Sales and Marketing Management

JUNE 29, 2020

This “agile onboarding” approach uses online content, eLearning, video and web conferencing to sequentially prepare new reps for various career milestones (first prospecting call, first discovery call, first presentation, etc.). to “What do they need to know to do their jobs?”

Construction 156

Construction Policies Travel Coaching 156

Hubspot Sales

OCTOBER 19, 2020

How should an organization approach sales coaching to achieve these outcomes? Is it up to managers to provide all the coaching reps need, or are they better off bringing in outside support? Able to Give Positive and Constructive Feedback. They don’t have coaching skills: A good manager is not always a good coach.

Sales Coaching 129

Sales Coaching Coaching Construction How To 129

Janek Performance Group

MARCH 12, 2024

Sales executives and sales managers would agree that their sales teams need ongoing training, coaching and support to get to the top of the game and stay there. In a fiercely-competitive market, your sales reps should challenge themselves to learn more, achieve greater results and embrace new strategies.

Outsourcing Services 62

Outsourcing Services Training Hiring Workbooks 62

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

SBI Growth

AUGUST 7, 2013

However, we frequently see Sales VPs still stuck in the sales manager mindset. An ill-prepared sales manager damages his region. A Sales VP focused on the wrong things can ruin the entire company. They cross collaborate with manager peers, their reps, and the VP. He helps the new reps ramp up quickly.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

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. — Bob. — Todd.

Sales Management 115

Sales Management Construction Motivation Account 115

SBI Growth

OCTOBER 20, 2013

But most wonder how they are going to ‘simulate’ a live sales call. Your Sales Managers can’t understand how you can really test the candidate. It will enable you to construct and use a scenario in your interviewing process. They then present it and role play it live. This is where most sales ‘die.’.

Hiring 288

Hiring Ideal Customer Profile Lead Rank Lead Scoring 288

criteria for success

JULY 26, 2022

How well do your salespeople proactively communicate when they manage accounts? How effective are your salespeople at presenting upsell opportunities? Let's Talk Sales! Management. How accurate are your sales forecasts , both amounts and close dates? Do your salespeople effectively ask for referrals ? Listen Now.

Lead Rank 98

Lead Rank Lead Scoring Scale Construction 98

Understanding the Sales Force

JULY 22, 2014

Interviews spotlight the candidate''s presence, show their ability to make first impressions, present, and answer questions. With all of that information about their past, how can you possibly gauge potential when hiring for your sales force? Track records represent their past performance.

Hiring 236

Hiring Decision Maker Construction Incentives 236

Hubspot Sales

APRIL 30, 2019

Without an outline, writers sometimes forget to include a crucial argument, or construct their paper in an illogical manner. Think of a defined sales process as the outline of selling. Sales managers can't glean team-wide data. The graphic depicts a basic 10-step sales process: Prospect. Identify Pain and Needs.

Sales Process 80

Sales Process Construction Proposal Objections 80

Allego

JUNE 2, 2022

The fully realized benefits of sales enablement require collaboration with other departments in an organization, especially marketing. This process, however, is often complicated by misalignment between marketing and sales departments—one of the top pain points sales enablement teams face, according to new research from Allego.

Sales Enablement 62

Sales Enablement Marketing How To Construction 62

SBI Growth

AUGUST 22, 2013

Scenario - the candidate is provided with an instruction package that includes the background information on fictional sales opportunity. The task is to create and deliver a winning sales presentation. Questions - after studying the package, the candidate is allowed to ask 5 clarifying questions about the sales opportunity.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

Highspot

JANUARY 9, 2024

Ethical Sales Practices Training Integrity and ethical behavior are essential for all sales reps. Sales Manager Training Management training is for those steering the sales ship, focusing on leadership, process development, and team management.

B2B 52

B2B Training Top of Funnel B2C 52

Hubspot Sales

JUNE 8, 2022

Industries with the slowest growth were Construction and Financial Activities. The industries that saw the largest dips in traffic were Construction (-12%), Financial Activities (-11%), and Manufacturing (-7.2%). Perhaps you're striving to present five demos this week. Trouble seeing this graph? Click here for a PDF.

Data 122

Data How To Call-back Collateral 122

PandaDoc

FEBRUARY 23, 2023

Teams have 30 minutes to construct a small tent structure that can withstand the wind from the highest setting on the fan. Instructions: Present a problem to your team. This could be a real-world problem that project management is actually facing, or it could be a made-up scenario. Each group should elect a leader.

Groups 52

Groups Construction Exercises Lead Rank 52

Openview

FEBRUARY 7, 2018

While QBRs are often dreaded by just about everyone in the sales organization due to their reputation for being incredibly time consuming and invasive, they can be very helpful for not just the sales leader, but the team of sales professionals as well. Last Quarter Recap (Sales Professional).

Data 78

Data Guidelines Construction Marketing Qualified Lead 78

The Pipeline

FEBRUARY 2, 2017

We have all witnessed situations where an outstanding sales rep is “rewarded” with a promotion to sales management, leading to two compounding problems. But many don’t, we have all known career sales people, who continuously make more money than their managers or even directors, but and have no desire to take on the role.

Hiring 120

Hiring Incentives Incentive Promotion 120

Showpad

MARCH 19, 2020

In this way, the company’s sales representatives may receive training no matter where they are while sales managers are able to assess team performance through quizzes, tests and surveys that help identify learning gaps and highlight potential team weaknesses. Pursuing Digital Insights. Encouraging Collaboration.

Company 71

Company Strategy Face-to-face SalesForce 71

Julie Hanson

MARCH 4, 2021

5 Tips for Successful Virtual Sales Role-Plays: It’s time that we change our tune about the dreaded sales role-play! As the sales manager, it is your responsibility to push for this shift. Take a moment to remind your sales team to focus on the scenario, the circumstances, and the objective of the role-play.

Video 77

Video Construction Exercises Objections 77

Bigtincan

NOVEMBER 2, 2021

Sales managers also need a way to give feedback on their performance. Bigtincan Learning lets sales managers know specific details about how their reps’ presentation can be improved (i.e. This data is filtered by: Sales rep by activity. accuracy and expertise about a topic) via a scoring criteria.

Comparison 105

Comparison Software Software Hiring 105

Allego

JUNE 20, 2019

The solution is for sales managers to have reps practice objection handling using a program that incorporates these 3 tips: Give reps guidance on what to say. In column three, enter what you (the sales manager) would have said or a proven response (once developed) for overcoming the objection.

Objections 88

Objections Coaching Exercises Construction 88

Allego

MARCH 2, 2021

Read on for four key takeaways from their discussion and some helpful ideas on how sales leaders can successfully coach in a virtual environment. What is surprising is the disconnect between sales managers’ intent in the coaching they provide and the way sales reps receive that coaching.

Coaching 93

Coaching Webinar Metrics Scale Video 93

Mr. Inside Sales

JULY 16, 2016

Unfortunately, most sales reps are in a tremendous hurry to get their pitch out and so they treat many prospects as an obstacle to go through to get a sale. Years ago, my first sales manager (my older brother, Peter), taught me an important lesson. 2) Build rapport during your presentation. 3) After the sale.

Referrals 120

Referrals Construction Prospecting Conversion 120

Janek Performance Group

SEPTEMBER 1, 2021

However, with the cost and logistics, most reps are lucky to receive sales training once a year, with many going much longer. This places an additional burden on sales managers to do more with their coaching, which is like being short on peanut butter while having a full jar of jelly.

Coaching 62

Coaching Sales Coaching Buyer Persona Call-back 62

Women Sales Pros

JULY 20, 2018

The book also presents the concept of Challengers building “constructive tension” using three elements: Teach – Offers unique perspective and maintains two-way communication. It’s likely you’ll need help preparing salespeople to become sales leaders.Take a look at our simplistic view of sales management here.

Ideal Customer Profile 87

Ideal Customer Profile Hiring Analysis Face-to-face 87

Hubspot Sales

MAY 5, 2020

For many leaders, when we hear the term remote sales management, our blood pressure starts to rise. Sales teams are hard enough to manage already, let alone remotely.". Let’s explore some crucial components you can keep in mind when constructing your own sales enablement strategy. There is no need to fear.

Inside Sales 101

Inside Sales Sales Enablement Face-to-face Call-back 101

Pipeliner

MAY 6, 2018

As a sales organization, a sales manager, a salesperson and as a private person, you can be vulnerable to changes, but changes also present opportunities to reach higher, happier and better goals in an easier, faster and surer way – and the best way you can avoid lagging behind is by being a frontrunner.

Construction 72

Construction Face-to-face Follow-up Competition 72

No More Cold Calling

FEBRUARY 19, 2015

We had lots of fun constructing them with our friends, and then seeing how far apart we could get and still hear each other. To do that, you must be present for the conversation— not distracted by cat videos. Associations Enterprise Sales Management Salespeople Small Business' I don’t know, but I just signed up.

Social Media 120

Social Media Cold Calling Small Business Small Business 120

Chorus.ai

MAY 17, 2021

Nevertheless, there are truisms in the chart that will resonate with a lot of sales managers. It can be tempting to micromanage a team’s activities, even though this can end up being more distracting than constructive. In these days of Zoom fatigue , every sales manager should avoid scheduling too many meetings.

Motivation 96

Motivation Construction Call-back Commission 96

Highspot

JANUARY 29, 2024

Additionally, negotiation serves as a catalyst for salespeople to cultivate enduring relationships with their customers, providing a platform for constructive communication. Role-playing Exercises: Work with sales managers and leaders to conduct realistic role-playing scenarios that simulate actual negotiation situations.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Pipeliner

JULY 3, 2023

Bring value proposition to the sales job Leveraging your company’s value proposition in the sales recruitment process helps attract and retain the best talent in the industry. Setting up a mentoring program can effectively promote a swift and successful integration of a new sales team member, especially throughout probation.

Sales Talent 52

Sales Talent Hiring Compensation Salary 52

Hubspot Sales

APRIL 1, 2020

It's essentially a blueprint your sales team uses as a reference point through their sales efforts. A sales process typically contains a company's preferred approach to prospecting, connecting and qualifying, researching, presenting, handling objections, and closing. Conduct active and effective sales coaching.

Construction 90

Construction Sales Qualified Lead Inside Sales Travel 90

Pipeliner

AUGUST 12, 2018

Less Obvious Sales Mistakes: One of the less obvious mistakes that people make is being too rigid, and sticking to their plans and processes too tightly when the situation calls for more flexibility. Be confident enough in yourself to be present, so that you can completely let go of the agenda if it is called for.

Construction 49

Construction Sports Trends Buyer 49

Pipeliner

MAY 20, 2018

That seismic shift in the industry is certain to keep the IT services industry hot for the foreseeable future, creating even more demand for sales talent in the coming years. Construction. When most people think of the construction industry, they don’t think of sales.

Industry 45

Industry Construction Pharmaceuticals Salary 45

Braveheart Sales

JULY 14, 2022

They make notes and construct a plan of attack based on where they want to hit the ball and where they don’t want to hit the ball. They practice presentations. The most familiar group of elite golfers, professionals, are notoriously good planners and they follow a process. They play practice rounds at courses before tournaments begin.

Hiring 52

Hiring Construction Follow-up Exact 52

Braveheart Sales

JULY 11, 2022

They make notes and construct a plan of attack based on where they want to hit the ball and where they don’t want to hit the ball. They practice presentations. The most familiar group of elite golfers, professionals, are notoriously good planners and they follow a process. They play practice rounds at courses before tournaments begin.

Hiring 52

Hiring Construction Follow-up Exact 52

Janek Performance Group

SEPTEMBER 7, 2022

Myth #3: Just because someone is a high-performing sales rep or sales manager, they will be a successful sales trainer. Having the ability to design and instruct an effective sales course curriculum is not the same as being an effective presenter. The Outsourced Sales Training Model.

Outsourcing Services 62

Outsourcing Services Sales Outsourcing Training Hiring 62