The Job of a Sales Manager: What It Is and What It Is Not

Pipeliner

This is an article for people who hire Sales Managers. It’s an article about the pure role of Sales Manager – a person who does not handle accounts personally but does supervise others (called salespeople) whose primary function is to sell. Sales Management Leadership

7 Pet Peeves That Keep Sales Managers Up at Night

Pipeliner

No matter how you slice it, sales management is a tough job. The sales force is the front line of revenue. Company management doesn’t put that pressure on the salespeople, though: they place it squarely on you, the sales manager. Sales Management

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Sales Management: Importance of Leading and Lagging Indicators

Pipeliner

Much of the time, sales management is conducted through what are called lagging indicators. Examples of lagging indicators: Sales # of units sold Gross margin # of different products sold Market share Gross revenue # of deals […].

Five Tools Every Sales Manager Should Use

Your Sales Management Guru

Five Tools Every Sales Manager Should Use. During a recent podcast interview I was asked what I thought were the top five “systems or tools” that a Sales Manager needs to be successful. Weekly Sales Meeting Agenda. Sales Dashboard. Sales Management Systems

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The Sales Manager as the Greatest Revenue Multiplier (Chap. 1 Managing Social Sales Team Audio Book)

Pipeliner

Social selling is not something that should be left to chance or allowed to grow without structure inside a sales organization. The post The Sales Manager as the Greatest Revenue Multiplier (Chap. 1 Managing Social Sales Team Audio Book) appeared first on SalesPOP!

Sales Management Thought Leadership:  efficient effectiveness

Your Sales Management Guru

Sales Management Thought Leadership: efficient effectiveness. What does this have to do with sales management? As a manager you must be prepared-at all times for almost any event. Sales Leadership Training Sales Management Training

Which Revenue Forecasting Model is a Fit for You?

Pipeliner

Revenue forecasting has become a necessity in the world of business, no matter how big your particular business might be, or the role one might play within it. These are fairly difficult without some form of revenue forecasting. The post Which Revenue Forecasting Model is a Fit for You?

Kevin Davis: Sales Manager’s Guide to Greatness

Pipeliner

Kevin Davis, author of the Sales Manager’s Guide to Greatness talks to John Golden about Sales Management. Having worked his way up from sales rep, to sales manager, to general manager, author Kevin F. Davis understands the particular challenges faced during the transition from sales to managing salespeople, and the transition from managing sales reps to managing managers. Sales Management

The Need for Emotionality in Sales Management

Pipeliner

Ken Thoreson is the president of Acumen Management Group , and a recognized expert in sales execution channel management. He has over 18 years in consulting and advisory positions, and has led development-stage entrepreneurships as well as $250 million national vertical software sales organizations. Q : When you talk about emotion and sales management, what do you mean? A : The new sales manager or any sales manager needs to learn how to communicate.

Sales Management & Discipline

Your Sales Management Guru

Sales Management and Discipline. I received a call from a former client that was concerned about the status of their sales team and VP of Sales-it seems that their revenue was off more than $2M over the previous year and below their growth goal! My first question was why did it take the President so long to recognize the problem or revenue drop and why wasn’t it addressed in June! After that conversation I next interviewed the VP of Sales.

Revenue Uncertainty – Part III: How to Model Revenue Risk

Pipeliner

Tension is high, and anticipation is thick as the annual sales kickoff for DisruptaCorp begins. The post Revenue Uncertainty – Part III: How to Model Revenue Risk appeared first on Pipeliner CRM Blog. For CEOs For Sales Managers Sales Management

Slammed! Sales Management Book Camp

Your Sales Management Guru

The New Sales Manager Boot Camp. We hear these comments all the time: Revenues are flat. We have too much to do, we don’t have time to build a sales organization. I am frustrated with my sales team, do I have the right team? For the New Sales Manager.

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.

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.

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 managers must be roadblock removers

Sales Training Connection

Sales managers – roadblock removers. Sales managers – how does your sales team spend its time? You can’t sell if you are not selling and most sales reps spend too much time not selling. . 2014 Sales Momentum ®.

Transitioning to sales manager – a rubicon moment

Sales Training Connection

New sales managers. You are now a sales manager. Even after some initial guidance from colleagues, most new sales managers find themselves struggling to figure out how to balance the requirements of the position. What happens to the new sales manager?

Another Powerful Reason Why Salespeople Struggle to Become Great Sales Managers

Understanding the Sales Force

Ryan changed jobs and companies this week when he started in his new role as Business Development Manager. When I congratulated him on his new job he wrote back the following: "You were 110% on the money back when I became a first time sales manager. Image Copyright OcusFocus.

Sales Managers Need Coaching And Development Too!

Partners in Excellence

Virtually everything one reads about driving sales performance and productivity focuses on the sales person. 1000’s of books and articles provide endless advise to help improve sales people skills. Billions are spent on tools–again all aimed at the sales person.

Sales Manager Coaching Blunders Revisited

Steven Rosen

Sales coaching is the management No. 1 activity that drives sales performance. The only problem is that managers have not been taught how to effectively coach. Do You Want To Increase Sales Performance? In fact, sales coaching is the management No.

Sales Managers: Don’t Be Shot by Both Sides

Pipeliner

For any enterprise with a sales team (that’s nearly all companies), these feelings are particularly felt by the sales manager. To begin with, most sales managers are promoted into their positions from having been successful salespeople. Pity the poor sales manager.

11 Actions Sales Management Must Take Now!

Your Sales Management Guru

11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. Make your sales meetings fun. Muscle up your sales team.

The Sales Manager’s Job Is Different

Partners in Excellence

The front line sales manager has, possibly, the single most difficult and important job in the sales organization. Through their teams, they are responsible for millions to tens of millions in revenue. Given the importance of this role, I’m constantly amazed at how casually many organizations are in hiring and onboarding sales managers. The cost of a bad manager is devastating. People leave organizations because of bad managers.

Build Predictable Revenue

Your Sales Management Guru

Build Predictable Revenue In Your Organization. But one area where additional improvements still can be made is the sales organization. Smart companies are scrutinizing their strategic sales management plans, taking a closer look at everything from their pipelines to their forecasts.

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. What was the most creative sales tactic you have used? Need more sales management resources?

Sales Management: What is your goal–today?

Your Sales Management Guru

Sales Management: What is your goal—today? . Sales leadership is a constant focus on many various facets of business-it’s one of the reasons sales management is a one of the most difficult jobs in any business. The person responsible for driving revenues has to focus on their sales team; its activity levels, their sales opportunities, morale/emotion, training, customers, perhaps marketing as well as other departmental interactions.

Coaching sales strategy – 4 tips for sales managers

Sales Training Connection

Coaching sales strategy. Ask sales managers and salespeople what makes them successful. Sales managers can’t help salespeople become more talented, but they can help them become more skilled. 4 tips for coaching sales strategy. 2014 Sales Momentum, LLC.

7 Signs Your Sales Manager Must Go

Sales Benchmark Index

The Senior Sales VP gives you a call. Two of your eight sales managers have high turnover. You reach out to the head of sales operations. However, removing a sales manager causes sales disruption. Removing a Sales Manager is no easy task.

Sales management – 7 tips for coaching your top sales performers

Sales Training Connection

Sales coaching. One frequently asked question is – Where should we focus our sales coaching efforts to optimize the impact on revenue generation? While the above answer is widely accepted, it does not mean that coaching top sales performers should be totally neglected.

Why Producing Sales Managers No Longer Make Sense (If They Ever Did)

Sales and Management Blog

Although many companies believe they are maximizing dollars by requiring their frontline sales managers maintain and grow their own book of business, are they really getting the value they expect or are they costing themselves sales and money in the long run by trying to save a few bucks on a manager’s salary? And then the kicker: • Maintaining a high level of personal sales activity and personal production.

Artificial Intelligence – a last best hope for sales management coaching

Sales Training Connection

AI and Sales Management. Sales leadership talks about it all the time. Sales consultants advocate it and sales managers say they would like to do more of it. The “it” of course is sales coaching. 2017 Sales Momentum® LLC.

How Sales Managers Fast Track Their Promotion

Sales Benchmark Index

As a Sales Manager, you have great results and outstanding performance reviews. Revenue decline. Ask your organization for a sales manager scorecard. Spend Time- Statistics show that most managers spend 80% of their time with low performers.

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.

7 Steps to Success for Sales Managers

Your Sales Management Guru

7 Steps to Success for Sales Managers. -A After being a VP of Sales, consulting on sales management for 19 years and after writing four books on sales management, Max Cates, author of 7 Steps caught my attention in the first five pages.

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. Sales Leadership Training Sales Training

Revenue Uncertainty Part II: Putting Uncertainty to Work at Your Company

Pipeliner

I figured the car’s owner to be either a risk manager or an insurance agent. The post Revenue Uncertainty Part II: Putting Uncertainty to Work at Your Company appeared first on Pipeliner CRM Blog. Sales Management

Are Your Sales Managers out Coaching?

Steven Rosen

As the head of sales you know that the primary role of the sales managers is to coach and develop their sales team. In fact you believe that great coaching will be a key driver in helping you achieve your sales goals. 4. Sales Rep Engagement and Turnover.

Revenue Uncertainty – Part 1: Known Unknowns, Unknown Unknowns, and Everything in Between

Pipeliner

The post Revenue Uncertainty – Part 1: Known Unknowns, Unknown Unknowns, and Everything in Between appeared first on Pipeliner CRM Blog. Sales Management “. There are known knowns; there are things we know we know.

Is Some Revenue Better Than No Revenue?

Partners in Excellence

The knee jerk reaction to the question, “Is some revenue better than no revenue,” is probably a resounding, Duuuuhhhhhh, well why wouldn’t it be??! ” Alternatively, “If I got rid of that person now, I couldn’t afford the revenue hit.”

Hiring a Sales Manager - External or Internal?

Sales Benchmark Index

"Should we hire an external Sales Manager or promote from within?". Open Sales Management positions are bad for sales organizations. Having the wrong Sales Manager (SM) is worse. Hanna has two candidates to help Sales decide between: Iris and Eddie.