Sales and Marketing Management

APRIL 16, 2018

Author: Jen Wagstaff More than 10 years spent working in sales training have taught me to understand and turn around salespeople who are struggling. Here are four steps I’ve found most effective to re-motivate a salesperson who’s falling behind. But too many sales managers make the mistake of starting with the negative.

Motivation 198

Motivation Journal Face-to-face Construction 198

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

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.

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Pipeline Coaching Revenue Sales Qualified Lead 120

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. As a sales manager, see whether this sounds familiar: You sit down with an underperforming salesperson and open with a statement like, “You’re not hitting your numbers.”

Coaching 257

Coaching Construction Pivotal Positioning 257

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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MTD Sales Training

SEPTEMBER 28, 2011

Sales incentive contents can be a positive force to help motivate your sales people to new levels of productivity and loyalty. Alternatively, poorly constructed or inequitable sales challenges can result in anti-productive activity, resentment and rebellion. Beat the Boss. Lead By Example.

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Motivation Infusion Construction Incentives 120

The Sales Hunter

JANUARY 30, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. FREE Resources.

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Motivation Real Estate Hiring Construction 155

Steven Rosen

AUGUST 20, 2023

Effectively Coaching Inside Salespeople As you look to develop a world-class inside sales team, the role of coaching inside salespeople can’t be understated. The key to effective coaching lies in understanding the unique challenges and opportunities of the inside sales environment.

Coaching 156

Coaching Inside Sales Call-back Construction 156

Sell Integrity

JUNE 23, 2020

With sales booming, several top salespeople were promoted to manager roles, and the expectations were high. In their new roles as sales managers, these individuals’ success would now depend on how well they could rally their teams. Beyond Management 101, Sales Coaching Builds Company Culture.

Coaching 85

Coaching Sales Management Company Face-to-face 85

Hubspot Sales

SEPTEMBER 14, 2023

In the past, sales managers often saw sales coaching as a means of correcting negative behaviors by providing real-time performance feedback. Unfortunately, this feedback often doesn't result in significant behavior change from the sales representative. Sales Feedback Benefits 1. Sales Coaching Benefits 1.

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Sales Coaching Coaching Benefit Construction 100

PandaDoc

APRIL 3, 2023

In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. There is no room for failure in today’s competitive sales landscape. With a defined and clear structure, staff can make useful decisions without the constant supervision of their manager.

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Training Hiring Construction Case Study 98

Nutshell

MAY 16, 2019

Do you dream of leaving your sales associate desk behind and stepping up to a sales management position? The arrangements may vary from company to company, but in general, most sales professionals would jump at the chance to assume a leadership role. Are you Sure You Want to Become a Sales Manager?

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Hiring Sales Management How To Promotion 96

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?

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Sales Management Hiring Lead Rank Forecasting 115

Green Lead's B2B

JUNE 27, 2019

You'd think that in today's economy, a steady paycheck would be enough motivation to get the best out of people, right? Part of any manager's role is to make the people around them better. The Sales Manager is always looking for better performance from a team, and in order to get that, you've got to give a little.

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Inside Sales Motivation Sales Management Construction 21

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.

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Compensation Examples Sales Management Incentives 87

Xactly

JULY 5, 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 the Sales Manager compensation plan.

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Compensation Sales Management Examples Commission 69

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. Download Now.

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Ideal Customer Profile eBook Motivation Forecasting 98

Braveheart Sales

FEBRUARY 25, 2019

If sales managers have a perceived weakness, it’s most likely their ability to motivate everyone on their team. Instead, many managers and leaders have a one-size-fits-all approach. Does Money Motivate? The common belief is that salespeople are in sales because they are money-motivated. Latest Data.

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Motivation Data Compensation Construction 40

Highspot

MARCH 26, 2024

Whether you’re launching a new product, implementing new sales strategies, or upskilling your team, sales training and coaching will always be of utmost importance. Everyone has different learning styles, is at different stages in their career, and even different motivations. That’s where AI comes in.

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Sales Coaching Coaching Training Exercises 52

Hubspot Sales

OCTOBER 19, 2020

Having talented sales reps is often a result of investing in effective sales coaching. According to research conducted by ValueSelling Associates , over half of high-performing businesses that have had sales coaching programs in place for three years or more experience high growth. A stellar sales coach must be results-oriented.

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Sales Coaching Coaching Construction How To 129

Sales Training Connection

JANUARY 14, 2013

Sales managers. A year ago, we published a post on the importance of sales managers to assess their prior year’s performance and to incorporate the results of that self-assessment into their plans for the new year. Good managers are always asking themselves and others about what they could do better or differently.

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Sales Management Face-to-face Coaching Construction 114

A Sales Guy

DECEMBER 1, 2011

This question was posed over at the small business question and answer forum Focus.com yesterday; What are the essentials to become a great sales manager? Here are a few excerpts from the some of the answers: A great sales manager understands that her salespeople are unique individuals. We all have our own motivations.

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Sales Management Construction Motivation Account 115

The Brooks Group

SEPTEMBER 25, 2017

Time management is one of the most important priorities for a sales manager. The best sales managers know they need to be dedicating a significant amount of their time each week coaching their salespeople—but which group will bring in the best return on coaching investment? The Great Debate.

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Coaching Sales Management Quota Sales Talent 56

Braveheart Sales

JUNE 29, 2021

If so, you might be tempted to construct a compensation plan that heavily favors pay for performance. Low Extrinsic Motivation I analyzed a recent database of 640,000 salespeople from all different industries, pay structures, and level of experience and discovered that only 13% of them are extrinsically motivated.

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Quota Compensation Salary Motivation 52

Braveheart Sales

JUNE 29, 2021

If so, you might be tempted to construct a compensation plan that heavily favors pay for performance. Low Extrinsic Motivation. I analyzed a recent database of 640,000 salespeople from all different industries, pay structures, and level of experience and discovered that only 13% of them are extrinsically motivated.

Quota 52

Quota Compensation Salary Motivation 52

Increase Sales

DECEMBER 11, 2013

Today if I was employed as someone in sales management, I would create and modify a hiring process that would include this one sales talent assessment tool – The Attribute Index to ensure the hiring would not cost small business sales. What this means is the statistical reliability runs around.85

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Hiring Small Business Small Business Construction 143

Hubspot Sales

MAY 9, 2022

Even the most seasoned, effective salespeople can struggle when hashing out how to lead a sales team. Taking the reins doesn't come naturally to everyone, and even born leaders might need a little guidance when transitioning into a sales management role. Sales is an inherently competitive field. Let's dive in.

Lead Rank 98

Lead Rank Sales Qualified Lead Lead Scoring Leads 98

The Ultimate Sales Executive Resource

NOVEMBER 5, 2009

Over at construction management degrees Elizabeth Johnson has published a list of the Top 100 Blogs to Boost your Sales Skills. 60), I have invited her to write a guest article to give us some insights on what it takes to be successful as a Sales Managers for construction projects.

Construction 40

Construction Motivation Promotion Industry 40

Understanding the Sales Force

JULY 22, 2014

Understanding the Sales Force by Dave Kurlan The Harvard Business Review finally published a relevant article that I agreed with! With all of that information about their past, how can you possibly gauge potential when hiring for your sales force? Yes, potential. Make-up is nice to have. It''s all about potential.

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Hiring Decision Maker Construction Incentives 236

Chorus.ai

MAY 17, 2021

Buried among the laughs, dogged, hapless Michael actually has some tried-and-true sales wisdom to impart that can get your company purring like the Scranton branch. Embrace the Unorthodox Sales Script. A great sales script is fundamental for any sales team, but there’s more to the art of selling than following the beats.

Motivation 96

Motivation Construction Call-back Commission 96

Janek Performance Group

JANUARY 2, 2024

In a recent survey, we asked sales professionals: “Which aspect of the sales cycle induces the most anxiety?” A study conducted by BankMyCell revealed that 81 percent of millennials encounter phone anxiety, adding a new dimension of sales challenges for sales managers. Let go of the outcome.

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Face-to-face Lead Rank Lead Scoring Cold Calling 62

Xactly

MARCH 29, 2018

Whether you’re in sales, finance, marketing, or IT, it’s important that your company can rely on you to get your job done and do it well. As a sales leader it’s important that you motivate your team because nothing kills employee morale like a bad manager. However, in sales, no leader wants to be considered a fool.

Sales Management 45

Sales Management Incentives Incentive Top of Funnel 45

Sales Training Connection

FEBRUARY 24, 2012

High Performing Sales Manager Puzzle. Sales managers are starting the new year, making plans to meet (and hopefully exceed) sales goals and reviewing their territory for sales opportunities. Sales managers must take a look at their past performance to determine what did and didn’t work – and why.

Sales Management 82

Sales Management Sales Coaching Coaching Face-to-face 82

Steven Rosen

JULY 17, 2013

Many of my clients are now in the process of doing midyear reviews with their sales people. Whether you are doing a midyear or year end review it is important to provide constructive feedback to help your sales reps improve. Some sales managers struggle when they have to highlight areas of skill improvement with their reps.

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Coaching Construction eBook Sales Management 307

Sales Training Connection

FEBRUARY 2, 2015

Sales managers. A few years ago we published a blog on the importance of sales managers assessing their prior year’s performance and incorporating the results of that self-assessment into their plans for the new year. A good starting point is to reflect on their past performance as a sales manager.

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Sales Management Construction Sales Leadership Territories 50

Sell Integrity

JUNE 14, 2021

Saying there’s no time for coaching or that someone has already reached their potential are just two of the prominent misconceptions around sales coaching. But some simple and very effective sales coaching techniques- when applied consistently and with sincerity and skill- can greatly raise the game of individuals and your entire sales team.

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Sales Coaching Coaching Lead Rank Sales 107

Braveheart Sales

JANUARY 2, 2018

One filled with hope and promise – a clean slate – and, yes, new sales goals. Here is a quick checklist for sales managers to make sure you have everyone focused correctly. Each individual salesperson must know what’s expected of them regarding sales. Now, it’s time to move on to attacking the goals for this year.

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