Remove Coaching Remove Incentives Remove Revenue Remove Sales Management
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25 Sales Experts on the Importance of Coaching Salespeople

Understanding the Sales Force

According to the search results inside this blog, I have written on the topic of coaching salespeople more than 400 times or 25% of my articles. Because sales managers are not coaching – still – at least not consistently or effectively. Most of the advice given fell into the category of sales tips.

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The Data: What Percentage of Salespeople are Really Coachable?

Understanding the Sales Force

Dennis Connelly, Derek Baer and I were sharing our experiences coaching salespeople, sales managers and sales leaders, and comparing those who were and weren’t coachable. When it comes to coaching up salespeople, there are many conditions that must be met. It wasn’t personal.

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Proven Strategies for Effective Sales Management

Highspot

Effective sales management is the core of any successful business. Read on as we break down why strong sales management matters, along with proven strategies to achieve it. It involves planning, organizing, leading, and controlling the sales activities within an organization to achieve its revenue targets and close deals.

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Founder Q&A Series: Incentives and Compensation Structure

Sales Hacker

Spiff budget for monthly incentives/contests (keeps it fun). Cost of living limits incentive %. I sometimes see companies put a large % on closed won revenue and I’m not a fan. Do you have any suggestions for structuring an incentive package to optimize for sales/revenue efficiency?”

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What Companies Don’t Know About Sales

Understanding the Sales Force

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. Coaching their salespeople becomes a scenario of the blind leading the blind. Everyone is afraid of change and most find it difficult to change.

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Proven Strategies of a Great Sales Manager

Highspot

What Makes a Great Sales Manager? What Sets Great Sales Managers Apart? Responsibilities of a Sales Manager Qualities You Need To Go From Good To Great Sales Management Strategy for Sales Managers The Importance of Sales Coaching And Training What Does Sales Manager Success Look Like?

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The Sales Manager New Year’s Resolution: 3 Do’s & 3 Don'ts

SBI Growth

Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ‘A’ players on the team. Every sales manager is time starved. Sales Managers should be spending 75% of their time coaching their team. I am a big advocate of face-to-face coaching.