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. MORE
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? MORE
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. MORE
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. MORE
The struggle is the average e-commerce only site converts 3% of the traffic that comes in, which means we spend a lot of time and money on trying to get people interested in our business before a sale is even made. Sales Management For Sales Pros MORE
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 ). MORE
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: . MORE
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. MORE
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. MORE
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 MORE
To start the construction of your own sales goal plan sheet begins with these three presumptions: You have invested the time to construct an overall strategic action plan even if you are just a professional salesperson. You employ a consistent sales process. MORE
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? MORE
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? MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. Sales coaching – who to and not to coach. MORE
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. MORE
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. MORE
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. MORE
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.”. MORE
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. MORE
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. MORE
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. MORE
Asking questions that will spark conversation, or debate, or even useful and constructive controversy is actually a brilliant strategy for leaping into the world of content creation. Sales Management For Sales ProsExcerpted from the book Social Upheaval: How to win @ Social Selling. Now, I know that many salespeople will balk at the very thought of being content creators. Many find writing difficult, if not almost impossible. MORE
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. MORE
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. MORE
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 MORE
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? MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
The loss of a talented sales manager is troubling. We’ve also written on Sales Rep Exit Interviews. So far we’ve covered: Signs your Sales Team Isn’t Happy. Why Your Best Sales Reps Leave. How HR Stops the Exit of Top Sales Talent. MORE
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. MORE
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. MORE
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. MORE
” 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. MORE
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. MORE
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. MORE
Every year, strong salespeople get promoted to sales leadership positions, receive little or no training, and then just be expected to do their job. Often they just don’t know how to go about solving some of the most common sales staff problems. MORE
Increase Sales
DECEMBER 16, 2015
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.
Jonathan Farrington
MAY 6, 2013
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.
Sales Training Connection
MARCH 23, 2015
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 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. 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.
No More Cold Calling
SEPTEMBER 4, 2014
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 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. How can I help my sales team leverage institutional resources?
Pipeliner
JULY 23, 2017
The struggle is the average e-commerce only site converts 3% of the traffic that comes in, which means we spend a lot of time and money on trying to get people interested in our business before a sale is even made. Sales Management For Sales Pros
Productivity and Motivational Tips for Inside Sale
FEBRUARY 9, 2015
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.
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. 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?
Steven Rosen
AUGUST 26, 2015
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.
Pipeliner
APRIL 5, 2017
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.”.
A Sales Guy
AUGUST 16, 2013
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
Increase Sales
DECEMBER 21, 2016
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.
Pipeliner
MAY 11, 2017
Asking questions that will spark conversation, or debate, or even useful and constructive controversy is actually a brilliant strategy for leaping into the world of content creation. Sales Management For Sales ProsExcerpted from the book Social Upheaval: How to win @ Social Selling. Now, I know that many salespeople will balk at the very thought of being content creators. Many find writing difficult, if not almost impossible.
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. Blame their sales manager or head office for issues.
Pipeliner
FEBRUARY 3, 2017
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.
Increase Sales
MARCH 20, 2012
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 ).
Increase Sales
OCTOBER 2, 2013
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.
Igniting Sales Transformation
APRIL 25, 2017
Every year, strong salespeople get promoted to sales leadership positions, receive little or no training, and then just be expected to do their job. Often they just don’t know how to go about solving some of the most common sales staff problems.
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. Your Sales Career Is at Risk Technology addiction isn’t just bad for your personal relationships. It can also kill your sales career.
Sales Training Connection
SEPTEMBER 30, 2011
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.
Jonathan Farrington
JULY 7, 2013
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.
Sales Training Connection
APRIL 9, 2012
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.
Jonathan Farrington
AUGUST 6, 2014
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.
Sales Benchmark Index
NOVEMBER 25, 2013
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.
Partners in Excellence
FEBRUARY 1, 2017
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.
Green Lead's B2B Blog
MARCH 1, 2011
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.
No More Cold Calling
NOVEMBER 18, 2014
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
MTD Sales Training
NOVEMBER 24, 2011
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.
No More Cold Calling
DECEMBER 17, 2013
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?
Partners in Excellence
JUNE 1, 2014
” 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.
Keith Rosen
APRIL 29, 2013
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?
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.
Keith Rosen
NOVEMBER 16, 2013
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.
Sales Tips & Techniques
JULY 10, 2012
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 Training Connection
MAY 5, 2014
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.
A Sales Guy
MAY 7, 2013
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: .
Partners in Excellence
FEBRUARY 4, 2015
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.
Sales Benchmark Index
AUGUST 7, 2013
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.
No More Cold Calling
NOVEMBER 25, 2014
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.
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