Five Tools Every Sales Manager Should Have

Pipeliner

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. After thinking about all the possibilities and responsibilities that any sales leader faces I answered the question with the list below.

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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.

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When Should You Replace Your CRM System?

Pipeliner

Your CRM system has been in place for several years, and countless hours have gone into implementation, training, tweaking and campaigning for its use. The post When Should You Replace Your CRM System? Sales Effectiveness Sales Management

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CRM Systems: Issues for Sales Management

Pipeliner

Sales reps often complain that traditional, cumbersome CRM systems benefit sales management, not the sales force. What the reps can’t see—simply because they are not there—is that sales management is suffering because of these CRM systems also.

Pipeline Projections on CRM: A Godsend for Sales Management

Pipeliner

Sales management is a tough job, but it’s even tougher when your forecasting is done ‘blindfolded,’ using only a spreadsheet, when not using your CRM system properly, or when you have a CRM system without the best forecasting capability.

The Need for Emotionality in Sales Management

Pipeliner

Ken Thoreson is the president of Acumen Management Group , and a recognized expert in sales execution channel management. He has over 18 years in consulting and advisory positions, and has led development-stage entrepreneurships as well as $250 million national vertical software sales organizations. Q : When you talk about emotion and sales management, what do you mean? A : The new sales manager or any sales manager needs to learn how to communicate.

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.

Trials and tribulations of new sales managers

Sales Training Connection

Sales Manager. New sales managers often are promoted for their sales success – not sales management expertise. So what happens after the sales manager assumes the role and responsibilities of their new position? 2017 Sales Momentum® LLC.

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.

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. New CRM System.

Sales Managers: Don’t Be Shot by Both Sides

Pipeliner

For any enterprise with a sales team (that’s nearly all companies), these feelings are particularly felt by the sales manager. To begin with, most sales managers are promoted into their positions from having been successful salespeople. Pity the poor sales manager.

Band Aid Management Or Sales Management Operating System?

Partners in Excellence

The job of the sales leader is to maximize the performance of the organization. The sales leader has to make sure the organization is working as effectively and efficiently as possible, executing the corporate strategy with the customers.

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?

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?

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!

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.

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.

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.

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.

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.

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.

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.

Salespeople, Sales Management and the Importance of Taking Risks

Pipeliner

And since sales and sales management require a measure of taking and understanding risk, we’ll be zeroing in there as well. We learn why sales managers need to have a full understanding of leading and lagging indicators in order to accurately predict risk. In the last 20 years or so, automation has taken an enormous role in sales. The net result of these efforts, if continued, could ultimately lead to a sales force that no longer takes risks.

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.

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.

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. .

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.

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?

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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?

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.

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: 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.

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.

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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?

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.