How Many Days Should a Sales Manager Spend in the Field Sales Coaching?

Steven Rosen

Sales managers who spend more time in the field sales coaching outperform those that don’t! Sales coaching is the number one activity that drives sales rep performance and engagement. Therefore, as much time as you can spend in the field is the right answer.


HeavyHitter Sales

  What Strategies are Sales Leaders Employing to Overcome their Top Sales Challenges? How Does Sales Cycle Complexity Impact the Structure of the Sales Organization? What is the Truth About the Migration from Field Salespeople to Inside Sales?

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We Asked 300 Brands How They Drive Upsells: Here Are 10 Takeaways


Merchandising Client Management Insights and Studies CPG Team Management Field Marketing Field SalesIf you’ve read our blog before, you know we work with thousands of brands who are vying to take over their category. Whether they’re just breaking into a new segment or gearing up to unseat a category leader, we hear one question over and over: “ How do I get our products more real estate in the store?”.

Mediafly Unveils New Sales Enablement Platform Experience for the Future of Evolved Selling™

Smart Selling Tools

Mediafly Unveils New Sales Enablement Platform Experience for the Future of Evolved Selling™. With the new Mediafly, users can continue to feel well equipped in their sales conversations, providing value to their buyers at a faster rate, helping to increase revenue and exceed quotas.

The Trend That is Changing Sales - Harvard Business Review

HeavyHitter Sales

  My latest Harvard Business Review article titled The Trend That is Changing Sales was based upon in-depth research with over one-hundred vice presidents of sales at leading high technology companies and business services providers.   Sales Organization Development Stage.

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Gamification: The Secret to Accelerate Onboarding

Sales Benchmark Index

Sales leaders will not Make the Number if they fail to rapidly onboard new talent. The sales environment is uniquely suited to take advantage of an innovation called “ gamification.” Find out if gamification fits your sales onboarding needs. The Game: A Great Match for Sales?

Unleashing the Power of Frontline Sales Management

Sales and Marketing Management

From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. In this study, top managers brought in an average $3.5

5 Reasons You Should Rethink Inside Sales

Sales Benchmark Index

Leading a large sales organization is becoming more challenging each year. With all of these changes, it complicates how you organize your sales resources. In the form of inside sales. Get a jump on this by downloading the Inside Sales Sniff Test.

12 Sales Metrics that Matter Most-Harvard Business Review

HeavyHitter Sales

Here’s one of my recent Harvard Business Review articles titled the THE 12 SALES METRICS THAT MATTER MOST.     Sales is both an art and a science. However, the number of salespeople who achieved one hundred percent of quota varied greatly by sales organization.

Statistical Proof You Need a Sales Mentor (aka Sales Manager)

HeavyHitter Sales

A sales mentor’s sales intuition has been honed by many years of customer calls; therefore, their judgment is respected and advice highly sought after. However, in a typical sales organization, role modeling occurs very informally and irregularly.

5 Proven Steps to Sell Smarter

Sales Benchmark Index

A field Sales Rep should be spending around 64% of those available hours selling. The statistics I share below are from SBI’s 2012 Sales & Marketing Research. These tools will help you excel in your current and future sales positions.

Inside Sales Growth Beyond CRM


According to a 2012 Bridge Group study [1] , from 2009-2011 the number of inside sales jobs grew 124% in the U.S. This evolution means an increasingly mature buying market that is driving new CRM-related needs for sales and marketing teams. CRM Sales Automation

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How HR Gets a Seat at the CEO's Table Through Sales

Sales Benchmark Index

One of the fastest ways to accomplish this is for the HR director to partner with the SVP of Sales in solving Sales problems – which leads to improved revenue results. Helping the Sales Exec show improved results will certainly catch the eye of the CEO. Making the sales number.

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[Message to Management]: What a Winning Sales Team Does Differently

No More Cold Calling

But I was a seasoned sales pro working with a winning sales team , so how much acknowledgment did I really need? How Sales Executives Keep Rainmakers Happy How do you create an environment that inspires and celebrates the success of your sales team?

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.

Inside vs. Outside Sales: How to Structure a Sales Team for Success

Hubspot Sales

Inside vs. Outside Sales. Inside sales reps often sell remotely, from an office base, while outside sales reps travel, brokering face-to-face deals. 47% of all salespeople work in inside sales, with 53% representing outside sales. Outside or inside sales?

How to transition from outside sales to inside sales


Inside sales refers to any form of selling that isn’t done face-to-face. Unlike outside sales (or field sales ) reps, inside sales reps connect with potential customers remotely through phone, email , and web conferencing. Among B2B companies, the use of inside sales reps has exploded in popularity. According to one Salesloft study, inside sales reps are hired more frequently than outside sales reps by a ratio of 10:1.

5 Insights from LevelEleven’s KPI Report


For sales leaders, the end of Q2 offers a pleasant opportunity to look back and reflect on your team’s accomplishments over the past six months. To help get you started, LevelEleven created a comprehensive KPI report featuring the most prominent metrics being used by successful sales managers.

More Sales Superstitions and Phobias

MTD Sales Training

In the recent post, “Do You Have Sales Superstitions?” I highlighted the first three of those unwarranted fears that often adversely affect the positive and confident sales mindset. Sales Superstitions. 3. The Pre-Sale Ritual. MTD Sales Training.

The Biggest 2013 HR Challenge for Sales is 2014

Sales Benchmark Index

Talent management is a top priority for HR leaders who support sales organizations. But a recent interview with a HR leader revealed another level of sales leader support. At first, it may not seem like an HR leader would be involved in shaping sales force structure.

Death of a Salesman? Forrester says Yes.

The ROI Guy

Despite a growing economy, research indicates that there will be over 1 million less B2B sales reps employed in 2020 compared to today. Based on what types of sales reps you have in your organization, this could mean guiding them to a new career and certainly retooling their skill set.

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Is Your Compensation Plan Evolving with the Company?

Sales Benchmark Index

This post is for Small Company CSOs and VPs of Sales. Despite this luxury, the small company sales compensation plan is usually left on the backburner. To drive the right behavior and hit your targets, your sales compensation must evolve at the same pace as your company.

Your Current Sales Force Structure Costs You Sales Every Day

Sales Benchmark Index

This article is aimed squarely at the CEO or SVP of Sales who has tried (or considered) Inside Sales in the past. 18 days ago, I wrote another article on Inside Sales. Because if you don’t have an Inside Sales force, you are losing revenue every day.

The 40+ Best Apps for Salespeople Who Want to Win

Sales Hacker

To win at sales, you need the right tools. Sale calculator. Canvassing and door-to-door sales apps. RELATED: The 40 Best Slack Integrations and Apps for Sales & Marketing Productivity. RELATED: Your Sales Appointment Scheduling Process is Hijacking Productivity.

Are We Playing Hunger Games? Key Questions Confronting Inside Sales


His new firm, which specializes in strategic positioning and provocative sales messaging, is called Visible Impact. But, when I attended the recent Leadership Summit put on by the American Association of Inside Sales Professionals (AA-ISP), I was reminded that sometimes questions can just lead to more questions. So I attended this event expecting to find out more about how and when resources would be flowing to inside sales teams.

Parallels: Social Manufacturing & Outsourcing Manufacturing Lead Generation


The comment made me think about our outsourced B2B lead generation services and the way we have successfully partnered with manufacturing, technology and start-up companies to cover their markets, develop their prospects and deliver highly qualified sales opportunities to their field sales teams.

Best of PowerViews: Exciting Future for Inside Sales Experts


Over the last year, I’ve had the privilege of interviewing over 30 influential B2B sales and marketing leaders. It has been a pleasure to interview each of them and share perspectives on topics ranging from B2B lead generation and inside sales to social media trends and personal branding. Sales teams say they never have enough leads, but is that really the case? For example, what are the trends of leads being accepted by sales?

How to Capitalize on Sales Trend


The ability to find and capitalize on a sales trend can differentiate your company within your industry. It can also increase sales in a creative way. Sales trends can help to grow your business with a bit of an edge. Sales trends can be fickle.

Are Your Sales Enablement Initiatives Missing Something?

Miller Heiman Group

… In turn, both content and training services require coaching to ensure the services are implemented and adopted appropriately.”. — “Sales Enablement: A Master Framework to Engage, Equip and Empower a World-Class Sales Force”. In our last post , we talked about the challenges that arise when different individuals and roles in the organization have different definitions of what it means to enable a high-performing sales team. Sales creates 18% themselves.)

PODCAST 36: How To Model Sales Productivity And Identify Opportunity For Marketing To Developers

Sales Hacker

This week on the Sales Hacker podcast , we interview Meghan Gill , VP of Sales Operations at MongoDB. . If you missed episode 35, check it out here: PODCAST 35: How Goal Setting Can Change Your Career with Dannie Herzberg, Sales Director, Slack.

CPQ Has Redefined the Sales Manager’s Job

Cincom Smart Selling

At one time, managing sales was a matter of looking at the annual revenue target and making adjustments to the capacity of the sales force by adding or taking away head count. Today, corporate sales management is more focused on how best to enable a selling process that both serves the customer effectively and delivers more revenue and higher margins. A recent Aberdeen study reveals that users of CPQ will shorten sales cycles by a rate 13 times that of non-users.

PowerViews with Craig Rosenberg: Growth Hacks & Consumerized B2B Software


My guest today is Craig Rosenberg, Vice President, Sales and Marketing and Co-Founder at Focus. He is also author of a popular sales and marketing blog, Funnelholic , where he shares B2B content with an edge. He notes Zendesk got 6,000 customers without a sales guy.

The 13 Least Known Sales Technologies


Did you know that high-growth companies are more likely to be familiar with the different types of sales technologies on the market? Of the sales technologies listed, here are the 13 least known according to participants (in order, starting from the least known). 1) Sales Gamification.

Contradicting opinions on who generates leads

The Ultimate Sales Executive Resource

There are studies out there telling us that in the web 2.0 In contrast to this, CSO Insights in their Sales Performance Optimization – 2009 Survey and Analyzes, report that about 52% of the leads salespeople are working on, are self generated by the salespeople. One possible explanation for this discrepancy could be that a shift has already occurred how field sales forces are used. Lead Generation Sales Enablement Sales Management

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Who Benefits Most From Coaching?

Partners in Excellence

But the reality is, spans of control are decreasing in field sales. They are hovering around 10 people (some studies have this lower). In inside sales, they appear to be a little larger, but not huge. Sometimes, I feel like I may be living on a different planet.

Best Way to Help Prospects Find You

Fill the Funnel

The #1 way for individual sales people to be found by prospects is to have a targeted LinkedIn Profile. Your company hopefully has many other platforms that are generating leads for the sales team. Social Web Web Tools Lead Generation LinkedIn Profile sales slideshare

5 Key Steps for Building an Effective Sales Academy [Infographic]

Hubspot Sales

After all, you can't go back to graduate school to get a master's degree in sales, and if you work in an industry that evolves rapidly, traditional education might not be particularly useful for you. We collected responses from more than 300 sales professionals.

Whale Hunting Part I - The Rate of Decay

Tony Hughes

What do complex sales and the radioactive decay rate of atoms have in common? How can I reconcile enterprise sales cycles with my lack of time, capacity or resources? After all, you still have the name "sales" in your title. On Monday, hold a meeting with your sales team.

Combating Disengagement: What can be done about workers’ lack of interest in their jobs?

Sales and Marketing Management

Many of the managers, sales coaches and consultants who responded to a query we posted while researching this story said purposeful work is the only way to drive engagement. Stahl says he joined the Dallas-based company six years ago and built a telesales team of nearly 100 people to complement the company’s independent rep field sales team of more than 3,000. The company has a series of “Through the Eyes of the Sales Rep” surveys.

Having Trouble Connecting With Your Customers? Rethink Your Hiring Practices.

Hubspot Sales

For years, sales reps have been depicted as ultra-competitive and charismatic workers — leading many to believe that only a certain type of person is suited for the role. Simply put, your sales team needs to be more diverse if you want your team to grow better. The Sales Playing Field.