Remove Incentives Remove Intent Remove Sales Leadership Remove Sales Management
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The Data: What Percentage of Salespeople are Really Coachable?

Understanding the Sales Force

Dennis Connelly, Derek Baer and I were sharing our experiences coaching salespeople, sales managers and sales leaders, and comparing those who were and weren’t coachable. The data from Objective Management Group’s (OMG) assessment of 2.5 It wasn’t personal.

Data 130
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Top 20 Reasons Why Sales Managers Suck at Coaching

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan The latest interview between Jonathan Farrington, CEO of TopSalesWorld , and me is available here. We discussed why only 17% of all sales managers are effective at coaching and the conversation was very enlightening. DNA - They don''t have the DNA to support effective sales coaching.

Coaching 221
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KPI’s – What Are They To You?

The Pipeline

You often hear sales managers and director speak of how they are doing against their KPI’s. In the wrong hands, with wrong intents, the best concepts can come back to bite you; in sales it is usually the disconnect between what’s being measured and the desired results. What’s in Your Pipeline? Tibor Shanto .

Workbooks 288
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Get Promoted to Sales Management (Advice from 17 Experts)

Sales Hacker

Now, look at his advice: To become a sales manager, you essentially need to become an extension of your HR team — something every employee can do to make a positive impact on the organization. Of course, I also wanted feedback from industry veterans — the folks who are training & coaching sales management teams around the globe.

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How Female Executives are Redefining Sales Leadership in 2018

Xactly

Today, in honor of Women’s Equality Day on August 26, we’re introducing Xactly’s newest addition to the executive team, Lisa Welch, VP of Enterprise Sales. Meet Lisa Welch, Xactly VP Enterprise Sales. Here’s a snapshot of her advice and tips for young sales professionals: Patience is a key skill for any professional.

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5 Ways Sales Teams Can Adapt During COVID-19

Crunchbase

To better understand COVID-19’s impact on our sales and customer-facing teams, we sat down with our sales leadership team to understand the top five ways our sales and customer teams are adapting to stay on track during this unprecedented time. . We had some light spiffs running this month.

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Why Are We Satisfied With Such Poor Win Rates?

Partners in Excellence

We engage them thinking the power of our personalities and persuasion can convince them to buy–and we can always throw in a discount as an incentive. This is less a salesperson problem, more of a sales leadership problem. They may be curious, they may want to learn more.