Pipeliner

JANUARY 1, 2021

This Expert Insight Interview discusses: The role of the sales manager in the post-COVID world. Effective ways to get the most out of your sales team. COVID and the Evolution of the Sales Manager. The sales manager role isn’t that well defined, to begin with. Playing to the Strengths of Your Team.

Positioning 97

Positioning Sales Management Video Intent 97

Steven Rosen

APRIL 6, 2024

In this episode of the Sales Leadership Awakening Podcast, host Steven Rosen and Colleen Stanley delve into mastering difficult conversations, stressing preparation and agreement on the next steps. Emotional regulation is an essential skill for sales managers to develop. Empathy is crucial in difficult conversations.

Conversion 120

Conversion Construction Sales Leadership Intent 120

Zoominfo

OCTOBER 19, 2023

Gaining greater insights into sales and marketing data has been a consistent theme in many recent conversations with our customers, and it’s a topic that ZoomInfo founder and CEO Henry Schuck believes in passionately. If you’re not doing anything with intent data to prioritize your accounts, start there.

Data 130

Data Hiring Intent Data Scale 130

Pipeliner

DECEMBER 28, 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 97

Sales Management Hiring Territories Coaching 97

No More Cold Calling

APRIL 4, 2013

Is training your sales team a waste of time and money? Sales training is not an event; it’s a behavioral change. Many sales leaders schedule training sessions, pat themselves on the back for investing in their teams, and consider their mission accomplished. Managers hold you to the same sales activities as before.

Sales Management 265

Sales Management Referrals Small Business Small Business 265

Partners in Excellence

DECEMBER 11, 2019

In military history, there has long been the concept of “Commander’s Intent.” Rather than giving orders that might try to dictate what to do in every possible situation, commander’s intent focuses on the outcomes they are trying to achieve in a certain operation. The second, related thing, is trust.

Intent 48

Intent Maximizer Exercises Sales 48

The Spiff Blog

DECEMBER 8, 2022

The variable component of success between great historic leaders and sales managers is exactly the same, and that variable is motivation. In relation to sales, let’s quickly walk through the transformation we assume most reps will undergo as they are promoted and attempt to become successful managers. Take it slow.

Compensation 71

Compensation Motivation Sales Management Strategy 71

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

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

Hubspot Sales

JANUARY 12, 2021

But when it comes to sales, some managers might have trouble delivering on it — often through no fault of their own. Here, we'll review some common sales coaching challenges, go over how to approach them, and identify the key qualities of reps that are flat-out uncoachable. How to Handle Coaching Challenges.

Coaching 122

Coaching Sales Management Sage Policies 122

Marc Wayshak

MAY 25, 2022

Do you manage a sales team or an organization that has a sales team? If so, you might often find yourself thinking, “I feel like with just a couple of small tweaks, we could be making so many more sales…”. Simply put, small tweaks have an outsized impact in sales. If this sounds familiar to you, you’re not alone.

Hiring 62

Hiring Sales Management Training Lead Gen 62

Anthony Cole Training

DECEMBER 5, 2014

Tony," you might be asking, "what does this have to do sales management and sales management tools?" Well, reader," I''m thinking, "it has a lot to do with sales management and sales tools, and it also gives me a chance to reflect on my dad and my youth spent on the farm."

Tools 196

Tools Sales Management Hiring Pipeline 196

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. Good Selling!

Sales Management 82

Sales Management Hiring Territories Coaching 82

Pipeliner

MARCH 5, 2018

I’ve always maintained that a truly great person responsible for a team of sales professionals doesn’t “manage” at all. Traditional sales “managers” spend their time enacting what the sales discipline prescribes. how to manage their sales funnel more productively. how to author a good sales proposal.

Sales Management 90

Sales Management Top of Funnel Loyalty Lead Rank 90

Anthony Cole Training

JULY 18, 2013

Regardless of where your sales people are on the bell curve, they can get better. Over the last 20 years at Anthony Cole Training Group, I''ve been privileged to work with thousands of sales people. Over the last 20 years at Anthony Cole Training Group, I''ve been privileged to work with thousands of sales people.

Hiring 169

Hiring Sales Management Guidelines Intent 169

Pipeliner

JULY 23, 2018

Advice for My Younger, Sales Manager Self. Part of why I am in this field, and why I excel at what I do, is because of the mistakes that I have made throughout my career, and my ability to help others not follow in my footsteps to becoming an effective sales leader, learning from my mistakes instead of making them themselves.

Sales Management 68

Sales Management Hiring Sales Qualified Lead Coaching 68

Anthony Cole Training

JUNE 5, 2015

As I continue to think about habits of sales people and the role of the sales manager in identifying, assessing and “correcting” habits, I keep looking for additional information that might be additive to this string of articles. Ike sent me a link to a survey that was done regarding the hunt for sales managers/directors.

Hiring 120

Hiring Sales Management CRM Scale 120

Keith Rosen

APRIL 17, 2019

There are many shared, best practices between sales coaching and selling. If the evolution of selling is coaching vs. closing customers, this also applies to how you manage and develop your team. Here’s a a global epidemic that every organization and manager struggle with. The Manager’s Viewpoint.

Coaching 117

Coaching Sales Management Intent Report 117

The Center for Sales Strategy

FEBRUARY 28, 2020

> How to Coach Underperforming Sales Reps– CloserIQ. Coaching underperforming sales reps is one of the biggest challenges that managers face. Too often, managers focus on the symptoms of a representative’s underperformance rather than the root causes. - MOTIVATION -. Many receive advice, only the wise profit from it.".

Coaching 74

Coaching Face-to-face Sales Management Intent 74

Steven Rosen

JANUARY 15, 2024

David Hennessy, the VP of Sales at Kite Pharma, is an experienced healthcare leader with over 20 years of experience in the biotech and pharma industries. The post (4:38 Video) “Appeal to Your Sales Team Heads and Hearts” appeared first on Steven Rosen | Star Results. Balancing logic and emotion, or enlisting help, is key.

Video 156

Video Data Intent Influencer 156

Partners in Excellence

NOVEMBER 11, 2019

I was struggling to meet with a sales manager. I thought that was what sales people are supposed to do.” ” We tabled the discussion, moving on to talking about his sales performance problems. He really wanted to talk, we had critical issues he had asked for help in addressing. “How’s it going?

Closing 72

Closing Sales Management Face-to-face Strategy 72

The Center for Sales Strategy

AUGUST 21, 2018

SCENARIO: For the first time in a long time, you have sales positions open, but the most talented salespeople likely are already employed elsewhere. Well, this scenario is one managers often find themselves in. 4 Habits of Highly Successful Sales Managers Who Retain Their Top Performers.

Sales Management 66

Sales Management Banking Intent Retention 66

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

Pipeliner

MAY 12, 2018

It’s Monday morning and Jennifer in Sales Management needs to provide feedback about sales performance and attitude to Joe, a team member. So she puts off the feedback meeting again, hoping that Joe will magically improve his attitude and sales performance. Improve your sales-management skills. Good Selling!

Sales Management 51

Sales Management Hiring Intent Territories 51

Keith Rosen

DECEMBER 8, 2013

The Consequence of Your Good Intentions. Sure, you can look at some of the talent on your team and say, “If only they worked a little harder, put more time into developing themselves and focused on increasing their sales activity, they could make more money and be an A player!”. What if they’re happy just being a B player?

Intent 117

Intent Coaching Sales Coaching Conversion 117

Pipeliner

OCTOBER 13, 2018

How to Dominate With Sales Management Mastery. Sales management mastery is no easy task. Sales managers have one of the most important jobs in a selling organization. Do Good Salespeople Make Good Sales Managers? Sales management requires a different set of skills from salespeople.

Sales Management 40

Sales Management Intent Motivation Forecasting 40

Sales Training Connection

NOVEMBER 24, 2014

Sales managers and developing trust. Sales managers must develop the trust of their sales team and help their team members to trust each other. Because of all this we are always looking for ideas that can help sales managers do a better job in developing trust. ©2014 Sales Momentum ®.

Sales Management 111

Sales Management Hiring Intent Coaching 111

Pipeliner

JANUARY 19, 2018

If we were to set intentions, rather than making resolutions, we would probably be more successful in keeping the promises to ourselves. If we want to lose weight, our goal shouldn’t be to start dieting on January 1st or 2nd but to set the intention to eat healthier and exercise more throughout the entire year. Make a plan.

Intent 49

Intent Exercises Pipeline Course 49

Closer's Coffee

JUNE 19, 2019

How to Choose the Right Sales Manager for Your Company. The sales manager is arguably the most critical person in the company. Hiring a leader for a sales organization is a decision that is more critical for a company. Many organizations “promote” their best seller to a sales management position.

Hiring 74

Hiring Sales Management Company How To 74

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. What is Sales Coaching Consistency?

Coaching 52

Coaching Sales Management Hiring Sales Coaching 52

Anthony Cole Training

FEBRUARY 18, 2020

In this blog post, we dive into the 5 Keys to Successful Sales Coaching & Growth and the idea that data can help you discover real-time information about your salespeople. This data allows everyone in your organization to make real-time decisions and real-time and intentional coaching decisions.

Sales Coaching 184

Sales Coaching Coaching Intent Hiring 184

Sales Hacker

JULY 17, 2019

Are you in sales and looking to get promoted into management? 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. What traits or skills do they look for in new managers?

Promotion 79

Promotion Sales Management Hiring Lead Rank 79

Understanding the Sales Force

JULY 31, 2023

Several different Zoom sales reps called to introduce themselves over the past several months. My Wistia sales rep called a bunch of times to go over their new pricing plans and explained that one new plan would only double, instead of triple our monthly fees. I don’t know about you but I don’t like those three groups.

Follow-up 156

Follow-up Proposal Intent Groups 156

Steven Rosen

MARCH 2, 2017

Having a team of top sales performers is great! When I coach sales managers on how to get the best out of their team, I realize that not all top performers are the same. Performance is not just about hitting sales numbers but how we do it. This week I had two coaching sessions with sales managers from different companies.

Energy 275

Energy Face-to-face Comparison Sports 275

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

Zoominfo

JULY 12, 2021

Business leaders depend on the conversations that sales reps are having with prospects to grow their pipeline and stoke their go-to-market engine. Many companies lack easy access to valuable insights that inform sales conversations in real time. Fast-Track Sales Enablement. Sales teams. Reduce onboarding ramp time.

Face-to-face 264

Face-to-face Intent Data GoldMine Lead Rank 264

Keith Rosen

FEBRUARY 16, 2021

I’ve been able to identify the seven, most common types of managers, so you can self-assess and uncover the areas to focus on that will make you a world-class, resilient leader and coach. Which one best describes you – or your manager? Excerpt from, Coaching Salespeople Into Sales Champions. The Presumptuous Manager.

Sales Management 48

Sales Management Coaching Account Lead Rank 48