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25 Sales Experts on the Importance of Coaching Salespeople

Understanding the Sales Force

Because sales managers are not coaching – still – at least not consistently or effectively. It’s simply incomprehensible that sales managers aren’t picking up the clue phone. Sales Managers don’t want to coach because it takes away from personal sales.

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5 Strategies B2B Companies Can Use to Maintain Margins When Inflation Is High

Prima Resource

Even as sales are increasing, margins are shrinking, which puts companies in a difficult position. The post-pandemic rise in inflation is something that businesses haven’t seen in almost forty years. Many are ill-equipped to handle this change. COVID has created a lot of inflation because of problems and delays in the supply chain.

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Want to sell value? You need these sales management competencies first

Prima Resource

As a sales manager, you are responsible for developing and leading your team to success. One of the critical factors in sales performance is selling value. Being able to sell value means that sales teams can steer the conversation away from price. This article will outline the skills sales managers need to do just that.

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7 Signs Your Sales Manager Must Go

SBI Growth

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. Having an open sales manager forces you fill in for the team. Should we let this guy go?”

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3 Emerging Metrics for Today’s Sales Manager

SBI Growth

Buyers are more self-directed and demand a different sales person. And this requires a different sales manager. CEOs that have terminated Sales VPs recently state performance is only part of the reason. The other is the inability to get consistent performance from sales managers. A’ player Sales Mgrs.

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The Pros and Cons of Different Sales Compensation Plans

Janek Performance Group

Without the incentive of commission or performance-based bonuses, salespeople may lack the motivation to go above and beyond in driving sales results. Sales managers will have to think of nonmonetary alternatives as motivators. Also, it can be more challenging to tie performance to goals.

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A Sales Management System

InsightSquared

A global “best in class” sales function will consistently produce a quarterly forecast with a margin of error within 3 points—1% on the downside and 2% on the upside. This is especially challenging in larger sales functions with many sales regions but equally difficult in newer higher-growth businesses with new sales teams.

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