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Sales Management: Importance of Leading and Lagging Indicators

Pipeliner

Much of the time, sales management is conducted through what are called lagging indicators. Examples of lagging indicators: Sales # of units sold Gross margin # of different products sold Market share Gross revenue # of deals […].

How To L.E.A.D By Example For Successful Sales Management

MTD Sales Training

Most people in sales management or with a title that is responsible for leading a sales team, speak about leading by example. Many think that to lead your team by example, is to sell as much or as more as each member of the sales team. MTD Sales Training.

The Need for Emotionality in Sales Management

Pipeliner

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.

Sales management – balancing micromanaging and abandoning

Sales Training Connection

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.

What Sales Managers Do That Make Them So Ineffective

Understanding the Sales Force

Earlier this week I wrote an article on why so many sales managers are so bad. Here is an example of a bad coach from when our son was 12 years old. Now let's make the transition from baseball to sales management.

Why So Many Sales Managers are So Bad

Understanding the Sales Force

They are not usually bad people and they might not have been bad salespeople, but they are usually so ineffective in their role as sales managers. We will discuss some of the reasons and share an example next! Image Copyright alvinge / 123RF Stock Photo ">123RF Stock Photo.

What Makes a Sales Manager Awesome or Awful?

Score More Sales

Al Martin was the best sales manager I ever had. He led by example and you could often see a split second of decision making before Al would give you an answer based on his very clear sense of right and wrong. Once Al and I went in person to a sales call. sales leadershipThe executive we were to meet with was running late. Rather than sit and wait, Al (who was about 6’5”) stood up in the waiting area and slowly paced – occasionally checking his watch.

Transitioning to sales manager – a rubicon moment

Sales Training Connection

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?

5 Sales Management Myths Debunked

Sales Benchmark Index

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.

Leading By Example

Partners in Excellence

Every manager knows this, it’s Leadership 101, we must Lead By Example. What much of the literature misses, is that we are always Leading By Example, whether we do so consciously or unconsciously. The other day, I was meeting with a group of sales executives.

Sales managers – a new pathway to leadership

Sales Training Connection

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.

“Sales Management” Is Not a Dirty Word

No More Cold Calling

Great sales leaders must also be great managers. The problem was that sales management had their heads in the sand. So, they neglected the strategies, sales metrics , and processes that could have kept their businesses strong, or at least afloat, when the going got rough.

Sales managers and the story of the “super salesperson syndrome”

Sales Training Connection

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 managers – tips to fix the time sieve

Sales Training Connection

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.

Should Sales Managers Coach?

Partners in Excellence

Perusing my news feeds this morning, an article entitled, “Should Sales Managers Coach” caught my eye. Is it a super closer/sales person? The job of the front line sales manager is to maximize the performance of each person on the team!

Sales managers with new sales teams – first things first – focus!

Sales Training Connection

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.

Do You Have the Right Sales Managers?

Sales Benchmark Index

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 management across generations – similarities not differences

Sales Training Connection

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 management coaching training – necessary but not sufficient

Sales Training Connection

Sales coaching puzzle. A while ago we received a call from a company wanting to talk about coaching training for their front-line sales managers. First, they trained their sales reps in classic fundamental selling techniques so the managers did not have to start at ground zero.

7 Steps to Success for Sales Managers

Your Sales Management Guru

7 Steps to Success for Sales Managers. -A After being a VP of Sales, consulting on sales management for 19 years and after writing four books on sales management, Max Cates, author of 7 Steps caught my attention in the first five pages.

3 Magic Questions a Sales Manager Must Know

Your Sales Management Guru

Three Magic Questions a Sales Manager Must Know. One of the main roles of a Sales Manager is to help train your salespeople on how to stay on track during a sales cycle. Sales Leadership Training Sales Training

Hacking Sales Management

Partners in Excellence

As with the prior articles, I get huge numbers of requests from sales manager to help Hack their jobs. “What are the short cuts?” ” “How do I manage my time better?” Having said that, here’s a few of my favorite hacks to sales management.

How Sales Management for Many is Really Managing by Ambiguity

Increase Sales

Out of the mouths from clients come sometimes the most revealing sales management beliefs and behaviors. Yesterday one of my executive coaching clients shared the words of his sales manager. “I believe in managing by ambiguity when it comes to the sales team.”

How Sales Managers Fast Track Their Promotion

Sales Benchmark Index

As a Sales Manager, you have great results and outstanding performance reviews. Examples are lack of backfill, big company bureaucracy, poor reviews, change in leadership, etc. Ask your organization for a sales manager scorecard.

5 Takeaways from a Sales Management Training

Sales Benchmark Index

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. Turn managers into leaders. Demand Sales Force Automation adoption. Turn managers into leaders.

New sales managers – 6 questions to help avoid the granular trap!

Sales Training Connection

New sales managers. New sales managers face a lot of new challenges. As they seek to develop the skills to work through new challenges, there is a tendency to gravitate back to what they know how to do – in the case of new sales managers , it’s usually selling.

Why You Can't Fill Your Open Sales Manager Positions

Sales Benchmark Index

A post for Sales and HR Leaders to find root causes of Sales Manager (SM) vacancies. The Sales Manager position is the fulcrum between sales leadership strategy and sales force execution. Weak sales strategy.

Hiring a Sales Manager - External or Internal?

Sales Benchmark Index

"Should we hire an external Sales Manager or promote from within?". Open Sales Management positions are bad for sales organizations. Having the wrong Sales Manager (SM) is worse. Hanna has two candidates to help Sales decide between: Iris and Eddie.

Sales Management Review Cadence

Partners in Excellence

I’m not sure anyone looks forward to the Sales Management Review (sometimes these are called QBR’s, but there are other reviews). It’s unfortunate, because there’s a huge amount of value in the review process–both for sales people and managers.

Sales management coaching – the power of the positive

Sales Training Connection

Sales coaching. Good sales coaching is a balance – a mix of feedback on things that go right, as well as, things that don’t. Let’s take the example where a sales rep has successfully closed a deal. 2016 Sales Momentum, LLC.

If You Want to Increase Sales, Stop with the Rotten Sales Management

Increase Sales

People especially top sales performers leave rotten sales management more than money from my 30 plus years of experience. Once again after talking to a new sales coaching client who is relatively young and new to sales, the barriers for a high performance culture still exist.

Is it Time to Fire Your Sales Manager?

Sales Benchmark Index

It’s a tough question that every sales leader faces. Losing a sales manager can disrupt your sales organization. As a sales leader, you need to focus on getting to your number. Keeping a mediocre sales manager because you don’t have a replacement hurts you.

Is Your Sales Management Relevant?

Increase Sales

Imagine for a moment you, as a member of a sales team, receives a message from sales management asking if you are “relevant to the company?” Expected a sale in 6 months even though with established businesses the sales cycle is 18 months.

The Examples We Set, Our People Are Watching

Partners in Excellence

As managers and leaders, we create (consciously or unconsciously) dozens of “training” moments for our people, every day. We want our people to use the sales process, but we never use it when we do deal reviews.

Sales Managers Are Killing The Sales Organization!

Partners in Excellence

or maybe I’m just more aware of it, but it seems that too many sales managers are focused on killing the sales organization. Researchers constantly remind us that buying is changing, that buyers prefer to minimize contact with sales, reducing it to the last 20-43% of their buying process. OK, OK, before all of you get up in arms, declaring me a traitor to my profession, it’s not all sales managers. We complain about bad, clueless sales people.

Sales management and the tyranny the clock

Sales Training Connection

Sales managers and the time trap. For sales managers Public Enemy # 1 is time. The more successful a sales manager, the more demands on their time. One simple answer is enough is enough when there is not enough time left to manage and coach your sales team.

Removing Risk from Your Next Sales Manager Promotion

Sales Benchmark Index

"I had no idea Dave was going to struggle so much as a Sales Manager. This post is written for the VP of Sales who wants to eliminate promoting the wrong rep to sales manager. The Answer: Implement a Sales Leadership Council (SLC). A Sales Leadership Council is the top 10% of your sales force that has expressed an interest in sales management. Potential sales managers acquire knowledge of the role before pursuing it.

Sales managers – it’s what you say and how you say it

Sales Training Connection

Sales Managers – it’s what you say and how you say it. A hallmark of a great sales manager is being a good communicator. For example, front-line sales managers are the critical screens through which messages travel from top management to the sales team.

Finding the Right Sales and Sales Management Candidates

Understanding the Sales Force

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.

Guest Post: Insight for More Excellent Sales Management in 2013

Jonathan Farrington

This week Inc.com announced that bad managers cost the economy $360 billion in lost productivity annually. Hopefully, your sales managers aren’t making any personal contributions to this statistic. Many sales managers were promoted from the position of sales rep.