Sales and Marketing Management

NOVEMBER 15, 2018

Author: Matthew Sunshine If you’re a sales manager, you know this to be true: Having that tough conversation with a salesperson who isn’t meeting goals is never fun. Now, even if you’re not talking to a future sales superstar, this information is not breaking news. In fact, most of the time, it’s downright uncomfortable.

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SalesLoft

JANUARY 24, 2024

Setting goals is such a common activity. As a sales manager or revenue leader, the dilemma is not in establishing the goal, but in the setting, checking and adjusting them to ensure success. Goal achievement is typically rooted in the following questions: What is the right goal for our team(s)?

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Steven Rosen

JANUARY 9, 2024

Colleen Stanley and Steven Rosen from the Sales Leadership Awakening podcast discuss how building excellence in sales leadership starts with having the right team. Sales leaders must be willing to make tough decisions about non-performers and proactively recruit top talent. “The world is moving faster. .”

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Steven Rosen

APRIL 30, 2024

Stop Ignoring Your Frontline Leaders: It Could Be Costing You Millions In SaaS sales, the performance of first-line sales managers is pivotal. These managers are the key to driving the company’s revenue generation. The Impact of First-Line Sales Managers First-line sales managers oversee day-to-day sales operations.

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Steven Rosen

JANUARY 14, 2024

In this 3:35 video , Colleen and Steven stress the significance of assertiveness, self-awareness, and emotional management in coaching discussions, advising against defensive or aggressive reactions to feedback. Summary Video Article: Title: “Essential Sales Leadership Skills for Developing Team Accountability.”

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Highspot

NOVEMBER 21, 2023

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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Keith Rosen

NOVEMBER 22, 2019

The Coaching Playbook – A Powerful Lesson for Managers When Coaching Salespeople to WIN. Managers miss out on many opportunities to coach people around a WIN or the positive behavior they’ve observed that needs to be reinforced. To identify, practice and replicate winning behaviors.

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Highspot

OCTOBER 11, 2023

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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RAIN Group

AUGUST 16, 2023

More than ever, sales teams are struggling with unqualified leads, missed sales goals, and lost opportunities. Increasingly, company and sales leaders are turning to coaching as a solution. Executive and personal-effectiveness coaching have historically yielded great results. And why not?

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Miller Heiman Group

MAY 14, 2019

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?

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Gong.io

NOVEMBER 23, 2022

It’s hard to become a sales manager without first being a good sales rep. After all, when the majority of your own quota is based on your team’s sales performance, you need to know how to sell. . But that doesn’t mean the best closer is guaranteed to make the best sales manager. Time management.

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Steven Rosen

JANUARY 14, 2024

Colleen Stanley and Steven Rosen discuss the role of a sales leader as not just bringing in the numbers but developing their salespeople into self-managing individuals. ” – Steven Rosen “Unbelievably talented sales leaders still fall into that trap of rescuing their salespeople versus developing their salespeople.”

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Increase Sales

SEPTEMBER 26, 2013

Sometimes sales goals are just unrealistic and may become “pie in the sky ” to the sales team. When this happens, morale plummets, salespeople start questioning their own sales skills and sales managers may have to continually justify the inability to increase sales. Share on Facebook.

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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.

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Steven Rosen

JANUARY 15, 2024

He also talks about transitioning to a strategic selling approach, highlighting the importance of coaching, leadership development, reflection, and setting expectations for coaching time to optimize sales team performance and prioritize high-value activities.

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Hubspot Sales

JULY 9, 2019

Specifically, the managers who lead your sales teams — they oversee the reps who communicate directly with your prospects and customers daily. Think about it this way: If you're a sales manager and you help each of your 10 reps sell 20% more, you've essentially just "created” two new salespeople.

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Janek Performance Group

FEBRUARY 27, 2023

For many sales organizations, coaching is a tricky subject. As an ongoing activity, it is sandwiched between more exciting events, like onboarding and sales training. But sales coaching also suffers from a secondary malady. As sales coaching and training experts, let us dispense with one persistent myth.

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Anthony Cole Training

NOVEMBER 4, 2014

Once again, I’m flooded with stuff happening around me that has nothing or very little to do directly with sales… and I cannot help myself but to connect these thoughts and events to what I love to do – coach and teach sales and sales management. Winning sales is important. You recruit the best you can find.

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Gong.io

DECEMBER 30, 2022

Ask any sales leader what they want, and you’ll get an answer along these lines. While these are certainly lofty goals, they lack direction. You can’t tell a sales rep to “increase sales” and expect them to know what to do. A good place to start is to set the right sales objectives. What is a sales objective?

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Sell Integrity

JULY 22, 2021

When you hear the word “coach”, what comes to mind? We often associate “coach” with a sports analogy. Historically, a coach was a horse-drawn carriage that transported important people from where they were to where they wanted to be. Isn’t that what you want to do when coaching? The Business Case for Coaching.

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Steven Rosen

JANUARY 15, 2024

Keith Rzucidlo , Vice President of Sales at Miller Electric, joins the Sales Leadership Awakening podcast to discuss how to turn visions into actions in sales leadership. Keith shares the importance of patience and reflection in driving behavior change and advises sales leaders on coaching and change management. “I

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Sales Leadership Coaching Resources Pivotal 268

Miller Heiman Group

FEBRUARY 20, 2020

Only about one-quarter of sales leaders believe that their managers effectively coach and develop their sellers. In part, that’s because sales managers spend less time coaching—14%—than they do on selling, forecasting and administrative tasks, according to our latest study, 2020 Trends in Sales Management.

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Keith Rosen

JANUARY 14, 2020

Sales quotas are set, but is there alignment, buy-in, COMMITMENT and a bulletproof strategy to achieve them? Are you certain your sales team has the SKILLS, MESSAGING, fearless ATTITUDE, SELF-ACCOUNTABILITY, TIME MANAGEMENT strategy, and structure to thrive? This isn’t just about setting the right goals.

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Anthony Cole Training

FEBRUARY 8, 2017

Super Bowl LI was something special to watch - unless you are a Falcons fan and then it was a disaster. You could see it happen right before your eyes. The Patriots struggled in the first quarter while the Falcons had complete control of every aspect of the game. And then… it happened.

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Steven Rosen

JANUARY 9, 2024

Colleen Stanley and Steven Rosen from the Sales Leadership Awakening podcast discuss how building excellence in sales leadership starts with having the right team. Sales leaders must be willing to make tough decisions about non-performers and proactively recruit top talent. “The world is moving faster. .”

Hiring 156

Hiring Sales Leadership Coaching Sales Goal 156

Steven Rosen

JANUARY 9, 2024

Colleen Stanley and Steven Rosen from the Sales Leadership Awakening podcast discuss how building excellence in sales leadership starts with having the right team. Sales leaders must be willing to make tough decisions about non-performers and proactively recruit top talent. “The world is moving faster. .”

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Hiring Sales Leadership Coaching Sales Goal 156

Hubspot Sales

JULY 30, 2019

Failure is common in sales. Inspirational sales gurus are famous for quoting the failure statistics of great achievers like Abraham Lincoln, Thomas Edison, and Colonel Sanders. That might sound extreme, but research provides insight into how missing sales goals may be preventing a salesperson from finding success.

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Prima Resource

SEPTEMBER 2, 2020

As we have often discussed, sales managers have 4 main roles in the day-to-day management of their sales team. This involves coaching, which should represent 50% of their work, holding their reps accountable, motivating them and ensuring the recruitment of the best talent.

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Highspot

FEBRUARY 15, 2022

You have to strike a balance between stretching your sales reps and staying realistic. How do you set the best sales goals? We’ve got the information you need to work through the process, including: What are sales goals? What are SMART sales goals? Why do sales goals matter?

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Increase Sales

DECEMBER 23, 2016

End of the year or quarter is when sales managers review and then start setting sales goals. The reason I did not state “new” sales goals is because sales research suggests most salespeople do not achieve their goals (quota) estimated by TAS Group to be 67% and so the goals are not new.

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Keith Rosen

AUGUST 13, 2013

If it’s ever been a struggle to create what you want most when setting sales goals, your goals and the strategy to achieve them may not be serving you best. Goal Setting buy in enrollment inspiration leadership motivation sales sales coach Sales Coaching sales goals Sales Management Sales Training'

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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. Review weekly reports.

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Anthony Cole Training

JANUARY 30, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

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Don on Selling

JUNE 27, 2021

Sales Managers must act like Coaches to build successful sales teams. It’s been my experience that most salespeople don’t like being coached. It’s not because they don’t want to improve and generate more sales. The real culprit is that most sales managers don’t know how to coach.

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Increase Sales

JANUARY 8, 2014

To start the construction of your own sales goal plan sheet begins with these three presumptions: You have invested the time to construct an overall strategic action plan even if you are just a professional salesperson. You employ a consistent sales process. So this criteria for goal setting has been around for 50 plus years.

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Anthony Cole Training

DECEMBER 12, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

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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.

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