Miller Heiman Group

NOVEMBER 12, 2019

In this guest blog post from one of our inaugural Miller Heiman Group Icons , Kevin Lewis, Global Sales Excellence Leader at Milliken Chemical and an authority on developing sales managers, recommends five ways to get new sales managers off to a great start. Great sales leaders aren’t born: they’re made.

Chemicals 75

Chemicals Sales Management Top of Funnel Lead Rank 75

Steven Rosen

JANUARY 14, 2024

We need to identify the critical success factors and narrow them down to three manageable items. “Change management is sales management, and that’s going to make the difference.” ” – Colleen Stanley Change management also plays a significant role in execution.

Strategy 156

Strategy Sales Leadership Competition Coaching 156

The Sales Hunter

MAY 17, 2014

Too many salespeople and sales managers spend too much time in the office! They will miss opportunities that are vital to the company. Yes, we need more empty chairs. Salespeople need to be out interacting with prospects and customers. I talk […]. I talk […].

Video 210

Video Consultative Selling Selling Skills Motivation 210

SalesFuel

APRIL 29, 2024

Real conversations serve a critical function in selling,” writes SalesFuel’s Tim Londergan. The art of conversation can sharpen your selling skills and provide insight to your prospect’s needs, wants and pains.” There are many opportunities to have interesting sales conversations that educate the buyer.

Conversion 92

Conversion Hiring How To Case Study 92

Hubspot Sales

MARCH 2, 2018

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Check out my book on running a human-centric sales process that'll win more customers.

Sales Management 109

Sales Management Hiring Top of Funnel Funnel 109

Klozers

JUNE 5, 2014

Consultative Selling Skills are used by organizations in many different industries to drive high end Business 2 Business sales, and whilst Consultative Selling is undoubtedly difficult to get right, the rewards are high given the typical values of the products & services involved.

Consultative Selling 48

Consultative Selling Selling Skills Ideal Customer Profile Sales Methodology 48

Miller Heiman Group

FEBRUARY 20, 2020

Only about one-quarter of sales leaders believe that their managers effectively coach and develop their sellers. In part, that’s because sales managers spend less time coaching—14%—than they do on selling, forecasting and administrative tasks, according to our latest study, 2020 Trends in Sales Management.

Sales Coaching 80

Sales Coaching Coaching Top of Funnel Lead Rank 80

Understanding the Sales Force

JULY 10, 2014

The biggest changes since our original set of 21 Core Competencies in 1994 are the inclusion of categories that compliment our dashboards as well as the inclusion of Sales Posturing and Social Selling. Next week I''ll introduce our new and revised Sales Management Core Competencies. They are marketing themselves.

Top of Funnel 309

Top of Funnel Social Selling Funnel Promotion 309

The Sales Hunter

JUNE 11, 2012

Establish an internal service level agreement – beyond just the number of calls, opportunities, appointments and closes that typical teams manage to, make sure your sales reps also buy into the turnaround time on follow-up activities or the process in CRM that they have to use.

Outsourcing Services 209

Outsourcing Services Sales Management Sales Outsourcing Sales Qualified Lead 209

Customer Centric Selling

MAY 3, 2017

Sales Tips: What Constitutes a "Qualified" Opportunity? By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®.

Opportunity 65

Opportunity Channels Sales Sales Forecasts 65

Sales Management Plus -- SMP

NOVEMBER 30, 2023

If you can identify which behaviors your most successful sales reps employ and then teach those behaviors to all of your reps, you will go a long way toward creating a rising tide of improved sales strategies. Using SMP, you could create this analysis in less than five minutes before your next sales meeting.

Distribution 52

Distribution Retention Sales Cycle Selling Skills 52

Hubspot Sales

SEPTEMBER 14, 2023

In the past, sales managers often saw sales coaching as a means of correcting negative behaviors by providing real-time performance feedback. Unfortunately, this feedback often doesn't result in significant behavior change from the sales representative. Sales Coaching Benefits 1.

Sales Coaching 110

Sales Coaching Coaching Benefit Construction 110

Hubspot Sales

NOVEMBER 18, 2020

Sales leaders who did not invest in remote selling fell behind — 50% of this subgroup did not hit their sales targets this year. 70% of sales managers say a manager’s ability to navigate change is more important now than it was five years ago. Sales Leader Priorities. Sales Leader Priorities.

Sales Leadership 142

Sales Leadership Hiring Face-to-face Decision Maker 142

Apptivo

JANUARY 27, 2022

There are two types of sales detractors whom you will come across when selling your products or services. The customer is not ready for upselling or cross-selling. Sales Plan. Furthermore, the sales plan will have a particular time period within which the sales team has to implement it. Be Selective.

Real Estate 98

Real Estate Promotion CRM Software 98

criteria for success

MARCH 17, 2021

This evaluation should focus on your process and products or services, rather than selling skills. Ideally the selling skills will develop over time.). What reports should be provided to management, and how often? For opportunities? What is involved in closing a won opportunity? Listen Now.

Hiring 97

Hiring Training Selling Skills Lead Qualification 97

The Sales Hunter

AUGUST 2, 2013

A sharp sales manager who is a strategic thinker and has clout in the company. No micro-managing. They don’t have time for petty stuff and especially for a sales manager or anyone else who wants to pick apart everything and insist on over complicating everything. Opportunity to be recognized and respected.

Hiring 238

Hiring Motivation Compensation Selling Skills 238

Vengreso

JUNE 16, 2022

All by now have implemented virtual sales training or online sales training programs that have had a better impact on sellers’ behavior than a face-to-face training session ever was able to achieve. Is Online Sales Training Effective? For years, sales training presentations have been crammed into one- or two-day events.

Benefit 59

Benefit Training Retention Ideal Customer Profile 59

SBI Growth

MARCH 22, 2013

In particular, the front-line Sales Manager - a critical role responsible for marshaling a team of revenue makers. This post includes a downloadable Sales Leader Curriculum. This tool is perfect for HR Business Partners who serve the Sales function. It will help to prevent vacant Sales Management positions.

How To 312

How To Sales Leadership Exercises Proposal 312

The Sales Hunter

APRIL 11, 2013

If you’re bringing senior management, then use it as an opportunity to have a meeting with the customer’s senior management. Remember, it’s your customer and you’re the one who deals with the customer on an on-going basis, not senior management. Copyright 2013, Mark Hunter “The Sales Hunter.”

Meeting 213

Meeting Customer Cold Calling Consultative Selling 213

The Sales Hunter

SEPTEMBER 13, 2013

Too many times, sales teams wait until it’s too late into the year to realize things have to change to make the number. If this is you, then you’re not being a strong sales leader. You’re being a weak sales manager. Copyright 2013, Mark Hunter “The Sales Hunter.”

Consultative Selling 217

Consultative Selling Face-to-face Selling Skills Motivation 217

The Brooks Group

JULY 8, 2014

Today’s sales managers need to lead and coach their sales force instead of managing and directing the team. Unfortunately, when sales managers aren't coaching - because they don't know how - they tend to get caught up with blaming their reps for failures on the part of the sales team instead of looking at themselves.

Coaching 40

Coaching Sales Management Guidelines Compensation 40

Showpad

AUGUST 23, 2018

Sales managers at any organization are in a position to guide and motivate those they lead, similar to the coach of a sports team. So it would make sense to give managers the proper training for sales coaching, right? Unfortunately, many sales managers do not know how to coach properly and aren’t being held accountable.

Coaching 45

Coaching Sales Management Scale Sports 45

The Sales Hunter

DECEMBER 20, 2013

For the sales manager, this is an extremely important trait. Confidence creates opportunity and in turn opportunity creates profit. Great salespeople exude confidence, not to the point of being arrogant, but in being able to handle any situation at any time. Copyright 2013, Mark Hunter “The Sales Hunter.”

Motivation 164

Motivation Selling Skills Opportunity Positioning 164

The Sales Hunter

JUNE 28, 2013

Managers, it’s your job to discern what are simple mistakes versus a pattern of irresponsibility. Then use those as opportunities for the person to learn and for you to remember that you are not perfect either. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Sales Leadership 209

Sales Leadership Motivation Selling Skills Up-Sell 209

A Sales Guy

SEPTEMBER 23, 2019

Too much activity management. “Welcome to the team,” said my new sales manager, as he dropped a giant yellow pages phonebook on my desk. We’re seeing a generation of salespeople who don’t have to do the work that hones their selling skills. Little respect for prospects and buyers time.

Sales Tools 108

Sales Tools Tools Cold Calling SalesForce 108

The Sales Hunter

DECEMBER 6, 2013

How is your sales leadership during the month of December? Too many times, I hear from sales managers who are complaining about how customers are pushing things back to January due to the holidays. Use December as an opportunity to go for it! Copyright 2013, Mark Hunter “The Sales Hunter.” Wasting 8.5%

Sales Leadership 199

Sales Leadership Selling Skills Motivation Sales 199

SBI Growth

SEPTEMBER 14, 2013

We find numerous obstacles Sales VPs and Sales Managers face. It wastes time and costs sales. Every year we compile research for our Sales & Marketing Research Review. Conducting over 5400 Sales Management surveys and interviewing 600+ executives gave us new insight. You need 6 candidates.

Hiring 300

Hiring Face-to-face Lead Rank Lead Scoring 300

Mindtickle

MAY 20, 2021

According to McKinsey research, over 85% of B2B sales interactions happen on the phone or within web conferencing platforms, making it impossible for sales managers to shadow every interaction between sellers and buyers. How it works. I had zero insight into why a rep couldn’t close a deal.

Conversion 98

Conversion Lead Rank Lead Scoring Remedy 98

Showpad

JUNE 29, 2021

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. Sales effectiveness is the domain where enablement collaborates with sales management to translate enablement efforts into tangible sales results. Sales effectiveness is where enablement efforts translate into sales results.

Face-to-face 96

Face-to-face Study Survey Coaching 96

Janek Performance Group

JANUARY 8, 2024

By mining sales data, you can identify opportunities to: Cross-sell – Cross-selling is the practice of offering customers additional products and services that complement or supplement their previous purchase. For instance, if you bought a new phone, a cross-sell might include a phone case and a charger.

Analysis 118

Analysis Segment Lead Rank Data 118

SBI Growth

AUGUST 27, 2013

Training typically involves selling skills or negotiation methods. Opportunity Assessment : This is a simple list of questions assessing the current deal situation. Opportunity Assessment : This is a simple list of questions assessing the current deal situation. This is where you will shorten the sales cycle.

Closing 306

Closing Pipeline Buyer Call-back 306

The Brooks Group

JUNE 10, 2014

Perhaps the most common error made by organizations trying to fill sales management slots is the tendency to promote a strong sales performer into a sales management role. In some cases, the salesperson who is appointed to be sales manager is the last one standing after the smoke has cleared.

Sales Management 40

Sales Management Hiring Sales Qualified Lead Retention 40

SBI Growth

NOVEMBER 14, 2012

66% of Sales Reps believe that increasing the time invested by sales managers would help to increase their sales. After all, sales management is responsible for Sales Performance Management. Build those skills by utilizing the tools around you. Your manager is one of those tools.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

Pipeliner

OCTOBER 24, 2023

We had an enlightening discussion about the importance of sales leadership, the role of emotions in sales, and the impact of effective coaching on sales teams and organizations. It involves asking questions and helping individuals discover their own solutions, which is both a coaching and selling skill.

Sales Leadership 59

Sales Leadership Video Cancellation Coaching 59

Partners in Excellence

SEPTEMBER 26, 2022

Yeah, I know many of you will say, “Well dugghhh, Dave, we know all about it and how important it is, after all, we’ve been selling for years… ” The reality, as I review pipelines, win/losses, deal strategies, the biggest challenges most people face is the opportunities aren’t really qualified.

Ideal Customer Profile 68

Ideal Customer Profile BANT Pipeline Margin 68

Partners in Excellence

OCTOBER 3, 2022

And it’s seldom the same buying group every buying opportunity. Why would HR, Sales, Marketing Customer experience care about a new manufacturing process control system. And why would manufacturing care about a new content management system. Maybe every few years. The link will take you to that collection.

Analysis 109

Analysis System Selling Skills Buyer 109

Mindtickle

JUNE 28, 2021

As a sales leader, you know the impact of effective sales coaching — it’s the key to maximizing your team’s potential. The problem is that for too long, sales managers have relied on a one-size-fits-all coaching playbook and hoped for the best. This will gauge their overall confidence in selling your solution. .

Coaching 95

Coaching Data Sales Coaching Conversion 95