Understanding the Sales Force

APRIL 4, 2013

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. DNA - They don''t have the DNA to support effective sales coaching.

Coaching 221

Coaching Sales Management Incentives Incentive 221

The Sales Hunter

AUGUST 16, 2013

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. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Management 212

Sales Management Selling Skills Sales Leadership Sales 212

The Sales Hunter

JULY 27, 2013

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. ” Sales Motivation Blog. .

Video 192

Video Sales Management Consultative Selling Motivation 192

Understanding the Sales Force

JANUARY 24, 2014

It got me thinking about the road most often taken to sales management. The hours are about the same, it''s a step up, and it usually pays better. Compared to the rocky road to coaching in the NFL, the road to sales management absolutely sounds like a road paved with gold! I will be speaking at the Sales 2.0

Sales Management 214

Sales Management Webinar Metrics Coaching Sports 214

criteria for success

JULY 15, 2021

As sales managers, we’ve all been told we need to coach our teams. At CFS, we believe that to be an elite sales manager, you need to learn how to coach people where they are. At CFS, we believe that to be an elite sales manager, you need to learn how to coach people where they are.

Coaching 98

Coaching Sales Management Pipeline Sales Qualified Lead 98

Gong.io

AUGUST 15, 2018

But our close rates weren’t keeping up, and I couldn’t answer why.”. Having spent his career running sales teams at Salesforce.com, Paul Snelson now found himself leading the 70-rep sales organization at TouchBistro. Our sales conversations were a black box, and we needed to get inside of them,” Paul told me. The Results.

Selling Skills 78

Selling Skills SalesForce Inbound Lead Rank 78

Women Sales Pros

NOVEMBER 1, 2019

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. Good Selling!

Sales Management 82

Sales Management Hiring Territories Coaching 82

Miller Heiman Group

NOVEMBER 12, 2019

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.

Chemicals 75

Chemicals Sales Management Top of Funnel Lead Rank 75

SalesFuel

MARCH 26, 2024

Most sales managers would like to do that. But since they can’t, the next best thing may be to reengineer your sales training program. How to Reengineer Your Sales Training Program Before you begin to adjust the details of your sales training initiatives, take time to study your rain makers. It doesn’t have to be.

Training 116

Training Hiring How To Proposal 116

SBI

JUNE 4, 2014

Duncan: Our most recent data found that over one-third of sales reps aren’t prepared for sales calls. As their manager, do you know what they know? It’s important to focus on changing the current approach to reinforcing selling skills and new product knowledge. It’s prettyscary to think about.

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

Partners in Excellence

JUNE 6, 2018

A friend forwarded me an article entitled, “Giving People More Time To Sell Is BS.” The article started with a statement to the effect of “ill informed pundits quoting data that sales people spend only 10-30% of their time F2F with customers.” ” Intrigued, I clicked on the link.

Up-Sell 52

Up-Sell Revelation CRM Buying Cycle 52

The Sales Hunter

APRIL 4, 2013

They watch you to see how you handle yourself in good times and bad times, and what they see from you becomes what they wind up believing as acceptable behavior. 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. ” Sales Motivation Blog.

Sales Management 195

Sales Management Motivation Selling Skills Sales Leadership 195

The Sales Hunter

JANUARY 27, 2012

Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Communication Skills. 5 Sales Training Tips for Sales Managers AND Salespeople. The success you have in sales is dependent on your level of confidence.

Sales Management 204

Sales Management Training Hiring Ideal Customer Profile 204

Lessonly

DECEMBER 22, 2021

Are you ready to get your head in the sales game and set your sales reps up for top success? Well, then it’s time to get on board with all the glory that sales readiness has to offer! Sales readiness is a well-crafted mix of rep assessment, sales management training, and coaching.

Selling Skills 26

Selling Skills Training Scale Negotiation 26

The Sales Hunter

JUNE 13, 2014

Now I must give you some advice to keep you from being swallowed up by doing nothing but trying to help the low performer improve. Keep in mind that as you work […].

Selling Skills 216

Selling Skills Motivation Training Sales Management 216

Miller Heiman Group

OCTOBER 24, 2019

Channel selling is a different breed of selling from direct sales. To succeed, sales managers need to adopt a different approach and mindset—but the overall message they convey must be the same to all of their sellers. Use Sales Training to Differentiate in a Crowded Market.

Channels 51

Channels Sales Management Insurance Insurance 51

Sales Manager Now

MAY 20, 2021

If we want to help and support our sales teams to be more accountable and self manage we need to up our coaching game. We don’t need to improve our selling skills but we do need to improve our leadership… The post 7 Tips to Improve Your Listening Skills appeared first on Sales Manager Now.

Selling Skills 78

Selling Skills Coaching Account Up-Sell 78

The Sales Hunter

JULY 8, 2014

This question comes up frequently when I’m meeting with sales managers. Blog pricing Professional Selling Skills discount price sales discounting' What is the right level of authority a salesperson should have when it comes to price?

Discount 221

Discount Closing Selling Skills Up-Sell 221

Klozers

JUNE 5, 2014

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.

Consultative Selling 48

Consultative Selling Selling Skills Ideal Customer Profile Sales Methodology 48

The Sales Hunter

MAY 29, 2014

Recently, I wrote a post about dealing with low performers and I promised a series of follow up posts with more details. Here is the best way to start dealing with a low performer: As a sales manager, you need to first determine if the performance issues are attitude related or skill related. If it’s […].

Selling Skills 225

Selling Skills How To Motivation Follow-up 225

The Sales Hunter

JUNE 19, 2014

We’ve all had at least one person on our team who is simply not measuring up to where they should. Blog leadership Professional Selling Skills Sales Motivation free webinar poor performance sales leader sales management sales training sales webinar underachiever'

Hiring 201

Hiring Webinar Metrics Selling Skills Motivation 201

Hubspot Sales

MARCH 2, 2018

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.

Sales Management 105

Sales Management Hiring Top of Funnel Funnel 105

Showpad

JULY 25, 2019

A coach sets the tone for success, creates a strategy, and provides continuous sales training and support so the team can reach its full potential. In Sales, front line Sales managers take on the role of coaches, supporting and developing team members day in and day out in their sales execution.

Sales Management 53

Sales Management Face-to-face Scale Coaching 53

The Sales Hunter

JULY 25, 2013

She truly believed in what it was she was selling, but the problem was her passion overtook any sense of intelligence with how to sell. One word sums up what I heard in this salesperson’s approach: Pathetic! One word sums up what I heard in this salesperson’s approach: Pathetic! Well, that sums it up.

Cold Calling 217

Cold Calling Selling Skills Customer Service Consultative Selling 217

Mr. Inside Sales

MAY 21, 2022

Why not use them to upgrade your team’s selling skills so they can hit the third and fourth quarter hard? Check out our best inside sales training available on the Internet: On-Demand Training! Then give your team access to my award winning inside sales training! Sign up here! Invest in sales team today!

Closing 156

Closing Training Gatekeeper Face-to-face 156

Understanding the Sales Force

JULY 10, 2014

For all that we do though, I found it disheartening that we had not updated the Core Competencies to reflect the changes that have taken place in selling over the past 8 years. Shut up Dave and just show us the list already! Next week I''ll introduce our new and revised Sales Management Core Competencies.

Top of Funnel 309

Top of Funnel Social Selling Funnel Promotion 309

Allego

OCTOBER 25, 2022

For reps to build up their selling skills and gain the insights they need, they require ongoing coaching from sales managers. Sales Coaching in the Virtual Selling Era. The move to hybrid work forced sales organizations to adapt and adjust their processes for virtual selling environments.

Face-to-face 96

Face-to-face Coaching Scale Video 96

SBI

JUNE 3, 2014

Duncan: Our most recent data found that over one-third of sales reps aren’t prepared for sales calls. As their manager, do you know what they know? It’s important to focus on changing the current approach to reinforcing selling skills and new product knowledge. It’s prettyscary to think about.

Up-Sell 57

Up-Sell Revenue Closing Buying Cycle 57

Hubspot Sales

NOVEMBER 18, 2020

Sales leaders, be honest — you're curious about what your peers are up to. The ability to share information with other leaders, or to ask "how are you managing?" Sales Performance. 65% of sales leaders that outperformed against revenue targets have a dedicated sales enablement person or team. Remote Selling.

Sales Leadership 141

Sales Leadership Hiring Face-to-face Decision Maker 141

Allego

NOVEMBER 10, 2022

Competition is greater than ever, buyers are cautious, your industry is constantly changing, and sales managers have little time to ensure their reps get the coaching they need. Sales organizations have to invest in tech, he said, because virtual selling is on the rise. Selling today is hybrid. But it isn’t easy.

Sales Enablement 118

Sales Enablement Microsoft Coaching Webinar Metrics 118

Miller Heiman Group

FEBRUARY 20, 2020

Only about one-quarter of sales leaders believe that their managers effectively coach and develop their sellers. In part, that’s because sales managers spend less time coaching—14%—than they do on selling, forecasting and administrative tasks, according to our latest study, 2020 Trends in Sales Management.

Sales Coaching 80

Sales Coaching Coaching Top of Funnel Lead Rank 80

The Sales Hunter

FEBRUARY 26, 2014

We’ve reached the last secret on my list of 5 Secrets to Selling at Full Price. This is the reason I tell many sales managers they should take all pricing authority away from their salespeople. When I bring this idea up to salespeople, I’m normally met with a high degree of skepticism. Don’t offer discounts.

Discount 211

Discount Policies Selling Skills Benefit 211

Women Sales Pros

OCTOBER 11, 2019

He asks rapid-fire questions about their birthdays, where they grew up and details of the science fiction film. So, what does this have to do with sales development? How many sales managers have watched a salesperson conduct a role play, one where he or she did a really great job of executing the right selling skills?

Film 86

Film Selling Skills SalesForce Influencer 86

criteria for success

MARCH 17, 2021

By this point, your new hire should be actively prospecting and selling, and it’s important to make sure they haven't fallen into any old habits, but are instead sticking to your process. This evaluation should focus on your process and products or services, rather than selling skills. Evaluate Your Team’s Selling Skills.

Hiring 97

Hiring Training Selling Skills Lead Qualification 97

No More Cold Calling

AUGUST 7, 2014

Are you spending too much time cleaning up after sub-par performers? Salespeople not performing, dragging you down, and compromising your team‘s sales effectiveness? Perhaps you didn’t equip them with the skills and tools to do their job. Where Should Sales Managers Spend Their Time? Here’s the challenge.

Hiring 274

Hiring Small Business Small Business Enterprise 274

Women Sales Pros

AUGUST 9, 2019

Upon arriving at the company, his supposed-to-be new client apologized and said the company had decided to sell the firm. In fact, this deal not coming through has actually taught me a few lessons on how to be better in the next selling situation.” Prospect doors opened up easily because of name recognition. Uggh,” I said.

Revenue 90

Revenue Hiring Selling Skills SalesForce 90

Adaptive Business Services

AUGUST 30, 2017

I spent most of my professional life as a sales manager in some form or another. I gave up managing 12 years ago largely because I was tired of the stress. Selling is much more fun! Selling today has evolved with technology and salespeople have to be comfortable, and anxious to take advantage of, these tools.

Hiring 54

Hiring Sales Management Face-to-face Training 54