Are You Sales Managers Sabotaging Your Company’s Sales Training Investment?

Sales and Management Blog

“We don’t spend money on outside sales training because it never seems to do much good. Many company leaders have the above attitude because their experience has been that the training they paid good money for didn’t change their sales team’s behavior—at least not for long. The company leader assumes that the root of the issue lies with the training company and its inability to have a long term impact on the sales force.

Determining Who Goes Where: Assigning Reps to Inside and Outside Sales Positions

Sales Tips & Techniques

The role of each representative within a sales organization is essential, but people only reach their full potential if they are put into the right position within that company. Read full story → Sales Management

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Inside Sales Vs. Outside Sales: Determining Best Fit For Each Position

Sales Tips & Techniques

A sales management team needs to benchmark the job in order to find out what is required for outside sales versus inside sales, as this will allow them to determine who will fit in each role in their organization. Read full story → Sales Management

Are You Making These Top 5 Missteps in Hiring a New Salesperson?

Increase Sales

With the turnover (churn) of salespeople as well as those in sales management, there appears to be some miss steps happening. Top Misstep #1 – Ignoring the Wisdom of Existing Sales Team. Sales managers fail to ask the rest of the sales team as to what type of salesperson is needed. Even though the essence of sales has not changed, how to reach new sales leads has changed. Top Misstep #3 – No Onboarding Including Sales Coaching.

How to Lower Your Cost-of-Sale: Leverage New Sales Automation Technologies and the Inside Sales Model

The Sales Insider

With the advent of remote communications technologies, the inside sales model is slowly pushing the outside sales model off to the side of the stage. Inside sales is the practice of using modern computer tools and technologies to accomplish the Read more. Best Practices How To's Inside Sales Inside Sales Tips Inside Sales Training Lead Management Lead Response Lead Response Management Remote Sales Sales 2.0

The Eroding Distinction Between Inside And Field Sales

Partners in Excellence

There’s a lot written about the shift from field sales to inside sales. It makes sense–but I wonder is there really much of a distinction between inside and outside sales. I started my career a field or outside sales person.

9 Principles of Effortlessly Effective Networking

Keith Rosen

So, if you would rather build your business off referrals, is your sales funnel bursting with potential new selling opportunities that you’ve generated through networking and by utilizing a referral program? To do so, she found an outside sales position selling a line of self-care products.

[Sales Alchemy]: Turning a “No” into a “Yes”

No More Cold Calling

” That’s a wise observation from an astute manager I worked for early on in my sales career. Others say prospects use objections to test your sales savvy or to see how you respond. This reduces and often eliminates major objections to the sale.

Inside sales – it is a new dawn and sales training needs to shine

Sales Training Connection

Inside Sales. When it comes to inside sales, put aside old visions of airplane hanger-size room filled with lots of salespeople making lots of sales calls using finely polished scripts. Sales Coaching. 2013 Sales Momentum ®.

Guest Article: Agile Field Sales Teams are the New Winners

Jonathan Farrington

Agile Field Sales is an emerging paradigm made possible by the rapid expansion of capabilities in cloud and mobile technologies. This approach to Agile Field Sales merges the benefits to reps and management. General Agile Sales Teams Mathew Brogie Salespod

Managers Don’t Know What Their People Are Doing

Keith Rosen

Managers worldwide struggle to find the time and resources necessary to properly observe their people. A couple of weeks ago I delivered a webinar in partnership with Salesforce.com and Work.com that focused on key concepts from my book Coaching Salespeople Into Sales Champions.

If I Have to Sit Through One More B.S. Sales Training Class…

Dave Stein's Blog

Memo: To Sales Reps and First-Line Sales Managers From: Dave Stein Subject: Sales Training As you know, I spent nearly a decade evaluating and comparing sales training companies, their approaches, and their effectiveness. I know him from his past life as a sales rep. He is a sales heavy-hitter if there ever was one. We discussed sales training. He said, “I can’t tell you how many sales training programs I’ve sat through.

Top Sales Blog: Sales Management 2.0

Top Sales Blog

Top Fifteen Articles on Top Sales Blog. Will I Have to Cold Call for the Rest of my Sales Career? Is "Price Retention" Going to be Our Biggest Sales Challenge for 2009? Will Fultz on the Sales Bloggers Union. Will Fultz on Sales Gravy. 30/60/90 Day Sales Plan.

If You Are One of the One in Two, Here Are One or Two Things You Should Do ….

Jonathan Farrington

am reliably informed that at least one in two front-line sales professionals are going to be behind quota at the end of this week – the end of Q2. If you are someone who is responsible for organizing sales team development for your company, read on, I am about to save you a lot of money.

There is Always Room for a New Client

Score More Sales

When I was in my early years in technology sales, I had a great sales manager named Clarence Waters. Inside Sales Power Tip 130 – Know Your Buyer. . The post There is Always Room for a New Client appeared first on Score More Sales.

Build a Bold, Data Infused Sales Strategy for 2013

Sales Benchmark Index

“Freedom lies in being Bold” – Robert Frost Are you consistently bringing bold sales strategy ideas to the VP of Sales? To be a world class Sales Operations leader, pick up the pace. Quantifying the potential impact for their sales leader.

Choose Activity Goals to Grow Sales

Score More Sales

For those of us who have been in the sales profession for any length of time, you know that your sales leader or head of the company has revenue goals for you to hit. If you are in outside sales, the number of targeted events you attend (events where your customers and prospects are).

What Is the Makeup and Function of the Ideal Sales Force?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan The million dollar question. I''ve written four White Papers over the last several years, all backed by science and data from the more than 700,000 salespeople and sales managers that Objective Management Group has evaluated and assessed.

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What Is the Make up and Function of the Ideal Sales Force?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan The million dollar question. I''ve written four White Papers over the last several years, all backed by science and data from the more than 700,000 salespeople and sales managers that Objective Management Group has evaluated and assessed.

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Top Sales Blog: Should I Trust My Sales Manager's Advice?

Top Sales Blog

Top Fifteen Articles on Top Sales Blog. Will I Have to Cold Call for the Rest of my Sales Career? Is "Price Retention" Going to be Our Biggest Sales Challenge for 2009? Will Fultz on the Sales Bloggers Union. Will Fultz on Sales Gravy. 30/60/90 Day Sales Plan.

10 Reasons Why Inside Sales Will Displace Field Sales Teams by 2015

Pointclear

To read an excerpt from her latest book, Smart Sales Manager , click here. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations. Should they keep their expensive sales duo: inside sales AND field sales? Or just go with inside sales? The following trends indicate that field sales teams are becoming extinct.

Skype 69

The July Edition of Top Sales Magazine is Published

Jonathan Farrington

. We are delighted to announce that July’s edition of the Top Sales Magazine has been published – slightly later this month due to the July 4 th celebrations in the US. “Time Management” by Dr.Tony Alessandra. For years, I was an outside salesperson.

How the Best Sales Appointments are Never Qualified

Klozers

In B2B sales one of the biggest overheads for the business can be the outside sales reps. It makes sense therefore, to maximize our resources as we simply cannot afford to have our sales people calling on unqualified sales prospects. Sales Management

Is Inside Sales Training Equal in Importance to Field Sales Training?

Dave Stein's Blog

In today’s challenging selling environment, people and resources typically regarded as inside sales are driving a higher proportion of bottom-line sales results. To stay competitive, sales managers must improve training for inside sales representatives. ESR encourages sales managers to approach training for inside sales representatives just as seriously as they would approach training for their most valuable outside sales (or field sales) representatives.

Is Inside Sales Training Equal in Importance to Field Sales Training?

Dave Stein's Blog

In today’s challenging selling environment, people and resources typically regarded as inside sales are driving a higher proportion of bottom-line sales results. To stay competitive, sales managers must improve training for inside sales representatives. ESR encourages sales managers to approach training for inside sales representatives just as seriously as they would approach training for their most valuable outside sales (or field sales) representatives.

The 3 Big Faults Sales Finds with HR

Sales Benchmark Index

She is the new HR Business Partner to the Sales Organization. This advantage will give her a long tenure serving sales. The advantage is being Outside-In. HR and Sales leaders who need better collaboration must read this post. Can’t promote a sales manager to a director.

Top Sales Blog: My New Podcast is Up on Sales Management 2.0

Top Sales Blog

Top Fifteen Articles on Top Sales Blog. Will I Have to Cold Call for the Rest of my Sales Career? Is "Price Retention" Going to be Our Biggest Sales Challenge for 2009? Will Fultz on the Sales Bloggers Union. Will Fultz on Sales Gravy. 30/60/90 Day Sales Plan.

How KPI’s Can Ruin Your Sales

Klozers

Managing a team of Field Based Sales Reps can throw up many different challenges as we endeavor to hit those ever increasing sales targets. Most sales managers will have a mixture of KPI’s they are working with, which will no doubt include some activity based targets.

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SalesProCentral

Delicious Sales

Sales (12918). Sales Management (2614). Inside Sales (849). Outside Sales (81). Sales Process (1775). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? Is your sales process slow or fast? sales

Guest Article: “Sales Force (Mis)Alignment,” by Tibor Shanto

Sales and Management Blog

Sales Force (Mis)Alignment. By now everyone is aware of the increasing talk of the need for alignment between marketing and sales, with some organizations realizing that it is healthier to look at the entire Client Life Cycle as one function rather than two. Many sales professionals you talk to call this group complacent, which is a nice way to express their frustration at their inability to engage with this group. by Tibor Shanto.

Top Sales Insights and Lessons from Sales 2.0 Boston

Score More Sales

Being at Sales 2.0 in Boston this week, I spent a full day away from the office but it is critical to see what others are talking about when it comes to sales enablement, sales strategy, new selling tools, and in increasing company revenues.

Josiane Feigon, featured speaker @ Inside Sales Virtual Summit

Productivity and Motivational Tips for Inside Sale

. Josiane Feigon Speaks on “ Inside Sales to Overtake Field Sales by 2015 — Are You Ready?” at Inside Sales Virtual Summit 2013, June 20 . June 18, 2013—Inside sales expert Josiane Feigon, President of TeleSmart Communications and author of the new book Smart Sales Manager, is a featured speaker at the Inside Sales Virtual Summit 2013, on June 20. Josiane Feigon’s controversial talk, Inside Sales to Overtake Field Sales by 2015 — Are You Ready?

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Inside/Outside, Is It Even Relevant Anymore?

Partners in Excellence

Sometimes I wonder about the discussions I hear about Inside versus Outside/Field/Direct sales. In ancient times, when I started selling (the ’80’s), I started as a direct/field sales person. We field sales guys were, honestly, relieved.

The Coming of the InsideSales Revolution

The Sales Insider

So what does this have to do with business, or lead management, or lead generation, or better sales management practices? But one of the driving focuses, one of our clearest, most visible agendas for making our clients happy is focusing on the Inside Sales Revolution.

Inside Sales Growing by Leaps and Bounds

Score More Sales

The state of the profession known as Inside Sales – or Remote Professional Selling – is thriving. While outside sales positions are on the decline, Inside Sales positions are growing at a phenomenal rate. Does that sound like your sales environment?

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Should Sales People Be On Quota?

Partners in Excellence

He asked a question, “Should sales people be on quota?” Pat went on to describe that many sales managers he talks to have other goals/metrics they use–certain numbers of activities, other measures. So should sales people be on quota?

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If I Have to Sit Through One More Sales Training Class…

Dave Stein's Blog

I know him from his past life as a sales rep. He is a sales heavy-hitter if there ever was one. We discussed sales training. He said, “I can’t tell you how many sales training programs I’ve sat through. coaching Sales Training Companies

What is the Net Effect of the Migration to Inside Sales?

Jonathan Farrington

“The growth in sales jobs, and therefore one would think, in sales training is in inside sales. Although there is a migration to inside selling, most sales training is based on the assumption that sales calls will be face to face.

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Jonathan Farrington's Blog ? Selling Is Going Inside ? Isn't It? Time.

Jonathan Farrington

But what I am suggesting is that many sales roles will disappear over the next three to five years, as their products and solutions become “commoditized” My definition of a commodity sale? Inside sales growth is 30% faster than their outside sales counterparts.

Don’t Just.

A Sales Guy

hire a two new sales reps. redo the sales process. change the sales strategy. promote a new sales manager. create a sales operations function. establish and inside sales team. build an outside sales team. ” or “Let’s just create and inside sales team.” When we set out to “just” hire a new sales person we end up hiring a farmer when we really need a hunter. You can’t just.