The Center for Sales Strategy

APRIL 28, 2021

Increasing sales productivity and performance is a top challenge for any sales leader. One study even found that it surpasses the obstacles of recruiting, hiring, and onboarding. In conjunction, the 2020 Media Sales Report found that nearly 1 out of every 3 (31%) of salespeople spend 20-25% of their time in discovery meetings.

Hiring 87

Hiring Revenue Maximizer Territories 87

Miller Heiman Group

MARCH 11, 2019

The role of a sales manager may be the hardest job in sales. While coaching your team to sales success, your responsibilities include recruiting new talent and meeting the needs of key customers, all while collaborating with internal stakeholders such as marketing, product management and executives.

Sales Management 90

Sales Management Scale Lead Rank Maximizer 90

Hubspot Sales

JULY 9, 2019

Although factors like your product line, buyer personas, and brand awareness are important, sales managers are also critical to the success of any business as they have the potential to unlock huge returns that impact the business's bottom line. Onboarding and training new hires is another sales management responsibilities.

Sales Management 117

Sales Management Hiring Buyer Persona Compensation 117

Highspot

MARCH 12, 2024

ValueSelling Associates’ Julie Thomas and Highspot’s Kelly Lewis break down how to maximize the impact of revenue enablement Love it, hate it – or do everything in your power to work around it – when it comes to the revenue enablement function, everyone’s a critic. So, why do such polarized opinions persist?

Scale 115

Scale Engineering Maximizer Lead Rank 115

Hubspot Sales

APRIL 3, 2020

It’s no secret that salespeople often fail as sales managers. Nonetheless, many of the best reps within an organization often end up in management positions. Whether you’re actively seeking a role as a manager or have already gotten a promotion, you should understand the most difficult aspects of the transition.

Sales Management 111

Sales Management Hiring Promotion Coaching 111

The Pipeline

SEPTEMBER 23, 2021

Mike shares the 12 building blocks, tied together with systems thinking and communication management, sitting on a base of (optional) sales support services. The challenge has been defining Sales Enablement, is it training, sales operations, strategic, tactical, or some other thing. A Managed Process.

Sales Enablement 201

Sales Enablement Scale Hiring Maximizer 201

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do? Do nothing.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do? Do nothing.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

Sales and Marketing Management

JUNE 30, 2019

So why is it any different with sales? Accordingly, onboarding is a critical component in maximizing reps’ performance and ability to positively impact the bottom line. In fact, more than six in 10 organizations (62%) say their sales onboarding programs are ineffective, according to the Sales Management Association (SMA).

Hiring 221

Hiring Retention Case Study Maximizer 221

Act!

APRIL 25, 2024

Initiating a conversation like this maximizes your chances of grabbing the prospect’s attention when you eventually reach out to them with an offer. Let’s say your first email concludes with a call to action (CTA) to download a case study. Did you just find out that they host a podcast on their company’s YouTube channel?

Social Media 52

Social Media How To Case Study ACT 52

Hubspot Sales

MARCH 20, 2020

High-revenue growth companies are seeing the payoff; 54% of high-performing companies are using sales coaching more than in the past, and 60% use sales coaching as an integrated part of a sales training program. It requires a process, a consistent sales methodology, and time. Coaching vs. Managing.

Sales Coaching 106

Sales Coaching Research Coaching Sales Methodology 106

Janek Performance Group

DECEMBER 29, 2021

Like in a post-apocalyptic movie, sales heroes valiantly fought a formidable foe, developing and broadening their skills to combat the challenges of uncertain markets, supply-chain chaos, rising inflation, and the great resignation. To maximize time and attention, training must be broken into smaller blocks. Sales Assessments.

Trends 118

Trends Training Retention Face-to-face 118

Showpad

APRIL 30, 2020

All professionals are under the gun to maximize return on investment, but arguably no one is more committed to boosting the ROI of sales enablement than the people responsible for implementing it. While improved support from managers may be less tangible than faster onboarding and training, the results speak for themselves.

Sales Enablement 52

Sales Enablement ROI Scale Maximizer 52

LeadFuze

DECEMBER 1, 2021

” The study looks at the impact of globalization and how it’s changing in a digital world. This study will look into ways to improve sales performance, as well as how it can be challenging. Need Help Automating Your Sales Prospecting Process? To get the most out of your deal, try to maximize its value.

Webinar Metrics 52

Webinar Metrics Banking Hubspot Maximizer 52

Allego

MARCH 30, 2023

Add to that the management and administrative tasks that go with every sale, and even top performers may end up exhausted and frustrated. They need help improving their productivity —to maximize sales results while reducing the cost, energy, and time spent on each deal. Sales training is one solution.

Training 62

Training Face-to-face Exercises Maximizer 62

Highspot

MARCH 26, 2024

Oftentimes, sales managers won’t have the bandwidth to set up personalized training and coaching sessions for each rep on their team. From generative AI to conversational intelligence, AI is reshaping how sales managers provide coaching and training to improve sales performance and increase win rates.

Sales Coaching 52

Sales Coaching Coaching Training Exercises 52

Gong.io

AUGUST 19, 2021

I think there’s a lot of overlap from the last study we ran, but let me know if you have any questions. ” . I worked with nearly 200 B2B sales leaders to measure their reps’ activities and identify inefficiencies in their systems, tools, and processes. Read their case study. Send fewer internal emails .

Revenue 127

Revenue Forecasting Maximizer Case Study 127

The Center for Sales Strategy

SEPTEMBER 12, 2018

This is the first post in a four-part series on how managers can set new hires up for success. According to an Aberdeen Group study, 86 percent of respondents felt that a new hire’s decision to stay with a company long-term is made within the first six months of employment.

Hiring 67

Hiring Maximizer Study How To 67

Sales Hacker

MAY 3, 2018

As we embarked on our 2018 Business Performance Benchmark Study , our goal had not changed from 2017. We have a broad spectrum of opinions from 422 enterprise-level executives and sales leaders worldwide. This study examines the strategic impact on business in a changing global economic environment. 12% Shorter sales cycle.

Revenue 47

Revenue Webinar Metrics Maximizer Sales Cycle 47

Sales Hacker

DECEMBER 9, 2022

Nearly every sales organization will admit they could be better at planning. According to a study by Cascade Insights , more than 75% of sales leaders agree their planning efforts are problematic — and 90% of sales ops leaders confessed on LinkedIn they need to do sales planning faster and more frequently.

Lead Rank 97

Lead Rank Territories Lead Scoring Quota 97

Sales and Marketing Management

JUNE 26, 2018

Author: Tim Houlihan In an article written a few years ago, Michael Jordan, one of the greatest athletes of all time, listed 10 rules for maximizing competitiveness. I recently heard a sales manager end his meeting by saying, “In the end, you just need to do.” Unsurprisingly, focus was numero uno. Focus in communication.

Lead Rank 159

Lead Rank Intent Maximizer Lead Scoring 159

Miller Heiman Group

JULY 28, 2020

LinkedIn and Korn Ferry recently took a deep dive into the impact of the coronavirus on sales organizations. This continues a trend that has been building for some time: the average sales organization is already using 10 tools and planning to add four more. Sales Organizations Need to Equip Sellers With New Skills.

Trends 85

Trends LinkedIn Lead Rank Lead Scoring 85

Sales 2.0

FEBRUARY 1, 2023

This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. This first interview is with Oliver Churchill , the founder and CEO of Acuity Sales Decision Science. I was curious to hear what he thinks. I think the opposite.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

The Center for Sales Strategy

NOVEMBER 27, 2017

Great managers do this by keeping the natural behaviors of these people top of mind and committing to a handful of strategies to maximize their strengths. When we studied the very best new business developers out there, we found 6 specific behaviors that great sales hunters had in common.

Hiring 89

Hiring How To Maximizer Study 89

Pipeliner

FEBRUARY 26, 2023

Remember the days when sales managers routinely scolded sales reps for being in the office? And while sales reps may long for the good old days of “walking the halls”, research shows that buyers feel differently. While that’s not true of all sales reps, many still view more than cursory planning as a waste of time. “I

Account 52

Account Face-to-face Sports Scale 52

Your Sales Management Guru

OCTOBER 6, 2015

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”. This also is an opportunity to build a better sales team that will increase your market share as competitors lag.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

Showpad

MAY 17, 2019

How to Close the Gap Between Sales Forecasting and Reality. A recent MarTech study found that only 28 percent of closed deals were accurately forecasted by sales teams. Beware of these telltale signs that your sales support needs improvement. Sound like a team you’d want to join?

Sales Enablement 69

Sales Enablement Forecasting Sales Forecasts Maximizer 69

Score More Sales

JUNE 30, 2014

You call on those companies who are “more probable” to buy from you than those who are “less probable” to maximize reps’ time. Conduct assessments to find reps consistent to what it takes to succeed in sales at your company. Train and coach frontline sales leaders. Keep it Tasty – your offers to prospects must be enticing.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

Miller Heiman Group

JUNE 30, 2020

In normal times, sales managers carry the heavy weight of many responsibilities, including coaching their sales team, ensuring a positive customer experience and improving financial results. If before we thought that sales managers were running on sand rather than on pavement , they’re now treading quicksand.

Top of Funnel 78

Top of Funnel Lead Rank Funnel Sales Qualified Lead 78

Miller Heiman Group

MARCH 13, 2019

While many organizations reported increased adoption of a sales enablement function in recent years, several still struggle to use it effectively to achieve their goals. According to CSO Insights’ 4th Annual Sales Enablement Study , 61 percent of organizations have a sales enablement function. Of those, only 34.4

Sales Enablement 107

Sales Enablement Course Scale Sales Technology 107

The Brooks Group

MARCH 13, 2014

We're constantly being asked by our clients about where sales managers should be spending their time. No matter what one’s position in life may be, whether it’s a CEO, Vice President of Sales, Regional Sales Manager, President of a country or the general of an army, there is one common characteristic.

Sales Management 40

Sales Management Travel Sales Coaching Coaching 40

LeadFuze

NOVEMBER 30, 2021

Forward-thinking sales leaders know how to maximize the white space at the end of your email with interesting, informative, and valuable information. Essentially, sales manager email signature marketing is a way to turn your individual business email into a lead generation machine. .; 4 – Let Your Customers Talk.

Ideal Customer Profile 52

Ideal Customer Profile Marketing Social Media Case Study 52

Miller Heiman Group

JULY 22, 2019

In “All That Glitters Is Not Gold: 2019 World-Class Sales Practices Study,” CSO Insights, the research division of Miller Heiman Group, shared the top 12 best practices that are aligned with world-class sales performance (download it here if you haven’t read it yet). Take the Sales Performance Meter.

Infusion 49

Infusion Forecasting Maximizer Face-to-face 49

Close.io

FEBRUARY 18, 2020

I like to think of gender diversity in sales as a methodology or model, similar to Challenger Sales, customer centric selling, or change management. With something like Challenger Sales, companies see the benefit and go on to implement it in order to maximize success and profit. Sharing control with others.

Promotion 85

Promotion Hiring Lead Rank Maximizer 85

Partners in Excellence

JUNE 16, 2019

As managers we know we have to: Hire, onboard, develop, retain the very best talent. Maximize the performance of each person on our team. For those of you interested, I suggest you start studying this, I know I am. Sales Managers Need Coaching And Development Too! Stop Wasting Your Money On Sales Training!

Hiring 94

Hiring Territories Exercises Study 94

CommercialTribe

DECEMBER 22, 2020

The 1:1 time managers spend with their reps is finite. How can sales leaders help managers ensure they are maximizing the impact of coaching interactions? We studied the data and found intriguing correlations around the types of feedback provided to reps and their rate of development. The Right Sales Tech.

Coaching 94

Coaching Lead Rank Lead Scoring ROI 94

Gong.io

JULY 5, 2022

They represent the stages salespeople go through from lead to sale. Pipelines aren‘t a rough representation of the ideal customer journey, they are actual representations of the sales process, and there‘s no skipping stages (that‘s a sales manager no-no). Image Source ). Image Source ). Evaluation . Top of Funnel.

Top of Funnel 133

Top of Funnel Funnel Examples B2B 133