INDUSTRY INSIGHTS YOUR PEERS ARE READING
We need our salespeople to engage with our customers in a constructive and positive manner with their underlying intent being to help that customer achieve their desired outcomes. And yet too often, we as sales managers, unwittingly encourage the opposite behaviour through our dialog with our sales team and […]. A John Smibert discussion with Tony Hughes. 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
Summary: For effective sales meetings, just make it relevant and productive again. The weekly sales meeting — you know the one. The substance of the old-school sales meeting, in essence, belongs in a weekly email. Effective Sales Meetings Are 5 Steps Aways. 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 been promoted to sales manager. Going from a top performing sales person to a manager seems like it will be an easy transition, right? The traits that make all-star salespeople usually don’t directly translate to the skills needed to be an effective sales manager. MORE
Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Martin: Heavy Hitter Sales Linguistics: 101 Advanced Sales Call Strategies for Senior Salespeople. Sales Career Advice. Sales Tips. 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
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. Constructing the Commission Plan for Sales Managers: Pay Mix and Upside. MORE
One of the biggest challenges for those in sales management is communication consistency. When communication is inconsistent, the results are inconsistent and contribute to poor morale and a dysfunctional sales team. 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
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. First and foremost, what exactly is a sales manager? 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
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. It’s a new year! MORE
Get Some More Sales INDIA now! Together with my promoter, Tanuja Vashisthi, founder of BRICCKS, we successfully launched Sales Mastery India to a little under 200 B2B sales leaders and sales people, on October 17-19th and are already gearing up for Sales Mastery India, 2013. MORE
A sales manager’s role in this successful implementation. Even more troubling, you aren’t seeing the lift in sales performance that you used as justification for your substantial investment. Getting complete, trustworthy data into systems without excruciating manual entry is still a barrier for user adoption—both at the rep and the management levels. ” What Role Does a Sales Manager Play Here? Were those managers using the same three reports? 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
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
This article talks about how to become a sales manager in 5 crucial (and doable) steps. How you deal with success and failure is a key indicator of how you’re going to manage others. Sales is an important element of any business. For example, one of the biggest issues within sales is the gap between sales and marketing. As a sales manager, you must be able to receive feedback with humility and also be able to give it without causing offense. MORE
Davis Excellent sales managers aren’t made overnight. As a manager, you’re always learning and growing along with your sales team. Every team member has a unique reaction to your management style, and it takes a great manager to navigate all those unique situations and relationships. Here are five off-the-beaten-trail tactics you can use to foster those relationships and move toward being an excellent sales manager. Author: Kevin F. 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
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. Constructing Commissions in a Sales Manager Compensation Plan. MORE
Invariably, each drive back home has taken twice the time it should have because of road construction. 4 traffic delays because of road construction delayed us for another 2 and 1/2 hours. Nearly every coaching call with a sales manager is about a salesperson with a delayed closing. 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
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. Now, even if you’re not talking to a future sales superstar, this information is not breaking news. 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
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. Sales Sales managemen 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
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. A sales manager has various responsibilities, not the least of which involves being responsible for managing an entire team of sales representatives and others. 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
A Sales Training Connection Classic. When it comes to changing sales performance “practice makes perfect” is a partial truth. This small difference yields a huge dividend in sales training. Let’s start with the idea of using front-line sales managers. 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
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
In sales today, being a collaborator is far more rewarding personally, professionally and financially than being the overhearing, always be closing salesperson of the past. Through the Innermetrix Attribute Index , this sales leadership temperament can be uncovered. What this means for those in sales is you are very “involved with people in business and social context” because of the positive Empathy (feeling). 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
Increase Sales
JANUARY 8, 2014
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.
Sales and Marketing Management
APRIL 30, 2018
Davis Excellent sales managers aren’t made overnight. As a manager, you’re always learning and growing along with your sales team. Every team member has a unique reaction to your management style, and it takes a great manager to navigate all those unique situations and relationships. Here are five off-the-beaten-trail tactics you can use to foster those relationships and move toward being an excellent sales manager. Author: Kevin F.
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.
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. Constructing Commissions in a Sales Manager Compensation Plan.
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
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.
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. First and foremost, what exactly is a sales manager?
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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.
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. Sales coaching – who to and not to coach.
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?
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. A sales manager has various responsibilities, not the least of which involves being responsible for managing an entire team of sales representatives and others.
Sales Benchmark Index
FEBRUARY 25, 2013
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.
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. Sales Sales managemen
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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.
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?
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. It’s a new year!
Sales Hacker
MAY 8, 2018
This article talks about how to become a sales manager in 5 crucial (and doable) steps. How you deal with success and failure is a key indicator of how you’re going to manage others. Sales is an important element of any business. For example, one of the biggest issues within sales is the gap between sales and marketing. As a sales manager, you must be able to receive feedback with humility and also be able to give it without causing offense.
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
Understanding the Sales Force
SEPTEMBER 25, 2018
Invariably, each drive back home has taken twice the time it should have because of road construction. 4 traffic delays because of road construction delayed us for another 2 and 1/2 hours. Nearly every coaching call with a sales manager is about a salesperson with a delayed closing.
Green Lead's B2B
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.
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.
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.
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.
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.
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.
Increase Sales
SEPTEMBER 26, 2013
One of the biggest challenges for those in sales management is communication consistency. When communication is inconsistent, the results are inconsistent and contribute to poor morale and a dysfunctional sales team.
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 ).
HeavyHitter Sales
JULY 20, 2009
Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Martin: Heavy Hitter Sales Linguistics: 101 Advanced Sales Call Strategies for Senior Salespeople. Sales Career Advice. Sales Tips.
Sales Training Connection
AUGUST 24, 2012
A Sales Training Connection Classic. When it comes to changing sales performance “practice makes perfect” is a partial truth. This small difference yields a huge dividend in sales training. Let’s start with the idea of using front-line sales managers.
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
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.
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.
Bernadette McClelland
OCTOBER 30, 2012
Get Some More Sales INDIA now! Together with my promoter, Tanuja Vashisthi, founder of BRICCKS, we successfully launched Sales Mastery India to a little under 200 B2B sales leaders and sales people, on October 17-19th and are already gearing up for Sales Mastery India, 2013.
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.
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.
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?
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. Now, even if you’re not talking to a future sales superstar, this information is not breaking news.
Increase Sales
MARCH 18, 2014
In sales today, being a collaborator is far more rewarding personally, professionally and financially than being the overhearing, always be closing salesperson of the past. Through the Innermetrix Attribute Index , this sales leadership temperament can be uncovered. What this means for those in sales is you are very “involved with people in business and social context” because of the positive Empathy (feeling).
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.
Sales Hacker
APRIL 10, 2018
A sales manager’s role in this successful implementation. Even more troubling, you aren’t seeing the lift in sales performance that you used as justification for your substantial investment. Getting complete, trustworthy data into systems without excruciating manual entry is still a barrier for user adoption—both at the rep and the management levels. ” What Role Does a Sales Manager Play Here? Were those managers using the same three reports?
Sales Hacker
JUNE 20, 2018
Summary: For effective sales meetings, just make it relevant and productive again. The weekly sales meeting — you know the one. The substance of the old-school sales meeting, in essence, belongs in a weekly email. Effective Sales Meetings Are 5 Steps Aways.
LevelEleven
AUGUST 7, 2018
You have been promoted to sales manager. Going from a top performing sales person to a manager seems like it will be an easy transition, right? The traits that make all-star salespeople usually don’t directly translate to the skills needed to be an effective sales manager.
Selling Fearlessly
APRIL 10, 2018
We need our salespeople to engage with our customers in a constructive and positive manner with their underlying intent being to help that customer achieve their desired outcomes. And yet too often, we as sales managers, unwittingly encourage the opposite behaviour through our dialog with our sales team and […]. A John Smibert discussion with Tony Hughes.
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