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.” So we borrowed some of Roger’s ideas and added a few of our own related specifically to sales management.

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. What can I do to increase the overall motivation of my sales team?

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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? 2017 Sales Momentum® LLC.

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. 2014 Sales Momentum, LLC.

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. To achieve this higher level of engagement, Gallup argues that every team needs a great manager. 2014 Sales Momentum, LLC.

Data 93

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.

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.

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. 2014 Sales Momentum, LLC.

6 tips to help sales managers take over a new sales team

Sales Training Connection

Managing A New SaleTeam. Front-line sales managers are the pivotal job for building and sustaining sales success. How can new sales managers get a good start when taking over a new sales team?

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. Drill down and learn about the territory and the sales team.

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. First, they trained their sales reps in classic fundamental selling techniques so the managers did not have to start at ground zero.

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. Talk with senior management.

Is Sales Management Getting in the Way of Sales Success?

Jonathan Farrington

Recently, I made the point that the role of sales management – dare I say “sales leadership” – is now pivotal in the success of every organization and yet, it is becoming clear that around 80% of managers are unqualified to fulfil the role that is being asked of them.

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 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 – 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.

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. Be a filter, not a funnel 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.

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 same report showed the sales difference between the top 25% and bottom 25% of sales managers was a stunning 80%.

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 middle managers – what motivates them the most?

Sales Training Connection

Sales Middle Managers. Middle managers are the key to implementing C-Suite strategic initiatives. It is in these knowledge-intensive industries where variation in the abilities of middle managers has a particularly large impact on firm performance.

Want more sales?

Steven Rosen

My new book helps sales managers unlock hidden sales potential! Brian Tracey , author, Getting Rich Your Own Way said, “The sales manager is the pivotal person in the sales-driven organization, and Steven’s book shows you how to excel!”.

When The Leaders Are Leading, The Pack Will Follow

Jonathan Farrington

Unfortunately, most salesmen and women believe that a successful career in sales culminates in sales management, and yet there are of course far less management positions up for grabs than sales positions. As a consequence, salespeople with this attitude concentrate on making sales rather than investing in themselves in order to become Top 5 % players and eventually most become disillusioned, resulting in a significant dip in achievements levels.

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.

Sales coaching – it’s a game of beat the clock

Sales Training Connection

Sales coaching and the time challenge. Sales managers are no different than anyone else – they don’t have enough time to do all the things they need to do. This time issue is particularly telling when it comes to front-line sales managers.

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.” ” Our frustrated sales manager’s concern is clearly legitimate. 2012 Sales Horizons, LLC.

Why So Many Salespeople Are Failing So Badly …

Jonathan Farrington

One of the points I made was that in my experience, in the critical area of sales team development, most H.R. Make no mistake, as a sales leader, when one of our team fails, we fail. The real answer, as I alluded to yesterday, is the decline in the quality of sales leadership. This is a role, which is now pivotal in every organization, whatever the size: I liken their importance to that of the QB on a football team – yes, that important.

Sales coaching – it’s a game of beat the clock – An STC Classic

Sales Training Connection

Sales managers are no different than anyone else – they don’t have enough time to do all the things they need to do. This time issue is particularly telling when it comes to front-line sales managers. In this case that means the sales rep.

Sales directors – competencies for the job hunt

Sales Training Connection

Sales Directors. Over the years we have written numerous articles about the front-line sales management position. We have consistently labeled the front-line sales manager as the pivotal job for developing and sustaining a superior sales force.

52 Ways to Improve Sales Performance

Steven Rosen

New book helps sales managers unlock hidden sales potential (available in paperback). The sales manager is the pivotal person in the sales-driven organization, and Steven’s book shows you how to excel!”

Sales performance – average is over

Sales Training Connection

Sales performance. If you are a VP of Sales, a sales manager or a salesperson, where you come down on this question will dramatically impact what you do as the future unfolds. Rethink sales training. Revisit sales coaching. 2017 Sales Momentum® LLC.

So You Can Sell, But Who Says You Can Manage?

Jonathan Farrington

Yesterday I made the point that the role of sales management – dare I say “sales leadership” – is now pivotal in the success of every organization – if you missed the post, do please simply scroll down. Needs to win battles (Individual sales).

Talent Trumps Everything!

Partners in Excellence

Billions are invested in the latest sales and marketing automation tools. Managers spend countless hours developing strategies and making sure plans/goals/programs/metrics are in place to execute the strategies as effectively and efficiently as possible.

Churn 40

Salespeople – lesson from entrepreneurs – An STC Classic

Sales Training Connection

Our sales teams just don’t do a good job managing their pipeline.” As one frustrated sales manager shared: “For some of my sales reps, accounts literally take up permanent residence at Stage 3″ I hear a thousand reasons why hope is just around the corner.

Sales productivity – the era of the absence of change is over

Sales Training Connection

Sales Simulations. However, the more important point for those in sales leadership roles is this period of change is unlikely to settle down into a new stable buying environment. What does this all means for sales leadership? Revisit sales skills training.

Happy New Year—You’re the Best

No More Cold Calling

So I’m starting this New Year with a great sense of gratitude and purpose because of the sales professionals I reach, and who reach out to me. Extremely helpful and timely, and we are opting out of an equipment sale to a client that just isn’t right.

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. 2012 Sales Horizons, LLC.

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. New sales manager. . New sales managers often hold the reins a bit too tight.

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. 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 Calls.

Social Deja Vu: We’ve Been Here Before

No More Cold Calling

Because the more things change, the more they stay the same—in sales and in life. Murrow, played by David Strathairn , you’ll be transported back to a pivotal era in TV broadcasting: the early 1950s. But the most powerful tool in your sales toolbox is still you!