Understanding the Sales Force

JULY 24, 2013

Understanding the Sales Force by Dave Kurlan On the heels of The Top 5 Sales Leadership Articles of 2013 comes the Top 10 Sales Leadership Tips of 2013. Most other "sales assessments" are marketing-modified versions of personality assessments. I guarantee that 74% of them will suck at sales too!

Sales Leadership 240

Sales Leadership Cold Calling Sales Qualified Lead Guarantee 240

Steven Rosen

JANUARY 28, 2024

She also highlights the role of executives and managers in fostering collaboration and the potential costs of not prioritizing teamwork. She explores the challenges of building effective collaboration within sales teams. She emphasizes the need for teamwork in selling and highlights the critical role of trust in B2B sales.

Video 156

Video Sports Decision Maker Quota 156

Xactly

AUGUST 13, 2018

Let’s cut to the chase–if you’re not using data to drive your sales territory mapping, your territories might be hurting your sales performance more than they are helping it. Sales territory mapping software offers more benefits than sales managers may realize. Take Assessment.

Territories 70

Territories Software Software Benefit 70

Steven Rosen

MARCH 26, 2013

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. Do you want to get more Sales Management Tips?

Hiring 278

Hiring Sales Management eBook Territories 278

Sales Hacker

OCTOBER 9, 2019

Sales is the most important function with any company, and the sales manager plays a critical role within it. That said… The importance of your sales manager cannot be understated. The sales force drives the company’s revenue and it’s the sales manager’s job to drive the sales force.

Promotion 68

Promotion Sales Management Sales Leadership Hiring 68

SBI Growth

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. Teams without effective sales managers lack morale and discipline. Weak sales strategy.

Hiring 292

Hiring Positioning Sales Management Compensation 292

Steven Rosen

NOVEMBER 14, 2021

Sales Eagles Soar Turkeys to Get Consumed. If you are chasing your 2015 sales numbers, you need to return from this holiday weekend highly energetic, focused and ready to sprint to the finish line. When I was running a sales force , I was equally focused on finishing the year off and starting the next year even stronger.

Consumer 374

Consumer Analysis Territories Account 374

Janek Performance Group

JULY 12, 2018

You’ve just been awarded a sales territory by your sales leadership team. Now it’s up to you to properly nurture and grow that area to drive sales.

Territories 59

Territories Maximizer Sales Leadership Revenue 59

Janek Performance Group

APRIL 18, 2018

At Janek, we often witness how sales territory alignment and planning are overlooked components within sales organizations. Quite frequently they run on auto-pilot and are given little attention by sales leadership.

Territories 54

Territories Sales Leadership Sales Sales Management 54

Women Sales Pros

NOVEMBER 1, 2019

If you want to know how to be a good sales manager, remember the importance of emotion management when addressing sales performance issues. For example, a sales manager is meeting with one of her top salespeople who is running behind plan for the very first time in two years. Good Selling!

Sales Management 82

Sales Management Hiring Territories Coaching 82

Miller Heiman Group

FEBRUARY 11, 2020

In the past few years, three waves of change have rocked the sales industry: Sellers often play a smaller role in the buying cycle, as buyers wait later in the sales cycle to engage them. Sales organizations undergo constant change initiatives. Managers should take the lead on driving adoption, but only 26.7%

Trends 65

Trends Study Hiring Sales Management 65

Steven Rosen

MARCH 4, 2021

Is a Lack of Business Acumen Impacting Your Sales? The number of sales reps has declined significantly over the last four years. Declining sales have not only forced the industry to reduce the number of sales reps but has also created the need to better focus on customer needs. The survey says…. Without training?

Territories 194

Territories Survey Coaching Sales Management 194

InsideSales.com

JULY 3, 2020

For a Sales Representative, climbing the corporate ladder begins with a promotion to Sales Manager. This is an exciting opportunity to be recognized by senior management and develop your career options. Below we have outlined 6 of the pitfalls and benefits of a good Sales Manager. How Sales Manager Succeed.

Sales Management 58

Sales Management Ideal Customer Profile Territories Promotion 58

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 managers are the lynchpins to success in sales organizations.

Sales Management 115

Sales Management Territories Influencer Sales Leadership 115

Sales Hacker

DECEMBER 9, 2022

Nearly every sales organization will admit they could be better at planning. According to a study by Cascade Insights , more than 75% of sales leaders agree their planning efforts are problematic — and 90% of sales ops leaders confessed on LinkedIn they need to do sales planning faster and more frequently.

Lead Rank 97

Lead Rank Territories Lead Scoring Quota 97

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.

Sales Management 120

Sales Management Promotion Sports Territories 120

Highspot

DECEMBER 21, 2022

Trying to build a high-impact sales team? Heads up: Your team will only ever be as good as its manager. In fact, a reported 69% of sellers who exceed annual quota consider their sales managers as being “above average” at their jobs. But here’s the problem: A good candidate for sales management is hard to find.

Training 52

Training Sales Management Lead Rank Lead Scoring 52

criteria for success

JANUARY 17, 2019

How do you create a sales territory plan? If you are trying to help your team better plan their selling activity within their territories, use the Client Evolution Model. It’s not as hard as you think! appeared first on Criteria for Success.

Territories 45

Territories Sales Sales Leadership Sales Management 45

SBI Growth

MAY 18, 2013

Measuring sales turnover as a percentage can be misleading. Yet turnover is probably the most measured sales metric. HR, sales leaders, and Sales o ps all measure it. Many sales organizations are proud that they have a low turnover metric. Yet he has 3x the average territory potential in his patch.

Territories 303

Territories Hiring Quota Sales Leadership 303

The Sales Readiness Blog

MARCH 23, 2022

Managing a high-performance sales team can be challenging. One of the main challenges is that the job requires multiple management styles. For example, one day you could be on ride-alongs coaching your reps , the next day, working on new territory plans for your team.

Sales Management 52

Sales Management Territories Coaching Examples 52

Anthony Iannarino

JANUARY 7, 2020

There are different types of sales managers you run into during your time in sales. You can learn something from most of them, but leadership being as tricky as it is, it’s often easier to point to how you get things wrong than it is to elucidate what makes one effective.

Sales Management 78

Sales Management Ideal Customer Profile How To eBook 78

criteria for success

JANUARY 26, 2022

Here at CFS, we often discuss setting and achieving sales goals. When you think about your sales goal, you need to take the cost of sales into account. This is a key component to your sales budget. As you work to adjust your sales budget to reflect your sales goals, keep the following principles in mind.

Hiring 103

Hiring Territories Lead Rank Lead Scoring 103

Janek Performance Group

SEPTEMBER 29, 2021

Need to improve your sales team’s results? That’s the advice from a recent Harvard Business Review article that concluded, women are the future of B2B sales. If you are skeptical, ask yourself this: Which do you think is more likely to have a positive impact on your sales results next year — more women on your sales team or less?

Hiring 118

Hiring Travel Promotion Sales Leadership 118

SalesLatitude

DECEMBER 27, 2018

The first-line sales manager is one of the most rewarding, yet overworked positions in the sales chain. Client and team meetings, account and territory planning, financial and administrative work, management requests, and sales rep coaching are just a few of the sales manager’s responsibilities.

Sales Management 98

Sales Management Forecasting Sales Cycle Coaching 98

Allego

SEPTEMBER 8, 2022

It has 850 million members in more than 200 countries and territories worldwide. One group particularly prolific is sales professionals. Sales leaders, trainers, and consultants regularly post articles that they distribute via their LinkedIn newsletter. Top 18 LinkedIn Newsletters for Sales Leaders. Published weekly.

LinkedIn 118

LinkedIn Hiring Sales Leadership B2B 118

SBI Growth

SEPTEMBER 5, 2012

As if the looming year end wasn’t pressure enough for a sales leader trying to meet sales quota, will the loss of top sales reps pile on? The HR Leader can take some concrete steps to stop the exit of sales reps and therefore the loss of revenue. Immediate Help for Sales. But how do you know?

Sales Talent 288

Sales Talent Hiring Lead Rank Lead Scoring 288

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. And, perhaps the most critical time for any sales manager is when first taking over a new sales team.

Sales Management 119

Sales Management Pivotal Coaching Sales Coaching 119

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do? Do nothing.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

Mindtickle

MARCH 24, 2022

Our second episode of Ready, Set, Sell , recently aired featuring Alice Heiman, Founder & Chief Sales Energizer of Sales Strategies for CEOs with Alice Heiman. Re-framing sales for modern customers. What makes a world-class sales organization. How sales leaders can level up their teams (Hint: coaching is key).

Sales Leadership 52

Sales Leadership Hiring Call-back Cold Calling 52

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do? Do nothing.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

Partners in Excellence

JULY 30, 2012

The other day I wrote about the “Almost Perfect Sales Management Article.” ” That post stimulated a flurry of questions about a Sales Management Standard Operating Process/System. There are a few key building blocks to the Sales Management/Leadership Process. Business Management.

Sales Management 86

Sales Management Hiring Top of Funnel Territories 86

The Sales Hunter

MARCH 7, 2014

SPS — Sales Prevention Syndrome — is the great killer of salespeople. ” A desire to spend too much time preparing to make sales calls as an excuse to not actually have to call. Are you quick to tell Marketing you lose too many sales because the sales materials aren’t any good?

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

Janek Performance Group

JANUARY 16, 2024

One common perk of a career in sales is the ability to earn more based on your own hard work and selling success. With salary, commission, bonuses, and other incentives, sales professionals often have options and feel in control of the compensation they receive, which can be great for motivation and fulfillment.

Compensation 118

Compensation Salary Commission Margin 118

Alice Heiman

OCTOBER 14, 2020

No matter what industry you are in , the game of sales has changed. Most Important Job of the Sales Manager . With that in mind, the most important job for sales managers is to coach their salespeople to close business. Ineffective sales managers have expensive consequences. Click To Tweet.

Sales Coaching 167

Sales Coaching Coaching Quota Sports 167

The Pipeline

FEBRUARY 3, 2012

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. They say you can’t shrink your way to success, but perhaps there are situations in sales where you can. Shrink Your Way To Success.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

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. Good managers are always asking themselves and others about what they could do better or differently.

Sales Management 114

Sales Management Face-to-face Coaching Construction 114

Sales Training Connection

APRIL 11, 2014

Sales Team Turnover. Sales leaders spend a fair amount of time and effort reviewing issues related to the cost of sale. The issues can vary from travel policies and territory designs to compensation structures and bonuses. Defining the sales turnover problem. Does it matter? So, yes it matters.

Sales Leadership 110

Sales Leadership Compensation Report Pivotal 110