Sales Management: The One Metric That Matters Most

Inside Sales Training

I’m here this week presenting at the American Association of Inside Sales Professionals (AA-ISP) Leadership Summit. If you’re in sales leadership or in a direct sales management role, you’ll learn a ton of useful strategies and tools to help your team produce more and be more confident.

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.

Increasing Prospecting Results: Is it My Job as Sales Manager?

The Sales Hunter

Too many sales managers think their role when it comes to prospecting is to merely measure the results, berate the underperformers and push those doing it to do it even more. Blog Prospecting prospect prospecting sales prospect sales prospecting

What is a Sales Manager?

Pipeliner

The Job of a Sales Manager: What It Is and What It Is Not. This is an article for people who hire sales managers. I have to clarify this because “sales manager” has become a blanket term for far too many disparate duties and random roles.

Attention Sales Managers:  Prospects Are In The Produce Section of Your Local Grocery Store!

Anthony Cole Training

Pipeline management sales prospecting closing sales"IN THE END, WE'RE ALL JUST FRUIT".

The Intentional Sales Manager

Pipeliner

Would you agree that the success of a team will be determined, in large degree, by the manager of the team? If that is the case, what specifically do we need to do as managers and leaders of teams to ensure success? I sucked at my first management role. I was succeeding as a sales exec and managing a few accounts and was top performer year after year for five years. Almost every day in management I longed just to be selling. TWO: Great managers.

The 7 KPIs for Sales Managers Dashboard

Increase Sales

Sales managers face increased responsibility and accountability. Research continues to show sales teams do not meet sales goals while margins shrink due to the dynamics of market forces as well as government compliance. 1 – Sales to Earn or Close Time.

Your Sales Management Pitch to Hire Better Sales People

Anthony Cole Training

There isn’t a single sales manager, sales executive or company president that tells a prospective new hire that the compensation program is poor, there is a lack of support, the company does not occupy a strong position in the market and there is no chance for professional advancement!

Sales managers – a new pathway to leadership

Sales Training Connection

Sales Leaders. 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.

5 Sales Management Myths Debunked

Sales Benchmark Index

I sat across the desk from Mike, the new VP of Sales. Before his promotion Mike was the can’t-miss Sales Manager. Now he was just another VP of Sales in the crosshairs. After a quick conversation, we found he was committing 3 of the sales myths below.

How To Identify A Weak Sales Manager

MTD Sales Training

There are few things more exasperating than employing someone who you have to micro-manage or continuously direct to get results. So what are the identifying marks of a weak sales manager ? How can you, as Sales Director, determine the signs that have to be dealt with? You measure your management team on the results they achieve. A weak manager will look for reasons and excuses. A weak manager will keep harping on about what results they achieved before.

Sales Habits, Sales Managers and Changing Habits

Anthony Cole Training

As I continue to think about habits of sales people and the role of the sales manager in identifying, assessing and “correcting” habits, I keep looking for additional information that might be additive to this string of articles.

Top 10 Reasons Why New Sales Managers Fail

Steven Rosen

Of course my focus is on sales, sales leadership, executives and business. Your firm is growing and needs a competent, energetic sales manager to increase revenue and direct sales operations on the frontline. Here are my Top 10 Reasons Why New Sales Managers Fail.

7 Key Responsibilities of Sales Managers

Pipeliner

Before, salespeople armed with price structure, territory and targets did fine as long as they managed their territory and produced results. Sales management provided oversight, bridged with corporate and could be hands-off. Sales Management

Sales Management, We Have a Problem

Pipeliner

The current level of sales management is failing companies. Average tenure of a sales leader has dropped from 26 months (bad) to 18 months (horrible). 80% plus want to meet with a sales person only after they have developed the need and a shortlist. of people say they trust very highly information from a sales person. This is not a problem of salespeople—it is a problem of sales leadership. Thus almost all sales solutions are people-based solutions.

Sales Management: The need for creativity

Your Sales Management Guru

Sales Management: The need for creativity! This past week I had opportunity to work with a great client at their worldwide sales conference in Miami. They seem to come up with unique ideas to prospect, find ways to enhance client relationships and they close more effectively.

“Sales Management” Is Not a Dirty Word

No More Cold Calling

Great sales leaders must also be great managers. No one had time to prospect, because they couldn’t keep up with the business coming in every day. The problem was that sales management had their heads in the sand.

What Makes a Good Sales Manager Great?

Pipeliner

Frequently I am asked by management teams to attend their sales meetings, to give feedback, and to participate in how my customers are developing their revenue engines. Recently, I’ve sat back to consider what makes a good sales manager great. A manager’s primary role is to develop the sales rep. The sales rep’s primary role is to develop the opportunity and win the business. Don’t just leave it up to your sales rep to “wing it.”

3 Magic Questions a Sales Manager Must Know

Your Sales Management Guru

Three Magic Questions a Sales Manager Must Know. One of the main roles of a Sales Manager is to help train your salespeople on how to stay on track during a sales cycle. So how will your prospect justify the effort and invest the time?

The Only 6 Reasons A Sales Manager Should Be Attending Sales Calls with Their Team

The Center for Sales Strategy

Sales managers, let’s be honest… it’s hard to watch a salesperson that seems to be flailing in shallow water when they are on a prospect or client call. Recently, I attended one of The Center for Sales Strategy's Talent Focused Management workshops led by Matt Sunshine (Managing Partner), and I walked away with a few reminders. sales performance sales management coaching

52 Sales Management Tips – the Sales Manager’s Success Guide

Smart Selling Tools

I recently read 52 Sales Management Tips – The Sales Manager’s Success Guide by Steven Rosen. Written for sales managers and small business owners, this is a guide every sales leader will benefit from.

The 5 Stages of Sales Management

Openview

When that transition is from an individual contributor to manager, that adjustment can be even more jarring. They are regularly prospecting, networking, building pipeline, qualifying that pipeline, and maintaining momentum with current opportunities. more sales per manager!

The 13 Best Sales Management Books Every Sales Manager Should Read

Hubspot Sales

You were an outstanding sales rep -- and now, as a sales manager, you’re eager to cultivate the same performance from your team members. We’ve rounded up the eight sales management books that every first-time manager should read. Best Sales Management Books.

Blueberries, Sales and Sales Management

Anthony Cole Training

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

5 Takeaways from a Sales Management Training

Sales Benchmark Index

I spent last week at a Sales Management training event with a client. As a Sales Operations leader, you must be allocating the right resources to training. Turn managers into leaders. Demand Sales Force Automation adoption. Turn managers into leaders.

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.

What is Your Company’s Prospecting Culture?

The Sales Hunter

Quit blaming salespeople for bad prospecting habits when you the sales manager have prospecting habits that are just as bad! Culture starts at the top, and if you want your team focused on prospecting, you too must make it a priority. Your role as a sales manager/leader is not to be the best prospecting […]. Blog Professional Selling Skills Prospecting high-profit prospecting prospect prospecting sales prospect sales prospecting

3 Steps to Effective Sales Management

Pipeliner

As sales managers, you all know how important it is to be effective at managing your sales staff and sales pipeline. Moreover, you must be honest with yourself and your executive team because in today’s competitive marketplace and uncertain economy, it is difficult to manage sales structures, products, policies, and sales staff while keeping executive management satisfied. Sales Culture – What makes up your sales culture?

Trouble Growing Sales? Solution #2: No More Bad Prospects

Anthony Cole Training

I’ve been working on growing sales for over 30 years. It’s been at least 25 years since I heard David Sandler, on a cassette tape, say; “there’s no such thing as bad prospects, just bad salespeople.” coaching salespeople effective sales management

Sales Management: Understanding “Setting the Hook”

Your Sales Management Guru

Sales Mgmt: Understanding “ Setting the Hook”. One of the main jobs of sales management is to help their salespeople see where they are in the sales opportunity. I like to think that a salesperson is a juggler, tossing X number of opportunities in the air and the sales managers job is to assist the salesperson on judging what opportuniti8es to work , which one’s to toss away and to provide ideas on HOW to work the selected ones.

30 Must-Know Sales Prospecting Stats

Pipeliner

The post 30 Must-Know Sales Prospecting Stats appeared first on SalesPOP! Sales Management For Sales Pros

How Sales Management for Many is Really Managing by Ambiguity

Increase Sales

Out of the mouths from clients come sometimes the most revealing sales management beliefs and behaviors. Yesterday one of my executive coaching clients shared the words of his sales manager. “I believe in managing by ambiguity when it comes to the sales team.”

Sales Management: Make Monday Sales Meetings Easy

Your Sales Management Guru

Making Monday Morning Sales Meetings Easy for Remote Teams . For this Making Monday’s better post I wanted to talk about what is often the most common and mundane part of the Monday routine and that is the sales team conference call.

Sales Management: Preparing for 2013

Your Sales Management Guru

During the session I lead a panel discussion on “ Killer Strategies for Prospecting ” and I spoke separately on “ Leveraging Your Business by Partnering”. We discussed a variety of topics, but specifically on the topic of what was marketing’s contribution/responsibility to growing the sales funnel vs what is expected from the sales team. 3. Still others believed sales must prospect and any leads from marketing were simply “gifts”. . Preparing for 2013.

Sales Manager, How Are You Performing?

Partners in Excellence

I want to have a heart to heart with Sales Managers/Executives. Sales people and others can listen in if you want. After all, the data on sales management turnover is pretty disturbing—the average longevity in the job is 20 months.

Sales Managers - Are You Thinking Presidentially?

Anthony Cole Training

But, prior to that, at some time in their careers, they were managers of something. What separated them, I’m guessing, is that they thought presidentially - they looked at the role of manager through the eyes of a president. Risk Management – Where are you at risk today?

Sales managers – are you ready for 2015?

Sales Training Connection

According to Bain & Company , B2B sales executives have seen a tremendous disruption in recent years – and there’s every reason to believe the trend will continue. There is a decreasing need for sales reps that function strictly as product facilitators. . 2015 Sales Momentum, LLC.

Theory Of Constraints In Sales Management

Pipeliner

Theory of Constraints (ToC) is a management principle that states that output is essentially limited by one constraining process and by resolving this constraint, you may increase your output. A sales team works with a number of constraints – the number of people in your sales force, the average number of outreaches each member of your sales team can handle, the number of clients your implementation team can handle, the number of leads generated by marketing, and so on.

Great Prospecting

Partners in Excellence

I use this column, too often, to whine about the state of prospecting emails. But every once in a while, I get a great prospecting note. We love what you’re doing, and I know that your articles like Old School Prospecting have influenced me tremendously.

5 Ways Superior Sales Managers Enable Account Executives For Autonomous Success

Sales Hacker

In this article, I’m going to breakdown what effective sales management is from an executive standpoint. For sales leaders that go above and beyond the call of duty, I call them “Super Sales Managers.” Are You A Super Sales Manager?