Gong.io

AUGUST 15, 2018

But our close rates weren’t keeping up, and I couldn’t answer why.”. Having spent his career running sales teams at Salesforce.com, Paul Snelson now found himself leading the 70-rep sales organization at TouchBistro. Our sales conversations were a black box, and we needed to get inside of them,” Paul told me.

Selling Skills 78

Selling Skills SalesForce Inbound Lead Rank 78

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.

Sales Management 82

Sales Management Hiring Territories Coaching 82

The Sales Hunter

FEBRUARY 20, 2012

Sales Managers Have the Hardest Job in Sales. Guest post Monday brings us Jeb Blount, author of People Follow You: The Real Secret to What Matters Most in Leadership. As a sales manager, you owe it to yourself to pay close attention to Jeb’s keen insights on leadership. Contact Mark. E-mail RSS.

Motivation 220

Motivation Sales Management Hiring Negotiation 220

Highspot

DECEMBER 21, 2022

Trying to build a high-impact sales team? Heads up: Your team will only ever be as good as its manager. In fact, a reported 69% of sellers who exceed annual quota consider their sales managers as being “above average” at their jobs. But here’s the problem: A good candidate for sales management is hard to find.

Training 52

Training Sales Management Lead Rank Lead Scoring 52

Vengreso

MARCH 2, 2021

Old school prospecting like cold calling may still work at times but it’s a numbers game (it takes about 8 calls to get someone to pick up the phone and that’s just one touchpoint). For that reason, we teach sellers in our LinkedIn training to subscribe to omnichannel prospecting for the best sales success while prospecting.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

The Sales Hunter

JANUARY 27, 2012

5 Sales Training Tips for Sales Managers AND Salespeople. Whether you’re a rookie salesperson, a veteran salesperson or a sales manager, here are 5 sales training tips you need to take action on: 1. The success you have in sales is dependent on your level of confidence. high profit selling.

Sales Management 204

Sales Management Training Hiring Ideal Customer Profile 204

The Sales Hunter

MAY 29, 2014

Recently, I wrote a post about dealing with low performers and I promised a series of follow up posts with more details. Here is the best way to start dealing with a low performer: As a sales manager, you need to first determine if the performance issues are attitude related or skill related. If it’s […].

Selling Skills 225

Selling Skills How To Motivation Follow-up 225

Lessonly

DECEMBER 22, 2021

Are you ready to get your head in the sales game and set your sales reps up for top success? Well, then it’s time to get on board with all the glory that sales readiness has to offer! Sales readiness is a well-crafted mix of rep assessment, sales management training, and coaching.

Selling Skills 26

Selling Skills Training Scale Negotiation 26

Hubspot Sales

MARCH 2, 2018

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Check out my book on running a human-centric sales process that'll win more customers.

Sales Management 105

Sales Management Hiring Top of Funnel Funnel 105

Klozers

JUNE 5, 2014

Consultative Selling Skills are used by organizations in many different industries to drive high end Business 2 Business sales, and whilst Consultative Selling is undoubtedly difficult to get right, the rewards are high given the typical values of the products & services involved.

Consultative Selling 48

Consultative Selling Selling Skills Ideal Customer Profile Sales Methodology 48

Lessonly

SEPTEMBER 1, 2021

What I needed was a sales coach with a solid sales management program in place that would set me up for success. After all, one of the biggest challenges sales managers face is the pressure to get their team to perform paired with the soft skills to motivate others. But, it happens.

Course 26

Course Sales Management Hiring Training 26

The Sales Hunter

JUNE 11, 2012

It is a fine line for any manager — the difference between breathing down your salesperson’s neck and making sure they are tracking toward their goals and objectives for the day, week, month, quarter and year. So, how do you avoid being that manager who is always cracking the proverbial whip yet also driving results?

Outsourcing Services 209

Outsourcing Services Sales Management Sales Outsourcing Sales Qualified Lead 209

Miller Heiman Group

FEBRUARY 20, 2020

Only about one-quarter of sales leaders believe that their managers effectively coach and develop their sellers. In part, that’s because sales managers spend less time coaching—14%—than they do on selling, forecasting and administrative tasks, according to our latest study, 2020 Trends in Sales Management.

Sales Coaching 80

Sales Coaching Coaching Top of Funnel Lead Rank 80

The Sales Hunter

JULY 25, 2013

One word sums up what I heard in this salesperson’s approach: Pathetic! I can’t tell you the number of times I wanted to just jump in and tell the salesperson to shut up and let the customer talk. Follow-up on each comment made by the customer. Well, that sums it up. ” Sales Motivation Blog.

Cold Calling 217

Cold Calling Selling Skills Customer Service Consultative Selling 217

Mr. Inside Sales

MAY 21, 2022

Why not use them to upgrade your team’s selling skills so they can hit the third and fourth quarter hard? Check out our best inside sales training available on the Internet: On-Demand Training! Then give your team access to my award winning inside sales training! Sign up here! Invest in sales team today!

Closing 156

Closing Training Gatekeeper Face-to-face 156

criteria for success

MAY 24, 2022

One of the best ways to provide sales training on an ongoing basis is in your regularly scheduled sales team meetings! Below, we’ve identified six sales training ideas to include in your next sales team meeting. Encourage your team to share their success stories during your sales team meetings. Download eBook.

Meeting 97

Meeting Training Face-to-face Objections 97

No More Cold Calling

AUGUST 7, 2014

Are you spending too much time cleaning up after sub-par performers? Salespeople not performing, dragging you down, and compromising your team‘s sales effectiveness? Perhaps you didn’t equip them with the skills and tools to do their job. Where Should Sales Managers Spend Their Time? Here’s the challenge.

Hiring 274

Hiring Small Business Small Business Enterprise 274

criteria for success

MARCH 17, 2021

Have you ever gone on a sales call with one of your recent hires and realized they weren’t following your process at all? By this point, your new hire should be actively prospecting and selling, and it’s important to make sure they haven't fallen into any old habits, but are instead sticking to your process. Listen Now.

Hiring 97

Hiring Training Selling Skills Lead Qualification 97

The Sales Hunter

FEBRUARY 26, 2014

This is the reason I tell many sales managers they should take all pricing authority away from their salespeople. When I bring this idea up to salespeople, I’m normally met with a high degree of skepticism. No, but it does mean there is a structure that is put in place and it is followed. Don’t offer discounts.

Discount 211

Discount Policies Selling Skills Benefit 211

The Sales Hunter

APRIL 11, 2013

Never set expectations above what you are positive senior management is comfortable with. Provide senior management in advance an agenda of the meeting that includes the following: Key items we need to cover, including a copy of the presentation you will be giving on the call. Items of concern the customer may bring up.

Meeting 213

Meeting Customer Cold Calling Consultative Selling 213

Hubspot Sales

NOVEMBER 18, 2020

Sales leaders, be honest — you're curious about what your peers are up to. The ability to share information with other leaders, or to ask "how are you managing?" Sales leaders who did not invest in remote selling fell behind — 50% of this subgroup did not hit their sales targets this year. Sales Management.

Sales Leadership 141

Sales Leadership Hiring Face-to-face Decision Maker 141

Women Sales Pros

OCTOBER 11, 2019

He asks rapid-fire questions about their birthdays, where they grew up and details of the science fiction film. So, what does this have to do with sales development? How many sales managers have watched a salesperson conduct a role play, one where he or she did a really great job of executing the right selling skills?

Film 86

Film Selling Skills SalesForce Influencer 86

Women Sales Pros

AUGUST 9, 2019

Prospect doors opened up easily because of name recognition. More work, more perseverance was needed to open up initial sales conversations. The salesperson’s prior successful sales experience involved selling a need-to-have product, one where deadlines – not just great selling skills — sometimes drove the decision.

Revenue 90

Revenue Hiring Selling Skills SalesForce 90

criteria for success

FEBRUARY 11, 2021

Sales teams are always looking for ways to improve. Especially in a fast-paced environment or one susceptible to change, sales leaders like to be one step ahead. As a sales manager, you want to make sure your salespeople are productive and happy members of your team. Build stronger selling skills.

Hiring 98

Hiring Promotion Follow-up Sales 98

The Sales Hunter

AUGUST 19, 2013

Better yet is if everything does fall into place, you will wind up achieving a number far above your stated goal. Sales managers who are reading this need to make sure each salesperson follows through in their pre-planning. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Motivation 219

Motivation Selling Skills Sales Goal Follow-up 219

Janek Performance Group

FEBRUARY 23, 2022

Now the economy is growing again and you are looking to hire more sales talent for your team. The bad news is your sales managers have maxed out their bandwidth with their current responsibilities and daily activities. This leaves you with a critical decision regarding how to ramp up the new sales hires.

Outsourcing Services 117

Outsourcing Services Hiring Training Harvest 117

The Sales Hunter

JULY 12, 2013

The sales manager is anxious to hear how the sales call went. When you follow-up, it shows that you take your involvement seriously and you value the role the sales team plays in the success of the company. Send a follow-up note to the customer and copy the salesperson.

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

SBI Growth

SEPTEMBER 14, 2013

We find numerous obstacles Sales VPs and Sales Managers face. Every year we compile research for our Sales & Marketing Research Review. Conducting over 5400 Sales Management surveys and interviewing 600+ executives gave us new insight. It told us all sales leaders have faced this challenge.

Hiring 300

Hiring Face-to-face Lead Rank Lead Scoring 300

Showpad

AUGUST 23, 2018

Sales managers at any organization are in a position to guide and motivate those they lead, similar to the coach of a sports team. So it would make sense to give managers the proper training for sales coaching, right? Unfortunately, many sales managers do not know how to coach properly and aren’t being held accountable.

Coaching 45

Coaching Sales Management Scale Sports 45

The Sales Hunter

MARCH 7, 2014

Do you or your friend ever suffer any of the following conditions: A hesitation to answer the phone when a customer is calling. Every time you meet with your boss, you say something like, “If only we had _, then I would be able to sell a lot more.” You think your sales manager is stupid.

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

LeadFuze

AUGUST 13, 2021

Based on the size of your team, aim for 25-50 per month to guarantee your sales staff has adequate follow-up time each month. Value-Based Sales Training follows a six-step approach that allows you to modify the methodology and eventually pass ownership of the technique to your sales leaders.

Course 98

Course Ideal Customer Profile Training Account Based Marketing 98

Klozers

JUNE 10, 2014

Sales Management has only one goal, which is improving sales effectiveness within the organization. Although there is only one goal, there are many different areas a sales manager can help increase sales performance and choosing the right ones and prioritizing is obviously important.

Sales Management 45

Sales Management Hiring Salary Guarantee 45

Understanding the Sales Force

MARCH 14, 2014

So why didn''t the training on consultative selling stick? Salespeople with a low Figure-it-Out Factor (FIOF) don''t pick things up very quickly. That same finding is used to determine how quickly a new salesperson will ramp up and apply what they learned from training. Consultative selling is not what most people think it is.

Consultative Selling 253

Consultative Selling Training Conference Coaching 253

SBI Growth

JUNE 21, 2013

If you’re a CEO without selling experience, what you need may not be clear. The secret to hiring a great sales leader is the ‘A’ Player Scorecard. Get it free here and nail your next sales leadership hire. Your next sales manager needs modern skills to make the number. Management Skills.

Hiring 320

Hiring Commission Compensation Account 320

The Sales Hunter

MARCH 3, 2012

14 MORE Sales Motivation Quotes to Keep You Going! As promised in my post 10 Sales Motivation Quotes to Get You Going , here is my follow up with 14 more sales motivation quotes of mine. As you look to make this month one of your best, consider these for sales motivation and inspiration. phone sales tips.

Motivation 250

Motivation Hiring Ideal Customer Profile Negotiation 250

Showpad

APRIL 9, 2020

Sales managers are tasked with not only leading their teams, but providing them with all the resources and support they need to develop trust with buyers and shorten sales cycles. What is sales coaching? Sales coaching involves providing ongoing instruction and advice to develop sales skills.

Sales Coaching 111

Sales Coaching Coaching Face-to-face Sales Enablement 111

Jeffrey Gitomer

SEPTEMBER 7, 2011

People not showing up for work. Major clue: If you are relying on other people to help make your sale, then you are completely responsible to follow up with them in advance to make certain that they have done their part. Not having a deep enough belief in what it is you are selling. Sales Management.

Hiring 245

Hiring Training Social Media Follow-up 245