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Sales Management Simplified Good Advice for Entrepreneurs

Increase Sales

businesses are managed by single office/home office entrepreneurs (SOHO), these crazy busy small business owners might think this book Sales Management Simplified by Mike Weinberg is not for them. These SOHO entrepreneurs are the sales team of one as well as the sales manager.

What Defines a Truly Great Sales Manager?

Jonathan Farrington

Management, and particularly sales management, operates on and obtains its results from the staff that are managed. The manager has to define tasks, set proper objectives and maintain firm control. A sales manager may or may not be an outstanding salesperson.

10 questions to help sales managers assess their performance and adapt! – An STC Classic

Sales Training Connection

The same is true of sales managers. If you believe front-line sales managers are the key to a team’s sales success – and we do – the end of Q1 is a good time to look at what’s working, what isn’t working and why. 2015 Sales Momentum, LLC.

Sales managers – it’s time to assess your performance and adapt!

Sales Training Connection

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. If you believe front-line sales managers are still the key to a team’s sales success, as we do, then the points raised in that post are as important today as when they were first posted and are worthy of another look.

[Message to Management]: 14 Things Top Sales Managers Do

No More Cold Calling

The Sales Hunter tells you what it takes to lead a winning sales team. How often do sales managers generate opportunities and support their teams in customer conversations? Sales execs tell me they don’t have time to coach their teams.

Sales managers – assess your performance last year and adapt!

Sales Training Connection

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. How can I help my sales team leverage institutional resources?

Does Your Inside Sales Manager Have a High C-IQ?

Productivity and Motivational Tips for Inside Sale

A new study on the chemistry of conversations advised sales managers to be more mindful about interactions with their team members. As the war for talent continues, many managers are being hired off the sales team prematurely.

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Why Great Sales Managers are Almost Impossible to Find?

A Sales Guy

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. A mistake sales managers make is trying to force a process on their sales people; a process they can’t do effectively. Are you a great sales manager?

Top 10 Sales Coaching Quotes

Steven Rosen

Sales is a team sport and like in any sport, a sales team without a great coach is a team that will never win, regardless of the talent and skill of its individual members. Effective sales coaching is about helping your sales people get better at what they do.

Imagine This Truly Forward Thinking Sales Kick Off Meeting

Increase Sales

Sales managers and SMB owners are scrambling to schedule their next Sales Kick Off meeting. One the screen is the predetermined annual sales goal broken down into quarterly goals based upon the last five years of sales per quarter.

There are Too Many Bad Sales Managers [Yeah, and Sales Leaders Too]

A Sales Guy

It’s a follow up to my post which, in a nutshell, I said sales people suck. ——————– “I agree sales people’s performance is not what it should be. Sales structure, systems and discipline can help. Sales Leadership

How Sales Enablement is Bridging the Gap Between Sales and Marketing

Pipeliner

Just in the same way as on a football field (sans thunderstorm), if you ask a sales executive and a marketing leader what the biggest pain points in their business strategy are, you might get two very different answers. We need sales to be more communicative with us.”.

Coaching for Performance

Steven Rosen

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. Blame their sales manager or head office for issues.

Technology-Dependence: The GPS and the Slide Deck

Pipeliner

Where is the construction? For Sales Pros Leadership Sales ManagementLast week I had a speaking engagement four hours from home. Rather than take public transportation and then rent a car to get to my destination, I decided to drive. I hadn’t driven this long a trip by myself since I was in college. A “boomer,” that was a while ago and I must admit I was not feeling very confident.

Sales Leadership The Talent of Realistic Personal Goal Setting

Increase Sales

Sales leadership is truly about leading yourself first. This inconsistency helps to account for the inability to increase sales. When working with clients, I use the Results Tool (as constructed by myself and Laura Novakowski ).

Are Behavioral Assessments a Pseudo Science?

Increase Sales

A recent blog post on behavioral assessments, Learn How to Increase Sales with These 5 Assessments, sparked a somewhat curious response by one person who suggested these performance (including sales) diagnostic tools were a pseudo science.

What Ever Happened to the Can with the String?

No More Cold Calling

We had lots of fun constructing them with our friends, and then seeing how far apart we could get and still hear each other. Your Sales Career Is at Risk Technology addiction isn’t just bad for your personal relationships. It can also kill your sales career.

Dispatching sales coaching myths and best practices – A STC Classic

Sales Training Connection

As the Sales Training Connection readership grows, we decided to reprint some of our most popular posts. In this post we combined two posts: Dispatching Three Myths of Sales Coaching and Best Practices for addressing them. 2011 Sales Horizons, LLC.

Managers and Teams – United We Stand, Divided We Fail?

Jonathan Farrington

I have also been frequently quoted as saying “Show me an underperforming sales team and I‘ll show you an unqualified and ill-equipped sales manager”. Managing people doesn’t just mean acting as overseer, to see that they get their work done satisfactorily.

Coaching sales reps to shelve their poor practices

Sales Training Connection

Successful sales peopleSales coaching. Heretofore, when we designed sales coaching programs for our clients, we have customized the “what to coach” portion of the program around the core selling skills and best practices relevant for that individual client. 2012 Sales Horizons, LLC.

Sales And The Zombie Apocalypse

Partners in Excellence

Recently, I was having a conversation with Robert Racine about the state of sales management. During the discussion, he mentioned, almost in passing, that too many Sales Managers are becoming Zombies–that is acting purely on autopilot, rather than thinking, evaluating, engaging.

Are There Too Many Salespeople in the World?

Jonathan Farrington

Unfortunately, like those poor medical practitioners who are regaled with requests for advice on everything from ingrowing toenails to cosmetic surgery, I have kind of accepted that if any of my fellow guests have a beef about sales-related issues, then I am going to be in the firing line. What we do know is that there are too many under-performing salespeople on the planet – about 52% of the current sales population according to most trusted analysts.

7 Signs Your Sales Rep Should Be Promoted

Sales Benchmark Index

As a Sales VP, putting the best people in the correct positions is critical. Making your number next year means promoting, keeping and terminating certain sales reps. Download our Sales Rep Promotability Scale. Displays Constructive Criticism : They don’t complain.

Inside Sales Managers: 4 Ways to Motivate Your Team

Green Lead's B2B Blog

Part of any manager's role is to make the people around them better. Whether it's mentoring someone to take over your role when you ascend the corporate ladder, or taking a rep with just enough potential under your wing, ultimately, the job of a manager is to improve his or her team. 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.

What Salespeople Can Learn from Sandcastles

No More Cold Calling

And no one enjoys seeing carefully constructed business deals ebb away before their very eyes. He sets up the story of two architects—a child constructing a sandcastle and an adult building his business. Associations Enterprise Sales Management Salespeople Small Business

Manage Like the Godfather

No More Cold Calling

Sales managers can take a few lessons from Don Corleone’s leadership style. What if we could use some of his insights to manage our sales teams? So how do you encourage constructive conflict among your sales team?

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Use Personal Recruiting To Build Your Sales Team

MTD Sales Training

Yet finding top sales people , especially those who will become long-term loyal assets to your firm, remains a difficult task. . However, with all of our advanced technology, word-of-mouth is still a powerful and effective tool, not only in selling, but in recruiting sales people as well.

Simply Speaking Bad Hires Cost Small Business Sales – Part 2

Increase Sales

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’s The ROI Of Stupidity?

Partners in Excellence

” I think it’s an awesome question, I think unconsciously, that may be in the minds of many business and sales leaders as they look for solutions to help improve the performance of sales people. In fact we see billions of dollars a year done though ecommerce, shopping cart sales, electronic trading networks. In recent years, we’ve seen many thoughtful studies about the profession of sales and what separates top performers from others.

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Need to Succeed? Embrace Fear and Become Unstoppable

Keith Rosen

If you stop and think about it for a moment, they are both visions and pictures of a future that we have constructed or visualized in our mind’s eye. This way, you can best manage the fear in your life and make it your ally. What you fear is never real. How can this be true?

3 Things Sales Leaders Must do to Stay in Sync with Their Sales Team

A Sales Guy

You have a sales process in place, but the sales manager and sales people are using separate spread sheets with additional stages, because the current sales process doesn’t meet their needs. Hold yourself accountable TO the sales team: .

9 Steps to Kicking Fear in the Teeth & Making it Your Ally

Keith Rosen

If you stop and think about it for a moment, they are both visions and pictures of a future that we have constructed or visualized in our mind’s eye. ” Just doing this will enable you to start taking action which will remove the overwhelm and make the task more manageable.

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Determining a Successful Sales Incentive Plan

Sales Tips & Techniques

A sales management team needs to consider what the point of a sales incentive plan actually is prior to constructing one, as many leaders tend to forget why this type of system is implemented in the first place. The idea behind a sales incentive plan is that representatives may need motivation to increase their productivity and raise the number of outgoing calls that they make each day.

Sales role plays – do them right then they work

Sales Training Connection

Sales role plays. From time to time we hear disparaging words about the use of role-plays in sales training programs. In general, sales role-plays need to be customized to the specific sales challenges a specific company is experiencing at a specific time.

Don’t Trust Your Sales Process, Challenge It, Break It!

Partners in Excellence

Anthony Iannarino wrote a post, “Trust The Sales Process.” Sales people shouldn’t trust the sales process–they should challenge it and try to prove that it’s wrong! The idea being, they could probably construct endless experiments proving it, but the most rigorous way to prove it is to try to break it. The first thing is, “Why should sales managers trust the process?” They whine about the sales process.

March Sadness

The Pipeline

I recall reading Skip Miller’s “ProActive Sales Management”, where he states: “If you, as a sales manager, do not know if you are going to make the year after the first quarter, the battle is over. I should think we can include front line sales people.

Quota 43

[Missed Connections]: November Referral Selling Insights

No More Cold Calling

Referral selling is by far the most effective sales strategy out there. Sale s has always been social. Or you can make the connections you already have stronger—a strategy that’s much more likely to grow your referral network and fill your sales pipeline with hot leads.

The Six Skills of Great Sales VPs

Sales Benchmark Index

Not all “A” Player sales reps were meant to be managers. If you’ve been in sales long enough, you’ve seen this mistake unfold. The newly promoted manager repeats behavior that made him successful as a rep. He neglects his skill development and sales initiatives.

Improving sales coaching feedback – the importance of pronouns

Sales Training Connection

Sales Coaching. People knowledgeable and experienced in sales know sales coaching is worthwhile; it can make a difference and it should be a priority. The pros agree coaching is a critical piece of the puzzle in developing a world-class sales team.

Results of the 2011 Richardson/McCord Training Social Media in Marketing and Sales Survey

Sales and Management Blog

It has taken a bit of time and a lot of effort, but we finally have the 2011 Richardson/McCord Training Social Media in Marketing and Sales Survey results. The lesson here: be extremely careful as there are many who know little more than how to construct a tweet who are anxious to take your money. To date, social media has been pretty useless in generating actual sales. Except for web-based sellers, few are realizing any real sales volume from their social media activities.