The Sales Manager’s Success Checklist

Steven Rosen

January sales are in, how are you doing? It is far to early to look your at sales. Here are the top 10 questions you should ask yourself and your sales managers to gauge if you/they have set the foundation for success. Do All Your Sales Reps Have Strong Business Plans?

The Ultimate Guide to Sales Management

Hubspot Sales

Specifically, the managers who lead your sales teams — they oversee the reps who communicate directly with your prospects and customers daily. Although factors like your product line, buyer personas, and brand awareness are important, sales managers are also critical to the success of any business as they have the potential to unlock huge returns that impact the business's bottom line. Onboarding and training new hires is another sales management responsibilities.

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7 Steps to a Successful SDR Cold Calling Sales Contest (Case Study)

Sales Hacker

Imagine you run a sales team of 50 people and 30 of them are NOT enthusiastic and fully committed to their work and workplace. Studies have found that only 34% of workers in the US are engaged. But as you’ve probably seen, not all sales contests work. Sales Management Articles

Author #Interview – Josiane Chriqui Feigon – Smart Sales Manager

The Pipeline

As you’ll read below, she boldly predicts that by 2015 inside sales will overtake field sales, as that unfolds, she will be in greater demand. Josiane heads up TeleSmart Communications , and is leading practice and thought leader in the area of inside sales and management.

Get Promoted to Sales Management (Advice from 17 Experts)

Sales Hacker

Are you in sales and looking to get promoted into management? Now, look at his advice: To become a sales manager, you essentially need to become an extension of your HR team — something every employee can do to make a positive impact on the organization.

Sales Managers: Focus on Employee Engagement


What if you could boost the retention rates of your star performers, increase overall sales productivity, heighten levels of customer satisfaction and loyalty, grow top line revenue AND improve bottom line profit margins? If you’re like most Sales Managers, the only reason you’re not doing this one thing is because you don’t know what it is… And even if you do know what it is, you don’t quite know how to do it. Sales become easier. Leading is not the same as managing.

The Best Sales Managers Don’t Chase Revenue: 6 Steps to Get Goal-Setting Right

Sales Hacker

Without goals, your team lacks the key elements it needs to win — a direction to follow and the encouragement to stay motivated in sales. A widely cited study published by the Journal of Applied Psychology found that lack of clear goals is a major cause of student attrition.

The Best Sales Managers Don’t Chase Revenue: 6 Steps to Get Goal-Setting Right

Sales Hacker

Without goals, your team lacks the key elements it needs to win — a direction to follow and the encouragement to stay motivated in sales. A widely cited study published by the Journal of Applied Psychology found that lack of clear goals is a major cause of student attrition.

The Secret to Sales Rep Motivation

Steven Rosen

Last week I was speaking with a VP of Sales of a well-known software company. George was not pleased with the performance of his sales team and was under intense pressure from the senior team to turn things around. A high performance sales team will outsell the competition.

The 8 Components Of A Best-In-Class Sales Management Process

The Brooks Group

To build a great sales team, a meaningful and consistent sales management process must be in place organization wide. The 8 Components Of A Best-In-Class Sales Management Process. Sales managers need to be recruiting constantly.

4 Steps to Make Your Sales Life Easier

No More Cold Calling

LinkedIn’s Koka Sexton shares four no-sweat solutions for increasing sales productivity. This is especially true if you’ve been so busy closing deals that you lost focus on the business development part of your career, and your sales pipeline has dried up.

Sales middle managers – what motivates them the most?

Sales Training Connection

Sales Middle Managers. Middle managers are the key to implementing C-Suite strategic initiatives. It is in these knowledge-intensive industries where variation in the abilities of middle managers has a particularly large impact on firm performance.

How to identify which of your sales reps would be effective managers


Promoting a sales manager internally is tricky, but hiring an outsider might be even trickier. Current sales reps can make great candidates for open positions within the company. Effective managers enable effective teams. Myths about promoting sales reps to managers.

Who Would You Draft in Your Fantasy Sales League?

Smart Selling Tools

Sales is a sport. Just like a sports team, great sales teams are built with an obsessive focus on stats and success metrics. Sales needs the right players, and those players need the right tools. Who are the sales MVPs?

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Say Goodbye to Bad Business

No More Cold Calling

Your resources (and energy) will be drained. You can radically improve your sales effectiveness (and job satisfaction) by getting rid of clients who drain you, your organization, and your profits. My company wants this new logo for the website and case studies.

5 Tips for Women in Sales: Get Ready to Change the Game

No More Cold Calling

Growing up, I had sales all wrong. We ask probing questions, listen intently, have engaging conversations, and make connections—which gives women in sales a strong advantage. Ready to Change the Sales Game? Ready to change your sales future?

The Effects of Public Versus Private Recognition


In a study funded by an employee motivation firm Make Their Day, it was found that private recognition given by managers has found to be motivational for 88% of employees surveyed. Advice for Sales Managers Sales Employee Engagement How-To Modern Sales Leaders

Sales coaching – jump start by leveraging trigger events

Sales Training Connection

Sales coaching – leverage trigger events. Sales coaching – sales leadership talks about it all the time. Sales consultants advocate it and sales managers say they would like to do more of it. The “it” of course is sales coaching.

Drive Sales Success by Being Top 10%

Anthony Cole Training


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SalesPOP! Top Contributor Spotlight: Ken Thoreson


and sales itself, advice for new sales managers, why sales managers and salespeople really do need to believe in their product or service, what kinds of plans a sales manager should have in place for achieving goals and quotas, and how a sales manager can get their team truly involved with their sales process. It is Ken’s passion for sales that drives him to be a top contributor to SalesPOP! Love of Sales…People.

10 Ways to Increase Adoption


Sales Force Automation systems like are ESSENTIAL tools; but like any tool, it’s only as valuable as the proficiency with which it is used. Studies have shown that when you clearly communicate why you want something, people are much more likely to cooperate.

The Difference Between Engagement & Productivity – Why You Need Both


According to a study by the Gallup Organization, “organizations with a high level of engagement report 22% higher productivity.” Utilizing a Performance Management Platform, such as LevelEleven, keeps your team engaged and focused on the daily behaviors that drive productivity.

Message to Management: Get the Rocks Off the Road

No More Cold Calling

Set your sales team up for success! Sales may not be easy, but it is simple. There are just two parts to sales: 1) Getting in front of the right people, and 2) everything that happens after that. Your Sales Challenge. Your Sales Advantage.

Your Executive Presence (When you Don’t Wear Black Turtlenecks)

Performance Sales and Training

Most people don’t speak with as much energy or personality in business as they do in their personal lives. They tend to fall into “business-mode” – an ineffective flattening of tone and energy. Executive Presence Sales managers Executive presence presentation skills

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Simplify the Agent Experience to Unlock Sales Growth.


According to Forbes, 57% of sales reps missed their quota last year. The ongoing challenge of reaching (and hopefully exceeding) quota is something that will never leave a sales organization. However, it is the role of a sales leader to help enable rep performance and with the growing number of systems, tasks and tools being thrown at sales reps, one word that rarely seems to surface within the modern sales organization is “simplicity.” .

How you manage makes a difference

Sales and Marketing Management

Author: Tim Houlihan Dispensing with sales manager myths. What’s your sales manager mythology? In a recent conversation with a sales vice president, he noted that leadership is not about being engaged, it’s about the willingness to take risks. the sales manager?—?to

Four Principles for Hiring Sales STARS!

Steven Rosen

Whether you are starting a new sales force or hiring a new rep to fill a vacancy, the four principles of the STAR Process will help you select top sales performers. Without a clear process your sales managers will each adopt their own approach and ultimately achieve sub optimal results.

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4 Powerful Methods to Keep Deals from Stalling

Smart Selling Tools

Tweet The ultimate, and certainly the most desirable goal for any sales conversation with a prospect is for it to result in unbridled enthusiasm for taking the next step. According to studies, somewhere between 25–50% of forecasted deals end with “no decision.”

How To Inspire & Motivate Your Inside Sales Team


There is no question-sales is not for the faint of heart. Setting meetings and working deals means facing an incredible amount of rejection every day while managing often-tedious tasks. The idea of inside sales motivation is a bit of an oxymoron. In that same study, Kimberly Schaufenbuel and her team uncovered that you can retrain the brain to be motivated by rewards. By helping your inside sales reps create their own habit loops with rewarding behaviors.

PODCAST 03: Creating a Revenue Model—Why Your CFO Isn’t the DRI

Sales Hacker

On this episode of the Sales Hacker podcast, we talk with Jess Hun t , Head of Global Marketing, Sales & Strategy for Axiom about creating a revenue model. How to develop a sophisticated sales recruiting engine. Subscribe to the Sales Hacker Podcast. 3) A career in sales and marketing [3:30]. 4) The data behind a sales career [5:00]. 9) Sales and marketing alignment [21:35]. 11) Managing a family and a high-powered job [30:00].

Your Best Sales Year Yet


We are officially halfway through 2018, and it’s a great time to be in sales. This sales article provides actionable insights to help you understand the current climate of the business world, and leverage tools and skills to make this the best year yet. Technology Changes: The sales world has been inundated with a surplus of different technology advances and tools. Spend more time doing a good, clean sales job instead of trying to coordinate your technology and your team.

How to Use Executive Leadership Changes to Time Sales Outreach

DiscoverOrg Sales

At the time, it was one of the largest single sales in Salesforce history. Word in sales circles was, the relationship between Salesforce and State Farm had languished under the watch of a sales rep who, for years, couldn’t find a way in. “As

Sales Enablement 101: A Guide For Empowering Your Sales Team


There’s a new buzzword on the minds of sales managers across the country: sales enablement. The idea is to provide your sales teams with the resources they need to excel. Read on or use these links to jump to a particular section: What is Sales Enablement?

The Best Referral Programs Start with a “Referral Culture”

No More Cold Calling

Sales VP Sam told me he wants to create a referral culture, as did CRO Sue, and CEO Amanda. And they know the best referral programs require a sales culture where referrals are top priority. I worked there for eight years in sales and sales management positions.

Harvard Business Review Blog Off Target on Sales Greatness

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan This recent article in the Harvard Business Review Blog was as far off target as any I have ever debunked. Steve Martin lists 7 characteristics that he says differentiate great sales forces from good ones. Darwinian Sales Culture. There is Energy and Esprit de Corps! Or compare with my 10 Kurlan Sales Management Competencies.

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How Peer Pressure Kills New Sales Initiatives (And How it Can Save Them)

Hyper-Connected Selling

For those responsible for leading, managing, and coaching sales teams, there is always a new program or tool to adopt. Here’s why you struggle to get the people you manage to adopt new behaviors. Case Study: Bringing Social Selling to Your Team.

What Is the Four-Day Workweek [and Can it Really Boost Sales?]

Hubspot Sales

Evidence gathered from different studies, experiments, and legitimate implementations suggest that the four-day workweek has some compelling benefits. Can It Boost Sales? Can it really boost sales? Sales Management

Why You Need To Hire A Coach In 2016

Steven Rosen

Coaching also has an impact on an organization’s financial performance; according to an ICF and HCI study, 60% of respondents from organizations with strong coaching cultures report their revenue to be above average, compared to their peer group. Want to be a STAR Sales Manager? .

Is Your CRM Data-Driven or a Data Dump?

Miller Heiman Group

It’s a way for sales managers to monitor deal status that adds little, if any, value to their selling activities. More and more businesses are adopting sales technology tools, such as our analytics solution Scout , that turn their CRM data into actionable insights. By harnessing the power of predictive analytics in concert with proven sales methodologies, Scout analyzes the data in a CRM and shows sellers a sequence of strategic moves that will lead to deals won.

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How to Make Your CRM a Strategic Advantage

Anthony Iannarino

Dunbar has studied evolution, including early humans and primates, and discovering human beings can manage about 150 relationships. The price for maintaining and managing these relationships requires time, effort, and an understanding of the connections between them. Sales

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