Understanding the Sales Force

APRIL 4, 2013

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

Coaching Sales Management Incentives Incentive 221

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

Understanding the Sales Force

APRIL 3, 2024

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

Data Construction Coaching Face-to-face 130

Increase Sales

OCTOBER 16, 2012

Within the United States, the Presidential and Vice President debates have brought a direct focus on this sales leadership talent of evaluating what is said. ” (Source Innermetrix) Sales Training Coaching Tip: This sales leadership talent does sound similar to emotional intelligence. Credit www.sxc.hu.

Ideal Customer Profile 129

Ideal Customer Profile Sales Leadership Webinar Metrics Intent 129

Braveheart Sales

SEPTEMBER 8, 2020

The mama was very observant, and intently engaged, but she wasn’t actually doing anything for the fawns. It’s then that It struck me – many sales managers could learn something from this mama deer. Managing Sales in a Deer-like Way. What do deer have to do with managing sales you might ask?

Sales Management 52

Sales Management Call-back Sales Leadership eBook 52

Keith Rosen

APRIL 17, 2019

The Manager’s Viewpoint. I start with great intentions. ” While this manager has good intentions, when patience is lost, so is coaching and trust. Unfortunately, when managers collapse closing with coaching, the results can be catastrophic. Manipulative Management Tactics.

Coaching 117

Coaching Sales Management Intent Report 117

Sales Training Connection

OCTOBER 9, 2013

Sales Managers – it’s what you say and how you say it. A hallmark of a great sales manager is being a good communicator. For example, front-line sales managers are the critical screens through which messages travel from top management to the sales team. ©2013 Sales Momentum ®.

Sales Management 124

Sales Management Face-to-face Sales Leadership Quota 124

CommercialTribe

OCTOBER 22, 2020

Managers who consistently coach are better coaches…not because they necessarily were built that way but because they practiced the craft consistently and got better. We speak to many sales leadership development trailblazers who question whether their managers are capable coaches. They very well may not be.

Coaching 52

Coaching Sales Management Hiring Sales Coaching 52

Steven Rosen

JANUARY 28, 2024

She also highlights the role of executives and managers in fostering collaboration and the potential costs of not prioritizing teamwork. She explores the challenges of building effective collaboration within sales teams. She emphasizes the need for teamwork in selling and highlights the critical role of trust in B2B sales.

Video 156

Video Sports Decision Maker Quota 156

The Pipeline

NOVEMBER 11, 2013

Many sales managers are in the wrong job, and for the wrong reasons, the intentions may have right, even noble, but outcome serves neither in individuals in question, the companies and customers. Worse, often they are not prepared or trained for sales management. By Tibor Shanto - tibor.shanto@sellbetter.ca.

Hiring 285

Hiring Lead Rank Lead Scoring Sales Leadership 285

Sales and Marketing Management

JUNE 25, 2018

I know, you fell into sales, and perhaps from there, sales management. I listen intently and try to figure out what makes each business model unique and each prospect like a snowflake. Author: Tony Hughes You may be struggling thinking, "What on Earth am I doing, I hate this job!". He can be found at TonyHughes.com.au

B2B 319

B2B Banking Conference Decision Maker 319

Sales Hacker

JULY 17, 2019

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.

Promotion 80

Promotion Sales Management Hiring Lead Rank 80

Alice Heiman

MAY 11, 2023

This episode dives into how large organizations scale their sales teams. Radhika Shukla has worked in a sales leadership role at some of the largest tech giants including Microsoft and IBM. She takes us through the entire gamut of building high performance sales teams. Absolutely!

Hiring 75

Hiring Microsoft Nonprofit Scale 75

Lessonly

NOVEMBER 13, 2020

For the full list of skills, you can browse our Major League Sales Coaching playbook (don’t worry, it’s 100% free) and learn more about building a sales enablement framework for coaching. Sales excellence takes time. Like most worthwhile things in life, becoming great at sales takes time and intentionality.

Sales Enablement 42

Sales Enablement Software Software Sales Leadership 42

Steven Rosen

JANUARY 15, 2024

As leaders, we are responsible for appealing to the broadest audience possible, recognizing that our team members may have different preferences. “I don’t think people intentionally say, we’re gonna make it a rational argument and stick away from the emotion. I just think they’re wired that way.”

Video 156

Video Intent Data Influencer 156

Keith Rosen

OCTOBER 20, 2018

I say this to acknowledge you’re not alone, as this is a challenge for every manager, since most managers tell people they need to be accountable and would never even consider asking questions that empower people to set up their own rules around how they want to be held accountable, managed and motivated!

Account 67

Account Coaching Video Sales Leadership 67

Keith Rosen

NOVEMBER 22, 2019

You can only achieve this if you’re having an intentional, deeper conversation to uncover what they did, how they did it, and the messaging they used through artful and strategic questions. The only way to reinforce the positive behavior is by coaching them right after each win.

Coaching 83

Coaching Sales Goal Sales Management Intent 83

The Pipeline

AUGUST 14, 2014

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

Workbooks Incentives Incentive Distribution 288

Understanding the Sales Force

NOVEMBER 6, 2013

Here are some symptoms you might be able to recognize: When salespeople have good intentions but lousy follow through. When salespeople have good plans but poor time management. Asking about competition. Getting past happy ears. Dealing with objections. When salespeople have plenty of time but a tendency to procrastinate.

Sales Qualified Lead 275

Sales Qualified Lead Hotels Hubspot Decision Maker 275

Pipeliner

MAY 4, 2021

The gap between strategic intent and actual results is due to this skewed attention. If only 20% of leadership’s attention is placed on the details of how the strategy will be implemented, the strategy will likely be hit and miss as employees find it necessary to execute the plan the way they believe it should. Alignment Plans.

Face-to-face 98

Face-to-face Strategy Sales Leadership Energy 98

Keith Rosen

AUGUST 26, 2020

If you want a team of coachable sales champions, here are ten critical questions every manager needs to ask to ensure people understand your positive intentions and the benefits of coaching, or run the risk of having your people hide from you. . Set Positive Intent In Every Conversation. We’ve all been there.

Account 156

Account Intent Coaching Remedy 156

The Pipeline

JULY 22, 2013

This has worked well in developing and maintaining the right talent, and the ability to identify skills in individuals who take a related path, such as field management, and complementary functions such as marketing. A regular lament I get from managers is that the best presentation a rep had was the one they did for the job.

Hiring 267

Hiring Licensing Health Care Sales Talent 267

Keith Rosen

SEPTEMBER 29, 2020

While many managers have the “freedom” to chose whom they want to hire, there are more managers who inherit an existing team, which can quickly lead to mistrust, uncertainty, and fear if you don’t manage your transition with intentional precision. Don’t leave it up to your company to do so.

Coaching 137

Coaching How To Intent Hiring 137

Xactly

AUGUST 27, 2018

Throughout her career, Welch has learned many lessons in the importance of perseverance and determination, sales management, and being a female leader in a male-dominated field. Here’s a snapshot of her advice and tips for young sales professionals: Patience is a key skill for any professional.

Sales Leadership 40

Sales Leadership Hiring Compensation Incentives 40

Pipeliner

OCTOBER 15, 2023

Matt suggested that leaders should also strive for consistency in their own actions and energy, but acknowledged that leadership consistency may look different from sales consistency. We discussed the importance of coaching in sales leadership and how it differs from coaching in other fields.

Promotion 59

Promotion Video Scale Advertising 59

SalesforLife

JUNE 27, 2019

You need to engage using tools that help you understand buying intent. Of course, companies are creating landing pages that are tracked, but at the sales professional level , people have been using LinkedIn Point Drive and videos, because every one of these assets can be tracked for buying intent.

Campaigns 95

Campaigns Ideal Customer Profile Strategy Trade Show 95

Sales Training Connection

APRIL 14, 2014

Sales management. Centered Leadership , a new book from Joanna Barsh and Johanne Lavoie at McKinsey & Co, introduces the importance of mind-sets to effective leadership. The authors focus on ideas that allow leaders to find new behaviors that improve their ability for leadership to emerge naturally.

Face-to-face 119

Face-to-face Sales Leadership Energy Intent 119

Partners in Excellence

NOVEMBER 30, 2020

And these Super-Hero sales people and leaders see this, they re-double their efforts, often inadvertently, the create greater distance and more problems. Exactly the opposite of their intent. Our real world sales people and leaders who try to behave like our comic book heroes can learn a lot from them.

Energy 91

Energy Intent Exact Sales Leadership 91

SBI Growth

SEPTEMBER 2, 2013

Team meetings are run by sales managers. Leadership reviews metrics. Leadership reviews deals as they enter certain phases. Everyone has the best of intentions, and months slip by. Reinforcement plans aren’t limited to sales process rollouts, of course. First a set of activities is created.

Sales Process 308

Sales Process Webinar Metrics Vendor Energy 308

Keith Rosen

FEBRUARY 5, 2021

How can sales leaders manage their time effectively to ensure they make adequate time for what they refer to as coaching ? You often talk about the art of enrollment, building trust, and setting intentions, whether it’s with our team or customers? Why is it important to avoid becoming a “Chief Problem Solver”?

Coaching 62

Coaching How To Intent Sales Leadership 62

SBI Growth

DECEMBER 8, 2013

If you’re like Jeanne, this probably happens with your sales managers. Dealing with ineffective sales support is intolerable. It’s not enough to have good intentions. Sales managers need specific training that includes role-plays. HR and sales leaders must hold each other accountable.

Face-to-face 310

Face-to-face How To Quota Policies 310

Steven Rosen

MARCH 30, 2017

Creating and maintaining a high level of engagement across the entire sales organization takes a concerted effort. It starts with the sales leader and extends to the front-line sales managers. Coaching takes longer to impact sales but is much more sustainable in delivering consistently high performance.

Lead Rank 294

Lead Rank Lead Scoring Leads Marketing Qualified Lead 294

Hubspot Sales

NOVEMBER 6, 2020

A lot of the tactics and responsibilities effective sales leaders need to understand and fulfill aren't exactly intuitive. While there's no be-all-end-all playbook for effective sales leadership, there are some tricks and strategies you can employ early on to set yourself on the right track. Sales leadership is a personal game.

Hubspot 97

Hubspot Hiring Top of Funnel Sales Leadership 97

Crunchbase

MARCH 27, 2020

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. .

Face-to-face 125

Face-to-face Top of Funnel SalesForce Sales Leadership 125

Understanding the Sales Force

MAY 2, 2012

Understanding the Sales Force by Dave Kurlan One confusing component of effective sales management is that great sales management skills don't always translate into great sales results. Your collection of sales coaching skills is only one factor. Worse, in many cases, the inherited salespeople rebel!

Sales Coaching 180

Sales Coaching Coaching Hiring Scale 180

BrainShark

NOVEMBER 7, 2022

Strategies for getting sales reps comfortable with video coaching assessments . Similar to other coaching or conversation intelligence tools that require sellers to record themselves, company and sales leadership need to emphasize from the beginning the intention and value of video assessment tools. Sell the value.

Coaching 62

Coaching Video Lead Rank Lead Scoring 62

Jonathan Farrington

APRIL 6, 2013

We discussed why only 17% of all sales managers are effective at coaching and the conversation was very enlightening. So why aren’t more sales managers effective at coaching salespeople? Modeling – They did not report to a sales manager who was effective at coaching. Visit: kurlanassociates.com.

Coaching 51

Coaching Sales Management Lead Rank Incentives 51