Which Hurts Salespeople More: A Lack of Confidence or Poor Selling Skills?

The Sales Hunter

Recently, I worked with a very capable salesperson who had a great sales plan and great leads; yet, she failed miserably in at hitting her number. How do I Overcome my Lack of Confidence When Prospecting: It’s sad to say, but this situation is a major issue and one of the biggest reasons why there’s such a high turnover in sales. Sales is merely a mind game. Also, sales is a team sport; it’s not a solo activity. Sales Motivation Blog.

4 Virtual Selling Skills to Prioritize

Carew International

A recent Inc.com article explores LinkedIn’s 2020 Global State of Sales Report. Here are four critical skills all sales professionals should prioritize in order to build trust throughout the sales process. How do you rate among these four skills?


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To Become A Master Salesperson, Master NON Selling Skills.

Jeffrey Gitomer

To Become A Master Salesperson, Master NON Selling Skills. Tweet Share Everyone talks about “how to sell” Not me. In order to struggle less, you must begin to make the transition from “making a sale” to “creating a buying atmosphere.” ” Most salespeople are taught some “system” of selling. Salespeople are so busy trying to manipulate the selling process, that they disengage the buyer. Sales.

10 Essential Selling Skills Every Sales Rep Needs in 2018

Hubspot Sales

Selling Skills. In order to answer these questions and find out what separates sales winners from second-place finishers, RAIN Group, a sales training company , studied over 700 B2B purchases from the buyer’s perspective to find out what really happened in their buying experiences. Below are the 10 essential selling skills you need to succeed in sales today -- all extracted from the study's findings. Top 10 Sales Representative Skills.

Selling Skills or Selling Process? Which is Holding You Back.

The Sales Hunter

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Communication Skills. Retail Sales Trends. Selling Skills or Selling Process? Recently I had a discussion with a sales manager who said the key to success in sales is having an effective sales process. high profit selling.

Sales Managers: Dealing with the Low Performer

The Sales Hunter

Blog leadership Professional Selling Skills low performer sales leadership sales manager We’ve all been there. We have a good team, but we know we’d have a great team if we could just get one person to get with the program. You’re frustrated. Everyone else on the team knows who the slacker is, and worse yet, they’re looking at you to see how you’re going to handle […].

New Sales Manager? Check Out New Book Slammed!!

The Sales Hunter

Are you a new sales manager? As Ken says, he wrote this book because he “wants to give first time sales […]. Blog leadership Professional Selling Skills Sales Motivation ken thoreson sales leadership sales manager If so, my guess is you are excited and a bit overwhelmed all at the same time. As you navigate your new role, I recommend the new book Slammed!!! by Ken Thoreson.

Why Great Sales Managers Must Lead by Example

The Sales Hunter

We spent a few moments digging into the things great sales managers must do to be successful with their team. Blog leadership Professional Selling Skills andy paul leader sales leader sales leadership sales management Recently I had a discussion with my friend and fellow speaker Andy Paul about leadership. Click on the below image to go to the full video: Copyright 2014, Mark Hunter “The […].

STAR Sales Managers Win More Sales

Steven Rosen

All companies want to win more sales. More sales equals greater profits. So why has winning more sales become the. The first place to start is by looking at your sales people and discerning why they are not performing. Often, companies will invest in sales rep training , CRM systems and buy new toys in an effort to improve sales rep performance. You have been sold that the initiatives listed below, will help you win more sales.

52 Sales Management Tips: New eBook!

The Sales Hunter

It’s called 52 Sales Management Tips – The Sales Manager’s Success Guide , and it’s for sales executives, sales managers and small business owners. I can tell you that 52 Sales Management Tips is packed with gems that will help any sales leader take their game to the next level. Steven is a sales executive coach, speaker and author with more than 20 years of sales management experience.

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Two Words a Sales Manager NEVER Wants to Hear

The Sales Hunter

If and Then : The two words no sales manager ever wants to hear. ” The reasoning goes like this: “ If we could cut our price, then I know I could close more sales.” ” This is nothing more than the typical blame game played by salespeople when they can’t sell. Thinking they’re strategic is the last thing that comes into the sales manager’s mind. What is the real reason they aren’t making the sale?

This Ex-Salesforce Veteran Reveals How He Transformed His Team’s Selling Skills


Having spent his career running sales teams at Salesforce.com, Paul Snelson now found himself leading the 70-rep sales organization at TouchBistro. Like many SaaS sales teams, Paul has a specialized sales model. But the rate of converting these leads into sales meetings was low. AEs were responsible for conducting sales meetings and marshaling deals through the rest of the sales process. And it bogged down the sales management team.

Sales Manager or Sales Leader: Which are You?

The Sales Hunter

Let’s do a quick review of some of the key activities the typical sales manager — or sales leader — does. Sales managers put them together properly, adding information where necessary, and send them up the chain of command on time. Sales leaders do the same thing a sales manager does, but then use the information to go back and discuss with their salespeople key items listed and a plan to start improving upon those items.

The 7 Most Critical Selling Skills in Wholesale Distribution

Selling Essentials RapidLearning Center

Wholesale distributors are feeling urgency to change their sales models, a joint MDM/RLI research study shows. Many distributors have a field sales culture in markets where inside sales models may make more sense. And companies are starting to recognize that modern sales teams need to replace legacy classroom-style training with solutions that include digital, on-demand training. Most Critical Skill Gaps. Field Sales vs. Inside Sales. Sales Blog

STAR Results (Solutions That Achieve Results Inc.) Releases Global 2016 STAR Sales Manager Report

Steven Rosen

announces the release of its 2016 STAR Sales Manager Report which captures the opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers. The goal of the 2016 STAR Sales Manager Report is to help organizations better meet the developmental gaps of their frontline sales managers. Companies continue to struggle to meet their sales objectives.

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Sales Managers: Micromanage vs. Inspect What You Expect?

The Sales Hunter

Today we have a guest post by Jeff Purtell, the Chief Operating Officer at Acquirent , a leading provider of outsourced sales solutions for middle market to Fortune 500 companies. He offers good insights for anyone managing a sales team. It is a fine line for any manager — the difference between breathing down your salesperson’s neck and making sure they are tracking toward their goals and objectives for the day, week, month, quarter and year.

5 Reasons You Don’t Want to be a Sales Manager

The Sales Hunter

It is time to get it out on the table and say once and for all that if you are a sales manager, you are in a dead-end position. If you are a salesperson and you want to be promoted to a sales manager position, it’s time to change your thinking. Let me share with you 5 reasons why you don’t want to be a sales manager. Sales managers manage processes. Salespeople ignore the typical sales manager.

Sales Managers: Is Your Team Prepared to Sell to Purchasing Departments?

The Sales Hunter

As a sales manager, one of your jobs is to make sure your salespeople are equipped to succeed when selling to purchasing departments and/or buyers. These selling situations can be much different than other situations, because professional buyers are incredibly adept at working deals to their advantage. Then in an upcoming team meeting, make a list of the tips/insights from salespeople who have been successful in selling to purchasing departments or working with buyers.

VIDEO SALES TIP: Best Way to Engage a Sales Manager in the Process

The Sales Hunter

A sales manager can help tremendously if they occasionally go on sales calls with their salespeople. I call this the “four-legged sales call.” ” Problem is too managers won’t do this at all — or when they do it, they do it wrong. Used correctly, though, it is a sales leadership technique that can boost a salesperson’s sales motivation and open up opportunities that otherwise would go uncovered.

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Sales Tips: Proactive or Forensic Sales Management

Customer Centric Selling

Sales Tips: Proactive or Forensic Sales Management. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Managers: You Are Responsible for Your Organization’s Culture

The Sales Hunter

Culture is far more important to an organization than most managers believe. It does in a family with the parents, it does in a school with the administrators and it does in the workplace with the managers. Same thing goes for departments within a company when an outside manager takes over. The impact you as a manager/leader has on your team is far greater than you realize. It shows up in both the top-line sales numbers and the bottom-line profit results.

Top 3 Reasons to Use Consultative Selling Skills


Consultative Selling Skills are used by organizations in many different industries to drive high end Business 2 Business sales, and whilst Consultative Selling is undoubtedly difficult to get right, the rewards are high given the typical values of the products & services involved. The great advantage of Consultative Selling Skills is that the fundamental principles can be used on any product or service regardless of the value involved.

Using Sales Managers and Executives to Close More 4th Quarter Sales

The Sales Hunter

One of the easiest things sales managers and senior management can do is to call every person they know at a client company. We never know who or when the person the senior person knows may encounter the buyer to whom you sell. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. We’re on the verge of the 4 th quarter, and for many companies, that means the race is on to make the number.

Sales Managers Have the Hardest Job in Sales | Sales Motivation.

The Sales Hunter

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Communication Skills. Retail Sales Trends. Sales Managers Have the Hardest Job in Sales. As a sales manager, you owe it to yourself to pay close attention to Jeb’s keen insights on leadership. No sales. Would sales come in?

5 Sales Training Tips for Sales Managers AND Salespeople | Sales.

The Sales Hunter

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Communication Skills. Retail Sales Trends. 5 Sales Training Tips for Sales Managers AND Salespeople. Whether you’re a rookie salesperson, a veteran salesperson or a sales manager, here are 5 sales training tips you need to take action on: 1.

Effective Sales Management Is Emotion Management

Women Sales Pros

If you want to know how to be a good sales manager, remember the importance of emotion management when addressing sales performance issues. For example, a sales manager is meeting with one of her top salespeople who is running behind plan for the very first time in two years. The manager sets up the purpose and objective of the coaching meeting and shares her intent of helping the salesperson get back on track. Good Selling! Sales

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. In our first article , we showed the powerful link between front-line sales manager effectiveness and top-line revenue performance. What does great front-line sales management actually look like?

VIDEO SALES TIP: Why We Need Empty Chairs in Sales Departments

The Sales Hunter

Too many salespeople and sales managers spend too much time in the office! Blog Closing a Sale Consultative Selling leadership Professional Selling Skills Prospecting Sales Motivation sales leadership sales manager sales motivation salespeople selling skills video sales tip Yes, we need more empty chairs. Salespeople need to be out interacting with prospects and customers.

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How to Embrace Transparency and Win More Sales

Selling Power

Selling with transparency and integrity is about behavior. Sales Leadership Sales Management Selling SkillsYou can talk about it all you want; what matters is how it manifests itself in the everyday actions of your salespeople.

Five Skills to Help New Sales Managers Succeed

Miller Heiman Group

In this guest blog post from one of our inaugural Miller Heiman Group Icons , Kevin Lewis, Global Sales Excellence Leader at Milliken Chemical and an authority on developing sales managers, recommends five ways to get new sales managers off to a great start. Great sales leaders aren’t born: they’re made. Yet many sales organizations don’t see this, instead promoting top sellers to managerial roles based on their excellent selling skills and deal results.

10 Things I Wish I Knew Before Becoming a Sales Manager

Hubspot Sales

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Check out my book on running a human-centric sales process that'll win more customers. Almost half of all sales teams don’t have a playbook. What You Should Know Before Getting into Sales Management.

Missing on the "Secrets to Developing Successful Sales Managers"

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan An interesting article, Secrets to Developing Successful Sales Managers , by Xactly's CEO, Christopher Cabrera, was posted on Selling Power's 2/19/13 blog. It's one thing if the sales manager doesn't have salespeople reporting to him/her yet, but if we expect the sales manager to inherit a group of veteran salespeople, that's not the ideal scenario for on-the-job training! Selling skills!

Sales managers – it’s what you say and how you say it

Sales Training Connection

Sales Managers – it’s what you say and how you say it. A hallmark of a great sales manager is being a good communicator. For example, front-line sales managers are the critical screens through which messages travel from top management to the sales team. Having a clear-shared vision of the strategic direction of the company is one of the key success factors for building a high performing sales team. 2013 Sales Momentum ®.

Top 20 Reasons Why Sales Managers Suck at Coaching

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan The latest interview between Jonathan Farrington, CEO of TopSalesWorld , and me is available here. We discussed why only 17% of all sales managers are effective at coaching and the conversation was very enlightening. So why aren''t more sales managers effective at coaching salespeople? Modeling - They did not report to a sales manager who was effective at coaching.

What Does it Take to Become a Sales Manager?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I was listening to a Boston Sports Radio Station, the same one I wrote about here. It got me thinking about the road most often taken to sales management. Compared to the rocky road to coaching in the NFL, the road to sales management absolutely sounds like a road paved with gold! You see, only 18% of all sales managers are any good at coaching and only 66% of them can be coached up.

How to Equip Your Team for Virtual Selling

Selling Power

He is the content marketing manager at Richardson. Virtual selling requires more than a camera. Sales teams are discovering that virtual selling is different from executing normal sales conversations in front of a screen. They are learning that being effective over video requires more than simply transferring in-person selling skills to a video interface. Understanding these new skills is critical because virtual.

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Do Women Make Better Salespeople Than Men?

The Sales Hunter

I will argue it is, because if you’re a sales manager or anyone even remotely responsible for sales, don’t you want to make sure you’re capturing all you can? Blog Closing a Sale Cold-Calling Consultative Selling leadership Professional Selling Skills gender in sales male vs female sales leader sales leadership sales motivation selling skillsIt’s time to wade back into this very critical discussion.

Boost Your Situational Awareness to Win More Sales

Selling Power

Sales Management Selling SkillsResearch from Florida State University found that high-performing salespeople are typically more alert in customer interactions, but that level of situational awareness often diminishes in reps who have recently been top performers – because they tend to become overly confident.

Sales Leaders: You Can’t Motivate Anyone, so Quit Trying!

The Sales Hunter

Recently, while working with a client, I was talking with a very successful sales manager/leader. Blog Professional Selling Skills Sales Motivation leader leadership motivation sales leader sales manager sales motivation His track record in developing salespeople was amazing. Bigger than that was his ability to take average salespeople and turn them into high-performing salespeople.

What You Ultimately MUST Know About Low Performers

The Sales Hunter

Blog Motivational Sales Speaker Professional Selling Skills Sales Motivation Sales Training Sales Training Program Sales Training Speaker low performance low performer sales manager sales managers sales motivation sales trainer sales training In previous posts, I shared techniques on dealing with a low performer. You can check out Part 1, Part 2 and Part 3.