Strategic Pivots During These Times

Engage Selling

Strategic pivots can help you during these times. I’ve noticed salespeople, sales leaders and executives get discouraged because their current buyers have slowed down or completely ceased ordering. I often get asked during my LinkedIn Live broadcasts how to generate … Read More » Goal Setting and Planning Observations from the real World business strategy sales collaboration sales leadership sales management sales objections sales strategy

Today’s 3 frontline sales management priorities

Membrain

Frontline sales managers - the people from whom individual members of the sales organisation take their day-to-day direction - have always played an absolutely pivotal role in the success of every sales organisation. Sales Management

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How to Pivot Your Sales Strategy in Light of COVID-19

Pipeliner

Business strategies change constantly, but they usually pivot slowly over time. Here are some ways to pivot your sales strategy to maximize your post-COVID-19 success. What is a Sales Strategy? What do business leaders mean when they talk about a “sales strategy?”

Pivot Strategies and Technology to Master Sales Digital Transformation

Crunchbase

In the last few months, endless sales teams have gone remote and learned to depend more consistently on digital tools. According to the Annual State of Sales by Salesforce , 57 percent of sales reps said they expected to miss their quota in 2018.

Start/Stop/Pivot/Restart Sales Strategies

Partners in Excellence

Sales, as with most things, is something that demands regularity in execution. By that, I mean, there are many things a sales person or manager has to do to perform. Some of the obvious: Prospecting, working deals, planning calls, developing proposals, developing territory/account plans, pipeline management/forecasting, time management, learning/training, one on one’s with managers (hopefully for coaching), and yes, even administrivia.

Medical device sales – sales managers play a pivotal role for sales productivity

Sales Training Connection

Medical device sales and sales managers. The cornerstone for making the adjustment will be the front-line sales manager. The Sales Executive Council , for example, reported a four-fold difference in top-line territory growth of sales reps under “star sales managers” (top 10%) compared to sales reps under weak sales managers (bottom 10%). Get serious about sales training and development.

Why don’t sales people pivot? Lessons from tech entrepreneurs

Sales Training Connection

Pivoting and Sales Pipelines. One concern we often hear from sales management is: “Our sales teams just don’t do a good job managing their pipeline.” As one frustrated sales manager related: “For some of my reps, accounts literally take up permanent residence at Stage 3 in their pipeline. ” Our frustrated sales manager’s concern is clearly legitimate. Time is something no sales rep has in oversupply.

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. Unfortunately, very often it’s only intuitive to the sales manager – not to the remainder of the sales team. It is particularly important that sales managers set clear expectations.

Leading Your Team to Success: 3 Key Competencies of a Sales Manager

criteria for success

What makes an effective sales manager? Acting as sales manager can be a difficult job because you wear two bulls-eyes: one on your front and one on your back. Your senior management is pushing for results, numbers, revenue, and profit. Coach, don't manage.

Sales management – balancing micromanaging and abandoning

Sales Training Connection

When asked about his early management challenges, Roger Ferguson – CEO at TIAA-CREF – shared: “You have to get the balance right between leaving them alone and micromanaging.” Although Roger was discussing management in general, we thought his advice was particularly relevant for sale managers. So we borrowed some of Roger’s ideas and added a few of our own related specifically to sales management. Recalibrate for pivotal events.

Trials and tribulations of new sales managers

Sales Training Connection

Sales Manager. New sales managers often are promoted for their sales success – not sales management expertise. So what happens after the sales manager assumes the role and responsibilities of their new position? Additionally many new sales managers are inundated by their sales team with fires to put out. Few new sales managers find themselves “ahead of the curve”. 2017 Sales Momentum® LLC.

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. This is one of the reasons why sales coaching gets put off until Friday and then never gets done. How can sales coaching be scaled to minimize time constraints?

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. They’ll look for reasons why they should be engaged at various times during the sales cycle and personally make sales calls in sales reps’ accounts.

Sales managers … don’t forget about trust

Sales Training Connection

Sales managers - building trust. It is difficult to overstate the importance of the front-line sales manager. Front-line management is the pivotal job for creating a great sales team. Ask most sales managers and they’d say that it is a time-balancing act. Doing things that build a real trust relationship with your sales team. Trust is a foundational requirement in the sales manager-sales team relationship.

Sales Management Coaching Skills For Growing Tech Companies

Integrity Solutions

All tech companies want to build a world-class culture, and front-line managers play a pivotal role. What kind of conversations are your front-line managers having with their customer-facing teams? With sales booming, several top salespeople were promoted to manager roles, and the expectations were high. In their new roles as sales managers, these individuals’ success would now depend on how well they could rally their teams.

Sales managers – a new pathway to leadership

Sales Training Connection

Sales Leaders. Would-be leaders must learn to pivot – it is more about doing something different rather than just the same thing better. Although Ibaraan was writing about business in general, we thought her message held particular insight for the world of sales. If buyers change how they buy, sellers need to change how they sell and sales leaders need to bring the insight to make that happen. So let’s translate this message to sales management.

Sales management coaching training – necessary but not sufficient

Sales Training Connection

Sales coaching puzzle. A while ago we received a call from a company wanting to talk about coaching training for their front-line sales managers. They were real cheerleaders – they believed sales managers were the pivotal job for sales success and coaching was the sales managers’ key responsibility. Then they trained their sales managers in coaching techniques. Time management. 2016 Sales Momentum ® LLC.

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. From our observation, these points are particularly important for front-line sales managers. They are the pivotal job for driving sales effectiveness. 2014 Sales Momentum, LLC.

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. Hence, in most cases all of the activities that are required to manage the numbers successfully lie within the sales manager’s comfort zone.

How to Shift From Sales Management to Sales Leadership

Miller Heiman Group

Even before the rise of COVID-19, sales managers had what’s known as the “hardest job in sales.” As the rest of their organization pivots to manage the challenges of the coronavirus and establish strategies for rebounding from the crisis, sales managers also must shift. Here are 10 things that sales managers must be and do to recalibrate their work and emphasize the leadership aspects of their roles. Sales Performance

Sales management: Step 1 – Stop annoying your sales team

Sales Training Connection

Sales Managers. If you want to get better at management a good first step is – stop annoying you staff. People complain about their managers regardless of their position inside the organization or the type of business all the time. While her five points were written to apply to all managers – we thought salespeople would be able to relate to them. These sorts of cryptic messages drive people crazy because they don’t know what the manager wants to talk about.

Big data supports the importance of front-line sales managers

Sales Training Connection

Sales managers. When companies get it right managers thrive, staff is more engaged, and companies gain a competitive edge. In fact, according to Gallup , when companies can increase the number of talented managers and double the number of engaged employees, they achieve, on average, 147% higher earnings per share than their competition. To achieve this higher level of engagement, Gallup argues that every team needs a great manager. 2014 Sales Momentum, LLC.

Data 87

The Sales Manager’s Cheat Sheet for the New Sales Era Based on 502 B2B sales teams

Sales Hacker

As leaders in sales engagement and sales management, Revenue Grid’s team has been working hard to understand this new landscape that we’re stepping into. We analyzed the data from over 502 B2B sales teams and hosted interviews with dozens of market leaders.

B2B 70

Sales management – it’s all about the time

Sales Training Connection

Sales Coaching. Front-line sales managers are the “pivotal job” for improving sales productivity. That means – if companies want to improve sales revenue and optimize sales profitability, they should do everything they can to make sure front-line sales managers are doing what they should be doing. The bad news is too many front-line sales managers in too many companies are still spending too much time on low priority tasks.

Sales managers – and the smartest person in the room dilemma

Sales Training Connection

Sales managers. There’s little doubt that sales managers are the pivotal job for creating a superior sales team. And, a critical responsibility for the sales manager is coaching. Most people agree that sales coaching is important and can make a difference. In sales calls, we recommend that salespeople “ask, listen, and then talk”. This is an equally valid proposition when it comes sales management coaching.

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. The message is: to achieve success, managers must learn to pivot – that is do something different rather than just getting better at doing what they are doing. How can I optimize the quality of feedback I share with my sales team?

New sales managers – starting off on the right foot

Sales Training Connection

New Sales Managers. Customers now want sales reps who are trusted advisors not product facilitators. All this means that in order for a sales team to be successful in the years ahead, front-line managers need be highly skilled. It is not an overstatement to suggest that front-line sales managers truly have become the pivotal job for sales success. Let’s look at how a new sales manager can get off on the right foot.

PODCAST 124: Managing Through Crisis: How to Create Pivotal Career Moments with Alyssa Merwin

Sales Hacker

This week on the Sales Hacker podcast, we’ve got Alyssa Merwin , Vice President of Sales Solutions for LinkedIn, North America. She runs Sales Navigator and is perhaps one of the most important people selling sales engagement and sales software in the world.

Maintaining Sales Management Goals During Turbulent Times

The Brooks Group

Keeping Your Sales Team Focused. Remaining strong – and in fact, stalwart – in the face of this uncharted new landscape represents a generational challenge for many in positions of sales management. For those entrusted with leading sales professionals, planning your escape from the clutches of the bear market will take everything you’ve learned to this point – and perhaps, some strategies that you haven’t yet become acquainted with. Sales Management Strategies.

Sales managers – 6 tips when transitioning to a new sales team

Sales Training Connection

Sales manager with a new sales team. As most in sales leadership would share – the front-line sales manager is the pivotal job for building and sustaining sales success. And, perhaps the most critical time for any sales manager is when first taking over a new sales team. Let’s take a look using the scenario of an existing sales manager from inside the company taking over an existing sales team in another region.

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. When this happens what are these new sales managers doing? When new sales managers go granular, they spend too little mastering their new job and too much time doing their old job.

Sales managers – and the smartest person in the room dilemma – An STC Classic

Sales Training Connection

There’s little doubt that sales managers are the pivotal job for creating a superior sales team. And, a critical responsibility for the sales manager is coaching. Most people agree that sales coaching is important and can make a difference. One trap is believing you, the sales manager are the smartest person in the room. And the good news is you don’t even have to be to be an effective sales coach. 2015 Sales Momentum, LLC.

New sales manager – don’t lose a chance to make a difference

Sales Training Connection

Sales rep to sales manager transition. You were a top sales person. You’ve just been promoted to sales manager – you have a team of 12 sales reps. The good news is you now have the pivotal job for improving the sales effectiveness of your organization. Let’s take a look at some of the best practices to make the start of the sales management journey a little bit easier. Be a filter, not a funnel for your sales team.

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. Let’s take a look at 7 best practices for making the transition from sales rep to sales manager a little bit easier. Don’t assume what worked for you will work for your sales team. Be a filter, not a funnel for your sales team.

Sales person to sales manager – making the transition

Sales Training Connection

Sales people often are promoted into sales manager positions – primarily based on their sales success. Sales Coaching. Just because a sales people excelled at face-to-face selling doesn’t mean they will excel as a sales manager. Sales managers responsibilities extend far beyond face-to-face selling. Often the promotion occurs within the current sales team or from another team in the same organization.

How to get more great sales managers – start early

Sales Training Connection

First-Line Sales Manager. If you talk with Sales VPs there is a consensus around the notion that the front-line Sales Manager is the pivotal job for building a great sales team. Most would raise their hand in agreement with the statement – “You can’t have a superior sales team without great front-line Sales Managers.”. It is interesting to view these seven skills from the perspective of sales training.

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. Sales managers responsibilities extend far beyond face-to-face selling. Often the promotion occurs within the current sales team or from another team in the same organization.

Three self-imposed pitfalls facing new sales managers

Sales Training Connection

Think about new sales managers you’ve known. Were they promoted for their sales management expertise – or for their sales success? Often it’s for their sales success. So what happens after the sales manager assumes the role and responsibilities of their new position? Even after some initial guidance most new sales managers find themselves trying to figure out how to balance the requirements of the position. .

Best In Sales: Management Tips From Top Sales Leaders

Chorus.ai

You need a strong personality to succeed in sales - a combination of grittiness under pressure and true smarts makes for the perfect sales rep. In order to manage a whole team of those personalities, a sales team manager has to have a pretty strong personality themselves. With that in mind, we decided to ask four top sales leaders how they do it. What We Learned From Top Leaders About Sales Team Management. It’s part sales, part consulting.

Want more sales?

Steven Rosen

My new book helps sales managers unlock hidden sales potential! When a company hits a sales slump, most look at the sales staff — but that’s a mistake, in my new book 52 Sales Management Tips: The Sales Manager’s Success Guide ( Amazon ; Kindle $8.99) I share insights for sales managers to help them achieve better results and retain top sales talent.