From Player to Coach: Helping New Sales Managers Succeed

Miller Heiman Group

Sales managers influence what salespeople sell, where they sell, who they sell to and even how they sell. These factors make the sales manager role one of the most influential and demanding jobs in any company engaged in complex B2B sales. How many direct reports do sales managers have in your company? So why is the sales manager one of the most neglected roles when it comes to training? Sales coaching drives seller performance.

Managers With Personal Territories

Partners in Excellence

Are you a Front Line Sales Manager? Do you still have a personal territory with a quota for that territory? Unfortunately, too many managers are in this position–it’s untenable. Choose the day/time blocks where you will manage your own territory.

Sales Manager Survival Guide – Book Review

The Pipeline

One of the great things in what I do is the opportunity to meet a range of thinkers and doers involved in sales and helping others sell better. Brock writes a book on a critical subject like sales management, it is an opportunity to learn and share with others in my circle.

Unleashing the Power of Frontline Sales Management

Sales and Marketing Management

From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. In this study, top managers brought in an average $3.5

Are Sales Managers Coaching Reps to the Right Outcomes?

SalesLatitude

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?

Become a Top Sales Manager with These 6 Essential Tips

SalesLatitude

The first-line sales manager is one of the most rewarding, yet overworked positions in the sales chain. With so many diverse yet intertwined activities to deal with throughout the day, sales managers often find themselves in a perpetual juggling act.

Unleashing the Power of Frontline Sales Management, Part 3: Institutionalizing Sales Management

Sales and Marketing Management

Author: Brad Wilsted Note: This is part 3 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. Hire the right sales managers.

The #1 Reason Why New Sales Managers Fail

Steven Rosen

Why New Sales Managers Fail. Are you a new sales manager , or have you just been promoted into a sales manager role? I am going to share the number one reason why new sales managers fail. For new sales managers, things got worse in 2016.

Sales Manager—Business Manager Or Coach?

Partners in Excellence

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. At the same time, there’s the “business management” aspect of the job: Are we going to make our numbers? Are we managing our budgets effectively?

Sales Management TV Tip #1

Steven Rosen

Welcome to Sales Management TV. I am Steven Rosen author of 52 Sales Management Tips and executive sales coach. You have a vacant territory and you have narrowed your search down to two candidates. Do you want to get more Sales Management Tips?

Hacking Sales Management

Partners in Excellence

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?” Having said that, here’s a few of my favorite hacks to sales management.

Sales Management is not Cloning – Sales eXecution 266

The Pipeline

There has been lots written about the common mistake companies make in selecting new sales managers; specifically the habit of promoting some of their best sales people to the management ranks, whether they are suitable or not. Sales Execution Sales Success Tibor Shanto

Sales Strategy #5: Develop a Coaching Culture

Steven Rosen

Develop a Coaching Culture. Hi, this is my fifth video on Sales Strategies to Crush Your Sales Numbers, I call it Develop a Coaching Culture. . Sales Strategy #2 Execute with Excellence because most companies do not execute with excellence.

Unleashing the Power of Frontline Sales Management, Part 2: What ‘Good’ Looks Like

Sales and Marketing Management

Author: Brad Wilsted Note: This is part 2 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. What sales skill sets and capabilities (e.g.,

5 Ways to Create a Successful Sales Coaching Program

Steven Rosen

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Study after study has shown that sales manager coaching has a significant impact on performance. Coaching improves sales rep engagement. You can train your sales managers on coaching.

Hiring a Sales Manager - External or Internal?

Sales Benchmark Index

"Should we hire an external Sales Manager or promote from within?". Open Sales Management positions are bad for sales organizations. Having the wrong Sales Manager (SM) is worse. Hanna has two candidates to help Sales decide between: Iris and Eddie.

Sales Management Review Cadence

Partners in Excellence

I’m not sure anyone looks forward to the Sales Management Review (sometimes these are called QBR’s, but there are other reviews). It’s unfortunate, because there’s a huge amount of value in the review process–both for sales people and managers.

Is Your Employee Ready To Be A Sales Manager?

MTD Sales Training

This could involve seeing their territory sales improve, helping a new product through its launch or possibly farming an account for new business. For some, though, it would be seen as real progress if they were to be promoted to a management position. But does that fact that they are a good salesperson mean they will make a good manager? The truth is that the skillsets needed to manage effectively are a lot different to those required to sell effectively.

Sales Manager Or Sales Person?

Partners in Excellence

Sales manager, or sales person—-choose, you can only be one! While it seems so obvious, too many managers make the wrong choice–that is they try to be both. There are several devastating scenarios: Sales manager as super sales person.

Become a Top Sales Manager with These 6 Essential Tips

Membrain

The first-line sales manager is one of the most rewarding, yet overworked positions in the sales chain. Sales Management

The Ultimate Guide to Sales Coaching In 2019

Gong.io

Are you looking to get better at sales coaching, but you’re not sure how? Let me guess: no one trained you for sales coaching. You’re simply doing your best to pass on what YOU know about sales to your team. BUT… that’s a dangerous sales coaching mistake.

Sales Managers Only Have One Real Goal!

Partners in Excellence

There’s a lot of stuff written about what sales managers have to do and their key job responsibilities. There lots of ways we see managers behaving. Some seem to think they have to be super sales people–the person that comes in to close the deal.

Sales managers and the story of the “super salesperson syndrome”

Sales Training Connection

Sales Manager. Well, a sales manager with the “super salesperson syndrome ” will probably exhibited some of these 6 characteristics : Sell rather than coach. When push comes to shove, S 3 sales managers will spend their time selling rather than sales coaching.

5 Ways to Create a Successful Sales Coaching Program

Steven Rosen

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Study after study has shown that sales manager coaching has a significant impact on performance. Coaching improves sales rep engagement. You can train your sales managers on coaching.

CRM’s Big Blind Spot: Measuring Sales Managers

Sales and Marketing Management

For most organizations, the answer is to gain visibility into the activities of individual sales reps. If leaders can’t see what salespeople are doing, they can’t manage what their reps are doing. Nor can they make smart investments in improving sales capability.

CRM 224

How Top Managers Coach Salespeople to Exceed Their Sales Goals

Keith Rosen

Sales quotas are set, but is there alignment, buy-in, and a bulletproof strategy to achieve them? Are you certain your sales team has the skills, fearless attitude and structure to thrive? The sales goals are already set for the year. From the Sidelines: Coach the Message!

You Just Got Promoted to Sales Manager – Now What?

Sales Benchmark Index

Most organizations believe that their most successful sales people will make great sales managers. A recent study showed that only 11% of organizations train their sales managers. If you are a new manager, you are asking, “What do I do now?”.

New sales managers – starting off on the right foot

Sales Training Connection

New Sales Managers. Customers now want sales reps who are trusted advisors not product facilitators. All this means that in order for a sales team to be successful in the years ahead, front-line managers need be highly skilled. Talk with senior management.

Designing Sales Compensation Plans for Sales Managers (With Examples)

Xactly

When it comes to sales compensation planning, you can never start prepping too early, right? One of the most important things to consider when designing plans are the different roles on your sales team. Constructing the Commission Plan for Sales Managers: Pay Mix and Upside.

7 skills you’ll need to become a sales manager

Close.io

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. First and foremost, what exactly is a sales manager?

Coaching Your Coaches – Setting Your Managers up for Success

LevelEleven

According to a report by Forbes Insights, in association with Brainshark, sales coaching and mentoring is cited as the most important role that frontline managers play, according to 74% of leading companies. Understanding the importance of coaching is one thing.

Four Reasons Sales Managers Fail

MJ Hoffman

You might be a horrible leader, but if you stay in sales long enough, you will be promoted to management. However, your chances of ascending higher — to a VP or Director of Sales position — are zero. Only successful sales managers become sales executives.

Four Reasons Sales Managers Fail

MJ Hoffman

You might be a horrible leader, but if you stay in sales long enough, you will be promoted to management. However, your chances of ascending higher — to a VP or Director of Sales position — are zero. Only successful sales managers become sales executives.

4 Ways Sales Management Systems Help Remote Sales Teams Thrive

LevelEleven

For sales leaders with teams covering vast territories across multiple countries, it’s difficult to know if each salesperson on your team is focusing on the right things day-in and day-out. That’s where sales contests come into play.

How to Design a Sales Manager Compensation Plan (With Examples)

Xactly

When it comes to sales compensation planning, you can never start prepping too early, right? One of the most important things to consider when designing plans are the different roles on your sales team. Constructing Commissions in a Sales Manager Compensation Plan.

Sales Manager, How Are You Performing?

Partners in Excellence

I want to have a heart to heart with Sales Managers/Executives. Sales people and others can listen in if you want. After all, the data on sales management turnover is pretty disturbing—the average longevity in the job is 20 months.

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

Sales Benchmark Index

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.

Sales managers – 6 tips when transitioning to a new sales team

Sales Training Connection

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. Drill down and learn about the territory and the sales team.

Sales management – pitfalls and perils of power

Sales Training Connection

Sales Management. The implications of these findings are evident for most managers – but are there some unique implications for front-line sales managers? The account a sales manager used to know and the one that exists today probably isn’t the same.

Sales Managers, More Important than the Head of Sales?

A Sales Guy

They spend more time with your sales people than anyone else in the company. They perform the coaching sessions. They manage to the quotas. They resolve territory disputes. Sales managers are the lynchpins to success in sales organizations.