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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Sales strategy coaching – maximize your investment

Sales Training Connection

Sales strategy coaching. In most cases a majority of your sales reps will not be able to effectively and efficiently fine-tune their strategies for winning in their major accounts. With this mindset on the table let’s look at four best practices for coaching sales strategy.

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Sales Manager Enablement

Partners in Excellence

Thanks to people like Mike Kunkle , Tamara Schenk , Jason Jordan , Mike Weinberg , and others; the importance of Front Line Sales Manager Enablement is getting some visibility–though still not enough. But simply sending a manager to a training program on coaching is insufficient.

Sales Managers Need Coaching And Development Too!

Partners in Excellence

Virtually everything one reads about driving sales performance and productivity focuses on the sales person. 1000’s of books and articles provide endless advise to help improve sales people skills. Billions are spent on tools–again all aimed at the sales person.

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.

Why Sales Managers Hate Performance Management

Steven Rosen

Performance management can be a dirty job. Many managers shy away when having to deal with performance issues. Here are a few considerations when addressing sales performance issues. Opportunity Cost: What happens when one of your sales people is not performing?

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.

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?

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.

New sales managers – 6 questions to help avoid the granular trap!

Sales Training Connection

New sales managers. New sales managers face a lot of new challenges. As they seek to develop the skills to work through new challenges, there is a tendency to gravitate back to what they know how to do – in the case of new sales managers , it’s usually selling.

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.

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?

Maximizing Sales Management Impact

Partners in Excellence

Sales management is one of the toughest jobs around—particularly that of the first line sales manager. Fundamentally, our job is to maximize the performance of our sales teams–both tactically and strategically. I read a post, How the VP of Sales can Inspire their Sales Team with 4 Simple Habits. The biggest impact a sales manager at any level can have is by being out with their people in front of customers.

Bridging the abyss – From sales rep to sales manager

Sales Training Connection

Transition from Sales Rep to Sales Manager. Now, you’re a newly appointed sales manager. The good news is you have the pivotal job for improving the sales effectiveness of your organization. Don’t assume what worked for you will work for your sales team.

Sales management and the tyranny the clock

Sales Training Connection

Sales managers and the time trap. For sales managers Public Enemy # 1 is time. The more successful a sales manager, the more demands on their time. One simple answer is enough is enough when there is not enough time left to manage and coach your sales team.

Sales Manager—Business Manager Or Coach?

Partners in Excellence

The responsibilities of a sales manager are very broad. Frontline managers have to work to make sure each person on the team is performing at the highest levels possible. At the same time, there’s the “business management” aspect of the job: Are we going to make our numbers? Are we managing our budgets effectively? Too many sales managers spend too much time focusing on the business management aspects of their jobs.

How Sales VP’s are Maximizing Span of Control in a Virtual World

Sales Benchmark Index

78% of Sales VPs during our research tour asked us the same question. What is the optimal Span of Control for their sales managers and themselves?” But what should you now do about the burdening task of managing all these sales people virtually ?

Sales Manager, How Are You Performing?

Partners in Excellence

I want to have a heart to heart with Sales Managers/Executives. Sales people and others can listen in if you want. After all, the data on sales management turnover is pretty disturbing—the average longevity in the job is 20 months.

How CEOs Can Help Sales Managers Beat the # in 2013

Sales Benchmark Index

This post is about how CEOs should invest in sales managers to improve revenue growth in 2013. As part of our annual Q3 Research Tour, SBI surveyed over 10,000 sales reps. 66% of the respondents “agreed” or “strongly agreed” with the following statement: I believe increasing the time invested by my sales manager in coaching, training and development activities will have a positive impact on my performance. Reps crave training from their managers.

Band Aid Management Or Sales Management Operating System?

Partners in Excellence

The job of the sales leader is to maximize the performance of the organization. The sales leader has to make sure the organization is working as effectively and efficiently as possible, executing the corporate strategy with the customers.

How Today’s Sales Manager Needs to Change their Field Coaching

Sales Benchmark Index

Sales VPs need to train their Sales Managers differently. Coaching sales people has changed. 77% of all Sales Managers reported fewer sales calls in 2012. Download the Sales Manager Situational Coaching Tool to immediately change your coaching.).

Sales Management Isn’t Simple!

Partners in Excellence

Being a top performing sales manager or executive isn’t an easy job. Sales managers live in a world of constantly shifting priorities, crises, and challenges. Simultaneously, sales leaders must balance their responsibility in executing the company strategy in the markets and with customers. They have to maximize the performance of the organization–in the face of few resources, less funding, increasing expectations and no time.

Sales Managers Don’t Produce Revenue, Sales People Do!

Partners in Excellence

Unless you are a sales manager with your own territory (which is an untenable position), you don’t produce revenue. It’s an important point that too many in sales management don’t understand. It’s their jobs to find the deals, qualify them, and manage them to closure. It’s their jobs to develop and execute winning sales strategies. Undoubtedly, as a top sales performer, you made your numbers.

Tools 14

Sales Leadership Dysfunction —“Super Hero” Sales Managers

Partners in Excellence

My last pose in this series was Disconnected Sales Execs. This week, I continue focusing on the “Super Hero” Sales Managers. We know who these types of sales managers are: They’re the people who swoop in on deals, taking them away from the sales person, closing the deals themselves. Of the differing types of Dysfunctional Sales Managers, this is probably the worst, for a number of reasons.

10 Proven Methods for Sales to Have Quota Success


Sales nirvana is to achieve quota by selling to a small number of clients close to you to maximize your productivity. There will always be a residual amount the sales rep will have to be creative to fill. Sales Management For Sales Pros

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Why Great Sales Managers are Almost Impossible to Find?

A Sales Guy

This question was posed over at the small business question and answer forum yesterday; What are the essentials to become a great sales manager? Here are a few excerpts from the some of the answers: A great sales manager understands that her salespeople are unique individuals. A mistake sales managers make is trying to force a process on their sales people; a process they can’t do effectively. Are you a great sales manager?

5 Tips to Crush Your Quota and Fuel Your Pipeline


But this proverbial, annual rinse-and-repeat pipeline exercise is a bad habit that can lead to missed opportunities for future sales. It ensures that you maximize your time, and your precious internal resources’ time, on the deals you have a better chance of closing.

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Listen Up, Sales People: Two Big Things Your Customer is Telling You


Like you, your customers are crazy busy and trying to maximize their time. And, as sales people, we have to understand where they want to spend their time in order to maximize our time. Dear sales person, Each and every day, I have a lot to do.

Knowing Your Customer When Face-to-Face Interaction is Obsolete


An age-old business maxim is to “know your customer,” and entrepreneurs, executives and sales agents have lived by this wisdom for centuries. Do sales personnel really remember every single client by face and name? Sales Management For Sales Pros

Guest Post: Three Mindsets of a Great Sales Coach

Mukesh Gupta

3 mindsets of a great sales coach by Mukesh Gupta. which provides customized sales management development programs and services. He is the author of “The Sales Manager’s Guide to Greatness: 10 Essential Strategies for Leading Your Team to the Top” I had the opportunity to read his book and was impressed with the thought process and the approach to sales management that he shares in the book. Sales managers are like sports coaches.

The Missing Link In Sales Performance

Partners in Excellence

Every sales executive is constantly struggling to improve the performance of their organizations. The data on percent of sales people achieving their goals, percent of companies making plan, and so forth is appalling. How do we get sales people to perform better?

Rehearsal Is the Work in Sales Presentations


Imagine my surprise when the national sales manager said to 60 of his top associates, “At lunch the sales team and I decided we have no idea how we managed to sell anything before we met Patricia.” It is common practice for companies in all industries to invest time and money making sure their sales associates know all about their territories, the company history, the products they sell, and their competitive marketing place.

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Build Your 2017 Pipeline NOW!

Your Sales Management Guru

At this time of year it is not unusual for salespeople and sales managers to simply focused on closing business to achieve their yearly objectives, maximize their compensation plans and unfortunately drain their pipelines. His blog has been rated in the sales blogs in the world!

4 Points of Connection for Public Speaking and Communication Success


Connect with your Physical Self to maximize your delivery. Sales Management For Sales Pros Entrepreneurs Leadership

What Is The Role Of Sales Enablement?

Partners in Excellence

This post may seem like I’m bashing the sales enablement function and sales enablement professionals. Sales enablement professionals have a tough and important job. Many of the most important initiatives focused on improving sales performance come through sales enablement.

Start 2017 Sales With This Aim Small, Miss Small Focus

Increase Sales

” I only wish those seeking to increase 2017 sales would heed this advice. Then and only then can they truly maximize these words of wisdom “aim small, miss small.” February’s sales goal (think a second bite) could be connect with all those sales referrals.

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

7 Benefits of a Prescriptive Sales Process. By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff. In most sales organizations, the majority of salespeople are B or C performers.

Developing Deeper Customer Engagements in the Digital Age


We already invested time talking about how smarter sales content analytics impact and improve your business in our article “ Sales Enablement in the Digital Age.” The good news is, you can brush up on Sales Enablement Best Practices that are built upon this foundation.

The Toughest Job In Sales

Partners in Excellence

Sales is tough. If you are a sales person, you’ve got to hit your numbers. As the top sales executive, you have the challenge of maximizing the capabilities and capacity of the entire organization to achieve it’s goals. Where do these managers turn to for help?