Which is Worse - Crappy Salespeople or Crappy Sales Managers?

Understanding the Sales Force

That advice suggested that companies just get their early versions of software and tech products out there and they could make them better later. How are early versions of technology different from crappy salespeople and crappy sales managers?

52 Sales Management Tips – the Sales Manager’s Success Guide

Smart Selling Tools

I recently read 52 Sales Management Tips – The Sales Manager’s Success Guide by Steven Rosen. Written for sales managers and small business owners, this is a guide every sales leader will benefit from.

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Sales Management Software: Don’t Forget CPQ!

Cincom Smart Selling

Sales management software tools cover a vast amount of functional territory. The sales management process involves many things that are not directly tied to selling. Complex organizations often require sales managers to oversee many mundane tasks and processes that support the organization itself but offer little in return in the form of increased sales, shorter closing times or happier customers. After-sale support.

CPQ Software and Multiple Channel Sales Management

Cincom Smart Selling

If your sales strategy includes moving your product and services through multiple selling channels , you know very well that all channels are not created equal. Forcing a sales relationship model that works for selling into the heavy-industrial-equipment world upon a market that serves financial services is a recipe for failure. Let’s look at some factors that physically differentiate one market from another and also how that market channel might be managed.

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. a large software manufacturer.

Configure Price Quote Software Prevents Order Prevention

Cincom Smart Selling

Configure price quote software makes approving complex sales orders easy and fast. It is amazing what some companies do to make sure they want to accept a deal brought in by their hardworking sales force. In many instances, it is easier for the sales rep to cash in a million-dollar lotto ticket than it is to get approval for their latest deal. Each order went through the following checks: The sales manager confirmed pricing and evaluated commission processing.

Sales Tips: A Brilliant Sales Management Strategy

Customer Centric Selling

Sales Tips: A Brilliant Sales Management Strategy. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. A sales manager’s dream is having “A” Players that can carry a branch, district or regional office.

Want a Promotion to Sales Manager? Do These 5 Things Every Day

Hubspot Sales

How Do I Get Promoted to Sales Manager? But sales is a labor-intensive job. 5 Ways to Get Promoted to Sales Manager. Former HubSpot Director of Sales and current Director of Product Michael Pici shares his path to leadership in a great post here.

How Today’s Sales Manager Needs to Change their Field Coaching

Sales Benchmark Index

Sales VPs need to train their Sales Managers differently. Coaching sales people has changed. 77% of all Sales Managers reported fewer sales calls in 2012. Download the Sales Manager Situational Coaching Tool to immediately change your coaching.).

Using Leverage in Sales: The Art of Winning an Unfair Game

Smart Selling Tools

As it goes for business, so it goes for Sales. Do you employ leverage to get the most from your sales organization? One way to accomplish that is to deploy sales tools. Back in 2010 when I first wrote about the topic of leverage in Sales, I talked specifically about DiscoverOrg.

The 13 Least Known Sales Technologies

Velocify

Did you know that high-growth companies are more likely to be familiar with the different types of sales technologies on the market? Of the sales technologies listed, here are the 13 least known according to participants (in order, starting from the least known). 1) Sales Gamification.

How to Turn CRM into a Strategic Advantage

Smart Selling Tools

Implementing CRM across any sales organization is a big deal. Were you expecting to have a great deal more insight into your sales pipeline? Were you hoping to instill more accountability across the sales organization? Managers hold the budget.

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Heavy Hitter Sales Blog: IT Sales Strategy: Software, SaaS.

HeavyHitter Sales

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager.

It’s Official: Selling Will Be Automated From This Day Forward

Smart Selling Tools

The perfect sales tool is finally here. It marks the first major shift in sales solutions since SFA (Sales Force Automation) was first introduced in the mid-80’s. It’s a revolutionary sales software solution – and I do mean revolutionary.

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Is There a Sales Enablement Bubble and Will it Burst?

Smart Selling Tools

Just before the Thanksgiving holiday, Scott Santucci of Forrester Research, published an article entitled, “ Is the Sales Enablement Space a Growth Market or a Hype Bubble? ” If buyers aren’t yet buying (or accepting sales calls) perhaps it’s an issue with the pitch or the messaging.

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.

Medical sales training – something different vs. more of the same

Sales Training Connection

Medical sales training. If your customers are making changes, then the case is made that it’s no longer business-as-usual for your sales team. So, what does it take for a company to implement a sales transformation? Building transformational sales training.

It Doesn’t End With the Sale: Managing Customer Relationships

The Pipeline

The best way to do so, however, is a matter that often leaves your sales and marketing staff at odds. Your sales force is focused primarily on closing the deal and landing new customers, while your marketing department wants to nurture customer relationships before and after the sale.

Sales Management: 6 Top Tools to Create More Effective Sales Teams

The Pipeline

Think you have the best possible toolkit for your sales team? The best sales tools now are all about integration and automation. The best tools for your team make more sales, less work. A mobile sales productivity app. The Pipeline Guest Post - Diana Doherty.

Today my wish came true: New Revolutionary Sales Software Introduced

Smart Selling Tools

It’s a revolutionary sales productivity software tool designed for companies of all sizes and budgets – and I do mean revolutionary. Managers know key stats for each rep such as the number of calls, number of demos, number of appointments, and number of proposals.

The Most Important Sales Metrics You’re Not Tracking @DeidreWM

Smart Selling Tools

The Sales analytics category has exploded in recent years, both in number and diversity. Metrics are the bedrock of any sales function (in fact, one could argue that no enterprise function is tracked, measured and analyzed more than sales!). Correlation to Sales Performance.

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SLAMMED! Sales Mgmt Boot Camp

Your Sales Management Guru

Sales Management Boot Camp- 8 weeks, online. We have too much to do, we don’t have time to build a sales organization. I am frustrated with my sales team, do I have the right team? I have a problem growing sales profitably. Sales Management Boot Camp maybe for you.

Sales middle managers – what motivates them the most?

Sales Training Connection

Sales Middle Managers. Middle managers are the key to implementing C-Suite strategic initiatives. It is in these knowledge-intensive industries where variation in the abilities of middle managers has a particularly large impact on firm performance.

Heavy Hitter Sales Blog: If Sigmund Freud Was Your Sales Manager

HeavyHitter Sales

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager.

CPQ Software Adoption in your Sales Organization: What’s Holding You Back?

Cincom Smart Selling

Sales organizations can realize almost immediate benefit from a CPQ adoption project. Sales reps are somewhat skeptical by nature; they are not inclined to believe something just because the person saying it wants them to. CPQ delivers great value to Sales and to the organization in general. So what is it specifically that gets in the way of Sales jumping on CPQ like a big wet dog? Five CPQ sins that spoil it for Sales.

The Secret to Sales Rep Motivation

Steven Rosen

Last week I was speaking with a VP of Sales of a well-known software company. George was not pleased with the performance of his sales team and was under intense pressure from the senior team to turn things around. A high performance sales team will outsell the competition.

The First Rule of Sales: Leverage

Smart Selling Tools

” As it goes for business, so it goes for sales. Are you employing leverage to get the most from your sales organization or from your own individual sales activities? Sales tools are all about “leverage”. Here’s a specific example of a sales tool that provides leverage. If your Reps are calling on IT organizations without this information, you have handicapped them unnecessarily and that will limit your sales.

CRM isn’t enough: 6 Sales Tools to Drive Revenue in 2012

Smart Selling Tools

Since CRM is the platform for sales organizations, it’s important to have ways to compare offerings and to learn what to look for. As the Internet gained popularity, and SaaS offerings (aka cloud computing) gained credibility, it opened the door for more innovation in the sales software space. It didn’t take long for entrepreneurs to realize that SaaS (Software as a Service) lowered the barriers to entry and eliminated much of the cost of doing business in the software world.

Sales directors – competencies for the job hunt

Sales Training Connection

Sales Directors. Over the years we have written numerous articles about the front-line sales management position. We have consistently labeled the front-line sales manager as the pivotal job for developing and sustaining a superior sales force.

Sales coaching – jump start by leveraging trigger events

Sales Training Connection

Sales coaching – leverage trigger events. Sales coaching – sales leadership talks about it all the time. Sales consultants advocate it and sales managers say they would like to do more of it. The “it” of course is sales coaching.

Three Things That I Would Do Differently as a Sales Manager

Adaptive Business Services

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. Focus – Detail oriented and organized, excellent time management skills, a goal setter and achiever.

Determining the right number of sales leads for reps and vice versa

Velocify

Leads360 shares its formula for optimizing the sales leads-to-rep ratio. So we put our resident sales scientists to the test, mining millions of sales calls to build out a formula for one of the most common questions we get asked from sales managers.

Sales Tips: Who Owns the Pipeline?

Customer Centric Selling

Sales Tips: Who Owns the Pipeline? Slightly more to the right would be Sales VP’s as they are more involved in the implementation. The primary titles are IT (they have to implement and support the new software) and salespeople who ironically serve as the data entry staff.

Top 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14

Smart Selling Tools

More than 1400 sessions, more than 350 exhibitors, 18 keynotes, 20 parties, 2 rock concerts, and 5 opportunities to help charities on site, there is perhaps no bigger event for sales and marketers. Act-On Software. Integrate your CRM, webinar management and more, most with one click.

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Sales CRM for Small Businesses with BIG Ambition

Velocify

With Leads360 Express, sales managers will gain more control, visibility and peace of mind. In fact, more than half of small business owner’s project sales will grow in the next year, according to a Bank of America Small Business Owner Report.

[Message to Management]: The Plea of a Struggling Sales Rep

No More Cold Calling

Are you coaching your sales team, or leaving them to fend for themselves? “ You need to understand that I’m not just another number on your sales team. Sales execs recognize that coaching and recognition contribute to performance. But that’s not building sales acumen.

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Sales performance – average is over

Sales Training Connection

Sales performance. If you are a VP of Sales, a sales manager or a salesperson, where you come down on this question will dramatically impact what you do as the future unfolds. Rethink sales training. Revisit sales coaching. 2017 Sales Momentum® LLC.

Announcing Our 3rd Annual Guide to the Best Sales Acceleration Tools #TopSalesTools

Smart Selling Tools

If you’re seeking smart tools to drive sales performance, I’ve got great news for you. We’ve just released our 3rd annual Top Sales Tools of the Year Guide. Find the best sales tools to: Help salespeople convert more calls into appointments. Sales Enablement.

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Sales Tips: Garbage In, Garbage Out

Customer Centric Selling

Sales Tips: Grading Opportunities - Garbage In, Garbage Out. In doing so, inaccurate data will provide flawed information that management will use to make decisions. The major reason Sales Force Automation (SFA) failed was that technology absent process merely speeds up the mess.

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Sales Executives: Don’t Eat Everything at Once

Smart Selling Tools

The way an organization consumes software should be similar. But software comes with a pile of features that will take months if not years to master, unlike cookware which is generally single-function. The pressure to use every bit of software functionality is what can lead to disaster. When companies spend huge sums of money and resources selecting and purchasing software, they expect to see a return on the software.