Pipeliner

DECEMBER 28, 2019

If you want to know how to be a good sales manager, remember the importance of emotion management when addressing sales performance issues. For example, a sales manager is meeting with one of her top salespeople who is running behind plan for the very first time in two years.

Sales Management 97

Sales Management Hiring Territories Coaching 97

Sales 2.0

FEBRUARY 15, 2023

“In my experience a lot of sales managers are keeping deals in their heads and they spend a lot of time discussing what they think is going to close and why. and free up time for managers to coach the reps on how to add more value in their territory for better outcomes.” Companies want “one throat to choke!”

Conversion 195

Conversion Amdocs Forecasting Territories 195

SalesLatitude

AUGUST 23, 2018

What is more important in sales, closing deals or building pipelines? I would say the answer is both, but the actions of sales people on average seem to say differently. Are sales managers coaching to the right outcomes? Sales managers should be coaching their team to the right outcomes.

Coaching 55

Coaching Sales Management Pipeline Quota 55

Hubspot Sales

MARCH 20, 2020

Sales coaching is all about looking forward and developing your people. High-revenue growth companies are seeing the payoff; 54% of high-performing companies are using sales coaching more than in the past, and 60% use sales coaching as an integrated part of a sales training program.

Sales Coaching 106

Sales Coaching Research Coaching Sales Methodology 106

LeadFuze

JULY 14, 2023

How to be a good sales manager is an inquiry that many professionals in the field often ponder. The role of a sales manager extends beyond just overseeing a team; it’s about fostering growth, driving performance, and achieving targets. A sales manager position, that’s your answer.

SalesManager 52

SalesManager Sales Management Strategy How To 52

Women Sales Pros

NOVEMBER 1, 2019

If you want to know how to be a good sales manager, remember the importance of emotion management when addressing sales performance issues. For example, a sales manager is meeting with one of her top salespeople who is running behind plan for the very first time in two years. Good Selling!

Sales Management 82

Sales Management Hiring Territories Coaching 82

Gong.io

MARCH 30, 2020

How do you build a healthy sales culture? Why is it important to create balanced sales territories? On a recent episode of the Reveal podcast, we connected with Michelle Benfer, VP Sales at HubSpot, for answers to these and other questions that are top of mind for revenue leaders. Building a Healthy Sales Culture.

Sales Management 62

Sales Management Lead Rank Territories Hubspot 62

Partners in Excellence

SEPTEMBER 21, 2021

Everyone needs coaching. I’ve spent a lot of time in this blog talking about coaching as key to driving performance in sales people. I’ve written extensively about directive and non-directive coaching–focusing on non-directive as the most impactful in helping sales people learn and grow.

Coaching 56

Coaching Customer Face-to-face Territories 56

Partners in Excellence

APRIL 4, 2016

The responsibilities of a sales manager are very broad. Frontline managers have to work to make sure each person on the team is performing at the highest levels possible. They have to provide the coaching, training, systems, processes, tools, and support to enable their people to achieve their goals.

Coaching 48

Coaching Sales Management Face-to-face Analysis 48

Xvoyant

JULY 2, 2020

Are we coaching effectively? What is Coaching, Really? Instead, I’ll opt to provide clarity on what you could be doing to radically improve the performance of your sales force. Sales coaching is a formal developmental process where sales managers partner with their sales reps to improve sales performance.

Sales Coaching 62

Sales Coaching Coaching Forecasting Lead Rank 62

criteria for success

APRIL 7, 2021

If you're in the market for some DIY sales management training, you've come to the right place. We've compiled 5 checklists for you to use with your sales managers in any organization. We often talk about the importance of process in selling, but good sales management is a process too.

Sales Management 85

Sales Management Training Journal Forecasting 85

Sales Hacker

DECEMBER 9, 2022

Sales leaders often evaluate prospects and existing customers based on readily available information — order history, and firmographic data (company location, size, industry, etc). Related: The New Growth Formula: Customer Success + Predictive Sales. Related: Your Territory Model Is Hurting Attainment. Try This Instead.

Lead Rank 97

Lead Rank Territories Lead Scoring Quota 97

Anthony Iannarino

JANUARY 7, 2020

There are different types of sales managers you run into during your time in sales. These are the seven types of sales leaders you find on the sales floor, six of which you should avoid. The Deal Manager – Manages Deals, Doesn’t Lead. The deal manager isn’t going to lead you.

Sales Management 78

Sales Management Ideal Customer Profile How To eBook 78

Pointclear

SEPTEMBER 12, 2018

Building a successful sales force is not easy. Most sales managers will tell you it involves three fundamental steps: Hire the best-qualified candidates; train them; and compensate for results. Monitoring & Managing How Reps Spend Their Time 3. Coaching & Counseling. But there is more to it than that.

Hiring 145

Hiring Top of Funnel Compensation Territories 145

Partners in Excellence

FEBRUARY 8, 2022

” There are surveys asking for the one area sales managers should focus on. These cover things like comp/metrics, training, forecasts, hiring, sometimes even coaching. There are surveys for sellers covering things like prospecting, pipeline management, closing, sales process.

Survey 95

Survey Territories Hiring Incentives 95

Closer's Coffee

JUNE 19, 2019

How to Choose the Right Sales Manager for Your Company. The sales manager is arguably the most critical person in the company. Hiring a leader for a sales organization is a decision that is more critical for a company. Many organizations “promote” their best seller to a sales management position.

Hiring 74

Hiring Sales Management Company How To 74

Highspot

MAY 8, 2020

From delivering winning doses of inspiration to transforming rookies into all-stars, coaches are a key component of any winning team — and not just in sports. In the world of business-to-business sales, coaches are just as essential to ensuring reps have the skills they need to close deals with confidence.

Sales Coaching 78

Sales Coaching Coaching Hiring Remedy 78

criteria for success

APRIL 13, 2022

As a sales manager, one of your most important responsibilities is to develop people. We like to say that sales managers should focus less on developing sales and more on developing salespeople. For sales managers who started out as salespeople, though, this can be especially hard. Let's Talk Sales!

Ideal Customer Profile 98

Ideal Customer Profile eBook Forecasting Motivation 98

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

The Pipeline

MAY 4, 2011

The Pipeline Renbor Sales Solutions Inc.s Prospecting With E-Mail. Stored in Attitude , Business Acumen , Communication Strategy , Proactive , Prospecting , Sales 2.0 , Sales Tool , Sell Better , Success , Video , e-mail , execution. Last week we looked at means of leveraging voice mail in prospecting.

Pipeline 216

Pipeline Prospecting Twitter Cold Calling 216

Sales Training Connection

APRIL 4, 2014

Sales manager with a new sales team. As most in sales leadership would share – the front-line sales manager is the pivotal job for building and sustaining sales success. And, perhaps the most critical time for any sales manager is when first taking over a new sales team.

Sales Management 119

Sales Management Pivotal Coaching Sales Coaching 119

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

Allego

MARCH 6, 2019

Sales coaching is a hot topic these days. Everyone wants to coach–and do it well–but Allego’s “State of Coaching 2019” survey uncovered a major disconnect between how sales managers and reps view the quality and impact sales coaching. What is ‘High-Quality’ Coaching?

Coaching 54

Coaching Webinar Metrics Territories Survey 54

CommercialTribe

JUNE 23, 2020

With June nearly over and the initial shock of the COVID-19 crisis behind us, sales management teams are focusing on building a plan to come out stronger on the other side. We recommend three main areas of focus for sales leaders: WHO they focus sales manager coaching effort against.

Top of Funnel 40

Top of Funnel Hiring Sales Management Face-to-face 40

The Pipeline

FEBRUARY 22, 2012

The Pipeline Renbor Sales Solutions Inc.s 3 R’s of Prospecting Success. Stored in Attitude , Business Acumen , Buying Process , Demand Generation , Lead Management , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Sales Technique , Sales Tip , Video , execution.

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation 216

The Pipeline

NOVEMBER 10, 2011

The Pipeline Renbor Sales Solutions Inc.s Successful Strategies for Prospecting – Roundtable. Stored in Attitude , Buying Process , Cold calling , Communication Strategy , EDGE Selling , Gap Selling , Interactive Selling , Planning , Proactive , Prospecting , Sales Strategy , Sales Tip , Success. Prospecting.

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

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. Call Management. Territory Management.

Sales Process 124

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 124

Partners in Excellence

DECEMBER 11, 2016

For many managers, the coaching falls into that category. Many recognize that coaching is something they should be doing, but day to day fire-fighting and crisis management seem to conspire to rob managers of the time to coach. As managers, part of our job is business management.

Coaching 48

Coaching Territories Pipeline Call-back 48

Partners in Excellence

JULY 30, 2012

The other day I wrote about the “Almost Perfect Sales Management Article.” ” That post stimulated a flurry of questions about a Sales Management Standard Operating Process/System. There are a few key building blocks to the Sales Management/Leadership Process. Overall Sales Strategy.

Sales Management 86

Sales Management Hiring Top of Funnel Territories 86

The Pipeline

MARCH 30, 2011

The Pipeline Renbor Sales Solutions Inc.s Prospecting – When Is The Best Time? Stored in Attitude , Business Acumen , Cold calling , Proactivity , Productivity , Prospecting , Time Allocation , Video , execution. Last week I talked about prospecting, why some like it when most don’t, rejection, and managing them.

Pipeline 222

Pipeline Prospecting Cold Calling Sales Qualified Lead 222

Janek Performance Group

MARCH 12, 2024

This may end up contributing to a lack of direction and belonging many sales professionals experience, and ultimately may negatively impact performance. Simulations help fill in the knowledge gap for the hiring manager. You can make the process even more granular by setting up a practice sales call.

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

Hubspot Sales

JULY 22, 2020

Sales always has been, and always will be, about closing the deal. But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. This tool allows sales managers to analyze the email productivity of their reps. Plan 2 Win.

Tools 108

Tools Closing Territories Hubspot 108

Keith Rosen

JANUARY 12, 2019

Are you certain your sales team has the skills, fearless attitude and structure to thrive? Here’s the 7-step conversation managers struggle with that gets your salespeople confidently committed to their goals, strategy, and the coaching needed to ensure they execute, excel, and enjoy the process.

Sales Goal 100

Sales Goal Coaching Intent Follow-up 100

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

SBI Growth

JANUARY 1, 2014

Training should be focused on helping your sales reps identify prospects and close deals. Different ways to think about your training program: Training Modality: Sales training should be on multiple platforms and modalities. Training Topics: Social prospecting: You need to teach them how to identify prospects on social media.

Training 282

Training Buyer Persona Hiring How To 282

SalesFuel

APRIL 3, 2024

Understand they are a vital part of the process and something that goes with the territory,” she explains. The professionals at The Academy for Sales Excellence agree. Understand that not every prospect will convert into a customer. By managing your expectations, you’ll be better prepared to handle rejection.”

Hiring 40

Hiring Face-to-face Territories Motivation 40

Partners in Excellence

NOVEMBER 3, 2020

We measure a lot of stuff in sales. We have all sorts of pipeline metrics, activity metrics, prospecting metrics, account, territory, retention, renewal, mix, margin, and endless other metrics. Let’s imagine we have two sales people with very similar territories. Jim’s a terrible sales person.

Churn 107

Churn Marketing Qualified Lead Territories Pipeline 107