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.

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. Are you developing your sales managers to be stars?

Trending Sources

Top 3 Reasons to Use Consultative Selling Skills

Klozers

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.

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.”

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.

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.

Guest Post: Top 20 Reasons Why Sales Managers Suck at Coaching

Jonathan Farrington

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? DNA – They don’t have the DNA to support effective sales coaching.

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.

Is Sales Management Getting in the Way of Sales Success?

Jonathan Farrington

Recently, I made the point that the role of sales management – dare I say “sales leadership” – is now pivotal in the success of every organization and yet, it is becoming clear that around 80% of managers are unqualified to fulfil the role that is being asked of them.

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.

Sales Managers: Are You Encouraging This Bad Behavior?

The Sales Hunter

Are your salespeople spending too much time cruising the internet in a way that is robbing them from selling? Blog leadership Professional Selling Skills sales leader sales leadership sales management sales manager time management time waster

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.

Video 50

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.

Sales Tips: Telling vs. Asking

Customer Centric Selling

Sales Tips: Telling vs. Asking. By John Holland, Chief Content Officer, CustomerCentric Selling®.

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. 52 Sales Management Tips The Sales Managers Success Guide is available at Amazon.com.

eBook 27

Sales Tips: 2 Costly Mistakes Sellers Make with Pricing

Customer Centric Selling

Sales Tips: 2 Costly Mistakes Sellers Make with Pricing. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: A Business Case for Business Cases

Customer Centric Selling

Sales Tips: Deferring Test Drives. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: Buyer's Bill of Rights

Customer Centric Selling

Sales Tips: The Buyer's Bill of Rights. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Buyer 40

Sales Tips: Next Salesperson Up

Customer Centric Selling

Sales Tips: Next Salesperson Up. By John Holland, Chief Content Officer, CustomerCentric Selling®.

10 Questions Every Manager/Leader Needs to Ask Themselves Regarding Sales and Customers

The Sales Hunter

10, @ 11 AM PST, for a Salesforce webinar High-Profit Selling: How Leaders Impact Their Teams’ Success. I will discuss in depth what management can do NOW to stop blocking sales and start creating sales. (If you can’t join me live, still sign […].

Sales Tips: 3 Things Sellers Should Now at Mid-year

Customer Centric Selling

Sales Tips: 3 Things To Do Now at Mid-year If You Want to Make Your Number. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®.

Sales Tips: Cost vs. Benefit To Do's and NOT To Do

Customer Centric Selling

Sales Tips: What To Do and NOT To Do with Costs vs. Benefits. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: Don't Limit Benefits to Just One Perspective

Customer Centric Selling

Sales Tips: Don't Limit Benefits to Just One Perspective. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: Understand Payback Before Product

Customer Centric Selling

Sales Tips: Understand Payback Before Product. By John Holland, Chief Content Officer, CustomerCentric Selling®.

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.

Sales Tips: Avoid Issuing Proposals Too Soon

Customer Centric Selling

Sales Tips: Avoid Issuing Proposals Too Soon. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: WHY Should Buyers Buy from You?

Customer Centric Selling

Sales Tips: WHY Should Buyers Buy from You? By John Holland, Chief Content Officer, CustomerCentric Selling®.

Buyer 40

Sales Tips: Are You The Wirerer or Wiree?

Customer Centric Selling

Sales Tips: Handling RFP's You Did NOT Wire. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: Establish a Peer Relationship with Your Buyer

Customer Centric Selling

Sales Tips: Establish Peer Relationships with Your Buyers. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Buyer 28

Sales Tips: 5 Tips for Better Responding to "What do you sell?"

Customer Centric Selling

Sales Tips: What Do You Sell? By John Holland, Chief Content Officer, CustomerCentric Selling®. 5 Tips for a Better Response.

Sales Tips: How to Handle Stale Proposals

Customer Centric Selling

Sales Tips: A Better Way to Handle Stale Proposals. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: Key to Creating Urgency with Buyers

Customer Centric Selling

Sales Tips: How to Establish Urgency with Your Prospects and Accelerate Buying Decisions. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Buyer 36

Sales Tips: How Being Proactive Works In Your Favor

Customer Centric Selling

Sales Tips: How Being Proactive Works In Your Favor. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: How to Think Like Your Customer

Customer Centric Selling

Sales Tips: How to Think Like Your Customer. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: Stop Clinging to Old Approaches

Customer Centric Selling

Sales Tips: Stop Clinging to Old Selling Approaches. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: The Key to (Truly) Being "Customer-Centric"

Customer Centric Selling

Sales Tips: The Key to Being a "Customer-Centric" Organization. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: When IS a Good Time for Training?

Customer Centric Selling

Sales Tips: When IS a Good Time for Training? By Frank Visgatis, President/COO, CustomerCentric Selling®.

Sales Tips: Seller Opinions vs. Buyer Opinions

Customer Centric Selling

Sales Tips: "Solutions" - Your Buyer's Opinion or Yours? By John Holland, Chief Content Officer, CustomerCentric Selling®.

Buyer 32

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. It is possible to succeed when selling to purchasing departments, but your team has to be prepared.

Sales Tips: Reducing Churn with SaaS Renewals

Customer Centric Selling

Sales Tips: Reducing Churn with SaaS Renewals. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Churn 33