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. MORE
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. MORE
However, once I got into sales, sales management, sales training and became a president of a company, I think I finally understood. Not Hiring – We are not hiring better sales people AND we don’t have replacements, therefore we feel trapped in a bad situation. “I’m MORE
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. 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? Too many sales managers spend too much time focusing on the business management aspects of their jobs. MORE
There has been lots written about the common mistake companies make in selecting new sales managers; specifically the habit of promoting some of their best sales people to the management ranks, whether they are suitable or not. Sales Execution Sales Success Tibor Shanto MORE
Armed with a territory, price structure, and targets, they could roam, free-range style, so long as they managed their territory and produced results. Sales management provided oversight, bridged with […]. MORE
Give Them Confidence (A Note to the Sales Manager) is a post from: The Sales Blog | S. Your success as a sales leader depends upon the success of the individual salespeople that make up your team. Confidence Sales 3.0 MORE
Welcome to Sales Management TV. I am Steven Rosen author of 52 Sales Management Tips and executive sales coach. You have a vacant territory and you have narrowed your search down to two candidates. He has some sales experience but will require some work. MORE
As with the prior articles, I get huge numbers of requests from sales manager to help Hack their jobs. “What are the short cuts?” ” “How do I manage my time better?” Having said that, here’s a few of my favorite hacks to sales management. 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. For new sales managers, things got worse in 2016. MORE
Sales leaders don’t contact me when they are successful and consistent in their hiring efforts. The average time to first sale is six months. I love to hate the sales managers who tell me, “I’ve been hiring sales reps for 15 years. MORE
Had Mr. Platt been referring to his sales organization, he would have increased the multiple. Sales teams possess immense knowledge – from finance, marketing, strategy, product engineering and customer support to street smarts about customer behavior. Sales Management MORE
If you want to thrive in this new era of sales, it is now up to you as a sales manager to view territories, customers and products as if assessing a financial portfolio that you are responsible for investing. Issue Date: 2015-03-16. Author: Tom Searcy. MORE
Mike Kunkle is leading an important discussion about a new trend in Sales Enablement. Mike identifies the issue: “I’ve been reading Sales Enablement leadership job descriptions lately. But isn’t that what front line sales managers are supposed to do? MORE
If you lead a sales team or are in a senior level role at your company, you are probably actively engaged in the planning process to ensure you have a successful 2015. You get the idea -these are key sales management actions to be thinking about. MORE
The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment …. These people are all operating exclusively in “me-too territory”. MORE
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. MORE
When your territory is changed, it opens a lot of questions for Sales Reps. Good Managers can provide answers, but typically from the “big picture” perspective. But can you, the Sales Rep, make a living in this new patch? Why Territories Change. MORE
Sales manager, or sales person—-choose, you can only be one! While it seems so obvious, too many managers make the wrong choice–that is they try to be both. There are several devastating scenarios: Sales manager as super sales person. MORE
Sales people often are promoted into sales manager positions – primarily based on their sales success. Sales Coaching. Just because a sales people excelled at face-to-face selling doesn’t mean they will excel as a sales manager. MORE
A critical element that is relatively new is territory optimization and we will examine the case for this in this article. The territory optimization and alignment element of salesforce effectiveness is vital for three reasons. New Concepts Driving Greater Performance . MORE
Sales managers. A year ago, we published a post on the importance of sales managers to assess their prior year’s performance and to incorporate the results of that self-assessment into their plans for the new year. Sales coaching – who to and not to coach. MORE
Sales Management. The implications of these findings are evident for most managers – but are there some unique implications for front-line sales managers? The account a sales manager used to know and the one that exists today probably isn’t the same. MORE
Author: Chris Gillespie When your sales management team gathers to talk about their salespeople, they’re going to discuss two types: problems and stars. They’re viewed as a liability and management talks about mitigating their risks. Manage your perception. MORE
Most organizations believe that their most successful sales people will make great sales managers. A recent study showed that only 11% of organizations train their sales managers. If you are a new manager, you are asking, “What do I do now?”. MORE
Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ‘A’ players on the team. Every sales manager is time starved. Sales Managers should be spending 75% of their time coaching their team. MORE
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. MORE
For most organizations, the answer is to gain visibility into the activities of individual sales reps. If leaders can’t see what salespeople are doing, they can’t manage what their reps are doing. Nor can they make smart investments in improving sales capability. MORE
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. MORE
At dinner the evening before the event, I spent some quality time with Sharon Daniels, their CEO, as well as other members of the management team. Enhancing Customer Relationships Through the Integration of Sales and Service. Sales. It can become difficult for sales managers. 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. MORE
A post for Sales and HR Leaders to find root causes of Sales Manager (SM) vacancies. The Sales Manager position is the fulcrum between sales leadership strategy and sales force execution. Weak sales strategy. Poor territory. MORE
Sales managers. A few years ago we published a blog on the importance of sales managers assessing their prior year’s performance and incorporating the results of that self-assessment into their plans for the new year. If you believe front-line sales managers are still the key to a team’s sales success, as we do, then the points raised in that post are as important today as when they were first posted and are worthy of another look. MORE
A Sales Training Connection Classic. Sales people often are promoted into sales manager positions – primarily based on their sales success. Just because a sales people excelled at face-to-face selling doesn’t mean they will excel as a sales manager. MORE
High Performing Sales Manager Puzzle. Sales managers are starting the new year, making plans to meet (and hopefully exceed) sales goals and reviewing their territory for sales opportunities. Sales coaching – who to and not to coach. MORE
They spend more time with your sales people than anyone else in the company. They manage to the quotas. They resolve territory disputes. They sit next to, talk with and are closer to the sales people than any other person (role) in the company. Sales is a tough business. MORE
The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. Gone are the simplistic days of sales reps simply “having a patch” to cover for selling their goods and services. MORE
Buyers are more self-directed and demand a different sales person. And this requires a different sales manager. CEOs that have terminated Sales VPs recently state performance is only part of the reason. A’ player Sales Mgrs. They must rely on their Sales Mgrs. MORE
As the Sales Operations leader, you’re out of a job without customers. Make a New Year’s resolution to build territories that are market-centric in 2013. Doing so will help the sales team make their target and increase your value. How Market Focused Are Your Territories? MORE
"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. MORE
Sales Manager. Well, a sales manager with the “super salesperson syndrome ” will probably exhibited some of these 6 characteristics : Sell rather than coach. When push comes to shove, S 3 sales managers will spend their time selling rather than sales coaching. MORE
I want to have a heart to heart with Sales Managers/Executives. Sales people and others can listen in if you want. After all, the data on sales management turnover is pretty disturbing—the average longevity in the job is 20 months. MORE
Pipeliner
JUNE 23, 2015
Armed with a territory, price structure, and targets, they could roam, free-range style, so long as they managed their territory and produced results. Sales management provided oversight, bridged with […].
Sales Benchmark Index
DECEMBER 23, 2013
When your territory is changed, it opens a lot of questions for Sales Reps. Good Managers can provide answers, but typically from the “big picture” perspective. But can you, the Sales Rep, make a living in this new patch? Why Territories Change.
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. For new sales managers, things got worse in 2016.
OpenSymmetry
JANUARY 27, 2016
A critical element that is relatively new is territory optimization and we will examine the case for this in this article. The territory optimization and alignment element of salesforce effectiveness is vital for three reasons. New Concepts Driving Greater Performance .
Sales Training Connection
APRIL 27, 2015
Sales Manager. Well, a sales manager with the “super salesperson syndrome ” will probably exhibited some of these 6 characteristics : Sell rather than coach. When push comes to shove, S 3 sales managers will spend their time selling rather than sales coaching.
Modern B2B Sales
FEBRUARY 18, 2016
Author: Chris Gillespie When your sales management team gathers to talk about their salespeople, they’re going to discuss two types: problems and stars. They’re viewed as a liability and management talks about mitigating their risks. Manage your perception.
Sales Training Connection
MARCH 1, 2017
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.
Partners in Excellence
FEBRUARY 9, 2017
Mike Kunkle is leading an important discussion about a new trend in Sales Enablement. Mike identifies the issue: “I’ve been reading Sales Enablement leadership job descriptions lately. But isn’t that what front line sales managers are supposed to do?
Sales Training Connection
FEBRUARY 2, 2015
Sales managers. A few years ago we published a blog on the importance of sales managers assessing their prior year’s performance and incorporating the results of that self-assessment into their plans for the new year. If you believe front-line sales managers are still the key to a team’s sales success, as we do, then the points raised in that post are as important today as when they were first posted and are worthy of another look.
Partners in Excellence
DECEMBER 16, 2014
As with the prior articles, I get huge numbers of requests from sales manager to help Hack their jobs. “What are the short cuts?” ” “How do I manage my time better?” Having said that, here’s a few of my favorite hacks to sales management.
Sales Training Connection
APRIL 4, 2014
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.
Partners in Excellence
JUNE 4, 2015
Sales manager, or sales person—-choose, you can only be one! While it seems so obvious, too many managers make the wrong choice–that is they try to be both. There are several devastating scenarios: Sales manager as super sales person.
Sales and Marketing
JULY 6, 2017
For most organizations, the answer is to gain visibility into the activities of individual sales reps. If leaders can’t see what salespeople are doing, they can’t manage what their reps are doing. Nor can they make smart investments in improving sales capability.
Partners in Excellence
OCTOBER 8, 2014
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 Benchmark Index
MAY 15, 2013
"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.
OpenSymmetry
MARCH 16, 2016
The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. Gone are the simplistic days of sales reps simply “having a patch” to cover for selling their goods and services.
Sales Benchmark Index
OCTOBER 24, 2013
A post for Sales and HR Leaders to find root causes of Sales Manager (SM) vacancies. The Sales Manager position is the fulcrum between sales leadership strategy and sales force execution. Weak sales strategy. Poor territory.
Sales Benchmark Index
FEBRUARY 7, 2014
Most organizations believe that their most successful sales people will make great sales managers. A recent study showed that only 11% of organizations train their sales managers. If you are a new manager, you are asking, “What do I do now?”.
Sales Benchmark Index
DECEMBER 18, 2012
Buyers are more self-directed and demand a different sales person. And this requires a different sales manager. CEOs that have terminated Sales VPs recently state performance is only part of the reason. A’ player Sales Mgrs. They must rely on their Sales Mgrs.
Partners in Excellence
MAY 26, 2014
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.
Sales Training Connection
MARCH 12, 2012
A Sales Training Connection Classic. Sales people often are promoted into sales manager positions – primarily based on their sales success. Just because a sales people excelled at face-to-face selling doesn’t mean they will excel as a sales manager.
Dave Stein's Blog
JULY 7, 2016
Sales leaders don’t contact me when they are successful and consistent in their hiring efforts. The average time to first sale is six months. I love to hate the sales managers who tell me, “I’ve been hiring sales reps for 15 years.
Partners in Excellence
APRIL 4, 2016
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. 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? Too many sales managers spend too much time focusing on the business management aspects of their jobs.
Sales Benchmark Index
JANUARY 5, 2014
Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ‘A’ players on the team. Every sales manager is time starved. Sales Managers should be spending 75% of their time coaching their team.
Sales and Marketing
MARCH 16, 2015
If you want to thrive in this new era of sales, it is now up to you as a sales manager to view territories, customers and products as if assessing a financial portfolio that you are responsible for investing. Issue Date: 2015-03-16. Author: Tom Searcy.
A Sales Guy
MARCH 4, 2014
They spend more time with your sales people than anyone else in the company. They manage to the quotas. They resolve territory disputes. They sit next to, talk with and are closer to the sales people than any other person (role) in the company. Sales is a tough business.
Sales Training Connection
JANUARY 14, 2013
Sales managers. A year ago, we published a post on the importance of sales managers to assess their prior year’s performance and to incorporate the results of that self-assessment into their plans for the new year. Sales coaching – who to and not to coach.
Sales Training Connection
NOVEMBER 21, 2011
Sales people often are promoted into sales manager positions – primarily based on their sales success. Sales Coaching. Just because a sales people excelled at face-to-face selling doesn’t mean they will excel as a sales manager.
Partners in Excellence
MAY 31, 2016
I want to have a heart to heart with Sales Managers/Executives. Sales people and others can listen in if you want. After all, the data on sales management turnover is pretty disturbing—the average longevity in the job is 20 months.
Dave Stein's Blog
NOVEMBER 12, 2012
At dinner the evening before the event, I spent some quality time with Sharon Daniels, their CEO, as well as other members of the management team. Enhancing Customer Relationships Through the Integration of Sales and Service. Sales. It can become difficult for sales managers.
Smart Selling Tools
MAY 7, 2015
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.
The Sales Blog
SEPTEMBER 29, 2013
Give Them Confidence (A Note to the Sales Manager) is a post from: The Sales Blog | S. Your success as a sales leader depends upon the success of the individual salespeople that make up your team. Confidence Sales 3.0
Sales Training Connection
FEBRUARY 24, 2012
High Performing Sales Manager Puzzle. Sales managers are starting the new year, making plans to meet (and hopefully exceed) sales goals and reviewing their territory for sales opportunities. Sales coaching – who to and not to coach.
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.
The Pipeline
SEPTEMBER 8, 2014
There has been lots written about the common mistake companies make in selecting new sales managers; specifically the habit of promoting some of their best sales people to the management ranks, whether they are suitable or not. Sales Execution Sales Success Tibor Shanto
Fill the Funnel
NOVEMBER 4, 2014
If you lead a sales team or are in a senior level role at your company, you are probably actively engaged in the planning process to ensure you have a successful 2015. You get the idea -these are key sales management actions to be thinking about.
Sales Training Connection
JANUARY 18, 2012
Sales Management. The implications of these findings are evident for most managers – but are there some unique implications for front-line sales managers? The account a sales manager used to know and the one that exists today probably isn’t the same.
Jonathan Farrington
JULY 23, 2012
The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment …. These people are all operating exclusively in “me-too territory”.
Anthony Cole Training
DECEMBER 3, 2014
However, once I got into sales, sales management, sales training and became a president of a company, I think I finally understood. Not Hiring – We are not hiring better sales people AND we don’t have replacements, therefore we feel trapped in a bad situation. “I’m
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