The Pipeline

SEPTEMBER 8, 2014

There has been lots written about the common mistake companies make in selecting new sales managers; specifically the habit of promoting some of their best sales people to the management ranks, whether they are suitable or not. Sales Execution Sales Success Tibor Shanto' What’s in Your Pipeline?

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Sales Manager Now

OCTOBER 27, 2020

Attract and Keep the Sales People You Really Want. The post 9 Must-Haves to Attract and Keep Sales Talent appeared first on Sales Manager Now.

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SBI Growth

SEPTEMBER 14, 2012

Use your development programs as proof source that your sales managers are professional coaches and leaders - use a Leadership Certification program. Making the sales number in 2013 depends on upgrading your sales talent. Ensure that your comp plan is easy to understand and earn with - use the Comp Plan Assessment.

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SBI Growth

APRIL 2, 2014

A sales force will never be made up of 100% ''A'' player talent. Losing top Sales Reps is bad enough – losing top Sales Managers can kill your future. This post discusses reasons why top Reps and Managers are leaving your sales force. It also presents something to do about it.

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SBI Growth

FEBRUARY 4, 2013

In either case, it’s exit time for the best sales talent. Have your ‘A’ Sales Managers make 5 suggestions each. Include a peer, HR, the Sales Manager and the VP of Sales. The focus is high-level: job design, sales management and company concerns. What can you do? What happened this year?

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Sales Talent Hiring Lead Rank Ideal Customer Profile 282

Highspot

SEPTEMBER 10, 2020

With the war for sales talent at an all-time high, scaling your team with top performers is a tall task. Talent can be homegrown. Considering the cost of replacing a salesperson, losing talent can have a major impact on your business. Sales leaders can easily avoid this by providing these development opportunities.

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SBI Growth

SEPTEMBER 5, 2012

Help the sales leader identify any reps that are at risk of leaving. This should actually be an ongoing task of the HR leader to have frequent discussions with Sales Directors and Sales Managers to keep pulse on which Reps may be at risk for leaving. Has any documented issues of “disconnect” with sales management.

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ClozeLoop

AUGUST 15, 2021

ClozeLoop's B2B Sales blog keeps you up to date with the latest in sales management, sales techniques, and sales enablement. View our amazing post "Who Is Losing The War For Sales Talent?" by ClozeLoop.

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Close.io

OCTOBER 24, 2019

Here’s how a startup can successfully compete in the war for sales talent. Finding top sales talent is one thing. The war for sales talent is vicious and every high-growth startup is competing for the best ones. Want more advice on hiring and growing a high-performing sales team ! About the Author.

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Miller Heiman Group

FEBRUARY 25, 2020

Though sales organizations hire more sellers than ever to grow their business and compensate for losing salespeople, studies show that they may not be following hiring best practices: 84% of sales leaders say they lack the sales talent they need to succeed in the future. How Hiring Affects the Bottom Line.

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Partners in Excellence

FEBRUARY 27, 2019

I wrote The Coming Sales Talent Crisis , focusing on the struggles our customers face in their buying journey. ” They are referring to the data that we see about the revolving door of sales talent we see in too many organizations. But, clearly, this problem starts with sales management and leadership.

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Pipeliner

APRIL 21, 2023

In this podcast episode, John Golden interviews Helen Fanucci about her book “Love Your Team: A Survival Guide for Sales Managers in a Hybrid World.” ” They discuss the importance of retaining top talent in sales, especially in a remote work environment, and the potential risks of losing top sales talent.

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The Center for Sales Strategy

JULY 23, 2019

When sales managers are working to build their talent bank with qualified candidates, it's not easy. Couple that with your desire to have the very best sales talent in there, it gets quite a bit harder.

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Pipeliner

JULY 3, 2023

If we look at quote to cash vs. order to cash we will be able to understand how it enhances a sales professional’s effectiveness in driving revenue and customer satisfaction. In such instances, hiring top sales talent requires putting their needs first and showcasing them throughout recruitment.

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Partners in Excellence

DECEMBER 17, 2018

Sales Talent Is A Problem, Is it Worth Solving , by the folks at CSO Insights. How do we reduce the variability in sales people and what they do, creating the lowest cost ability to acquire customers. Many would also cite technologies that, supposedly, diminish the need for sales talent.

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The Center for Sales Strategy

OCTOBER 25, 2018

And you may sometimes feel like many of the other sales managers I talk to every day…. They can be overly sensitive and more focused on making friends than making sales.”. As a Talent Analyst, I spend a lot of time identifying people’s innate sales talents and helping managers make smart selection decisions.

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Pipeliner

APRIL 23, 2023

Love Your Team: A Survival Guide for Sales Managers in a Hybrid World Sales management can be challenging, especially in a hybrid work environment. In a recent podcast episode, John Golden interviews Helen Ucci, an experienced sales manager who developed the Love Your Team system of sales management.

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Understanding the Sales Force

FEBRUARY 11, 2014

There''s talent, and then there''s the ability to utilize one''s talent and most sports talent evaluators are no better at this then most sales managers. But even the posting is only as good as the role specification and I''ve never seen a sales manager or HR director get this correct on their own.

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SBI Growth

FEBRUARY 7, 2014

Most organizations believe that their most successful sales people will make great sales managers. A recent study showed that only 11% of organizations train their sales managers. If you are a new manager, you are asking, “What do I do now?”. Sales Manager Killers. Where do you find them?

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Sandler Training

DECEMBER 10, 2019

Discover the hidden ROI of training top sales talent. The post The Hidden ROI of Training Top Sales Talent appeared first on Sandler Training. Ongoing, modern training is one of the biggest investments you can make in your people.

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Altify

JUNE 5, 2018

You’ll also hear some insight into how to hire and manage millennials to drive sales and team success. I have spent the majority of my career in a quota carrying sales roles and many of those years as a first or second line sales manager. In my last role, as Head of Channel Sales for Google’s U.S.

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The Pipeline

OCTOBER 23, 2012

The Sales Manager’s Success Guide. Even though I was a sales manager long before I had the opportunity to get involved in training, it was my work with trainers that help me appreciate not only the real challenges sales managers face, but their importance to a successful sales team executing their sales winning consistently.

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SBI

AUGUST 1, 2018

But we all know the reality – even with the most organized onboarding program, it’s going to take weeks of reinforcement, training, and coaching, and months before it can be determined whether a new sales rep is successful. Almost half of new sales rep hires aren’t going to succeed regardless of investments in onboarding and training.

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The Center for Sales Strategy

SEPTEMBER 28, 2023

Finding and attracting top sales talent is a perpetual challenge for sales managers. By developing engaging content and social media profiles, you position yourself as a manager invested in the success of your team.

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Miller Heiman Group

FEBRUARY 27, 2020

It’s hard out there for your average sales manager. Sales trends like ever-expanding buyer expectations, changing sales methodologies and nonstop transformation initiatives have coalesced to make their role more challenging than ever. Implement a Rigorous Hiring Process for Sales Managers and Leaders.

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Pipeliner

MARCH 8, 2019

How to Find, Hire and Retain Sales Talents. Your sales team is especially important because they are in direct contact with your prospects and customers. In this #SalesChat host John Golden interviews Neal Benedict on strategies employers can use to find the right sales talent. Employees can be your biggest asset.

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Sales Training Connection

JUNE 9, 2014

Developing sales talent. Sales managers, like many other managers, have a tendency not to focus on their top performers. Yet when we ask those same sales managers, “What’s your reaction when you find out that one of your superstars is moving on?” How can you minimize this happening on your sales team?

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Steven Rosen

MAY 6, 2015

Sales managers are the key drivers of success in sales organizations. I would rather have a great sales manger and five mediocre sales reps than a mediocre sales manager and five star sales people. Coaching is the number one sales management activity that drives sales performance.

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Steven Rosen

AUGUST 10, 2015

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.

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The Pipeline

AUGUST 2, 2013

She is also the author of two books on inside sales, Smart Selling on the Phone and Online: Inside Sales That Gets Results , and her most recent, and a complement to the first book: Smart Sales Manager: The Ultimate Playbook for Building and Running a High-Performance Inside Sales Team.

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SBI Growth

FEBRUARY 25, 2013

The loss of a talented sales manager is troubling. We’ve also written on Sales Rep Exit Interviews. So far we’ve covered: Signs your Sales Team Isn’t Happy. Why Your Best Sales Reps Leave. How HR Stops the Exit of Top Sales Talent. Manager Exit Interviews: The Wrong Way.

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The Center for Sales Strategy

JUNE 12, 2019

Recently, I spoke to a sales management group on four things that they can do to improve sales performance, and this is what I shared with them. The battle for top sales talent these days has never been harder. Recruitment. Always be recruiting. You always have to be recruiting.

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Understanding the Sales Force

NOVEMBER 10, 2023

As a result, they can’t anticipate when in a sales cycle or sales process they will be impacted, and don’t have the awareness to take steps to work around it and improve. When this lack of awareness is prevalent at the top of a sales organization, it is challenging to grow it or scale it. Investments?

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Miller Heiman Group

FEBRUARY 11, 2020

Sales organizations undergo constant change initiatives. Managers sit squarely at the intersection of these trends, yet for most organizations, sales management strategies have hardly changed. In fact, the changes that have occurred in the managerial ranks have intensified managers’ internal and administrative focus.

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Steven Rosen

MAY 15, 2021

Leading-edge sales organizations understand the value of investing in leadership development. They believe that strong sales managers are the key to driving sales rep performance. The STAR Sales Manager Survey set out to gauge the development priorities of sales organizations. They really loved it!”.

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Miller Heiman Group

MARCH 11, 2019

The role of a sales manager may be the hardest job in sales. While coaching your team to sales success, your responsibilities include recruiting new talent and meeting the needs of key customers, all while collaborating with internal stakeholders such as marketing, product management and executives.

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Anthony Cole Training

JUNE 5, 2015

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. Ike sent me a link to a survey that was done regarding the hunt for sales managers/directors.

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