Sales Leaders’ Guide to Developing an Awesome Sales Management Team. Do you want to develop an awesome sales management team? Sales leaders have several options to achieve and exceed their sales numbers. Sales support materials billions of dollars. MORE
Sales managers and developing trust. Sales managers must develop the trust of their sales team and help their team members to trust each other. Because of all this we are always looking for ideas that can help sales managers do a better job in developing trust. MORE
Lessons for Sales Coaching. So we thought it would be a good time to see if there were lessons to be learned for those of us in the world of sales. Let’s transition all this to sales and sales coaching. 2015 Sales Momentum, LLC. MORE
I had just finished running a sales training session for a group of key account reps, when a participant came up to me and very quietly uttered the above. Which means only 29 percent of sales conversations hold any value to a customer. Sales Management Leadership MORE
I sat across the desk from Mike, the new VP of Sales. Before his promotion Mike was the can’t-miss Sales Manager. Now he was just another VP of Sales in the crosshairs. After a quick conversation, we found he was committing 3 of the sales myths below. MORE
Sales Manager. New sales managers often are promoted for their sales success – not sales management expertise. So what happens after the sales manager assumes the role and responsibilities of their new position? 2017 Sales Momentum® LLC. MORE
Sales Manager dashboards have been updated. the Sales VP asks. Download the Sales Manager Execution Guide. It will: Provide you 10 Sales Manager actions you must take immediately to save the year. Tell you if you need to upgrade your manager. MORE
EDGY Conversations. If you need a personal lift or want to motivate your sales teams, buy this book. IDEA: buy this book for your entire sales team and discuss one chapter a week during your next sales meetings, you will see a difference in your team both professionally and personally. MORE
Sales managers. There’s little doubt that sales managers are the pivotal job for creating a superior sales team. And, a critical responsibility for the sales manager is coaching. 2013 Sales Momentum, LLC. MORE
Why New Sales Managers Fail. Are you a new sales manager , or have you just been promoted into a sales manager role? I am going to share the number one reason why new sales managers fail. For new sales managers, things got worse in 2016. MORE
When asked about his early management challenges, Roger Ferguson – CEO at TIAA-CREF – shared: “You have to get the balance right between leaving them alone and micromanaging.” So we borrowed some of Roger’s ideas and added a few of our own related specifically to sales management. MORE
We thought this was an interesting idea for sales management to consider as they start a new year. Traditionally, we have talked a lot about best practices for sales strategy and sales call execution – we have positioned them as the hallmarks of sales success. MORE
Sales Leaders. Although Ibaraan was writing about business in general, we thought her message held particular insight for the world of sales. If buyers change how they buy, sellers need to change how they sell and sales leaders need to bring the insight to make that happen. MORE
Had Mr. Platt been referring to his sales organization, he would have increased the multiple. Sales teams possess immense knowledge – from finance, marketing, strategy, product engineering and customer support to street smarts about customer behavior. Sales Management MORE
Sales managers – words have power! When salespeople get promoted to a sales manager position there are many traps to avoid and new things to learn from: analyzing CRM data, to conducting performance reviews to figuring out how you are going to find the time to coach. MORE
New sales managers. When front-line sales managers take over a new sales team, the natural tendency is to get things moving – make a mark. While this makes your sales team feel good and will reduce the noise level, it may do little beyond that. MORE
Questioning Sales Success. I’ll ask more questions when sales are up than I do when they’re down. It reminded us of the many sales strategy sessions we’ve sat through where salespeople couldn’t really articulate why they closed a piece of business. 2014 Sales Momentum, LLC. MORE
New sales managers. You are now a sales manager. Even after some initial guidance from colleagues, most new sales managers find themselves struggling to figure out how to balance the requirements of the position. What happens to the new sales manager? MORE
The post How to Converse with Prospects Without Sounding “Salesy” appeared first on Pipeliner CRM Blog. For CEOs For Sales Leaders For Sales Managers For Sales Pros For SMBs Sales Effectiveness Sales MethodologyThere is no shortage of advice one can get when trying to determine the basics when talking with potential new customers and clients. MORE
Sales managers. When companies get it right managers thrive, staff is more engaged, and companies gain a competitive edge. To achieve this higher level of engagement, Gallup argues that every team needs a great manager. 2014 Sales Momentum, LLC. MORE
Can your sales reps put a sentence together? Sales managers, listen up. Even the most effective sales techniques fall short if your team sounds, well … stupid. Sales reps want a call back ? And in Sales 2.0, new sales buzzwords appear daily. MORE
Ken Thoreson is the president of Acumen Management Group , and a recognized expert in sales execution channel management. He has over 18 years in consulting and advisory positions, and has led development-stage entrepreneurships as well as $250 million national vertical software sales organizations. Q : When you talk about emotion and sales management, what do you mean? A : The new sales manager or any sales manager needs to learn how to communicate. MORE
Sales managers – roadblock removers. Sales managers – how does your sales team spend its time? You can’t sell if you are not selling and most sales reps spend too much time not selling. . 2014 Sales Momentum ®. MORE
Picture this: for a number of years, you’ve been a consistent sales producer. One day a sales management job opens up in your company. You go ahead and apply for sales manager, and win the job based on a great attitude and, of course, your previous performance. MORE
Sales Management Excellence. Herminia Ibaraan, an INSEAD professor, published a provocative book arguing that in today’s market if you desire to get better at management you must venture outside your comfort zone. What can I do to increase the overall motivation of my sales team? MORE
Developing Sales Leaders. It’s natural for front-line sales managers to focus on sales team performance – drilling down on the numbers. Sales managers spend their careers developing the required skills with corporations providing the necessary training and encouragement. MORE
Multi-generational sales teams. There has been much written and many perceptions about Baby Boomers, Gen X and Gen Y – what they want and how to manage them. So we did a little translation to sales – added a couple of ideas from our experiences. 2014 Sales Momentum ®. MORE
Sales managers and the time sieve. Sales managers universally tell us that time is their most valuable asset – and they also tell us they are continuously “running out of time.”. Now to sales meetings. It also means sales reps need to prepare, too. MORE
Sales managers – setting expectations and accountability. Too often sales managers – and for that matter other managers – think what needs to be done is intuitive – so of course everyone on their team understands what is to be done and why. MORE
Sales Coaching. Asking questions is also an underpinning of successful interactions between salespeople and their sales managers. The problem is too many times when coaching, managers do it the other way around. 2015 Sales Momentum, LLC. MORE
Sales Management and Discipline. I received a call from a former client that was concerned about the status of their sales team and VP of Sales-it seems that their revenue was off more than $2M over the previous year and below their growth goal! After that conversation I next interviewed the VP of Sales. The VP of Sales and President failed on one major tenet of sales leadership; they forgot about the need for discipline. MORE
Sales managers – success. It immediately struck us that these 10 behaviors, with a bit of tweaking, apply equally well to successful sales managers. Independent - Prepares to do whatever needs to be done to build a successful sales team. MORE
Sales Managers. I was talking with a new B2B sales manager about sales coaching. She was a super star as a sales rep and promoted to a sales manager just a couple of months ago. Many new sales managers were great sales reps. MORE
Sales Managers. If you want to get better at management a good first step is – stop annoying you staff. People complain about their managers regardless of their position inside the organization or the type of business all the time. 2014 Sales Momentum, LLC. MORE
Lessons for Sales Managers. In the book, the author shares several key points about entrepreneurs which we believe surely presents lessons for sales managers. Delegators are great managers and supportive bosses. 2014 Sales Momentum, LLC. MORE
I just had a conversation with a sales executive who asked me “what is the role of the sales manager?” This executive was frustrated by poor sales and felt that the sales managers could be doing more to meet sales objectives. By Steven A. MORE
Sales managers face increased responsibility and accountability. Research continues to show sales teams do not meet sales goals while margins shrink due to the dynamics of market forces as well as government compliance. 1 – Sales to Earn or Close Time. MORE
This is done through conversation–through the seller asking the right questions, and really listening to the buyer’s answers. The post Panel Discussion: Sales Conversations Secrets! Sales Management For Sales Pros Leadership MORE
What are the mechanics of delivering an effective sales pitch? The appropriate question is “How do you perfect the art of sales conversation?” These 9 actions are instrumental to the secret of having an effective sales conversation. MORE
Motivating sales reps. Motivating sales reps is a key responsibility of every sales manager. How can they motivate their sales teams effectively? Two struck us as really important for sales managers. Summary for sales managers. MORE
Melanie Whelan, CEO of SoulCycle, shared in a NY Times a simple, interesting framework for management strategy sessions. This means sales managers would ask a sales rep to: State the facts of the sales situation – like customer needs, competition, decision makers and influencers, and so forth. MORE
Sales Coaching. We have written a number of posts on sales coaching. You need a superior sales team and maintaining a superior sales team requires f ront-line sales managers who coach and who are good at it. 2013 Sales Horizons, LLC. MORE
Sales Manager. Well, a sales manager with the “super salesperson syndrome ” will probably exhibited some of these 6 characteristics : Sell rather than coach. When push comes to shove, S 3 sales managers will spend their time selling rather than sales coaching. MORE
Pipeliner
MAY 5, 2017
Picture this: for a number of years, you’ve been a consistent sales producer. One day a sales management job opens up in your company. You go ahead and apply for sales manager, and win the job based on a great attitude and, of course, your previous performance.
Pipeliner
FEBRUARY 20, 2017
What are the mechanics of delivering an effective sales pitch? The appropriate question is “How do you perfect the art of sales conversation?” These 9 actions are instrumental to the secret of having an effective sales conversation.
Steven Rosen
MAY 4, 2017
Sales Leaders’ Guide to Developing an Awesome Sales Management Team. Do you want to develop an awesome sales management team? Sales leaders have several options to achieve and exceed their sales numbers. Sales support materials billions of dollars.
Steven Rosen
AUGUST 22, 2016
Why New Sales Managers Fail. Are you a new sales manager , or have you just been promoted into a sales manager role? I am going to share the number one reason why new sales managers fail. For new sales managers, things got worse in 2016.
Pipeliner
MAY 20, 2017
I had just finished running a sales training session for a group of key account reps, when a participant came up to me and very quietly uttered the above. Which means only 29 percent of sales conversations hold any value to a customer. Sales Management Leadership
Pipeliner
APRIL 12, 2017
This is done through conversation–through the seller asking the right questions, and really listening to the buyer’s answers. The post Panel Discussion: Sales Conversations Secrets! Sales Management For Sales Pros Leadership
Your Sales Management Guru
DECEMBER 14, 2015
Sales Management and Discipline. I received a call from a former client that was concerned about the status of their sales team and VP of Sales-it seems that their revenue was off more than $2M over the previous year and below their growth goal! After that conversation I next interviewed the VP of Sales. The VP of Sales and President failed on one major tenet of sales leadership; they forgot about the need for discipline.
Sales Training Connection
FEBRUARY 8, 2016
Melanie Whelan, CEO of SoulCycle, shared in a NY Times a simple, interesting framework for management strategy sessions. This means sales managers would ask a sales rep to: State the facts of the sales situation – like customer needs, competition, decision makers and influencers, and so forth.
Sales Training Connection
AUGUST 17, 2016
Sales Management Excellence. Herminia Ibaraan, an INSEAD professor, published a provocative book arguing that in today’s market if you desire to get better at management you must venture outside your comfort zone. What can I do to increase the overall motivation of my sales team?
Sales Training Connection
APRIL 12, 2017
Sales Manager. New sales managers often are promoted for their sales success – not sales management expertise. So what happens after the sales manager assumes the role and responsibilities of their new position? 2017 Sales Momentum® LLC.
Sales Benchmark Index
JUNE 14, 2013
I sat across the desk from Mike, the new VP of Sales. Before his promotion Mike was the can’t-miss Sales Manager. Now he was just another VP of Sales in the crosshairs. After a quick conversation, we found he was committing 3 of the sales myths below.
Increase Sales
JULY 23, 2015
Sales managers face increased responsibility and accountability. Research continues to show sales teams do not meet sales goals while margins shrink due to the dynamics of market forces as well as government compliance. 1 – Sales to Earn or Close Time.
Sales Training Connection
FEBRUARY 6, 2015
Sales Coaching. Asking questions is also an underpinning of successful interactions between salespeople and their sales managers. The problem is too many times when coaching, managers do it the other way around. 2015 Sales Momentum, LLC.
Sales Training Connection
JANUARY 29, 2014
Sales managers – roadblock removers. Sales managers – how does your sales team spend its time? You can’t sell if you are not selling and most sales reps spend too much time not selling. . 2014 Sales Momentum ®.
Sales Training Connection
JULY 27, 2016
New sales managers. You are now a sales manager. Even after some initial guidance from colleagues, most new sales managers find themselves struggling to figure out how to balance the requirements of the position. What happens to the new sales manager?
Sales Training Connection
JANUARY 9, 2015
Lessons for Sales Coaching. So we thought it would be a good time to see if there were lessons to be learned for those of us in the world of sales. Let’s transition all this to sales and sales coaching. 2015 Sales Momentum, LLC.
Steven Rosen
AUGUST 12, 2013
I just had a conversation with a sales executive who asked me “what is the role of the sales manager?” This executive was frustrated by poor sales and felt that the sales managers could be doing more to meet sales objectives. By Steven A.
Sales Training Connection
NOVEMBER 24, 2014
Sales managers and developing trust. Sales managers must develop the trust of their sales team and help their team members to trust each other. Because of all this we are always looking for ideas that can help sales managers do a better job in developing trust.
Sales Training Connection
JUNE 4, 2014
Sales Managers. If you want to get better at management a good first step is – stop annoying you staff. People complain about their managers regardless of their position inside the organization or the type of business all the time. 2014 Sales Momentum, LLC.
Sales Training Connection
APRIL 20, 2015
Developing Sales Leaders. It’s natural for front-line sales managers to focus on sales team performance – drilling down on the numbers. Sales managers spend their careers developing the required skills with corporations providing the necessary training and encouragement.
Sales Training Connection
APRIL 15, 2015
Sales Leaders. Although Ibaraan was writing about business in general, we thought her message held particular insight for the world of sales. If buyers change how they buy, sellers need to change how they sell and sales leaders need to bring the insight to make that happen.
Pipeliner
JUNE 3, 2017
Had Mr. Platt been referring to his sales organization, he would have increased the multiple. Sales teams possess immense knowledge – from finance, marketing, strategy, product engineering and customer support to street smarts about customer behavior. Sales Management
Sales Training Connection
APRIL 21, 2014
Sales managers. When companies get it right managers thrive, staff is more engaged, and companies gain a competitive edge. To achieve this higher level of engagement, Gallup argues that every team needs a great manager. 2014 Sales Momentum, LLC.
Sales Training Connection
JUNE 25, 2014
Sales managers – success. It immediately struck us that these 10 behaviors, with a bit of tweaking, apply equally well to successful sales managers. Independent - Prepares to do whatever needs to be done to build a successful sales team.
Your Sales Management Guru
MARCH 26, 2014
EDGY Conversations. If you need a personal lift or want to motivate your sales teams, buy this book. IDEA: buy this book for your entire sales team and discuss one chapter a week during your next sales meetings, you will see a difference in your team both professionally and personally.
Sales Training Connection
NOVEMBER 22, 2013
Sales managers. There’s little doubt that sales managers are the pivotal job for creating a superior sales team. And, a critical responsibility for the sales manager is coaching. 2013 Sales Momentum, LLC.
No More Cold Calling
MARCH 10, 2016
Can your sales reps put a sentence together? Sales managers, listen up. Even the most effective sales techniques fall short if your team sounds, well … stupid. Sales reps want a call back ? And in Sales 2.0, new sales buzzwords appear daily.
Sales Training Connection
FEBRUARY 11, 2013
Sales Coaching. We have written a number of posts on sales coaching. You need a superior sales team and maintaining a superior sales team requires f ront-line sales managers who coach and who are good at it. 2013 Sales Horizons, LLC.
Sales Benchmark Index
JULY 4, 2013
Sales Manager dashboards have been updated. the Sales VP asks. Download the Sales Manager Execution Guide. It will: Provide you 10 Sales Manager actions you must take immediately to save the year. Tell you if you need to upgrade your manager.
Sales Training Connection
NOVEMBER 5, 2014
Sales managers and the time sieve. Sales managers universally tell us that time is their most valuable asset – and they also tell us they are continuously “running out of time.”. Now to sales meetings. It also means sales reps need to prepare, too.
Sales Training Connection
APRIL 27, 2015
Sales Manager. Well, a sales manager with the “super salesperson syndrome ” will probably exhibited some of these 6 characteristics : Sell rather than coach. When push comes to shove, S 3 sales managers will spend their time selling rather than sales coaching.
Sales Training Connection
MARCH 7, 2014
Sales Managers. I was talking with a new B2B sales manager about sales coaching. She was a super star as a sales rep and promoted to a sales manager just a couple of months ago. Many new sales managers were great sales reps.
Sales Training Connection
JANUARY 17, 2014
Sales managers – words have power! When salespeople get promoted to a sales manager position there are many traps to avoid and new things to learn from: analyzing CRM data, to conducting performance reviews to figuring out how you are going to find the time to coach.
Pipeliner
JULY 30, 2015
The post How to Converse with Prospects Without Sounding “Salesy” appeared first on Pipeliner CRM Blog. For CEOs For Sales Leaders For Sales Managers For Sales Pros For SMBs Sales Effectiveness Sales MethodologyThere is no shortage of advice one can get when trying to determine the basics when talking with potential new customers and clients.
Sales Training Connection
SEPTEMBER 26, 2014
New sales managers. When front-line sales managers take over a new sales team, the natural tendency is to get things moving – make a mark. While this makes your sales team feel good and will reduce the noise level, it may do little beyond that.
Sales Training Connection
JANUARY 20, 2014
Sales managers – setting expectations and accountability. Too often sales managers – and for that matter other managers – think what needs to be done is intuitive – so of course everyone on their team understands what is to be done and why.
Sales Training Connection
MARCH 5, 2014
Multi-generational sales teams. There has been much written and many perceptions about Baby Boomers, Gen X and Gen Y – what they want and how to manage them. So we did a little translation to sales – added a couple of ideas from our experiences. 2014 Sales Momentum ®.
Sales Training Connection
SEPTEMBER 29, 2014
Lessons for Sales Managers. In the book, the author shares several key points about entrepreneurs which we believe surely presents lessons for sales managers. Delegators are great managers and supportive bosses. 2014 Sales Momentum, LLC.
Sales Training Connection
SEPTEMBER 5, 2014
Questioning Sales Success. I’ll ask more questions when sales are up than I do when they’re down. It reminded us of the many sales strategy sessions we’ve sat through where salespeople couldn’t really articulate why they closed a piece of business. 2014 Sales Momentum, LLC.
Sales Training Connection
OCTOBER 10, 2014
Motivating sales reps. Motivating sales reps is a key responsibility of every sales manager. How can they motivate their sales teams effectively? Two struck us as really important for sales managers. Summary for sales managers.
INDUSTRY INSIGHTS YOUR PEERS ARE READING
76 
Let's personalize your content