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?

Sales Management 52

Sales Management Strategy Lead Rank Coaching 52

SBI Growth

AUGUST 28, 2013

I spent last week at a Sales Management training event with a client. As a Sales Operations leader, you must be allocating the right resources to training. They set the organization up to hit their objectives now. Turn managers into leaders. Demand Sales Force Automation adoption. Gamify the training.

Training 300

Training Sales Management Hiring Social Selling 300

Alice Heiman

FEBRUARY 20, 2019

Are members of your sales team having trouble closing deals because of the objections your prospects raise? . Objections are a natural part of the sales process. When you and the prospect are taking the steps to move forward in the sales process it’s natural that objections will arise.

Objections 125

Objections How To Exercises Prospecting 125

Understanding the Sales Force

MAY 22, 2014

Understanding the Sales Force by Dave Kurlan I read this terrific post from our friends at New-Hire.com about the best sources for candidates in general. It certainly applies to sales candidates as well. In this case, results must equate to successful salespeople and sales managers who achieve and even overachieve.

Sales Management 240

Sales Management Top of Funnel Decision Maker Webinar Metrics 240

Allego

AUGUST 21, 2023

Frontline sales managers are the powerhouse behind every high-performing sales team. However, many frontline sales managers struggle because they don’t receive proper enablement and coaching. In many cases, frontline sales managers get promoted to that role because they’re a top-performing sales rep.

Sales Management 62

Sales Management Strategy Face-to-face Coaching 62

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

Steven Rosen

MARCH 1, 2024

In the competitive world of SaaS sales, 40% of salespeople cite prospecting as the most challenging part of the sales process, ranking it more daunting than closing or qualifying stages. 1- Increase Accountability Accountability is key to ensuring that individual sales reps are meeting their goals.

Pipeline 120

Pipeline Coaching Revenue Sales Qualified Lead 120

Braveheart Sales

MAY 26, 2023

In the fast-paced and fiercely competitive world of business, sales serve as the lifeblood that drives an organization’s growth and success. By understanding these challenges and addressing them head-on, organizations can unlock their sales team’s true potential and pave the way for long-term success.

Sales Management 52

Sales Management Competition Coaching Lead Rank 52

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

Braveheart Sales

MAY 26, 2023

In the fast-paced and fiercely competitive world of business, sales serve as the lifeblood that drives an organization’s growth and success. Despite this, many business owners and leaders tend to underestimate the importance of investing in their sales team’s development, which can result in severe repercussions for their company.

Sales Management 52

Sales Management Competition Coaching Lead Rank 52

Chorus.ai

JULY 28, 2020

Objection handling is tough. Sales objections come in many forms, and it takes experience and quick wit to get used to them. It’s not just reps fielding sales objections who think so, either. As many as 35% of sales leaders believe objection handling is the biggest challenge their reps face.

Objections 104

Objections Case Study ROI Lead Rank 104

SBI Growth

APRIL 18, 2013

“How can I be sure I''m hiring the right sales leader?”. This post is for those who are recruiting and hiring sales leaders. It provides an overview of how to conduct a competency assessment specifically for Sales. But they are lacking in 3 ways: Not specific to Sales. 3 Dimensions of Sales Leadership Competency.

Hiring 273

Hiring Sales Management Inside Sales Examples 273

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

The Pipeline

MAY 18, 2021

As you’ll recall, we have an actionable definition of value , easy to follow, easy to sell. “Buyers will see value in things that measurably move them closer to their objectives. The video below looks at how to approach a multi-track sales execution. The key is to proactively engage rather than hiding in a safe zone.

Hiring 305

Hiring Cold Calling Enterprise Enterprise 305

Anthony Cole Training

OCTOBER 13, 2014

I was first introduced to goal setting in sales when I was an insurance agent with National Life of Vermont. The General Agent was Dave and his manager was Bob. I never did write 100 lives but, based on the sales activity reporting I did every week, I should have. Tom introduced me to an idea of a sales cookbook.

Sales Management 204

Sales Management SME Incentives Incentive 204

Chorus.ai

DECEMBER 1, 2020

Objection handling is tough. Sales objections come in many forms, and it takes experience and a quick wit to get used to them. It’s not just reps fielding sales objections who think so, either. As many as 35% of sales leaders believe objection handling is the biggest challenge their reps face.

Objections 73

Objections Case Study ROI Lead Rank 73

Xactly

DECEMBER 10, 2018

Compensation drives sales behavior, which means your sales incentive plan is a critical factor in sales performance and objective achievement. The resulting plan is your map to driving sales objective attainment for the year ahead. Align all priorities and objectives. Set the Foundation.

Incentives 79

Incentives Incentive Competition Compensation 79

Sales Hacker

JULY 31, 2020

So, yes, it’s time to start a conversation about mental health on your sales team. We’re going to learn why mental health is so important for your sales success and three simple steps to begin improving yours. So little by little, year after year, I managed to freeze all my feelings away. That is until they all revolted.

Competition 104

Competition Lead Rank Lead Scoring Face-to-face 104

SalesFuel

APRIL 8, 2024

SalesFuel’s research shows one-third of sellers say their price being “too high” is the top objection they hear from buyers. Price objections have long been a challenge. By the time reps meet with a lead, the buyer has likely learned all about them and their competition. It’s common for sellers to have to negotiate pricing.

Negotiation 115

Negotiation Buyer B2B Hiring 115

SBI

OCTOBER 10, 2019

Transforming Sales: How to Make Your Way of Selling Into Your Competitive Advantage. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. And have you made that strategy easy for your salespeople to learn, and for sales managers to coach?

Competition 99

Competition Hiring How To Sales Enablement 99

InsightSquared

AUGUST 1, 2019

“There’s no stronger time than now, where a sales executive needs a really strong partnership with business ops or sales ops or revenue ops,” said Todd Abbott, as he opened his presentation at Ramp 2019, the revenue ops event of the year hosted by InsightSquared.

System 59

System Sales Management Top of Funnel Forecasting 59

Steven Rosen

APRIL 18, 2022

Hiring top performers has always been the lifeblood of any sales organization. COVID has changed sales forever. The 3 most important questions that we need to address when making hiring decisions for a sales position are: Can the candidate effectively sell virtually? Hiring Top Performers Post-COVID Recovery . Fit Interview.

Hiring 367

Hiring Lead Rank Retention Face-to-face 367

SalesFuel

APRIL 1, 2024

When was the last time you brushed up on your sales basics? Revisiting and refreshing foundational skills will keep you competitive and in line with modern buyers. SalesFuel’s Voice of the Sales Rep study revealed that many reps continue to struggle with basic skills. But, networking is vital to sales success.

Hiring 52

Hiring Lead Rank Lead Scoring Face-to-face 52

Mr. Inside Sales

SEPTEMBER 12, 2022

I’m sure you have a monthly revenue goal, but does each member of your sales team know what their specific part of that goal is? The problem with most bonus programs is that as soon as they are released, over half of the sales team knows they can’t win so they immediately give up. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Motivation 177

Motivation Face-to-face Gatekeeper Decision Maker 177

LevelEleven

MAY 31, 2018

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. If you’re a sales leader with a remote sales team, a Sales Management System may be just the solution you need to tighten up your process.

System 72

System Sales Management Hotels Competition 72

Sales Hacker

DECEMBER 6, 2019

If you confuse objection handling and negotiating , you could be losing sales. . In this article, we’ll look at what objection handling and negotiating are (and what they aren’t). Then we’ll go in-depth to look at 5 techniques for handling objections and sales negotiation, so you always walk away with a win.

Negotiation 94

Negotiation Objections Call-back Up-Sell 94

Partners in Excellence

MARCH 12, 2024

One of the things Kelly highlights is the thrill of competing and achieving, “why I love the profession – it provides a way for me to feed my competitive nature. It allows competitive people to compete.” But, as she described the role, I became quite curious to see what “sales” was all about. Sales rewards endurance.

Lead Rank 100

Lead Rank Lead Scoring Hiring Engineering 100

SalesFuel

MARCH 20, 2024

As buying groups grow bigger, there’s even more chance of someone being able to sabotage your sale. But, by being aware of what is driving these decision-makers, you can successfully counter their objections and win them over. Unfortunately, these types of price-related objections are common. That is a lot of opinions.

Hiring 52

Hiring Decision Maker Vendor Collateral 52

Bernadette McClelland

NOVEMBER 1, 2014

Competitive Edge Series: Letting the Noticeable Details Lead You Towards Success. In my case it was a sales manager who used the phrase ‘Attention to Detail’ with me quite regularly. Sales Executives Concerns. New Sales Reality Consulting. Steps to Sales Leadership.

Competition 170

Competition Lead Rank Lead Scoring Leads 170

criteria for success

AUGUST 7, 2019

Having to overcome objections is a common problem in today's ultra-competitive market. Despite having top of the line products and a killer sales force, prospects will still object to purchasing your products and services. Don’t fret!

Objections 40

Objections Competition Sales Prospecting 40

Zoominfo

JULY 12, 2021

Business leaders depend on the conversations that sales reps are having with prospects to grow their pipeline and stoke their go-to-market engine. Many companies lack easy access to valuable insights that inform sales conversations in real time. Fast-Track Sales Enablement. Sales teams. Reduce onboarding ramp time.

Face-to-face 264

Face-to-face Intent Data GoldMine Lead Rank 264

Keith Rosen

OCTOBER 26, 2013

They never have to “close” a sale. The alternative approach that I’m suggesting results in more profitable sales with less effort. To compound this, sales managers continue to remind their salespeople to sell value. What Is An Objection Anyway? Here’s a friendly reminder of the definition of an objection.

Objections 128

Objections Decision Maker Up-Sell Follow-up 128

The Sales Hunter

JUNE 11, 2012

Today we have a guest post by Jeff Purtell, the Chief Operating Officer at Acquirent , a leading provider of outsourced sales solutions for middle market to Fortune 500 companies. He offers good insights for anyone managing a sales team. He is a graduate of Bucknell University and a proud new father !

Outsourcing Services 209

Outsourcing Services Sales Management Sales Outsourcing Sales Qualified Lead 209

Xactly

NOVEMBER 15, 2018

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. In this piece, we’ll take a top down approach and start by designing a sales manager compensation plan.

Compensation 87

Compensation Examples Sales Management Incentives 87

LevelEleven

AUGUST 24, 2018

There is not a set scenario pertaining to pricing objections—each prospect will have their own reasons for trying to negotiate on price. The following strategies will help reveal the reason for any pricing objections and allow you to adjust your sales strategy to close the deal: 1. Consider competitive pricing.

Objections 66

Objections B2B Negotiation Discount 66

Steven Rosen

APRIL 20, 2024

In this Sales Leadership Awakening podcast, Gerilyn Horan , Hilton’s VP of Group Sales, shares strategies to become the best place to work In the world. Fostering a Coaching Culture Gerilyn recalled her early experiences with a boss who used intimidation as a management tactic, which she found demotivating and ineffective.

Lead Rank 177

Lead Rank Lead Scoring How To Retention 177