Transform Your Tactical Sales Operations Group into a Strategic Revenue Operations Function

Sales Benchmark Index

Setting up rules and guidelines for the sales force to follow feels an awful lot like being a parent to a group of rowdy teenagers. Nobody wants to be the bad guy.

Groups 190

Unleashing the Power of Frontline Sales Management

Sales and Marketing Management

From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. In this study, top managers brought in an average $3.5

Is Poor Territory Design Undermining your Sales Managers, Contributing to Undesirable Turnover, and Hurting Overall Sales Growth?

Sales Benchmark Index

It’s the beginning of a new year, you are looking at a map of the United States hanging on the wall of your office.

The Best Sales Managers Don’t Chase Revenue: 6 Steps to Get Goal-Setting Right

Sales Hacker

Without goals, your team lacks the key elements it needs to win — a direction to follow and the encouragement to stay motivated in sales. Imagine similar spikes in your sales metrics and you’ll see the glaring imperative for setting goals. Sales velocity.

7 Must-Have Automated Documents for Sales Success

don’t move as quickly as they’d like--especially when it comes to sales teams. Many companies have adopted technologies like customer relationship management. Sales teams, in particular, waste precious time and resources on repetitive tasks and manual data. of the sales toolkit.

Complete guide to Sales Management

Anaplan

As salespeople are the employees most directly responsible for a company’s revenue, Sales Management is a critical component of a company’s success. Here’s a guide to all things Sales Management. Index: What is Sales Management? What are the roles and … Complete guide to Sales Management Read More » Sales

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.

Unleashing the Power of Frontline Sales Management, Part 3: Institutionalizing Sales Management

Sales and Marketing Management

Author: Brad Wilsted Note: This is part 3 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. Hire the right sales managers.

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. Welcome to Steven’s Top 10.

Complete guide to Sales Management

Anaplan

As salespeople are the employees most directly responsible for a company’s revenue, Sales Management is a critical component of a company’s success. Here’s a guide to all things Sales Management. Index: What is Sales Management? Role and responsibilities Functions Tips … Complete guide to Sales Management Read More » Sales

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. You can manage activities and processes but people need to be guided to reach their full potential. According to CSO Insights, sales coaching has a double-digit impact on win rates and quota attainment.

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 Management: The One Metric That Matters Most

Mr. Inside Sales

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.

The Best Sales Managers Don’t Chase Revenue: 6 Steps to Get Goal-Setting Right

Sales Hacker

Without goals, your team lacks the key elements it needs to win — a direction to follow and the encouragement to stay motivated in sales. Imagine similar spikes in your sales metrics and you’ll see the glaring imperative for setting goals. Sales velocity.

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.

Build a Successful and Results-Driven Sales Culture

Speaker: Gary Galvin, CEO, Galvin Technologies

Every business asks the same question: How can we increase revenue? As a sales manager, you’re tasked with not only answering this question, but directing your sales team to achieve goals and deliver results. Master 1:1 sales meetings.

Unleashing the power of frontline sales management

Sales and Marketing Management

From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. These efforts frequently end up with disappointing results, however, because most companies neglect the most powerful lever in their arsenal: their frontline, field-level sales managers. In this study, top managers brought in an average $3.5

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.

The 5 Metrics That Should Matter Most to Sales Managers

Sales and Marketing Management

Author: Matthew Sunshine As a sales manager, you spend serious time and care setting clear expectations; this is how you help your salespeople approach their work with purpose. While call volume certainly contributed to sales success, it shouldn’t have been this manager’s sole focus.

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.

Build a sales management process that works in 4 steps

Base CRM

Maybe you’re a new sales manager, stepping out of your sales rep role and wanting to find the best management practices. Or maybe you have been managing a team for some time now but are struggling with hitting your targets. Hire and manage your sales team.

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.

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.

10 Reasons To Hug Your Sales Manager

Tony Hughes

Sales Management is without doubt the most important link in the revenue chain. If you’re a sales person you probably don't fully understand what your sales manager really does for you beyond approving your expenses and hassling you about the forecast.

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.

Seven Steps to Success for Sales Managers – Book Review

The Pipeline

If sales and selling is the last of the black arts, then sales management lurks in its darkest corners. As with other aspects of sales, there is no shortage of advice, ensuring no shortage of fluff. As well as how the “Unseen Team” can make or break a sales manager.

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 Risk

Pipeliner

Revenue is like any other kind of natural resource. Every salesperson is out there looking for it, but there is only a limited amount of revenue potential. John Golden interviews sales professional Andy Rudin on how to manage revenue risk.

How to Coach Your B and C Sales Managers (and De-Risk Your Revenue Plan)

CommercialTribe

This is the second article of a three-part series on sales manager productivity. In Part I, I shared where and why most organizations don’t actually know who their B and C sales managers are, and illuminated the hidden cost they bring to organizational performance.

3 Things Great Sales Managers Do Differently

Sales and Marketing Management

Teaser: Is the current level of skill and attitude of your sales team good enough to exceed your 2017 revenue growth goals? Is the current level of skill and attitude of your sales team good enough to exceed your 2017 revenue growth goals? Issue Date: 2017-03-03.

Sales And Sales Management Is Broken

Partners in Excellence

I have to admit being consumed with CSO Insights latest Sales Performance Report. ” But why do we let this happen in sales (and my guess in marketing.)? Complex sales is unlikely to be as predictive (even with AI) as a manufacturing process.

Is Your Top Revenue Earner Actually Your Best Salesperson?

MTD Sales Training

I have had many debates over the years about what makes a great sales person and the one thing I have always argued is that the amount of revenue they produce should not be the only key factor. Sales Management how to measure sales performance revenue generation versus skill set what makes a great sales person

The Sales Manager’s Guide to Selecting a Data Provider

Zoominfo

Although B2B data certainly isn’t the most exciting sales topic– it happens to be one of the most important. After all, account and contact data is the fuel that enables your revenue engine to run smoothly. Once the investment is made, your sales team will thank you!

Data 83

Firing Your Sales Manager or Boss

Pipeliner

The job of a sales manager is to provide a succeeding environment for salespeople. People who are trying hard need to be nurtured, not napalmed with flame-thrower forecast pressure from lunatic managers seeking to manage what cannot be managedrevenue.

Sales Managers Don’t Produce Revenue, Sales People Do!

Partners in Excellence

Unless you are a sales manager with your own territory (which is an untenable position), you don’t produce revenue. Yes, you are measured on revenue and results, but you are not responsible for producing revenue, your people are! It’s an important point that too many in sales management don’t understand. Our people are responsible/accountable for producing revenue. How effectively to they manage and use their time?

How to become a sales manager: Making the jump from seller to leader

Nutshell

Do you dream of leaving your sales associate desk behind and stepping up to a sales management position? The arrangements may vary from company to company, but in general, most sales professionals would jump at the chance to assume a leadership role. In this article, we’ll explore the differences between sales associate and management positions, and what it takes to transition from one to the other. Are you Sure You Want to Become a Sales Manager?

Unleashing the Power of Frontline Sales Management, Part 2: What ‘Good’ Looks Like

Sales and Marketing Management

Author: Brad Wilsted Note: This is part 2 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. Great managers know this.

Top Sales Management/Leadership Academy

Steven Rosen

At least 80% of sales managers fail within eighteen months of being promoted (Source: Chally). Making that transition, from self-supporting super sales star to “executive shepherd”, is daunting. Starting May 7th to June 6th – Sales Management category weekly sessions.

Sales Management Mastery

Pipeliner

How to Dominate With Sales Management Mastery. Sales management mastery is no easy task. Sales managers have one of the most important jobs in a selling organization. They are responsible for so much, from monitoring their sales team, conversing with upper-level management, tracking metrics, and forecasting, not to mention coaching the sales staff, it is a difficult job to have. Do Good Salespeople Make Good Sales Managers?

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.