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.

Why Sales Managers Need Street Smarts

No More Cold Calling

Tony Alessandra explains why the best sales managers learn on the job. This is particularly true for sales managers. In any pursuit in life there is a formal knowledge base and an informal knowledge base.

Trending Sources

Sales managers and the empty-bucket strategy

Sales Training Connection

Melanie Whelan, CEO of SoulCycle, shared in a NY Times a simple, interesting framework for management strategy sessions. This means sales managers would ask a sales rep to: State the facts of the sales situation – like customer needs, competition, decision makers and influencers, and so forth.

4 Greatest Risks for Sales Management

Pipeliner

No matter how you slice it, sales management is a tough business. Here are four primary risks for sales management—and how they might be addressed. #1: 1: Salespeople Reporting False or Misleading Information to Sales Management It’s one thing for a salesperson [.]

Sales managers must be roadblock removers

Sales Training Connection

Sales managers – roadblock removers. Sales managers – how does your sales team spend its time? If you’re like most, it’s likely that your salespeople are attending too many unnecessary meetings and responding to too many unnecessary requests for information.

Trials and tribulations of new sales managers

Sales Training Connection

Sales Manager. New sales managers often are promoted for their sales success – not sales management expertise. So what happens after the sales manager assumes the role and responsibilities of their new position? 2017 Sales Momentum® LLC.

52 Sales Management Tips – the Sales Manager’s Success Guide

Smart Selling Tools

I recently read 52 Sales Management Tips – The Sales Manager’s Success Guide by Steven Rosen. Written for sales managers and small business owners, this is a guide every sales leader will benefit from.

STAR Sales Managers Win More Sales

Steven Rosen

All companies want to win more sales. More sales equals greater profits. So why has winning more sales become the. The first place to start is by looking at your sales people and discerning why they are not performing. Are you developing your sales managers to be stars?

Sales Managers - You Must Sweat the Small Stuff!

Anthony Cole Training

If you are looking for a solution on how to keep from chasing every chicken you see then I’m sure there is good information to be gleaned from the book. But if you are a sales manager responsible for developing your people and for driving sales growth this is awful advice.

Sales Managers Need Coaching And Development Too!

Partners in Excellence

Virtually everything one reads about driving sales performance and productivity focuses on the sales person. 1000’s of books and articles provide endless advise to help improve sales people skills. Billions are spent on tools–again all aimed at the sales person.

Sales managers – leverage 10 behaviors of successful entrepreneurs

Sales Training Connection

Sales managers – success. It immediately struck us that these 10 behaviors, with a bit of tweaking, apply equally well to successful sales managers. Independent - Prepares to do whatever needs to be done to build a successful sales team.

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.”. Phone calls and voice mails are better solutions to information requiring discussions.

Sales Management TV Tip #1

Steven Rosen

Welcome to Sales Management TV. I am Steven Rosen author of 52 Sales Management Tips and executive sales coach. He has some sales experience but will require some work. I have worked with many sales managers who feel under the gun to hire.

Sales managers – expectations and accountability

Sales Training Connection

Sales managers – setting expectations and accountability. Too often sales managers – and for that matter other managers – think what needs to be done is intuitive – so of course everyone on their team understands what is to be done and why.

What Defines a Truly Great Sales Manager?

Jonathan Farrington

Management, and particularly sales management, operates on and obtains its results from the staff that are managed. The manager has to define tasks, set proper objectives and maintain firm control. A sales manager may or may not be an outstanding salesperson.

Why Sales Managers Hate Performance Management

Steven Rosen

Performance management can be a dirty job. Many managers shy away when having to deal with performance issues. Here are a few considerations when addressing sales performance issues. Opportunity Cost: What happens when one of your sales people is not performing?

Sales Managers: Are You Shutting Down Your Internal Voices of Risk?

Pipeliner

Had Mr. Platt been referring to his sales organization, he would have increased the multiple. Sales teams possess immense knowledge – from finance, marketing, strategy, product engineering and customer support to street smarts about customer behavior. Sales Management

Coaching sales strategy – 4 tips for sales managers

Sales Training Connection

Coaching sales strategy. Ask sales managers and salespeople what makes them successful. Sales managers can’t help salespeople become more talented, but they can help them become more skilled. 4 tips for coaching sales strategy. 2014 Sales Momentum, LLC.

7 Signs Your Sales Manager Must Go

Sales Benchmark Index

The Senior Sales VP gives you a call. Two of your eight sales managers have high turnover. You reach out to the head of sales operations. However, removing a sales manager causes sales disruption. Removing a Sales Manager is no easy task.

Sales management – 7 tips for coaching your top sales performers

Sales Training Connection

Sales coaching. One frequently asked question is – Where should we focus our sales coaching efforts to optimize the impact on revenue generation? While the above answer is widely accepted, it does not mean that coaching top sales performers should be totally neglected.

Why Producing Sales Managers No Longer Make Sense (If They Ever Did)

Sales and Management Blog

Although many companies believe they are maximizing dollars by requiring their frontline sales managers maintain and grow their own book of business, are they really getting the value they expect or are they costing themselves sales and money in the long run by trying to save a few bucks on a manager’s salary? And then the kicker: • Maintaining a high level of personal sales activity and personal production.

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.

New sales managers – starting off on the right foot

Sales Training Connection

New Sales Managers. Customers now want sales reps who are trusted advisors not product facilitators. All this means that in order for a sales team to be successful in the years ahead, front-line managers need be highly skilled. Talk with senior management.

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

What Are the Signs of a Great Sales Manager Hire?

Pipeliner

Every recruiter deals with the issue of hiring a sales manager, which is a tough process of candidate search, comparison, selection, interviewing and, only afterward, employing. To make this process less significant, we’ve made a guide on how to identify an expert sales manager.

Sales 32

Sales managers – are you ready for 2015?

Sales Training Connection

According to Bain & Company , B2B sales executives have seen a tremendous disruption in recent years – and there’s every reason to believe the trend will continue. There is a decreasing need for sales reps that function strictly as product facilitators. . 2015 Sales Momentum, LLC.

Sales Management Tip #2

Steven Rosen

Welcome back to Sales Management TV. Coaching starts with diagnosing each sales reps particular area for improvement. It is best when the sales rep is self-aware and can self-evaluate areas for improvement. Articles Sales Management Sales Management Coaching Uncategorize

Are Your Sales Managers out Coaching?

Steven Rosen

As the head of sales you know that the primary role of the sales managers is to coach and develop their sales team. In fact you believe that great coaching will be a key driver in helping you achieve your sales goals. 4. Sales Rep Engagement and Turnover.

Sales managers – 6 tips when transitioning to a new sales team

Sales Training Connection

Sales manager with a new sales team. As most in sales leadership would share – the front-line sales manager is the pivotal job for building and sustaining sales success. Drill down and learn about the territory and the sales team.

What’s More Important - Sales Management Skills or Behaviors?

Anthony Cole Training

It’s not a lot different from helping our clients identify why the sales team isn’t generating the anticipated sales growth. You will see on the left that the very first sales skill set we examine is “Hunting”. I believe the same is true with sales management.

Sales 98

Do We Really Need Sales Managers?

Jonathan Farrington

Of course, and here is why … In my view, the role of a sales manager is to translate the organization’s vision, mission and values into a meaningful context that sales teams can relate to and feel excited by. General Sales Leadership Sales Management Sales Teams

4 Killer Sales Management Questions

Anthony Cole Training

The conference is sponsored by Objective Management Group , a company that produces the #1 Sales Assessment tool IN THE WORLD. These 4 questions are a quick way to gather essential information from your sales team. I just returned from a conference that I attend annually.

Sales 60

Are Sales and Sales Management Candidates Getting Worse?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan There are more sales experts, self-professed and otherwise, than ever before. There is more free content on sales and selling than anyone could have imagined.

Sales 106

[Message to Management]: 14 Things Top Sales Managers Do

No More Cold Calling

The Sales Hunter tells you what it takes to lead a winning sales team. How often do sales managers generate opportunities and support their teams in customer conversations? Sales execs tell me they don’t have time to coach their teams.

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.

The Importance of Performance Management as Part of Sales Management

Pipeliner

Coaching truly is performance management–and it is the only way to get peak performance out of salespeople and sales management. Join renowned consultant Alice Heiman as she briefly but powerfully informs us on this subject. Sales Management For Sales Pros

Sales Management Tip – Shift your Coaching Style

Steven Rosen

Welcome back to another episode of Sale Management TV. Last week I have had a number of coaching sessions with sales managers and came across a reoccurring theme. What I have seen is that managers do a really good job identifying or diagnosing areas for improvement.

Sales Management & The Impact of Social Media

Your Sales Management Guru

Sales Management and the Impact of Social Media. While in the process of writing a future magazine column on the future of sales and social media I interviewed three people and posed several questions in order to get their view points. I thought for this week’s blog I would also introduce you to my current thinking and I would really enjoy hearing your thoughts on the direction of sales and the use of social media. Is your sales process?

Reduce the Risks of Hiring Sales Managers

Sales Benchmark Index

“How can I be sure I''m hiring the right sales leader?”. This post is for those who are recruiting and hiring sales leaders. It provides an overview of how to conduct a competency assessment specifically for Sales. But they are lacking in 3 ways: Not specific to Sales.

Managing A Sales Manager

Your Sales Management Guru

Managing a Sales Manager . As a result of our one of my readers sending me an email comment regarding his personal situation, I have attached the sample of one our of a tools we have included in our “On Line Sales Manager Tool Kit ” www.AcumenManagement.com. .