers To Close Deals Faster


Imagine having to call 50-100 people in a day. You might not think that automatic sales dialers have that much to offer you. What Is A Sales Dialer? A sales dialer is pretty much what it sounds like: technology that automatically dials numbers for salespeople.

How to Increase Your Closing Percentage

Mr. Inside Sales

It’s no wonder most sales people go home exhausted at the end of the week and are discouraged when they come into work on Monday and look at their list of prospects to call back…. I used to be one of those discouraged sales reps until I learned about disqualifying prospects rather than qualifying them. Companies and sales managers train them in this way (“It’s a numbers game,” they claim.), And that pretty much describes top sales producers.

The Importance of VoIP in a B2B Sales Strategy

Sales and Marketing Management

Author: Seamus Dunne How is your business performing regarding its current sales figures? Communication is the basis of any solid sales platform and a handful of VoIP strategies can help to maximize your current efforts. The Notion of a Unified Approach to Sales.

B2B 178

If You Love Sales—Then Pass This On

Mr. Inside Sales

I found a short book called, The Salesman’s Book of Wisdom, by Dr. Chriswell Freeman, and the introduction on “The Joy of Selling” was so awesome, that I wanted to share the three paragraphs with you. Share this with others if you resonate with it as well: “Selling has been called the greatest profession in the world and with good cause. Few experiences in business can match the excitement of a big sale. What keeps top sales professionals motivated?

The Power of Thinking BIG

Mr. Inside Sales

Emerson was a keenly gifted philosopher, but he spoke like a seasoned sales manager: He understood the power of big thoughts. In my sales career, everything changed when I started asking for bigger orders. Suddenly, I was doubling and even tripling my monthly sales all because I had the courage to ask for more. The post The Power of Thinking BIG appeared first on Mr. Inside Sales. “Ask yourself this question: ‘How big can I dream?’”. Conrad Hilton.

Today my wish came true: New Revolutionary Sales Software Introduced


It’s a revolutionary sales productivity software tool designed for companies of all sizes and budgets – and I do mean revolutionary. This new software solves the biggest sales issues of all: Knowing who to call, when to call, what to say, how to follow up, when to follow up, how to get answers, how to schedule more appointments, what to do next, who to focus on, what to up-sell, where to cross-sell, when deals are at risk, and how to get contracts signed quickly.

Sound Like a Professional in 2020

Mr. Inside Sales

How good (or bad) does your sales team sound when prospecting over the phone? Have you recorded and listened to their calls lately? On Friday, (Jan 3 rd ), I received a sales call that went like this: Me: “Good morning, Mike Brooks here, how can I help you?”.

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #1: Should you leave a Voicemail?


One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T leave a voicemail?”. The following is from my favorite author (“New Sales. and “Sales Management. Simplified.”), Mike Weinberg: “Voice mail is a reality, and anyone in sales needs to deal with it. from “The Sales Development Playbook” ). B2B Sales Prospect Development

Metrics—Which One is Most Important?

Mr. Inside Sales

you can automate just about everything else—including phone calls, voice mails, email campaigns, etc. While working with a new client last week, his management team was asking me which metrics they should focus on as they begin to adopt the new best practice approach we just introduced. How about numbers of calls? Length of the first call? What I stressed is to use recordings to measure how well a rep handles each part of the phone call.

The Harder You Work, The Luckier You’ll Get

Mr. Inside Sales

I was working with a sales manager last week—he manages a team of 20 inside sales reps with a direct report manager who helps manage half that team—and I asked him what kind of producer he was when he was selling. “I Simple: they don’t spend enough time making calls. I fact,” he offered, “If they just spent more time dialing, they would all make a heck of a lot more sales and commissions,” he concluded. Sales solve everything.”.

Do This to Develop the Attitude of Top Producers

Mr. Inside Sales

Living by this philosophy has enabled me to accomplish much in my life, and it was the spring board to transitioning to top performance in sales. Then my sales manager pointed out that the top closers started with the same pool of leads I had; they had just put in the time to cull through them, diligently, and after months of extensive work, they discovered, converted, and cultivated a great list of prospects and clients.



Cold Calling is dead and as a Sales Trainer who teaches  or used to teach Cold Calling – I dont make that statement lightly. Times change, people change and because of that I firmly believe that Cold Calling no longer has a part to play in modern business. This is further evidenced by a survey by Leap Job which claims only 2% of cold calls result in an appointment, casting a question mark over the effectiveness, or lack of it from Cold Calling.