Understanding the Sales Force

NOVEMBER 16, 2020

My article about Crappy Sales Managers discussed the low recommendation rates for sales management candidates, why they are so low, and the bigger repercussions of the problem. If the problem isn't resolved after a restart, I do a deeper dive and review what changed since the computer was running smoothly.

Coaching 319

Coaching Sales Management Data Sales Coaching 319

Understanding the Sales Force

JUNE 18, 2018

You might be having a similar experience with my recent articles as I have been sharing lots of data about salespeople - to the degree where you might think that nothing else matters. Today we're diving into sales management and specifically, the Sales Management Coaching Competency.

Data 203

Data Sales Management Coaching Sales 203

Zoominfo

OCTOBER 19, 2023

From VPs and CMOs to entry-level reps and account managers, everyone is inundated by data. Without a modern go-to-market strategy that can turn signals into action, the flood of data can mean greater administrative overhead, higher margins of error, and even lost revenue. Conceptually, that is the Holy Grail,” he says.

Data 130

Data Hiring Intent Data Scale 130

No More Cold Calling

JANUARY 9, 2020

million per sales manager. Message to Management: Your job is to get the rocks out of the road for your salespeople so they can do what they were hired to do—sell!”. But I don’t think any sales manager listened, because more than half of reps are still missing quota. million per manager.

Sales Management 390

Sales Management Hiring Quota Cold Calling 390

Understanding the Sales Force

JANUARY 14, 2021

But how are sales managers doing at adapting to coaching their sales force over video? We know how sales managers were doing before the pandemic. The data in that November article was for the last 10 years. Inquiring minds want to know. It wasn't very good and I wrote about it here. Let's find out.

Coaching 275

Coaching Sales Management Video Data 275

Anthony Cole Training

APRIL 28, 2023

Let’s talk about why data matters when recruiting people that WILL sell versus CAN sell. There is a big difference.

Data 247

Data Sales Management Training Sales 247

Partners in Excellence

MARCH 9, 2023

.” Today, we seem to face the same thing in selling, except now it’s data. We have more ability to collect data, about customers, about the performance of our marketing initiatives, about the performance of our sales people. But the data (hmmmm) shows exactly the opposite thing.

Data 68

Data Vendor Pipeline Face-to-face 68

Zoominfo

JANUARY 27, 2022

Valuable business data can come from a wide variety of sources, each with its own quirks and pitfalls. Whether it’s a list of web form submissions, event attendees, or target accounts, merging multiple data sets can be a time-consuming task prone to inconsistencies. What is data normalization?

Data 130

Data Segment Sales Qualified Lead Collateral 130

Zoominfo

SEPTEMBER 20, 2021

You give your reps access to data that goes beyond a name and number — information on target market changes (such as new investments), buyers’ pain points and objections in sales conversations, and an account’s increased search activity around a hot-button topic. These leaders typically don’t have time for cold sales calls.

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Buyer Data Intent Signal Decision Maker 130

Sales Gravy

SEPTEMBER 27, 2021

Jeb Blount, author of People Follow You and Frank Cespedes, a Harvard Business school professor and author of the new book Sales Management That Works, discuss modern sales leadership challenges in a world that never stops changing. Listen to more episodes of the Sales Gravy Podcast

Data 56

Data Sales Management Sales Leadership Positioning 56

Engage Selling

NOVEMBER 5, 2021

I recently worked with a client on a new program and got the opportunity to interview a few of their sales managers. I wanted to identify what differentiated top performing managers from poor performing managers.

Data 143

Data Strategy Sales Sales Management 143

Zoominfo

SEPTEMBER 14, 2021

These upgrades focus on three areas: Easier access to Chorus’ Momentum Insights feature Automatic transcription of calls from ZoomInfo Engage More accurate data feeding into Chorus The integrations help revenue teams develop stronger prospect and customer relationships, make better decisions, and win more business.

Data 130

Data Scale SalesForce Forecasting 130

Understanding the Sales Force

JANUARY 7, 2019

The stats show what sales managers are doing but those managers are largely uninformed. John Pattison, Objective Management Group's COO, mined some data on salespeople who report to sales managers. I was appalled by what I saw.

Sales Management 224

Sales Management Report Groups Objections 224

Highspot

OCTOBER 11, 2023

Effective sales management is the core of any successful business. Read on as we break down why strong sales management matters, along with proven strategies to achieve it. It involves planning, organizing, leading, and controlling the sales activities within an organization to achieve its revenue targets and close deals.

Sales Management 59

Sales Management Strategy Lead Rank Lead Scoring 59

Sales Hacker

MAY 6, 2021

Join experts from PatientPop, RevenueGrid, and Outreach for an in-depth conversation about how top-performing sales teams separate the signal from the noise and distill it into control over their pipeline. The post How the Best Sales Managers Turn Data > Insight > Actions appeared first on Sales Hacker.

Data 59

Data Sales Management Pipeline Conversion 59

Cincom Smart Selling

FEBRUARY 8, 2019

Sales management has always been a matter of analyzing data, analyzing human performance and deriving from those two activities a … Continue reading "Sales Management Powered by Data Analytics". The post Sales Management Powered by Data Analytics appeared first on Cincom Blog.

Analytics 54

Analytics Data Sales Management Sales 54

Understanding the Sales Force

AUGUST 27, 2018

I dug into a subset of data from Objective Management Group's (OMG) evaluations of the salespeople who report to more than 15,000 sales managers to determine whether the best sales managers actually have the best salespeople. What happens when they hire a mixed team? Check this out!

Hiring 230

Hiring Sales Management Groups Objections 230

Highspot

NOVEMBER 21, 2023

What Makes a Great Sales Manager? What Sets Great Sales Managers Apart? Responsibilities of a Sales Manager Qualities You Need To Go From Good To Great Sales Management Strategy for Sales Managers The Importance of Sales Coaching And Training What Does Sales Manager Success Look Like?

Sales Management 52

Sales Management Strategy Lead Rank Coaching 52

Gong.io

JANUARY 31, 2022

While the exact list depends on who you ask, the following (alphabetized) traits are all critical for a sales manager: Able to coach, analytical, available, confident, empathetic, good listener, innovative, leads by example, loyal, motivating, passionate, positive attitude, serves vs. dictates, strategic vision, strong communicator, and thoughtful.

Software 118

Software Software Sales Management Sales Forecasts 118

Score More Sales

JUNE 18, 2018

After reading a recent post from Dave Kurlan about The Latest Data Shows that Sales Managers Are Even Worse Than I Thought made me want to immediately publish a plea to company leaders and heads of sales to enable sales managers to do more and better coaching.

Coaching 161

Coaching Data Sales Coaching Research 161

No More Cold Calling

DECEMBER 10, 2013

You can do what the “data” tells you, or you can do what works. ” That’s what my first manager told me, and I’ve never forgotten her comment. It has a place even if your “expert data” doesn’t match modern day reality. Read the rest of this article for more on why you don’t want to hide behind the data.

Data 248

Data Social Media Small Business Small Business 248

BrainShark

APRIL 9, 2019

New sales managers need to be able to use data to motivate sales reps to reach a higher level of performance and also to show them the path to get there.

Data 62

Data Sales Management Sales Coaching Coaching 62

Partners in Excellence

MAY 3, 2022

.” Readers of the blog, also, know that I’m a huge fan of data. A sales people and leaders, we are fortunate to have more data than we have ever had access to in the past–and some of it is actually useful and informative. When I meet with managers, I ask them, “What data do you use to monitor performance?”

Data 97

Data Report Quota Pipeline 97

Sales and Marketing Management

OCTOBER 22, 2018

These efforts frequently end up with disappointing results, however, because most companies neglect the most powerful lever in their arsenal: their frontline, field-level sales managers who directly coach, influence and guide sales reps on a daily basis. In this study, top managers brought in an average $3.5

Sales Management 218

Sales Management Hiring Compensation Scale 218

Mindtickle

JUNE 28, 2021

The problem is that for too long, sales managers have relied on a one-size-fits-all coaching playbook and hoped for the best. Not only should sales coaching be personalized to each rep, but it should also be backed by data. . Relying on data makes these conversations easier and more productive.

Coaching 95

Coaching Data Sales Coaching Conversion 95

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Lay a robust foundation.

Hiring 93

Hiring Sales Management Lead Rank Hubspot 93

Allego

MARCH 23, 2023

The Power of Conversation Intelligence Data to Improve Sales Performance Conversation intelligence, which uses artificial intelligence (AI) to record, transcribe and analyze sales calls to generate recommendations, powers every aspect of sales enablement with data-driven insights into performance.

Data 62

Data Face-to-face Remedy Conversion 62

Partners in Excellence

MAY 11, 2023

We are blessed with enormous amounts of data on virtually everything. Data on our customers, their markets, their industries and competitors. Data on their engagement with us, content they consume, interactions virtually or with our people. Data on their experience in using our products and solutions.

Data 62

Data Sales Cycle Quota Proposal 62

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. Annually spending by companies: Sales training $20 billion on sales training.

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Sales Management Hiring ROI Coaching 276

Sales and Marketing Management

JUNE 22, 2018

Author: Kevin McGirl Sales managers have a tough job. A good sales manager needs to stay on top of their game at all times, and ensure that their team is focused, efficient and most importantly, profitable. There are many moving parts in the sales process, and it’s not easy staying on top of them all.

Sales Management 196

Sales Management B2B Fashion Call-back 196

SalesLoft

APRIL 21, 2020

In the course of all this configuring, I realized that I’m crazy about dissecting data to understand how things work. Well, I decided to leave sales and become a RevOps leader to build the process I would have wanted to use as a sales manager. . Without high data quality , you can’t make sense of what you’re seeing.

Data 52

Data Sales Management Lead Rank Lead Scoring 52

Hubspot Sales

JANUARY 23, 2024

Let's dive into some winning strategies for upselling backed by data. Check out these ten strategies for identifying upselling opportunities that are mutually beneficial below to help get you started — before you pass a customer over to a sales rep. 10 Upselling Strategies for 2024 1. But how can you build trust effectively?

Data 85

Data Strategy Customer Social Media 85

Janek Performance Group

OCTOBER 13, 2021

But before you do, you need to find a new sales manager to support the additional sales reps. Peter was your first business development rep hired in the sales department. He was promoted to sales development and currently, he is the senior SDR on the team. We all agree that growth is a good position to be in.

Promotion 118

Promotion Sales Management Hiring Coaching 118

Sales Gravy

NOVEMBER 27, 2023

On this episode of the Sales Gravy Podcast, I sit down with Mike Weinberg for Part One of our conversation on the state of the Sales Profession, sales leadership, and getting started as a new sales manager. This shift requires not only a change in skills but also a fundamental shift in mindset.

Sales Management 78

Sales Management Face-to-face Social Selling Sales Leadership 78

Salesmate

SEPTEMBER 18, 2020

The real key to building a winning sales team is effective sales management. Are you wondering how to manage a sales team effectively? Well, you can get many tips, tactics, and strategies from various sales management books. Best sales management books you must read. Author- Kevin F.

Sales Management 116

Sales Management Face-to-face Quota Coaching 116

MTD Sales Training

NOVEMBER 16, 2017

How come so many sales managers who are highly intelligent and experienced are still unable to motivate their teams to achieve great results? What happens to great salespeople so that when they become sales managers they fall by the wayside? They check numbers and are on top of data at all times. Managing Director.

Sales Management 169

Sales Management Face-to-face Motivation Trends 169