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In the sports world, coaches and managers are evaluated on one metric: winning. For sales managers, it’s about winning deals and hitting quotas — and their success rate is scrutinized by executives at the highest levels of the organization. MORE
Sales coaching is the management No. 1 activity that drives sales performance. The only problem is that managers have not been taught how to effectively coach. Coaching is a skill that takes time to perfect and unless effectively coached or trained managers can make all types of blunders. Do You Want To Increase Sales Performance? Transforming your sales managers from good to great coaches can have a dramatic impact on sales. MORE
In the sports world, coaches and managers are evaluated on one metric: winning. For sales managers, it’s about winning deals and hitting quotas — and their success rate is scrutinized by executives at the highest levels of the organization. MORE
Lessons for Sales Coaching. So we thought it would be a good time to see if there were lessons to be learned for those of us in the world of sales. Sure enough there was an interesting point about coaching introduced by Tom Pelissero in the USA Today sport section last month. The relationship between the quarterback and the play caller is one of the most important one in sports – few other relationships have as great an impact on team performance. MORE
It's a powerful sentiment that provides some sage advice for coaches working across virtually all sports, fields, and occupations. But when it comes to sales, some managers might have trouble delivering on it — often through no fault of their own. Sales Coaching MORE
Being a sales manager today is less about managing and more about developing, inspiring and growing the skills of your team. This is not easy and can leave a lot of sales managers chasing their tails trying to work out how to improve the performance of their team. MORE
Should your sales managers be responsible for meeting their own individual quota? Or is the “Selling Sales Manager” function flawed? If you look towards the sports world, however, you’ll see that few teams use “player-managers.” There is inherent conflict if a sales manager is required to supervise, coach, and mentor people while also carrying a separate quota. Reason 2: It Sacrifices the Quantity and Quality of Sales Coaching. MORE
Sales coaching is the No. 1 management activity that drives sales performance. The only problem is that managers have not been taught how to coach effectively. Do You Want To Increase Sales Performance? ” As a sales manager , you probably were a top sales rep. MORE
Sales managers. There’s little doubt that sales managers are the pivotal job for creating a superior sales team. And, a critical responsibility for the sales manager is coaching. Most people agree that sales coaching is important and can make a difference. Affirmation of these premises can easily be acquired by turning to the world of sports. In sales calls, we recommend that salespeople “ask, listen, and then talk”. MORE
Why New Sales Managers Fail. Are you a new sales manager , or have you just been promoted into a sales manager role? I am going to share the number one reason why new sales managers fail. Time and time again companies promote their best sales reps into managerial roles. Heads of sales feel that they owe it to their best sales people to give them an opportunity to advance. For new sales managers, things got worse in 2016. MORE
Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. MORE
Understanding the Sales Force by Dave Kurlan Before I get to the meat of today''s article, I have one last request for you to participate in this very important survey on sales force function. I was listening to my favorite sports radio station and I heard another interesting discussion. As usual, this argument got me thinking about sales management (the coaches) and salespeople (the players). It sets a terrible example for everyone else on the sales force. MORE
As sales managers, you all know how important it is to be effective at managing your sales staff and sales pipeline. Moreover, you must be honest with yourself and your executive team because in today’s competitive marketplace and uncertain economy, it is difficult to manage sales structures, products, policies, and sales staff while keeping executive management satisfied. Sales Culture – What makes up your sales culture? MORE
I’ve been trying to find a way to tie cooking to sales management. I love to cook (and eat) and I love selling and coaching sales management. I often tie sports stories, analogies and themes to sales and sales management, and I generally have at least one in the crowd that doesn’t/cannot relate because they have not played sports or are just simply not into sports. Let’s think about your relationship with your sales people. MORE
Whether you are learning to play an instrument or a sport, your learning curve accelerates by how frequently you practice that skill and coaching is no different. We speak to many sales leadership development trailblazers who question whether their managers are capable coaches. MORE
A key factor in a sales manager’s approach is technology. Without the right technology, the sales manager isn’t going to even have the data to view, let alone interpret, and make decisions with. What does this mean for a sales manager newly on the job? MORE
Welcome back to Sales Management TV. Coaching is a “one to one” sport. Coaching starts with diagnosing each sales reps particular area for improvement. It is best when the sales rep is self-aware and can self-evaluate areas for improvement. Don’t be one of those managers who coach all their reps the same way. If you would like more Sales Management Tips then click on the link below to get my FREE eBook with 6 of my favorite Tips! MORE
In dealing with people—something a sales manager certainly must do—the first thing you must admit is just how difficult it is to change people. It is extremely common for sales managers to dive in and attempt to strengthen sales rep weaknesses. Sales Management MORE
Sales managers have many different leadership styles. Still, many managers continue to dictate because they believe it’s faster and easier to get the results they want. However, there’s imminent danger in telling sales people what to do when asked versus helping them to figure it out for themselves. Like a coach in any sport, you should be helping them to figure out the fundamentals and the end result is a better chance at winning. Sales MORE
Being a sales manager today is less about managing and more about developing, inspiring and growing the skills of your team. This is not easy and can leave a lot of sales managers chasing their tails trying to work out how to improve the performance of their team. MORE
Although 71% of companies say closing more deals is their top sales priority, further data from Forrester suggests that only 0.75% of leads generated become closed revenue. HubSpot Sales aims to help growing businesses transform the way they sell to match the way people buy. Sales Pop! MORE
When I was younger, my source of entertainment was hanging out at sports bars with pool tables, shuffleboards and basketball games. Effort in Sales effective sales management building sales teamIt’s been a few years since I’ve been in a Dave and Busters establishment. There was a time when I would go at least once a year. About 25 years ago, that entertainment became watching my kids enjoy the arcade games Dave and Busters offered. MORE
The topic of Sales management is very broad, and is covered in an infinite number of books, so we won’t be covering that here. “Management must be learnt just like any other profession, a foreign language or a type of sport. Lead Management. Sales Management MORE
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. You hire your top salesperson, expecting that the skill, professionalism, and enthusiasm he or she brought to sales will translate into effective sales management. Here are my Top 10 Reasons Why New Sales Managers Fail. MORE
The current level of sales management is failing companies. Average tenure of a sales leader has dropped from 26 months (bad) to 18 months (horrible). 80% plus want to meet with a sales person only after they have developed the need and a shortlist. of people say they trust very highly information from a sales person. This is not a problem of salespeople—it is a problem of sales leadership. Thus almost all sales solutions are people-based solutions. MORE
There’s little doubt that sales managers are the pivotal job for creating a superior sales team. And, a critical responsibility for the sales manager is coaching. Most people agree that sales coaching is important and can make a difference. One trap is believing you, the sales manager are the smartest person in the room. And the good news is you don’t even have to be to be an effective sales coach. 2015 Sales Momentum, LLC. MORE
NCAA Sales Management: Developing Winning Sales Strategy. First, putting the right players on the floor to match up against the competition is key, and is the reason my first book was written: Hiring High Performance Sales Teams. I stress that recruiting is the most important job for sales management, build a continuous hiring program to find top talent. Secondly, strategy and execution during the sale or game time must be brilliant! MORE
Here are some sales manager resume tips and templates to calm your nerves and help you get the job of your dreams. Sales Manager Resume Tips. I spoke with Pratik 'Tiki' Biswal , a senior sales manager at HubSpot, and he provided some resume writing tips. MORE
Much has been shared about his coaching style and his management philosophies. We were reminded of this point while thinking about how sales reps and their managers react after one of their plays. For example, some spend an inordinate amount of time “enjoying” a successful sales call – thinking: “Wow, after that great presentation we should have this one in the bag.” Sales reps sometimes forget this confidence lesson. 2012 Sales Horizons, LLC. MORE
Improve your sales manager coaching skills in six actionable steps. As a sales manager, you aren’t just responsible for direct interactions with customers. Studies have shown that your coaching skills have a direct impact on the overall performance of your team, transforming their sales successes. These strategies will make you a more effective sales coach. For some people, the art of sales comes naturally. Blog Sales Manager Effectiveness MORE
Sales managers – be nimble! The article by Adam Bryant, the NY Times columnist and author of Quick and Nimble , shared 6 pieces of advice for managers developing that ever-desired characteristic – nimbleness. Although the article was about business managers in general, we thought the advice was worth translating for the sales community, since nimbleness is a hallmark of sales success! Salespeople and sales managers are no exception. MORE
From professional sports to retail marketing research, our society is one increasingly driven by data. From a sales team management perspective, analyzing data sends up red flags of potential issues with a rep’s performance. All of this, in general, has helped to make sales teams more efficient. Talent Management Sales Management MORE
One of the great things in what I do is the opportunity to meet a range of thinkers and doers involved in sales and helping others sell better. Brock writes a book on a critical subject like sales management, it is an opportunity to learn and share with others in my circle. Sales Manager Survival Guide: Lessons From Sales’ Front Lines , is a book I wish I had way back when I was promoted from being territory rep to sales manager. MORE
Coaching is one of the most important contributions to a successful sales organization. Time spent improving skills, implementing best practices, and focusing on the overall development of a sales team pays off tremendously in the long run. A successful sales coach is not a robot. MORE
I was 27 years old when I got my first job in sales. After years of working in customer service, I had talked my supervisor into giving me a chance to make sales calls and earn what in my mind was some hefty commission. My only challenge was that I had no sales experience. While I had done a great job of taking care of our existing customers, I was not sure how to go about actually making a sales call. I think we have all been there, any of us that have been in sales. MORE
Today on the show, we’ve got Brian Litvack, the first person that ever hired me as a sales consultant and my fast friend. He’s the Co-founder and CEO of a company called LeagueApps, which is democratizing the world of youth sports. Subscribe to the Sales Hacker Podcast. MORE
Should your sales managers be responsible for meeting their own individual quota? Or is the “Selling Sales Manager” function flawed? If you look towards the sports world, however, you’ll see that few teams use “player-managers.” There is inherent conflict if a sales manager is required to supervise, coach, and mentor people while also carrying a separate quota. Reason 2: It Sacrifices the Quantity and Quality of Sales Coaching. MORE
Join Me At The Collectors Showcase Sports Card and Memorabilia Show on April 15-17. Tweet Share I am going to the Collectors Showcase Sports Card and Memorabilia Show at the Oaks Expo Center outside of Philadelphia the weekend of April 15-16-17. Filed Under: Sales Tagged With: gitomer , Jeffrey gitomer , jefrrey gitomer , professional sales training , selling with social media. Get Sales Blog Updates. Sales. Sales Management. Sales Videos. MORE
5 Sales Manager Coaching Blunders. Sales coaching is the No. 1 management activity that drives sales performance. The only problem is that managers have not been taught how to coach effectively. Do You Want To Increase Sales Performance? MORE
Sales managers lead and guide a sales team to success, just as a coach does for a sports team. One lesson the business world can learn from sports is the value of effectively coaching a team. Since a coach helps someone achieve their personal best, a sales manager who is equipped with a coaching mindset can connect with and develop their sales reps to help them realize their full potential. Sales Leadership MORE
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. MORE
Steven Rosen
MARCH 23, 2022
Sales coaching is the No. 1 management activity that drives sales performance. The only problem is that managers have not been taught how to coach effectively. Do You Want To Increase Sales Performance? ” As a sales manager , you probably were a top sales rep.
Steven Rosen
MARCH 23, 2022
5 Sales Manager Coaching Blunders. Sales coaching is the No. 1 management activity that drives sales performance. The only problem is that managers have not been taught how to coach effectively. Do You Want To Increase Sales Performance?
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Selling Power
SEPTEMBER 2, 2020
Sales managers lead and guide a sales team to success, just as a coach does for a sports team. One lesson the business world can learn from sports is the value of effectively coaching a team. Since a coach helps someone achieve their personal best, a sales manager who is equipped with a coaching mindset can connect with and develop their sales reps to help them realize their full potential. Sales Leadership
Sales Readiness Group
JANUARY 13, 2022
In the sports world, coaches and managers are evaluated on one metric: winning. For sales managers, it’s about winning deals and hitting quotas — and their success rate is scrutinized by executives at the highest levels of the organization.
Jeffrey Gitomer
APRIL 14, 2011
Join Me At The Collectors Showcase Sports Card and Memorabilia Show on April 15-17. Tweet Share I am going to the Collectors Showcase Sports Card and Memorabilia Show at the Oaks Expo Center outside of Philadelphia the weekend of April 15-16-17. Filed Under: Sales Tagged With: gitomer , Jeffrey gitomer , jefrrey gitomer , professional sales training , selling with social media. Get Sales Blog Updates. Sales. Sales Management. Sales Videos.
Sales Readiness Group
NOVEMBER 30, 2021
In the sports world, coaches and managers are evaluated on one metric: winning. For sales managers, it’s about winning deals and hitting quotas — and their success rate is scrutinized by executives at the highest levels of the organization.
Sales Hacker
SEPTEMBER 15, 2020
Today on the show, we’ve got Brian Litvack, the first person that ever hired me as a sales consultant and my fast friend. He’s the Co-founder and CEO of a company called LeagueApps, which is democratizing the world of youth sports. Subscribe to the Sales Hacker Podcast.
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. You hire your top salesperson, expecting that the skill, professionalism, and enthusiasm he or she brought to sales will translate into effective sales management. Here are my Top 10 Reasons Why New Sales Managers Fail.
Steven Rosen
AUGUST 22, 2016
Why New Sales Managers Fail. Are you a new sales manager , or have you just been promoted into a sales manager role? I am going to share the number one reason why new sales managers fail. Time and time again companies promote their best sales reps into managerial roles. Heads of sales feel that they owe it to their best sales people to give them an opportunity to advance. For new sales managers, things got worse in 2016.
Steven Rosen
MARCH 23, 2012
Sales coaching is the management No. 1 activity that drives sales performance. The only problem is that managers have not been taught how to effectively coach. Coaching is a skill that takes time to perfect and unless effectively coached or trained managers can make all types of blunders. Do You Want To Increase Sales Performance? Transforming your sales managers from good to great coaches can have a dramatic impact on sales.
Anthony Cole Training
APRIL 4, 2018
When I was younger, my source of entertainment was hanging out at sports bars with pool tables, shuffleboards and basketball games. Effort in Sales effective sales management building sales teamIt’s been a few years since I’ve been in a Dave and Busters establishment. There was a time when I would go at least once a year. About 25 years ago, that entertainment became watching my kids enjoy the arcade games Dave and Busters offered.
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Pipeliner
NOVEMBER 11, 2020
The topic of Sales management is very broad, and is covered in an infinite number of books, so we won’t be covering that here. “Management must be learnt just like any other profession, a foreign language or a type of sport. Lead Management. Sales Management
Vengreso
MARCH 2, 2021
Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm.
The Pipeline
MAY 26, 2016
One of the great things in what I do is the opportunity to meet a range of thinkers and doers involved in sales and helping others sell better. Brock writes a book on a critical subject like sales management, it is an opportunity to learn and share with others in my circle. Sales Manager Survival Guide: Lessons From Sales’ Front Lines , is a book I wish I had way back when I was promoted from being territory rep to sales manager.
Anthony Cole Training
SEPTEMBER 24, 2014
I’ve been trying to find a way to tie cooking to sales management. I love to cook (and eat) and I love selling and coaching sales management. I often tie sports stories, analogies and themes to sales and sales management, and I generally have at least one in the crowd that doesn’t/cannot relate because they have not played sports or are just simply not into sports. Let’s think about your relationship with your sales people.
Sales Training Connection
JANUARY 9, 2015
Lessons for Sales Coaching. So we thought it would be a good time to see if there were lessons to be learned for those of us in the world of sales. Sure enough there was an interesting point about coaching introduced by Tom Pelissero in the USA Today sport section last month. The relationship between the quarterback and the play caller is one of the most important one in sports – few other relationships have as great an impact on team performance.
Pipeliner
SEPTEMBER 22, 2020
In dealing with people—something a sales manager certainly must do—the first thing you must admit is just how difficult it is to change people. It is extremely common for sales managers to dive in and attempt to strengthen sales rep weaknesses. Sales Management
CommercialTribe
OCTOBER 22, 2020
Whether you are learning to play an instrument or a sport, your learning curve accelerates by how frequently you practice that skill and coaching is no different. We speak to many sales leadership development trailblazers who question whether their managers are capable coaches.
Sales Training Connection
JANUARY 13, 2014
Sales managers – be nimble! The article by Adam Bryant, the NY Times columnist and author of Quick and Nimble , shared 6 pieces of advice for managers developing that ever-desired characteristic – nimbleness. Although the article was about business managers in general, we thought the advice was worth translating for the sales community, since nimbleness is a hallmark of sales success! Salespeople and sales managers are no exception.
Hubspot Sales
JANUARY 12, 2021
It's a powerful sentiment that provides some sage advice for coaches working across virtually all sports, fields, and occupations. But when it comes to sales, some managers might have trouble delivering on it — often through no fault of their own. Sales Coaching
Sales Training Connection
NOVEMBER 22, 2013
Sales managers. There’s little doubt that sales managers are the pivotal job for creating a superior sales team. And, a critical responsibility for the sales manager is coaching. Most people agree that sales coaching is important and can make a difference. Affirmation of these premises can easily be acquired by turning to the world of sports. In sales calls, we recommend that salespeople “ask, listen, and then talk”.
Pipeliner
MARCH 27, 2018
I was 27 years old when I got my first job in sales. After years of working in customer service, I had talked my supervisor into giving me a chance to make sales calls and earn what in my mind was some hefty commission. My only challenge was that I had no sales experience. While I had done a great job of taking care of our existing customers, I was not sure how to go about actually making a sales call. I think we have all been there, any of us that have been in sales.
Pipeliner
SEPTEMBER 29, 2020
A key factor in a sales manager’s approach is technology. Without the right technology, the sales manager isn’t going to even have the data to view, let alone interpret, and make decisions with. What does this mean for a sales manager newly on the job?
The Brooks Group
SEPTEMBER 20, 2017
Should your sales managers be responsible for meeting their own individual quota? Or is the “Selling Sales Manager” function flawed? If you look towards the sports world, however, you’ll see that few teams use “player-managers.” There is inherent conflict if a sales manager is required to supervise, coach, and mentor people while also carrying a separate quota. Reason 2: It Sacrifices the Quantity and Quality of Sales Coaching.
Janek Performance Group
DECEMBER 14, 2018
From professional sports to retail marketing research, our society is one increasingly driven by data. From a sales team management perspective, analyzing data sends up red flags of potential issues with a rep’s performance. All of this, in general, has helped to make sales teams more efficient. Talent Management Sales Management
Sales Training Connection
NOVEMBER 26, 2012
Much has been shared about his coaching style and his management philosophies. We were reminded of this point while thinking about how sales reps and their managers react after one of their plays. For example, some spend an inordinate amount of time “enjoying” a successful sales call – thinking: “Wow, after that great presentation we should have this one in the bag.” Sales reps sometimes forget this confidence lesson. 2012 Sales Horizons, LLC.
Sales Training Connection
MARCH 9, 2015
There’s little doubt that sales managers are the pivotal job for creating a superior sales team. And, a critical responsibility for the sales manager is coaching. Most people agree that sales coaching is important and can make a difference. One trap is believing you, the sales manager are the smartest person in the room. And the good news is you don’t even have to be to be an effective sales coach. 2015 Sales Momentum, LLC.
Understanding the Sales Force
JANUARY 24, 2014
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.
CommercialTribe
JULY 9, 2018
Improve your sales manager coaching skills in six actionable steps. As a sales manager, you aren’t just responsible for direct interactions with customers. Studies have shown that your coaching skills have a direct impact on the overall performance of your team, transforming their sales successes. These strategies will make you a more effective sales coach. For some people, the art of sales comes naturally. Blog Sales Manager Effectiveness
Your Sales Management Guru
MARCH 28, 2011
NCAA Sales Management: Developing Winning Sales Strategy. First, putting the right players on the floor to match up against the competition is key, and is the reason my first book was written: Hiring High Performance Sales Teams. I stress that recruiting is the most important job for sales management, build a continuous hiring program to find top talent. Secondly, strategy and execution during the sale or game time must be brilliant!
Understanding the Sales Force
MARCH 3, 2014
Understanding the Sales Force by Dave Kurlan Before I get to the meat of today''s article, I have one last request for you to participate in this very important survey on sales force function. I was listening to my favorite sports radio station and I heard another interesting discussion. As usual, this argument got me thinking about sales management (the coaches) and salespeople (the players). It sets a terrible example for everyone else on the sales force.
Pipeliner
MARCH 30, 2018
The current level of sales management is failing companies. Average tenure of a sales leader has dropped from 26 months (bad) to 18 months (horrible). 80% plus want to meet with a sales person only after they have developed the need and a shortlist. of people say they trust very highly information from a sales person. This is not a problem of salespeople—it is a problem of sales leadership. Thus almost all sales solutions are people-based solutions.
Women Sales Pros
MAY 11, 2018
Sales managers have many different leadership styles. Still, many managers continue to dictate because they believe it’s faster and easier to get the results they want. However, there’s imminent danger in telling sales people what to do when asked versus helping them to figure it out for themselves. Like a coach in any sport, you should be helping them to figure out the fundamentals and the end result is a better chance at winning. Sales
The Brooks Group
SEPTEMBER 20, 2017
Should your sales managers be responsible for meeting their own individual quota? Or is the “Selling Sales Manager” function flawed? If you look towards the sports world, however, you’ll see that few teams use “player-managers.” There is inherent conflict if a sales manager is required to supervise, coach, and mentor people while also carrying a separate quota. Reason 2: It Sacrifices the Quantity and Quality of Sales Coaching.
Hubspot
APRIL 25, 2019
Here are some sales manager resume tips and templates to calm your nerves and help you get the job of your dreams. Sales Manager Resume Tips. I spoke with Pratik 'Tiki' Biswal , a senior sales manager at HubSpot, and he provided some resume writing tips.
Mindtickle
JANUARY 30, 2018
Being a sales manager today is less about managing and more about developing, inspiring and growing the skills of your team. This is not easy and can leave a lot of sales managers chasing their tails trying to work out how to improve the performance of their team.
Pipeliner
MARCH 9, 2018
As sales managers, you all know how important it is to be effective at managing your sales staff and sales pipeline. Moreover, you must be honest with yourself and your executive team because in today’s competitive marketplace and uncertain economy, it is difficult to manage sales structures, products, policies, and sales staff while keeping executive management satisfied. Sales Culture – What makes up your sales culture?
SalesLoft
MAY 17, 2018
Coaching is one of the most important contributions to a successful sales organization. Time spent improving skills, implementing best practices, and focusing on the overall development of a sales team pays off tremendously in the long run. A successful sales coach is not a robot.
Mindtickle
JANUARY 30, 2018
Being a sales manager today is less about managing and more about developing, inspiring and growing the skills of your team. This is not easy and can leave a lot of sales managers chasing their tails trying to work out how to improve the performance of their team.
PandaDoc
SEPTEMBER 2, 2020
Although 71% of companies say closing more deals is their top sales priority, further data from Forrester suggests that only 0.75% of leads generated become closed revenue. HubSpot Sales aims to help growing businesses transform the way they sell to match the way people buy. Sales Pop!
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