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.

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.

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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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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?

[Free Webinar] Overcoming Your Biggest Sales Management Challenges

Steven Rosen

Sales Management Challenges . Many sales managers are finding it increasingly more difficult to keep juggling all their priorities. Well, here is a great opportunity to hear it straight from two leading sales management experts. Where: Sales Experts Channel.

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 ®.

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.

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

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.

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.

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.

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?

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 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: 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?

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.

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.

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.

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.

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?

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!

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.

5 Takeaways from a Sales Management Training

Sales Benchmark Index

I spent last week at a Sales Management training event with a client. As a Sales Operations leader, you must be allocating the right resources to training. Turn managers into leaders. Demand Sales Force Automation adoption. Turn managers into leaders.

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

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. In most B2B markets the buying process has changed dramatically. 2015 Sales Momentum, LLC.

Hiring a Sales Manager - External or Internal?

Sales Benchmark Index

"Should we hire an external Sales Manager or promote from within?". Open Sales Management positions are bad for sales organizations. Having the wrong Sales Manager (SM) is worse. Hanna has two candidates to help Sales decide between: Iris and Eddie.

[Note to the Sales Manager] Why Your Sales Reps Can’t Close

No More Cold Calling

If you’re a sales manager, you’ve probably even said it. The problem is that sales reps neglect important activities during early stages of the sales process. Unless you address the broken links in your prospecting system , your sales reps will continue to struggle.

Why You Can't Fill Your Open Sales Manager Positions

Sales Benchmark Index

A post for Sales and HR Leaders to find root causes of Sales Manager (SM) vacancies. The Sales Manager position is the fulcrum between sales leadership strategy and sales force execution. Guidance: Understand market pay rates for SMs.

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.

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.

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Sales person to sales manager transition – A STC Classic

Sales Training Connection

A Sales Training Connection Classic. Sales people often are promoted into sales manager positions – primarily based on their sales success. Just because a sales people excelled at face-to-face selling doesn’t mean they will excel as a sales manager.

Is Sales Management Getting in the Way of Sales Success?

Jonathan Farrington

Recently, I made the point that the role of sales management – dare I say “sales leadership” – is now pivotal in the success of every organization and yet, it is becoming clear that around 80% of managers are unqualified to fulfil the role that is being asked of them.

Let’s Start Talking About Sales Manager Enablement

Partners in Excellence

There are 1000’s of articles, dozens of books on sales enablement. In the US alone, between training, technology, and tools, over $25Billion is spent each year on enabling sales people. There are dozens of software tools/platforms, with new one’s springing up every week that focus only on sales enablement. What about sales managers? What are we doing in sales manager enablement? Should Sales Managers Coach?

A Sales Manager’s Guide to Deal Strategy

Sales Benchmark Index

As a sales manager, your team looks to you for coaching and strategic help. Meeting with marketing to coordinate account-specific marketing activities. As the sales manager, broker a meeting with the internal resources required to close the business.

How To Identify A Weak Sales Manager

MTD Sales Training

There are few things more exasperating than employing someone who you have to micro-manage or continuously direct to get results. So what are the identifying marks of a weak sales manager ? How can you, as Sales Director, determine the signs that have to be dealt with? You measure your management team on the results they achieve. A weak manager will look for reasons and excuses. A weak manager will keep harping on about what results they achieved before.