Use Sales-Team Guidelines to Reduce Conflict & Uncertainty
Sales Manager Now
JUNE 17, 2021
Let’s talk about creating sales-team guidelines so that you can reduce uncertainty, frustration and sales-team conflict.
25 Sales Experts on the Importance of Coaching Salespeople
Understanding the Sales Force
FEBRUARY 25, 2024
According to the search results inside this blog, I have written on the topic of coaching salespeople more than 400 times or 25% of my articles. Because sales managers are not coaching – still – at least not consistently or effectively. Most of the advice given fell into the category of sales tips.
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QUICK Sales Coaching for Better Results
Carew International
APRIL 15, 2021
“This may be driven by the fact that only 42% of sales reps report managers at their organization are actually held accountable for providing good coaching,” it continues. Many would say sales coaching is an incredibly valuable part of a sales manager’s job, so the statistics above are shocking.
Salespeople Will Close 50% More Business By Changing This One Thing They Do!
Understanding the Sales Force
AUGUST 5, 2021
CDC Guidelines change almost weekly, often lack the science to justify their recommendations, don't take local conditions into consideration and are usually very confusing to say the least. Is it any wonder that there is so much pushback over their latest (as of August 2) guidelines?
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How to Build a Culture of Effective Sales Coaching
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.
How To Deploy Effective Virtual Sales Coaching
Showpad
APRIL 2, 2021
Like any skill, perfecting your approach to selling requires practice, feedback and careful coaching. Sales managers and business leaders know and appreciate this fact, so sales coaching is often a central component of training new hires and providing ongoing support for long-time agents. Today, the landscape has changed.
The Ultimate Guide to Sales Coaching
Highspot
MAY 8, 2020
In the world of business-to-business sales, coaches are just as essential to ensuring reps have the skills they need to close deals with confidence. Why is sales coaching important? How do you coach and develop a sales team? Top sales coaching techniques. What makes a sales coach great?
28 of the Best Custom GPTs for Sales in the GPT Store
Allego
JANUARY 11, 2024
People in all industries use generative AI tools such as OpenAI’s ChatGPT to create content, analyze data, write software, create sales strategies, develop employee training, manage teams, and more. Say Hello to Custom GPTs for Sales Gen AI creators aren’t resting on their laurels. Want a GPT for sales content?
The Five Pillars of Pharmaceutical Sales Training Excellence
Mindtickle
AUGUST 28, 2023
The intricacies of pharmaceutical products, stringent regulatory guidelines, and the critical role healthcare professionals play in decision-making create a complex environment for sales reps. With those unique circumstances in mind, the importance of effective sales training cannot be overstated.
8 Cold Calling Tips for Sellers and Sales Leaders
Mindtickle
JUNE 22, 2023
Buyers are already short on time, and the last thing they want is to listen to another sales pitch. Research from our 2023 State of Sales Productivity Report found that during a call, buyers asked an average of 18 questions, a significant increase from 13 questions in the 2022 report. As sellers, you’re even more in the hot seat.
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10 Sales training ideas that increase team readiness
BrainShark
SEPTEMBER 10, 2023
The sales profession isn’t what it used to be. Reps need to know A LOT to be at their best in front of buyers, but has your sales training strategy kept up with the times? But before we dive into sales training ideas, let’s clarify what we mean when we talk about sales training. What about sales training programs?
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After Inbound 14 - Anatomy of a Hybrid Sales & Marketing Role
Understanding the Sales Force
SEPTEMBER 22, 2014
Understanding the Sales Force by Dave Kurlan. Last week, when speaking on the Inbound Stage at Inbound14, my topic was Hiring for the Inbound Sales Role. I asked the question, "Is this a sales or a marketing role?". The audience desperately wanted this to be a hybrid - someone who could do both the marketing and the sales.
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Should Sales Teams Expect Higher Churn in 2023?
Hubspot Sales
APRIL 11, 2023
Your sales team plays an essential role in driving revenue and reaching goals that stretch across the organization. So should you be worried about churn in your sales department? Sales teams have higher-than-average turnover rates than other business units. Why do sales teams experience high turnover? In short, yes.
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5 Sales Training Ideas to Drive Team Productivity
Allego
MARCH 30, 2023
Sales reps never seem to have enough days in the month for all the phone calls, emails, meetings they need to have with buyers. Add to that the management and administrative tasks that go with every sale, and even top performers may end up exhausted and frustrated. Sales training is one solution. You need a different approach.
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The Evolution of Sales: Welcome to N.E.A.T Selling™
Sales Hacker
MARCH 30, 2022
Selling was created as an alternative to older and stale sales methodologies like BANT, ANUM, and AN. It was designed to function specifically in a non-linear process because no sales process is exactly linear. We do not believe you should rip and replace your current sales process or methodology. Sales Philosophy.
Managing Your Remote Sales Teams in the Era of Work-From-Home
The Brooks Group
MARCH 22, 2020
Virtual Sales Management. As you are reading this blog, it is our hope that you are both safe and healthy, and also following the guidelines for helping to prevent the spread of the Coronavirus. 5 Virtual Sales Management Best Practices. 5 Virtual Sales Management Best Practices. Leadership Development Sales Coaching
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Sales Training Tips for a High-Performing Sales Team
Highspot
OCTOBER 24, 2023
Sales training can be like sailing the high seas – an always-on adventure where focus, navigation, and teamwork are vital. We’ve curated a collection of the best sales training tips so you can build a program that will put wind in your team’s sails to navigate an uncertain selling landscape and outperform every quarter.
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Harness the Power of Conversation Intelligence for Unprecedented Sales Success
Highspot
JULY 20, 2023
Managers juggle many duties, from taking care of current business to training new sales reps. At the same time, account executives must keep up with new product features and customer needs, manage their deals, and meet their sales goals. Conversation intelligence is like having a smart coach for your sales reps.
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Sales managers – tips to fix the time sieve
Sales Training Connection
NOVEMBER 5, 2014
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.”. It is the age-old time management puzzle that sales managers have all the pieces for but never seem to put together. Now to sales meetings.
Hit Your Sales Performance Goals by Optimizing These Five Performance Practices
Miller Heiman Group
JULY 15, 2019
In our last post , we started our deep dive into the best practices correlated with selling success in leading sales organizations, as identified in the “All That Glitters Is Not Gold: 2019 World-Class Sales Practices Study.” Our sales managers effectively coach salespeople to higher levels of performance.
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Coaching Salespeople into Sales Champions: 3 Times To Step In (& How)
Sales Hacker
AUGUST 28, 2019
Sales coaching typically looks one of two ways… Micromanaging the rep’s every step. But coaching salespeople into sales champions doesn’t happen in the extremes. And lucky for you, too much and never aren’t your only options when it comes to sales coaching. Good Performance: Coaching Wins.
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68 How to Deal With the Consummate Complainer
Keith Rosen
JUNE 29, 2013
Actually, it’s hard for me to even get 100% behind this initiative/change (new compensation package, HR guidelines, increased quota, etc.) Executive Coaching Sales Management buy in enrollment inspiration leadership motivation sales sales coach Sales Coaching Sales Training'
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Sales Training Who Needs It? Part 1
Increase Sales
AUGUST 5, 2013
Years gone by, sales training was provided by small businesses (under 500 employees) be it through human resources or recognized sales training coaching consultants. Yet the need to increase sales has not changed. Sales training is still needed. Those tools should be supplied by the individual sales team members.
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Consistency, Connectedness, and Coaching: The Three Cs of Seller Engagement
Showpad
NOVEMBER 25, 2019
Seller engagement is an area of sales enablement that has been underestimated over the past couple of years. In CSO Insights’ Fifth Annual Sales Enablement Study , it became obvious that a highly engaged Sales force not only produces better results, but also reduces turnover rates. consistency, connectedness, and coaching.
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How COVID-19 Has Changed Sales Best Practices
Chorus.ai
SEPTEMBER 22, 2020
All focus was on maximizing growth, and frontline sales managers were most worried about what to do if their reps were regularly exceeding quota. It’s altered so much of the context surrounding sales, from the kinds of companies able to buy to the language that wins deals. The recent pandemic has changed sales best practices, too.
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7 Top Inspiration-Sparking Sales Webinars of 2019
Chorus.ai
JANUARY 8, 2020
Sales trainer John Barrows interviews Chris Voss, former FBI negotiator and author of Never Split the Difference, about how to improve your negotiations. How to Build the Ultimate Sales Forecasting Approach for Predictable Revenue" Kevin Mckeown from Cision puts it plainly: Sales Forecasting is an essential chore.
The Modern Manager’s Guide to a Productive Coaching Session
LevelEleven
FEBRUARY 28, 2019
We’ve said it before and we’ll say it again, coaching is crucial to success in sales. According to CSO Insights 2016 Sales Enablement Report , “Sales coaching is a leadership skill that develops each salesperson’s full potential.” Invest in effective sales technology.
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Adopting artificial intelligence in your sales process
PandaDoc
OCTOBER 3, 2023
Don’t worry — you are not alone: 69% of your colleagues feel the exact same way, according to Salesforce’s State of Sales 5th edition. As the same State of Sales 5th edition claims, salespeople, on average, sell only 28% of their working hours. As AI evolves, sales processes will become more predictive and proactive.
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The 7 Best Sales Blogs (+3 Newsletters) You’ll Actually Read Every Week
Sales Hacker
JUNE 23, 2021
There’s more sales content than ever before – how do you sort through the noise? Since we deal with sales content on the daily, we thought we’d save you some time. Here are the seven best sales blogs (and five bonus sales newsletters!) Sales Hacker. But that is because this community lives and breathes B2B sales.
Provide Coaching Or Feedback?
Partners in Excellence
DECEMBER 26, 2019
Related Posts: Coaching Has A Shelf Life Getting Feedback Wrong Are You Coachable? Automating Sales Coaching Guidelines For Giving And Receiving Feedback. I’ve summarized George advice on “Giving And Receiving Feedback,” in a free white paper. Just reach out for a copy.
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How to Build a Successful Sales Enablement Initiative in 5 Steps
Sales Hacker
APRIL 16, 2020
Looking at the sales space, we are facing a few very specific challenges. Only sales approaches that clearly connect your solution to the buyers’ specific business challenges — challenges that have been properly diagnosed beforehand — have a chance to succeed. The same is true for sales enablement. What’s missing?
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How to Woo Your Sales Team to Exceptional Results: The 5 Cs of Effective Sales Management
Alice Heiman
OCTOBER 10, 2018
Are you desperate for better results from your sales team? Before you fire them all, try the 5 Cs of effective sales management. Provide clarity, consistency, coaching, collaboration and don’t forget to celebrate! The 5 Cs of Effective Sales Management. Sales Meetings – Have a set agenda for your weekly sales meeting.
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Managing Your Virtual Sales Teams in the Era of Work-From-Home
The Brooks Group
MARCH 22, 2020
Virtual Sales Management. As you are reading this blog, it is my hope that you are both safe and healthy, and also following the guidelines for helping to prevent the spread of the Coronavirus. 5 Virtual Sales Management Best Practices. 5 Virtual Sales Management Best Practices. Leadership Development Sales Coaching
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Differentiating Your Organization Through World-Class Sales Effectiveness
The Brooks Group
MAY 17, 2018
The Brooks Group's VP of Sales, Anita Greenland , recently delivered an impactful presentation at the annual ISA Convention in Baltimore, Maryland. . Differentiating Your Organization Through World-Class Sales Effectiveness - Presentation Takeaways. Review company guidelines, standards for work, and communication channels.
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How to take over for another sales manager: 8 ways to ensure a smooth transition
Nutshell
MARCH 11, 2019
You’ve probably just landed a new sales leadership role, and you want to make the transition as successful as possible. While this is an exciting time for you, it’s also a time of change for your sales reps. Adjusting to a new sales manager can be difficult, especially if the last person in charge was well-liked by the team.
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5 Fundamentals of a Highly Effective Sales Manager
CommercialTribe
JULY 16, 2019
We can probably all agree that a great sales manager is one whose team consistently reaches or exceeds its revenue goals. Another study by CSO Insights and Revegy suggests that a formal coaching process with >2 hours of coaching time per rep per week may increase the percentage of reps making quota to as high as 72%.
Sales Management in Times of Crisis: A COVID-19 Management Plan
CommercialTribe
JUNE 23, 2020
With June nearly over and the initial shock of the COVID-19 crisis behind us, sales management teams are focusing on building a plan to come out stronger on the other side. According to research conducted by LinkedIn, 55% of sales professionals now expect a decrease in quota attainment this year. Where Do You Start?
10 Questions that Build Trust and Make People Coachable, Accountable and Engaged
Keith Rosen
AUGUST 26, 2020
Ever wonder why people are resistant to coaching? The fact is, your people are scared of you; and coaching. co-create a new definition of coaching that inspires and serve them best.). Have you ever been coached? If you could define/re-define your coaching guidelines when we’re coaching, what would they be?
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WIN $10,000.00 and the Title of Social Media Guru!
Keith Rosen
NOVEMBER 26, 2019
If everyone claims to be an expert in lead generation, SEO, social media, branding, book marketing and closing sales, how do you choose? HOW TO WIN: The first person/company to generate a SALE for Profit Builders wins! I certainly don’t have the time to research every company. Neither does my team. Prove what you can do.
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7 Tips for Building a Positive Feedback Culture on Your Sales Team
The Brooks Group
AUGUST 22, 2018
Sales teams that invest in a growth-oriented feedback culture outperform companies that fail to make feedback and coaching a priority. Here are 7 tips for developing a feedback culture on your sales team. You should also take strides to hire new sales reps that have a coachable attitude. Establish Trust.
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How to Coach Salespeople to Succeed in the World of Social Selling
Hyper-Connected Selling
MARCH 17, 2020
How do you coach a salesperson to improve their sales results using digital tools like LinkedIn? All you need to do is present it at a sales meeting, maybe send a few articles you found, and that should be it. So let’s look at some ways you can leverage sales coaching to drive online selling skills in your team.
The 11 Best Sales Enablement Tools of 2022
Mindtickle
SEPTEMBER 8, 2022
But with sales enablement tools, you can understand the attitudes, content, and skills that help your sales reps reach their objectives. What to look for in a sales enablement tool. What to look for in a sales enablement tool. Growth and development: Insights on sales rep performance can spot weaknesses and strengths.
World-Class Best Practices for Sales Effectiveness
The Brooks Group
MAY 17, 2018
The Brooks Group's VP of Sales, Anita Greenland , recently delivered an impactful presentation at the annual ISA Convention in Baltimore, Maryland. . Differentiating Your Organization Through World-Class Sales Effectiveness - Presentation Takeaways. Review company guidelines, standards for work, and communication channels.
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The 5 Steps of Sales Management – Where are you?
LevelEleven
SEPTEMBER 4, 2018
Sales management is a journey. This framework is not set in stone; sales leaders should simply use the framework as a guide to show their current stage and what they must do to arrive at the next. This is where many sales teams find themselves – no focus on leading indicators, but an intense focus on closing deals.
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