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.

Sales Management 59

Sales Management Strategy Lead Rank Lead Scoring 59

Understanding the Sales Force

SEPTEMBER 25, 2018

Invariably, each drive back home has taken twice the time it should have because of road construction. 4 traffic delays because of road construction delayed us for another 2 and 1/2 hours. Nearly every coaching call with a sales manager is about a salesperson with a delayed closing. Delays, delays, delays.

Closing 262

Closing Construction Call-back Coaching 262

Highspot

JANUARY 9, 2024

Ethical Sales Practices Training Integrity and ethical behavior are essential for all sales reps. This training would cover topics like ethical selling techniques, legal compliance, and maintaining a positive company reputation. Provide Detailed Feedback Continuous growth in sales is fueled by constructive feedback.

B2B 52

B2B Training Top of Funnel B2C 52

BrainShark

JUNE 28, 2023

Some sales skills to continuously coach for are: Business Acumen Storytelling Active Listening Objection Handling Negotiation Skills Buyer Research Judgment Find more in 17 Sales Skills All Reps Need. Using “coaching” time for deal forecasting There tends to be confusion around what “sales coaching” really means.

Sales Coaching 62

Sales Coaching Coaching Scale Hiring 62

Highspot

JANUARY 19, 2022

Let’s look at three of the most common buckets for sales training courses and discuss who they’re right for. Sales Management Training Programs. Training your sales managers and leadership is very different from training junior- and senior-level sales reps.

Training 92

Training Lead Rank Hiring Course 92

Anthony Iannarino

OCTOBER 30, 2019

In 1970, Mack Hanan wrote a book titled Consultative Selling. There may not be a book that was so far ahead of the curve as it pertains to selling effectively. My Constructs. The first book, The Only Sales Guide You’ll Ever Need , is a competency model for salespeople. Learn how to sell without a sales manager.

Competition 61

Competition How To eBook Film 61

Partners in Excellence

JUNE 1, 2015

At this moment, I’m writing “blurbs” for several soon to be published books, by friends, on selling and sales management. Soon, I hope to join the ranks of those people with my own first book, tentatively titled, “The Sales Manager’s Survival Guide.”

Sales 48

Sales System Up-Sell Face-to-face 48