Sales Management Tools: The Performance Formula

Anthony Cole Training

Performance management is a major component of our Sales Management Certification program. When we graphically represent a sales managed environment, the pyramid below is how we communicate the components, how the environment is built and the order of importance.

Tools 138

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 137

The Top Sales Tools of the Year – The Final Cut

Smart Selling Tools

The Top Sales Tools of 2017 Guide: Final Cut is where you’ll find the best sales tech for growing revenue. You’ll find detailed information on top selling tools for: Account-Based Selling. Pipeline Management & Deal Flow.

Tools 242

Another New Sales Tool? Really? Why?

Increase Sales

Almost every day I am solicited to try this or that new sales tool. How many sales tools does a salesperson really need? How did top sales performers years ago manage before the creation of all these new technology based sales tools?

Tools 168

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: The One Metric That Matters Most

Inside Sales Training

I’m here this week presenting at the American Association of Inside Sales Professionals (AA-ISP) Leadership Summit. If you’re in sales leadership or in a direct sales management role, you’ll learn a ton of useful strategies and tools to help your team produce more and be more confident.

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 & 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.

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…Isn’t Management

Pipeliner

I’ve always maintained that a truly great person responsible for a team of sales professionals doesn’t “manage” at all. Traditional salesmanagers” spend their time enacting what the sales discipline prescribes. Their intent is to move the sales team up the learning curve on sales fundamentals to make sales individuals better; to improve their performance. how to manage their sales funnel more productively. Lose a sale.

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. .

A Time Management Tool for Sales Managers

Sales Benchmark Index

Tools 109

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 Management Simplified Good Advice for Entrepreneurs

Increase Sales

businesses are managed by single office/home office entrepreneurs (SOHO), these crazy busy small business owners might think this book Sales Management Simplified by Mike Weinberg is not for them. These SOHO entrepreneurs are the sales team of one as well as the sales manager.

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 Sales Management Myths Debunked

Sales Benchmark Index

I sat across the desk from Mike, the new VP of Sales. Before his promotion Mike was the can’t-miss Sales Manager. Now he was just another VP of Sales in the crosshairs. After a quick conversation, we found he was committing 3 of the sales myths below.

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.

Firing Your Sales Manager or Boss

Pipeliner

The job of a sales manager is to provide a succeeding environment for salespeople. Beyond that, it’s providing viable territories and targets, proper support levels, tools for training and enablement, demand generation leadership, and the removal of internal roadblocks.

2018 Sales Management Critical Issues, Part 2

Partners in Excellence

The first post in this short series focused on Talent Management. Understanding the impact of complexity on each of us, our partners, and our customers; doing everything we can do to radically simplify the things we do are the next areas of management focus.

Sales Habits, Sales Managers and Changing Habits

Anthony Cole Training

As I continue to think about habits of sales people and the role of the sales manager in identifying, assessing and “correcting” habits, I keep looking for additional information that might be additive to this string of articles.

Successful sales managers are effective delegators

Sales Training Connection

Lessons for Sales Managers. In the book, the author shares several key points about entrepreneurs which we believe surely presents lessons for sales managers. Delegators are great managers and supportive bosses. 2014 Sales Momentum, LLC.

Sales management: Step 1 – Stop annoying your sales team

Sales Training Connection

Sales Managers. If you want to get better at management a good first step is – stop annoying you staff. People complain about their managers regardless of their position inside the organization or the type of business all the time. 2014 Sales Momentum, LLC.

How to Measure Sales Manager Coaching Effectiveness

Steven Rosen

Do you know how effective you sales managers are? The obvious place to start assessing your sales managers’ effectiveness is to evaluate the activity that has the greatest impact on sales rep performance. But You Have Highly Effective Sales Coaches.

New Sales Tool Completely Changed My Experience

Fill the Funnel

I was introduced to a new sales tool called Sales Envy about three weeks ago, and I was skeptical…until I started using it. They look at them as a burden to use, help their sales management team more than themselves and are clumsy and difficult to use.

Tools 137

Psychology as a Sales Management Tool

Sales and Marketing

Teaser: How are top sales managers responding to help their sales reps in the year ahead? How are top sales managers responding to help their sales reps in the year ahead? Issue Date: 2016-01-01. Author: Walter Ruckes, VP of client services, BI WORLDWIDE.

Tools 66

2018 Sales Management Critical Issues, Part 1

Partners in Excellence

I’ll be doing a short series of posts on critical issues facing sales managers in 2018. The first critical issue I’ll be addressing is Talent Management. Yet too often, I see sales executives and front line managers not prioritizing talent as a top issue.

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?

Hacking Sales Management

Partners in Excellence

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 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!

The Sales Manager’s Success Checklist

Steven Rosen

January sales are in, how are you doing? It is far to early to look your at sales. Here are the top 10 questions you should ask yourself and your sales managers to gauge if you/they have set the foundation for success. Do All Your Sales Reps Have Strong Business Plans?

4 Killer Sales Management Questions

Anthony Cole Training

The conference is sponsored by Objective Management Group , a company that produces the #1 Sales Assessment tool IN THE WORLD. These 4 questions are a quick way to gather essential information from your sales team. I just returned from a conference that I attend annually.

Your Guide to Hiring an Amazing Sales Manager

Sales Result

A sales manager is a critical hire to any selling organization. At Sales Result, we encounter sales managers all the time, and it’s rare we meet one that isn’t in need of leadership coaching or additional tools and training to guide their team.

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.

A Sales Manager’s Recipe: What’s Cooking in 2018?

Pipeliner

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. Become a Detective: In sales management workshops we always talk about “inspect what you expect”. Sales Management

3 Magic Questions a Sales Manager Must Know

Your Sales Management Guru

Three Magic Questions a Sales Manager Must Know. One of the main roles of a Sales Manager is to help train your salespeople on how to stay on track during a sales cycle. Sales Leadership Training Sales Training

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: 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 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.

Sales Managers Need Coaching And Development Too!

Partners in Excellence

Virtually everything one reads about driving sales performance and productivity focuses on the sales person. 1000’s of books and articles provide endless advise to help improve sales people skills. Billions are spent on tools–again all aimed at the sales person.