Five Tools Every Sales Manager Should Use

Your Sales Management Guru

Five Tools Every Sales Manager Should Use. During a recent podcast interview I was asked what I thought were the top five “systems or tools” that a Sales Manager needs to be successful. Weekly Sales Meeting Agenda. Sales Dashboard.

Tools 72

Sales Management & Discipline

Your Sales Management Guru

Sales Management and Discipline. I received a call from a former client that was concerned about the status of their sales team and VP of Sales-it seems that their revenue was off more than $2M over the previous year and below their growth goal! After that conversation I next interviewed the VP of Sales. The VP of Sales and President failed on one major tenet of sales leadership; they forgot about the need for discipline.

Trending Sources

Sales Management End of Year Checklist

Your Sales Management Guru

Sales Management End of Year Checklist. . Depending upon the person and the conditions in their sales organization each article may or may not be pertinent. I decided to start with a Sales Management End of Year Checklist. Need more sales management resources?

Sales Management Thought Leadership:  efficient effectiveness

Your Sales Management Guru

Sales Management Thought Leadership: efficient effectiveness. What does this have to do with sales management? As a manager you must be prepared-at all times for almost any event. Sales Leadership Training Sales Management Training

11 Actions Sales Management Must Take Now!

Your Sales Management Guru

11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. Make your sales meetings fun. Muscle up your sales team.

Sales Manager Enablement

Partners in Excellence

Thanks to people like Mike Kunkle , Tamara Schenk , Jason Jordan , Mike Weinberg , and others; the importance of Front Line Sales Manager Enablement is getting some visibility–though still not enough. But simply sending a manager to a training program on coaching is insufficient.

Sales Management: The need for creativity

Your Sales Management Guru

Sales Management: The need for creativity! This past week I had opportunity to work with a great client at their worldwide sales conference in Miami. What was the most creative sales tactic you have used? Need more sales management resources?

Sales Management: What is your goal–today?

Your Sales Management Guru

Sales Management: What is your goal—today? . Sales leadership is a constant focus on many various facets of business-it’s one of the reasons sales management is a one of the most difficult jobs in any business. The person responsible for driving revenues has to focus on their sales team; its activity levels, their sales opportunities, morale/emotion, training, customers, perhaps marketing as well as other departmental interactions.

Sales Management–Pragmatic Selfishness

Partners in Excellence

Perhaps it’s ambition, perhaps it’s ego, but many seem to capture their self worth in statements like, “I have thousands of people working for me…….” This classic hierarchical approach with the implicit idea of the power managers have over subordinates no longer works (if it ever did). Then there’s the “servant management” theory of leadership. What are we a managers supposed to do? Managers know they have to step up and take action. Do You Deserve To Be A Manager?

Should Sales Managers Coach?

Partners in Excellence

Perusing my news feeds this morning, an article entitled, “Should Sales Managers Coach” caught my eye. Is it a super closer/sales person? The job of the front line sales manager is to maximize the performance of each person on the team!

7 Signs Your Sales Manager Must Go

Sales Benchmark Index

The Senior Sales VP gives you a call. Two of your eight sales managers have high turnover. You reach out to the head of sales operations. However, removing a sales manager causes sales disruption. Removing a Sales Manager is no easy task.

5 Takeaways from a Sales Management Training

Sales Benchmark Index

I spent last week at a Sales Management training event with a client. As a Sales Operations leader, you must be allocating the right resources to training. Turn managers into leaders. Demand Sales Force Automation adoption. Turn managers into leaders.

7 Steps to Success for Sales Managers

Your Sales Management Guru

7 Steps to Success for Sales Managers. -A After being a VP of Sales, consulting on sales management for 19 years and after writing four books on sales management, Max Cates, author of 7 Steps caught my attention in the first five pages.

Artificial Intelligence – a last best hope for sales management coaching

Sales Training Connection

AI and Sales Management. 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. 2017 Sales Momentum® LLC.

New sales managers – starting off on the right foot

Sales Training Connection

New Sales Managers. Customers now want sales reps who are trusted advisors not product facilitators. All this means that in order for a sales team to be successful in the years ahead, front-line managers need be highly skilled. Talk with senior management.

Sales managers – 6 tips when transitioning to a new sales team

Sales Training Connection

Sales manager with a new sales team. As most in sales leadership would share – the front-line sales manager is the pivotal job for building and sustaining sales success. Drill down and learn about the territory and the sales team.

Sales Management: Understanding “Setting the Hook”

Your Sales Management Guru

Sales Mgmt: Understanding “ Setting the Hook”. One of the main jobs of sales management is to help their salespeople see where they are in the sales opportunity. I like to think that a salesperson is a juggler, tossing X number of opportunities in the air and the sales managers job is to assist the salesperson on judging what opportuniti8es to work , which one’s to toss away and to provide ideas on HOW to work the selected ones.

Sales Management & The Impact of Social Media

Your Sales Management Guru

Sales Management and the Impact of Social Media. While in the process of writing a future magazine column on the future of sales and social media I interviewed three people and posed several questions in order to get their view points. I thought for this week’s blog I would also introduce you to my current thinking and I would really enjoy hearing your thoughts on the direction of sales and the use of social media. Is your sales process?

[Note to the Sales Manager] Why Your Sales Reps Can’t Close

No More Cold Calling

If you’re a sales manager, you’ve probably even said it. The problem is that sales reps neglect important activities during early stages of the sales process. Unless you address the broken links in your prospecting system , your sales reps will continue to struggle.

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. Hanna has two candidates to help Sales decide between: Iris and Eddie.

Sales Managers Only Have One Real Goal!

Partners in Excellence

There’s a lot of stuff written about what sales managers have to do and their key job responsibilities. There lots of ways we see managers behaving. Some seem to think they have to be super sales people–the person that comes in to close the deal.

What’s More Important - Sales Management Skills or Behaviors?

Anthony Cole Training

It’s not a lot different from helping our clients identify why the sales team isn’t generating the anticipated sales growth. You will see on the left that the very first sales skill set we examine is “Hunting”. I believe the same is true with sales management.

Managing A Sales Manager

Your Sales Management Guru

Managing a Sales Manager . As a result of our one of my readers sending me an email comment regarding his personal situation, I have attached the sample of one our of a tools we have included in our “On Line Sales Manager Tool Kit ” www.AcumenManagement.com. .

5 Things Every Sales Manager Should Be Measuring

The Center for Sales Strategy

The great sales managers know that if you want to see an increase in performance then you have to set expectations. You need to put a system in place where you can measure what you expect. Sales measurement

How Much Time Will Our CRM System Take From Me?

Partners in Excellence

I’m working with an organization implementing it’s first CRM system. One of the managers just came to me, saying, “The people are worried. How much time should the be spending on the CRM system each day?” Do I transcribe all of them to my CRM system?

Sales Management Review Cadence

Partners in Excellence

I’m not sure anyone looks forward to the Sales Management Review (sometimes these are called QBR’s, but there are other reviews). It’s unfortunate, because there’s a huge amount of value in the review process–both for sales people and managers.

How To Identify A Weak Sales Manager

MTD Sales Training

There are few things more exasperating than employing someone who you have to micro-manage or continuously direct to get results. So what are the identifying marks of a weak sales manager ? How can you, as Sales Director, determine the signs that have to be dealt with? You measure your management team on the results they achieve. A weak manager will look for reasons and excuses. A weak manager will keep harping on about what results they achieved before.

For Banking Industry Sales Managers – How to Lead

Increase Sales

These changes have also presented commercial side sales managers with these five sales leadership barriers: Misalignment. Many banking industry sales managers have never heard of Galbraith’s 5 Star Model, but they should. Time Management.

Let’s Start Talking About Sales Manager Enablement

Partners in Excellence

There are 1000’s of articles, dozens of books on sales enablement. In the US alone, between training, technology, and tools, over $25Billion is spent each year on enabling sales people. There are dozens of software tools/platforms, with new one’s springing up every week that focus only on sales enablement. What about sales managers? What are we doing in sales manager enablement? Should Sales Managers Coach?

Front Row Solutions Releases Integration Solution for Legacy CRM systems

Jonathan Farrington

New middleware breathes new life into existing CRM systems, without sacrificing legacy databases. Many companies cannot afford to switch CRM providers, as they’ve spent a lot of time and money creating and customizing their current system.

CRM 49

Sales management and the tyranny the clock

Sales Training Connection

Sales managers and the time trap. For sales managers Public Enemy # 1 is time. The more successful a sales manager, the more demands on their time. CRM software and other online systems require attention. 2015 Sales Momentum, LLC.

Sales Management Shouldn’t be a Horse Race

Your Sales Management Guru

Sales Management Shouldn’t be a Horse Race. During the past 18 years of consulting with hundreds of firms and certainly talking to thousands of people I have witnessed the same ignorance and casual attitudes in managing sales teams. That happens because of many reasons; lack of good pure sales management training programs, lack of previous exposure to sales leadership mentors or poor management styles. Need more sales management resources?

Be a better Sales Manager, check out this Boot Camp Sept 22nd

Your Sales Management Guru

Be a better sales manager with Sales Management Boot Camp. As a frequent reader and contributor to LinkedIn I thought I should share with you an answer to many challenges Sales Managers face. Sales Management Tools, Best Practice Guides.

Sales Management: Taking Smart Risks

Your Sales Management Guru

Sales Management: Taking Smart Risks. 3. New manager in a complex organization. I would recommend that you have each of your managers read the book and then discuss it weekly during your review meetings. How Sharp Leaders WIN When Stakes are High.

Sales Management: Make Monday Sales Meetings Easy

Your Sales Management Guru

Making Monday Morning Sales Meetings Easy for Remote Teams . For this Making Monday’s better post I wanted to talk about what is often the most common and mundane part of the Monday routine and that is the sales team conference call.

The Sales Manager that Does It All…

Your Sales Management Guru

The Sales Manager that Does It All. No matter what size of sales organization you manage the sales leader that assumes they are responsible for everything or solving every problem generally fails to achieve the ultimate objective. First, the sales manager must recognize that it is their job to make the salespeople independent of them, not dependent on them. The sales manager only plans the training. Acumen Management Group Ltd.

Sales Manager—Business Manager Or Coach?

Partners in Excellence

The responsibilities of a sales manager are very broad. Frontline managers have to work to make sure each person on the team is performing at the highest levels possible. They have to provide the coaching, training, systems, processes, tools, and support to enable their people to achieve their goals. At the same time, there’s the “business management” aspect of the job: Are we going to make our numbers? Are we managing our budgets effectively?

Use EEE™ Representational System to Manage Your Sales Team

The Science and Art of Selling

As manager, if you don’t have rapport with your team, you won’t get the outcome you want. Can you speak the language of your sales team? You can learn how to speak your sales teams’ language by using words that match their preference. So, what is the EEE™ Representational System?

Ignite Your Sales Team: Sales Management on Fire!

Your Sales Management Guru

Ignite Your Sales Team: Sales Management on Fire! Everyone wants to lead a high performance sales team, but have you made the right investment to make it happen? Recruit a Top-Tier Sales Team. Manage the Best! Sales Systems that Build Predictable Revenue.

A Sales Managers Recipe: What Cooking in 2017

Your Sales Management Guru

A Sales Manager’s Recipe: What’s Cooking in 2017? Last week after presenting a keynote program called Gourmet Living, an attendee came up to me afterwards and discussed her challenges as a sales manager. Since my keynote program had been about creating a Menu for Your Life with many metaphors around cooking I started thinking about what her sales management recipe should be, for about 30 minutes we discussed a variety of ideas.