The Entrepreneurial Sales Manager

Pipeliner

Condensed from a Pipeliner SalesChat Interview with Andy Gole Interview by John Golden Andy Gole has taught selling skills for over 20 years to over 90 clients in a variety of different industries and market conditions. Sales Management entrepreneurs sales management sales managers

Are You an Effective Sales Manager? Here are 10 Clues

Pipeliner

Your company’s Go-To-Market strategy is understood by your sales team. Your company has evolved and clearly defined an ideal target customer profile, and your sales team knows it well. When you sit in on sales calls, it is clear you are there in a secondary, supportive role.

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Sales Management Training Webinars

Steven Rosen

6 FREE Sales Management Training Webinars . The #1 driver of performance in sales organizations are front-line sales managers. In 2016 only 1/3 of sales managers received any training on hiring vs 49% in 2015. Sales Management Challenges.

Five Tools Every Sales Manager Should Use

Your Sales Management Guru

Five Tools Every Sales Manager Should Use. During a recent podcast interview I was asked what I thought were the top five “systems or tools” that a Sales Manager needs to be successful. Weekly Sales Meeting Agenda. Sales Dashboard. Sales Management Systems

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What Are the Three Magic Questions a Sales Manager Must Know?

Pipeliner

In the 20+ years we have been working with sales managers and salespeople, a constant need is sales opportunity strategy advice. 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 Management End of Year Checklist

Your Sales Management Guru

Sales Management End of Year Checklist. . Depending upon the person and the conditions in their sales organization each article may or may not be pertinent. I decided to start with a Sales Management End of Year Checklist. Need more sales management resources?

Sales Leaders’ Guide to Developing an Awesome Sales Management Team

Steven Rosen

Sales Leaders’ Guide to Developing an Awesome Sales Management Team. Do you want to develop an awesome sales management team? Sales leaders have several options to achieve and exceed their sales numbers. Sales support materials billions of dollars.

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. He earned a BBA from Notre Dame, a MBA from the University of Connecticut, and his PhD in marketing from Georgia State University.

The Need for Emotionality in Sales Management

Pipeliner

Ken Thoreson is the president of Acumen Management Group , and a recognized expert in sales execution channel management. He has over 18 years in consulting and advisory positions, and has led development-stage entrepreneurships as well as $250 million national vertical software sales organizations. Q : When you talk about emotion and sales management, what do you mean? A : The new sales manager or any sales manager needs to learn how to communicate.

Sales Management & Discipline

Your Sales Management Guru

Sales Management and Discipline. I received a call from a former client that was concerned about the status of their sales team and VP of Sales-it seems that their revenue was off more than $2M over the previous year and below their growth goal! After that conversation I next interviewed the VP of Sales. The VP of Sales and President failed on one major tenet of sales leadership; they forgot about the need for discipline.

Building sales management excellence: 12 questions for getting it right

Sales Training Connection

Sales Management Excellence. Herminia Ibaraan, an INSEAD professor, published a provocative book arguing that in today’s market if you desire to get better at management you must venture outside your comfort zone. 2016 Sales Momentum ® LLC.

The 7 KPIs for Sales Managers Dashboard

Increase Sales

Sales managers face increased responsibility and accountability. Research continues to show sales teams do not meet sales goals while margins shrink due to the dynamics of market forces as well as government compliance. 1 – Sales to Earn or Close Time.

Sales managers must be roadblock removers

Sales Training Connection

Sales managers – roadblock removers. Sales managers – how does your sales team spend its time? You can’t sell if you are not selling and most sales reps spend too much time not selling. . 2014 Sales Momentum ®.

Sales Managers: Don’t Be Shot by Both Sides

Pipeliner

For any enterprise with a sales team (that’s nearly all companies), these feelings are particularly felt by the sales manager. To begin with, most sales managers are promoted into their positions from having been successful salespeople. Pity the poor sales manager.

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

3 Sales Management Secrets for Success

Steven Rosen

You are a strong sales manager and you know your business, your customers and your reps. I don’t know any sales manager who plans to fail, but some fail to plan. Interestingly most sales managers tend to overlook these areas. Allocation by Sales Rep.

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.

The Importance of a Free Market to Sales Management and the Sales Force

Pipeliner

In this series of articles on economic philosophy applicable for the sales force and sales management, we’ve been stressing certain entrepreneurial principles and their importance in sales and commerce. Sales Management Salespreneurs

11 Actions Sales Management Must Take Now!

Your Sales Management Guru

11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. Make your sales meetings fun. Muscle up your sales team.

How a Sales Manager Gets Promoted

Sales Benchmark Index

Almost like an NFL free agent, you test your value in the market. This leaves you asking yourself, “What skills as a Sales Manager am I missing?". sales strategy Sales Leader Sales Manager Sales Manager Resources

Sales managers – are you passing the leadership development test?

Sales Training Connection

Developing Sales Leaders. It’s natural for front-line sales managers to focus on sales team performance – drilling down on the numbers. Sales managers spend their careers developing the required skills with corporations providing the necessary training and encouragement.

Sales managers – a new pathway to leadership

Sales Training Connection

Sales Leaders. Herminia Ibaraan, an INSEAD professor, recently published a provocative book arguing that in today’s market if you desire to assume a leadership position you must get outside your comfort zone. So let’s translate this message to sales management.

Sales Management–Pragmatic Selfishness

Partners in Excellence

Perhaps it’s ambition, perhaps it’s ego, but many seem to capture their self worth in statements like, “I have thousands of people working for me…….” This classic hierarchical approach with the implicit idea of the power managers have over subordinates no longer works (if it ever did). Then there’s the “servant management” theory of leadership. What are we a managers supposed to do? Managers know they have to step up and take action. Do You Deserve To Be A Manager?

The Real Role of Marketing in Sales

Pipeliner

Clearly the traditional view of Marketing–simply being a lead generation engine, focused at the top of funnel–no longer holds true. Marketing has a rapidly evolving role that takes it much deeper into the buying process than ever before. Sales Management Leadership

Interview with Steven Rosen Author of 52 Sales Management Tips

Pipeliner

John Golden talks to Steven Rosen founder of STAR Results about his book 52 Sales Management Tips. 52 Sales Management Tips is written for sales managers who struggle within a corporate environment that doesn’t support them or their development needs.

Sales managers and the story of the “super salesperson syndrome”

Sales Training Connection

Sales Manager. Well, a sales manager with the “super salesperson syndrome ” will probably exhibited some of these 6 characteristics : Sell rather than coach. When push comes to shove, S 3 sales managers will spend their time selling rather than sales coaching.

Sales managers and the “mini-me” syndrome

Sales Training Connection

Sales Managers. I was talking with a new B2B sales manager about sales coaching. She was a super star as a sales rep and promoted to a sales manager just a couple of months ago. Transformational Market Shifts. 2014 Sales Momentum®.

Sales Management: The need for creativity

Your Sales Management Guru

Sales Management: The need for creativity! This past week I had opportunity to work with a great client at their worldwide sales conference in Miami. What was the most creative sales tactic you have used? Need more sales management resources?

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.

Sales Management: What is your goal–today?

Your Sales Management Guru

Sales Management: What is your goal—today? . Sales leadership is a constant focus on many various facets of business-it’s one of the reasons sales management is a one of the most difficult jobs in any business. The person responsible for driving revenues has to focus on their sales team; its activity levels, their sales opportunities, morale/emotion, training, customers, perhaps marketing as well as other departmental interactions.

Sales Enablement Versus The Front Line Sales Manager

Partners in Excellence

Mike Kunkle is leading an important discussion about a new trend in Sales Enablement. Mike identifies the issue: “I’ve been reading Sales Enablement leadership job descriptions lately. But isn’t that what front line sales managers are supposed to do?

Successful sales managers are effective delegators

Sales Training Connection

Lessons for Sales Managers. In the book, the author shares several key points about entrepreneurs which we believe surely presents lessons for sales managers. Delegators are great managers and supportive bosses. 2014 Sales Momentum, LLC.

Hacking Sales Management

Partners in Excellence

As with the prior articles, I get huge numbers of requests from sales manager to help Hack their jobs. “What are the short cuts?” ” “How do I manage my time better?” Having said that, here’s a few of my favorite hacks to 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.

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.

7 Steps to Success for Sales Managers

Your Sales Management Guru

7 Steps to Success for Sales Managers. -A After being a VP of Sales, consulting on sales management for 19 years and after writing four books on sales management, Max Cates, author of 7 Steps caught my attention in the first five pages.

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

Your Sales Management Pitch to Hire Better Sales People

Anthony Cole Training

There isn’t a single sales manager, sales executive or company president that tells a prospective new hire that the compensation program is poor, there is a lack of support, the company does not occupy a strong position in the market and there is no chance for professional advancement!

Sales Managers Only Have One Real Goal!

Partners in Excellence

There’s a lot of stuff written about what sales managers have to do and their key job responsibilities. There lots of ways we see managers behaving. Some seem to think they have to be super sales people–the person that comes in to close the deal.

Dead Is Dead (in Sales and Marketing)

Pipeliner

Outbound marketing is dead. Many say that even marketing as a whole is dead. The post Dead Is Dead (in Sales and Marketing) appeared first on Pipeliner CRM Blog. Sales ManagementHave you noticed how many things are dead these days? Cold calling is dead.