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

Gong.io

FEBRUARY 14, 2022

Chris Orlob, John Barrows, and Mark Roberge know a thing or two about how to create this unfair advantage and dominate sales. Chris was an early Gong guy (Nov ‘16 start date) where he’s served as the Senior Director of Product Marketing followed by the Head of Sales for Existing Accounts. He’s now the Multi-Product Lead.

Examples 121

Examples Strategy Hiring Cold Calling 121

criteria for success

MARCH 2, 2022

There are many aspects to sales development. And all great sales managers know that when it comes to sales development, opportunities for growth are endless. When we talk to sales managers about sales development, we tend to get some similar questions: Where is the best place to start? Where to Start.

Sales Management 104

Sales Management Insurance Insurance Pivotal 104

Gong.io

NOVEMBER 19, 2021

The moment a customer voices a sales objection, it’s tempting to do two things. Hearing sales objections make a rep want to: Say these words: “I’ve got the perfect solution for you!”. Handling sales objections well is a skill that separates good reps from their top-performing peers. Smokescreen Objections.

Objections 108

Objections How To Face-to-face Call-back 108

SalesLoft

AUGUST 4, 2020

Ahhhh, objections. For sales teams, there’s simply nothing worse than progressing a deal through the pipeline only to have a no-go objection come up at the 11th hour. For sales teams, there’s simply nothing worse than progressing a deal through the pipeline only to have a no-go objection come up at the 11th hour.

Objections 105

Objections Scale Call-back Coaching 105

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. In this piece, we’ll take a top down approach and start by designing a sales manager compensation plan.

Compensation 87

Compensation Examples Sales Management Incentives 87

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

Hubspot Sales

NOVEMBER 26, 2020

Every sales manager has some degree of legitimate dedication to both their company and professional development. That's a big part of how you get to be a manager in the first place. The best sales managers lead by example. That's why exemplary sales managers never stop trying to improve.

Sales Management 125

Sales Management Hiring Construction Report 125

Janek Performance Group

MAY 25, 2022

If you are in sales, you likely see yourself as a leader. If you are a sales manager, you must be a leader. But if sales management is a new role for you, it can feel like you are swimming upstream. First Rule of Sales Leadership: Know Your Purpose . What is that purpose of a new sales manager?

Sales Leadership 62

Sales Leadership Sales Management Lead Rank Promotion 62

Hubspot Sales

OCTOBER 31, 2022

Exceeding sales targets and quotas is the primary goal for 45% of sales executives , according to 2022 HubSpot data. The best way to tackle this challenge is through effective sales networking. You’ll also find a few real-life examples that will help you get sales networking right. What is sales networking?

Networking 101

Networking Examples Social Media How To 101

Allego

AUGUST 21, 2023

Frontline sales managers are the powerhouse behind every high-performing sales team. However, many frontline sales managers struggle because they don’t receive proper enablement and coaching. In many cases, frontline sales managers get promoted to that role because they’re a top-performing sales rep.

Sales Management 62

Sales Management Strategy Face-to-face Coaching 62

Chorus.ai

JULY 28, 2020

Objection handling is tough. Sales objections come in many forms, and it takes experience and quick wit to get used to them. It’s not just reps fielding sales objections who think so, either. As many as 35% of sales leaders believe objection handling is the biggest challenge their reps face.

Objections 104

Objections Case Study ROI Lead Rank 104

SalesLoft

SEPTEMBER 19, 2022

What is a Sales Funnel? A sales funnel is a visual representation of the buyer’s journey and the steps potential customers take to make a purchase. . Sellers use sales funnels to understand the sales process from the buyer’s perspective. Stages of a Sales Funnel. Top of the Sales Funnel (TOFU).

Top of Funnel 52

Top of Funnel Funnel Examples Lead Rank 52

Alice Heiman

FEBRUARY 20, 2019

Are members of your sales team having trouble closing deals because of the objections your prospects raise? . Objections are a natural part of the sales process. When you and the prospect are taking the steps to move forward in the sales process it’s natural that objections will arise.

Objections 125

Objections How To Exercises Prospecting 125

Nutshell

MARCH 8, 2023

As a sales manager, you want to make sure your team has everything they need to succeed. The answer is resource management skills—a crucial but often overlooked skill in the sales manager’s toolkit. Table of Contents What is resource management for sales?

Resources 62

Resources Sales Management Forecasting Distribution 62

Understanding the Sales Force

MAY 22, 2014

Understanding the Sales Force by Dave Kurlan I read this terrific post from our friends at New-Hire.com about the best sources for candidates in general. It certainly applies to sales candidates as well. For example, just 7 years ago, a company may have needed salespeople who could hunt and/or close.

Sales Management 240

Sales Management Top of Funnel Decision Maker Webinar Metrics 240

Xactly

JULY 5, 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. In this piece, we’ll take a top down approach and start by designing the Sales Manager compensation plan.

Compensation 69

Compensation Sales Management Examples Commission 69

The Pipeline

MAY 19, 2016

If sales and selling is the last of the black arts, then sales management lurks in its darkest corners. As with other aspects of sales, there is no shortage of advice, ensuring no shortage of fluff. Many sales books will address similar topics, but Max adds the layer of joy that many in sales miss.

Hiring 180

Hiring Sales Management Airlines Case Study 180

SBI Growth

APRIL 18, 2013

“How can I be sure I''m hiring the right sales leader?”. This post is for those who are recruiting and hiring sales leaders. It provides an overview of how to conduct a competency assessment specifically for Sales. But they are lacking in 3 ways: Not specific to Sales. 3 Dimensions of Sales Leadership Competency.

Hiring 273

Hiring Sales Management Inside Sales Examples 273

Nutshell

MARCH 7, 2023

Table of Contents What are KPIs in sales? Why should sales managers track KPIs? How to track and report on KPIs KPIs for Sales Managers What are KPIs in sales? Examples of sales KPIs include customer lifetime value, conversion rate, and number of new leads. Why should sales managers track KPIs?

Sales Management 62

Sales Management Churn Retention Lead Rank 62

Steven Rosen

FEBRUARY 11, 2024

In this 2:56 video, Steven Rosen and Colleen Stanley discuss the need for sales managers to go beyond setting sales goals and to define learning goals for their teams. They share how organizations can align learning goals with sales goals and invest in training and resources to support their salespeople.

Social Media 156

Social Media Sales Goal Territories Lead Rank 156

Pipeliner

DECEMBER 28, 2019

If you want to know how to be a good sales manager, remember the importance of emotion management when addressing sales performance issues. For example, a sales manager is meeting with one of her top salespeople who is running behind plan for the very first time in two years.

Sales Management 97

Sales Management Hiring Territories Coaching 97

Increase Sales

JUNE 30, 2014

Some recent social media discussions revealed there exists significant confusion about sales objections. This is best explained because in the past the marketing depattment handed off the fully qualified sales leads to lukewarm ones to the sales department. This happens a lot for realtors and even car sales people.

Ideal Customer Profile 169

Ideal Customer Profile Sales Qualified Lead Objections Customer 169

Allego

JUNE 20, 2019

Yet when it comes to preparing sales reps for customer objections, that’s exactly what many managers tacitly say: “I know we didn’t practice responses, so just be confident and get ready to think on your feet. Salespeople dread dealing with tough customer objections. In column one, list the objection and objection type.

Objections 88

Objections Coaching Exercises Construction 88

Steven Rosen

JULY 24, 2023

How do you unleash the power of your sales leadership team? In the fast-paced and ever-evolving world of sales, success is dependent on the capabilities of the sales leadership team. I believe that investing in the development of this critical team is the best use of resources for any VP of Sales.

Sales Leadership 156

Sales Leadership Retention SalesForce Objections 156

Vengreso

JANUARY 28, 2022

Sales engagement is all about connecting with your potential customer or prospects to build a relationship and hopefully move them closer to wanting to buy from you. These days, a lot of sales engagement happens through social media, as more and more of your target audience is using social platforms in their everyday lives.

Examples 123

Examples Strategy Lead Rank Lead Scoring 123

SBI Growth

AUGUST 28, 2013

I spent last week at a Sales Management training event with a client. As a Sales Operations leader, you must be allocating the right resources to training. They set the organization up to hit their objectives now. Turn managers into leaders. Demand Sales Force Automation adoption. Gamify the training.

Training 300

Training Sales Management Hiring Social Selling 300

Steven Rosen

APRIL 10, 2024

In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss the high cost of making a bad hire in sales. Best practices in sales, such as defining an ideal client profile, can also be applied in the hiring process.

Hiring 296

Hiring Strategy Negotiation Ideal Customer Profile 296

Hubspot Sales

APRIL 25, 2019

Here are some sales manager resume tips and templates to calm your nerves and help you get the job of your dreams. Sales Manager Resume Tips. I spoke with Pratik 'Tiki' Biswal , a senior sales manager at HubSpot, and he provided some resume writing tips. Sales Manager Resume Objective.

Sales Management 114

Sales Management Hiring Microsoft Sports 114

BrainShark

APRIL 7, 2024

What’s the difference between a sales dashboard and a sales scorecard? Here are the definitions according to Google’s web dictionary: Sales Dashboard: a graphical summary of various pieces of important information, typically used to give an overview of a business.

Comparison 62

Comparison Data Report Trends 62

Chorus.ai

DECEMBER 1, 2020

Objection handling is tough. Sales objections come in many forms, and it takes experience and a quick wit to get used to them. It’s not just reps fielding sales objections who think so, either. As many as 35% of sales leaders believe objection handling is the biggest challenge their reps face.

Objections 73

Objections Case Study ROI Lead Rank 73

Crunchbase

AUGUST 16, 2022

Anyone in charge of a company’s sales success knows a sales team is only as good as its members. Like any group of individuals that comes together for a common cause, if a sales team is going to succeed consistently, reps and management must operate in a culture that motivates individuals to perform at their best.

Coaching 93

Coaching Sales Management Company Hiring 93

CloserIQ

APRIL 25, 2019

A sales pitch , no matter how perfect, can quickly be ruined by poor objection handling afterward. Indeed, a recent HubSpot survey shows 36% of respondents cited closing as the most difficult part of the sales process. In this post, we’ll walk you through the 8 most common objections and how to respond to each.

Objections 92

Objections Decision Maker How To Comparison 92

Hubspot Sales

AUGUST 22, 2018

Sales manager job description. Sales managers are responsible for helping their reps meet individual quota, getting the team to hit quota, forecasting sales and running sales reports, providing mentorship and training, recruiting, hiring, and onboarding new salespeople, and more. Sales manager requirements.

Hiring 141

Hiring Sales Management Forecasting Quota 141

Women Sales Pros

NOVEMBER 1, 2019

If you want to know how to be a good sales manager, remember the importance of emotion management when addressing sales performance issues. For example, a sales manager is meeting with one of her top salespeople who is running behind plan for the very first time in two years. Good Selling!

Sales Management 82

Sales Management Hiring Territories Coaching 82

Mr. Inside Sales

MAY 21, 2022

Check out our best inside sales training available on the Internet: On-Demand Training! Here’s an example of a training tip that you’ll learn, and that I used, to handle a frustrating objection I used to get all the time: “The price is outside of our budget.”. Then give your team access to my award winning inside sales training!

Closing 156

Closing Training Gatekeeper Face-to-face 156

Sales Gravy

DECEMBER 19, 2019

The Four Types of Sales Objections Jeb Blount explores strategies and techniques for effectively skipping past the 4 types of sales objections. He's a talented and successful sales leader at ZoomInfo. There's four key types of objections that we run into in sales. They can be difficult.

Objections 57

Objections Face-to-face Pipeline Prospecting 57