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.

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Motivation Journal Face-to-face Construction 198

Highspot

JANUARY 4, 2024

Achieving revenue targets can be tricky, and it’s tempting to overlook training. A sales training strategy is your blueprint to equip sales teams with the necessary skills and knowledge to excel. It addresses all of sales, from product knowledge to customer relationship building.

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Webinar Metrics Training Strategy Ideal Customer Profile 52

Janek Performance Group

SEPTEMBER 7, 2022

When considering in-house or outsourced sales training, the question is not, “which method is better?” This question requires leadership to determine which sales problem they are trying to solve. Not every company is a good fit for partnering with a sales training organization. The In-House Sales Training Model.

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Outsourcing Services Sales Outsourcing Training Hiring 62

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

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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Sales Management Strategy Lead Rank Lead Scoring 59

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

Sales Gravy

JULY 14, 2023

On this episode of the Sales Gravy podcast, Sales Mastermind Group "Awesome" asks Jeb Blount sales questions. The members of a Mastermind Group are typically successful individuals who are motivated and dedicated to achieving their goals. This dynamic leads to fresh insights, new ideas, and powerful motivation.

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Groups Construction Motivation Networking 67

The Digital Sales Institute

NOVEMBER 9, 2021

Sales training topics that actually get results can be challenging to nail down. There is the hard sales skills V soft sales skills debate not to mention social selling, customer profiling, outreach tactics and all the steps in the sales process. The rise of relevance in sales.

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Training Ideal Customer Profile Exercises Scale 52

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.”

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Coaching Construction Pivotal Positioning 257

MTD Sales Training

JULY 17, 2017

If ever there was a key skill that you need to study and improve upon it’s asking the right sales questions. You need to unearth the pain, the desire and the motivations that will get your prospect to take action. So now you can construct some questions around this: How many faxes does your company send in an average month?

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Sales and Marketing Management

JANUARY 12, 2018

Author: Jim Ninivaggi Many companies have their annual sales kickoff (SKO) meetings approaching. A good kickoff successfully blends motivational elements, education, team building and fun – setting the tone and momentum for the year ahead. Here are six secrets to make your meetings a hit and not a miss. launching a new product).

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Retention Motivation Groups Construction 243

The Spiff Blog

SEPTEMBER 7, 2023

As a sales leader, you already know that effective sales performance management isn’t just setting lofty sales targets and then pushing your team to achieve them. These pillars include organizational alignment, robust reporting, ongoing professional development, incentive compensation, and sales enablement.

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Incentives Incentive Scale Compensation 83

Lessonly

OCTOBER 5, 2021

Role playing is a powerful sales readiness method built into most b2b sales training programs. It allows reps to practice applying new concepts that they’ve learned to lifelike sales situations. Choose the learning environment that fits your team and specific set of sales training topics.

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Training Exercises Construction Scale 49

Hubspot Sales

JUNE 16, 2022

The role of a sales team is to sell. The sales manager is responsible for creating, advancing, and managing the people, processes, and systems for their team to be successful. While this job routinely requires setting goals for the team, sales managers must set goals for themselves as well. Sales goals are often specific.

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Sales Goal Examples Sales Management Hiring 79

Hubspot Sales

OCTOBER 13, 2020

Do you have a new class of sales development reps starting soon? If so, you're probably thinking about how to train them and conduct effective coaching. While it might seem like a hassle to spend a lot of time on training, it's crucial to prioritize. That's why training is so important for your sales team.

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Hubspot Training Hiring How To 117

Smooth Sale

JANUARY 26, 2024

One question for thought is, if the invention of the wheel was not yet in existence, nor other technology, how could previous civilizations construct the pyramids with each stone weighing tons of pounds? Sales Tips: Listening to Unusual Ideas Know the needs and desires of your audience in detail; be inspiring to Be Inspired and Inspiring!

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Construction Hiring Influencer Networking 108

Sales Gravy

JULY 28, 2023

Emotional Intelligence Is A Sales Superpower On this episode of the Sales Gravy Podcast, Jeb Blount sits down with Robin Hills, a business psychologist and expert in emotional intelligence from the UK. Complaining can turn a support group into a negative space, and it's important to have constructive conversations and avoid cynicism.

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Construction Face-to-face Networking Influencer 86

Hubspot Sales

MARCH 15, 2021

Motivation is a key factor of sales success. Besides simply being motivated to do their job, sales professionals also need to be motivated to push past rejections, deals that fall through, and pipelines that are hard to manage. What is sales gamification? The Psychology Behind Sales Gamification.

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Sales Qualified Lead How To Motivation Lead Rank 131

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

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. There are certain strategies that many successful salespeople use to move the sales process forward and close more deals.

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Negotiation Closing Case Study Buyer Persona 52

Smooth Sale

APRIL 19, 2024

It includes identifying key competencies and knowledge areas and creating targeted training modules and resources. To cater to individual needs, provide a variety of learning modalities, such as hands-on training, online modules, or one-on-one coaching sessions. Today’s insights are provided to help you achieve the Smooth Sale!

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Hiring Insurance Insurance How To 84

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.

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Sales Management Strategy Face-to-face Coaching 62

Braveheart Sales

FEBRUARY 25, 2019

If sales managers have a perceived weakness, it’s most likely their ability to motivate everyone on their team. Does Money Motivate? The common belief is that salespeople are in sales because they are money-motivated. The common belief is that salespeople are in sales because they are money-motivated.

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Motivation Data Compensation Construction 40

Sales Training Connection

AUGUST 15, 2014

New hire sales training. A short quiz for sales leaders – How much has the buying process changed in your market in the last five years? Question two – Have you taken a serious look at updating your new hire sales training to keep up with the changes? Expert Video Messaging. Excellence Modeling.

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Hiring Training Exercises Face-to-face 82

Hubspot Sales

NOVEMBER 10, 2020

Practices were strict, physical training was mandatory, and we were encouraged to ask for anything we needed to prepare for tournaments — extra reps, a specific food or drink, even a certain playlist on our iPods. Studies have shown that happy, motivated people work harder, stay in their jobs longer, and make their companies more successful.

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B2C Incentives Incentive How To 104

Smooth Sale

MAY 9, 2023

You can customize your workspace to boost your employees’ comfort, motivation, and productivity. A new office building can also motivate you to expand your business and enjoy significant tax benefits. Therefore, prioritizing safety and security is essential when constructing your new office building. Celebrate Success!

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Energy Construction Hiring Retention 78

MTD Sales Training

DECEMBER 7, 2017

Here are 33 tips and techniques that I believe will help every salesperson to improve their overall sales figures and create more motivation and drive. If you get a sale, learn what went right so you can repeat it and improve it. If you lose a sale, learn what you can do differently, so you can improve it.

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Buying Cycle Cold Calling Call-back Follow-up 169

Allego

MARCH 28, 2024

What separates the best sales teams from the rest in today’s unpredictable market? For David Ashe , director of sales development at Allego, it’s about ensuring your SDRs retain their human approach. Your team’s success also depends on you, the sales director. Are you motivating your sellers? And we can help you.’”

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Strategy Top of Funnel Lead Rank Lead Scoring 62

Sales Evangelist

DECEMBER 16, 2020

There can be several reasons why you’re not hitting your sales goals. Go for constructive motivation instead of restricted motivation. Constructive motivation stems from yourself; it’s the push that’s not coming from the managers setting this quota or that. It will help them elevate their sales game.

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Construction Survey Motivation Quota 59

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.

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

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

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? 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. That's what having impossible sales goals are like. Believe me, it works!

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Inside Sales Motivation Sales Management Construction 21

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

Smooth Sale

JUNE 7, 2022

You can keep your employees happy and motivated with the simple strategies we share below. A Pleasant Working Environment Increases Motivation to Do More. A positive work environment has a significant impact on employee motivation. The office environment affects employee motivation. Four Ways to Have Happy Employees.

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Hiring Compensation Motivation Retention 78

Hubspot Sales

OCTOBER 25, 2023

We had a constructive conversation, learned more about each other and ourselves, and contributed to its ever-expanding bank of insight that might ultimately doom humanity — so I'd say it was mostly productive. Argue from the perspective of 'sales commissions are ineffective and should be done away with.' Here's what we had to say.

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Commission Compensation Retention Salary 88

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. One final and critical point here about hiring smart to increase small business sales.

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Hiring Small Business Small Business Construction 143

Hubspot Sales

JUNE 29, 2022

Running a constructive team effectiveness assessment rests on your ability to understand the qualities that have the most bearing on your team's immediate success. Motivation. How assured are you that you know what percentage of the pipeline in the current category is required to exceed the sales budget? Team chemistry.

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Lead Rank Lead Scoring Scale How To 76