The Spiff Blog

JANUARY 9, 2024

What does this mean for sales teams? If you’re responsible for reaching demanding sales targets, you must be more dynamic and strategic in 2024. But, if cost-efficiency is a top priority, then extensive sales hiring is an expensive last resort– not a dependable solution. B2B sales has an average turnover rate of 35% ( source ).

Banking 84

Banking Hiring Churn Scale 84

Sales and Marketing Management

JANUARY 31, 2019

Author: Matthew Sunshine As a sales manager, you spend serious time and care setting clear expectations; this is how you help your salespeople approach their work with purpose. A sales manager I once knew was in love with a particular metric: the number of calls each seller made in a day. You’ve got so much on your plate?

Sales Management 184

Sales Management Proposal Top of Funnel Banking 184

Anthony Cole Training

MARCH 12, 2020

In this blog article, we discuss the best advice sales managers can give their salespeople, and that is to "keep moving." If you want to increase sales within your organization, you must keep moving throughout the ups and downs, the missed opportunities, the clients who "ghost" you, and more.

Sales Management 216

Sales Management Hiring Sales Opportunity 216

Understanding the Sales Force

JUNE 17, 2024

After devoting nearly 40 years to sales development, I can tell you this with absolute certainty: Those who believe they need help, do need help, but it’s never as bad as they think it is. Sales managers who spend at least 50% of their time coaching salespeople have salespeople who are on average 20% more effective than those who don’t.

Real Estate 169

Real Estate Coaching Insurance Insurance 169

Anthony Cole Training

JANUARY 28, 2020

The sales management activities that we perform today create the results that we achieve today. What activities are you doing now that are creating your current unsatisfactory results? How can you change them?

Sales Management 159

Sales Management Hiring Sales Banking 159

Hubspot Sales

MAY 18, 2021

Conversational intelligence tools — programs that use artificial intelligence to automatically record, transcribe, and analyze hours of sales calls — are becoming a staple of a growing number of sales organizations' tech stacks. How Managers Can Use Conversational Intelligence. Better understand the voice of your customer.

Conversion 117

Conversion Sales Management Scale Call-back 117

Anthony Cole Training

MARCH 17, 2023

From a sales strategy and process perspective, positioning value not only requires a great VALUE PROPOSITION but also supporting Will to Sell, Sales DNA, and Sales Competencies. Using data from just one of our dozens of community bank clients, this is what we found out about top 25% of the team vs the bottom 25% of the team.

Banking 215

Banking Positioning Data Strategy 215

Anthony Cole Training

MARCH 24, 2023

Prospect : W hy should I do business with you or your bank / company? In part 1, I gave you a sample of how the ‘selling value’ discussions sounds. Here it is again.

Banking 215

Banking Prospecting Company Training 215

Zendesk Sell

JULY 16, 2019

The sales world is changing fast. The tools and tactics that got the job done 10 years ago don’t stand a fighting chance of enabling sales or closing deals in today’s market. Staying competitive in sales means understanding changes in the customer journey and adjusting strategy accordingly. Agile methodology defined.

Sales Management 98

Sales Management Microsoft Survey Banking 98

Anthony Cole Training

JANUARY 25, 2024

The dream of every dedicated sales leader and the key to achieving sales team excellence is understanding what drives and inspires their people to perform at their highest potential. What are the competencies and behaviors of those leaders who seem so talented at helping others achieve their very best?

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Motivation Exact Groups Objections 279

Anthony Cole Training

JANUARY 12, 2024

The sales performance management activities that we are performing today are creating the results we are achieving today. You must ask yourself, what activities are you, or your sales manager, doing now that are creating your current unsatisfactory results?

Motivation 288

Motivation Account Training Sales Management 288

LeadFuze

JULY 14, 2023

How to be a good sales manager is an inquiry that many professionals in the field often ponder. The role of a sales manager extends beyond just overseeing a team; it’s about fostering growth, driving performance, and achieving targets. A sales manager position, that’s your answer.

SalesManager 52

SalesManager Sales Management Strategy How To 52

Increase Sales

MAY 8, 2014

Math sometimes seem to be a poison to those in sales management. These industrious folks have a tendency to jump on board with the latest so called best practice without actually doing the math to see if their sales team can meet the goals. Then visit 10 of the home encircling the open house home. Share on Facebook.

Sales Management 137

Sales Management Travel Banking Sales Leadership 137

Sales and Marketing Management

JUNE 25, 2018

I know, you fell into sales, and perhaps from there, sales management. studying sales methodologies, you know that you are obsessed. Action – If you're sitting reactively doing email, if you're sitting period – you’re failing in sales. Bank on it! Sales is the transference of belief. is more cowbell!

B2B 319

B2B Banking Conference Decision Maker 319

Anthony Cole Training

OCTOBER 6, 2023

Sales organizations typically have plenty of sales data due to the growth and usage of CRM systems, critical to capturing the activities that are occurring with the sales team. But effective coaching with sales performance data often becomes the greater challenge with sales managers and leaders.

Coaching 287

Coaching CRM System Data 287

Anthony Cole Training

JANUARY 30, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Sales Management 159

Sales Management Hiring Ideal Customer Profile Call-back 159

The Center for Sales Strategy

AUGUST 21, 2018

SCENARIO: For the first time in a long time, you have sales positions open, but the most talented salespeople likely are already employed elsewhere. Well, this scenario is one managers often find themselves in. Recruiting and filling your talent bank is important.

Sales Management 68

Sales Management Banking Intent Retention 68

Increase Sales

MAY 9, 2014

After a extremely cold and snowy winter, sales people are out in force attempting to achieve the sales goals set by sales management. The problem is many of these sales managers have failed to do simple math to learn if these goals are realistic. By doing the math, probably2 sales people could be terminated.

Sales Management 126

Sales Management Salary Compensation Retention 126

SalesFuel

AUGUST 1, 2024

However, with practice, you can be an immediately likable person and in sales, that may be enough. Likability is among the most basic effective sales techniques, but it develops only with consideration for your prospect’s personality. SalesFuel - Sales Credibility | Sales Research | Sales Hiring | Sales Management | Sales Enablement

Hiring 87

Hiring Face-to-face Sports Banking 87

Anthony Cole Training

NOVEMBER 3, 2023

This is from the deep data warehouse of Objective Management Group, our partner and the pioneer of the sales assessment. Unfortunately, we also know that less than 10% of sales managers are considered highly effective at this critical role of coaching.

Coaching 177

Coaching Report Groups Objections 177

The Center for Sales Strategy

MAY 16, 2022

As sales managers, we need to treat recruitment the same way. The most effective way to ensure you’re able to hire better talent is to build and maintain a strong talent bank. We are always asking our salespeople to prospect and keep their eyes open for new potential clients.

Hiring 119

Hiring Banking Positioning Sales Management 119

Steven Rosen

MAY 28, 2014

Last week I was speaking with a VP of Sales of a well-known software company. George was not pleased with the performance of his sales team and was under intense pressure from the senior team to turn things around. Sales were off in 4 out of 5 regions and he felt that the sales team was just not motivated. By Steven A.

Motivation 319

Motivation Incentives Incentive Coaching 319

Anthony Cole Training

JULY 28, 2023

Excerpt from Objective Management Group’s recent webinar on The Data Behind Sales Managers of Elite Teams. Through a deep analysis of sales evaluations and coaching frequencies, we uncover the impact of consistent coaching on various aspects of sales performance.

Webinar Metrics 236

Webinar Metrics Analysis Coaching Objections 236

Anthony Cole Training

SEPTEMBER 26, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 174

Hiring Sales Management Ideal Customer Profile Webinar Metrics 174

Anthony Cole Training

MAY 19, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 168

Hiring Sales Management Webinar Metrics Ideal Customer Profile 168

The Center for Sales Strategy

JUNE 4, 2018

Managers often reach out to us looking for creative ways to recruit people to their companies.

Banking 57

Banking Positioning Company Hiring 57

Partners in Excellence

AUGUST 31, 2022

This may be my own ignorance of programs leading sales enablement organizations are implementing. It’s driven by an observation about discussions I hear among sales enablement folks and observations from perusing my feeds. ” Reflecting back numbers of years, my first customers were major money center banks.

Sales Enablement 52

Sales Enablement Banking Face-to-face Segment 52

Allego

DECEMBER 13, 2023

In 2024, we’ll see plenty of top-notch conferences for professionals in all industries, especially sales enablement. Sales enablement conferences and other events offer the ideal opportunity for you to build your career skills, learn about new technologies, and hear about new approaches to sales enablement. See you out there!

Conference 77

Conference Sales Enablement Biotechnology Insurance 77

Anthony Cole Training

OCTOBER 13, 2023

The Coaching Competency is the most critical part of a sales manager's responsibilities; it is also the most difficult skill set to learn and master. Of course, all of these point to the importance of constructive sales feedback while coaching. Not all coaching is helpful and constructive.

Construction 177

Construction Coaching Course Sales 177

Anthony Cole Training

AUGUST 29, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 149

Hiring Sales Management Decision Maker Ideal Customer Profile 149

Anthony Cole Training

JANUARY 19, 2017

I’ve written on this subject, talked about it at workshops/keynotes and presented it to our clients in our Sales Managed Environment ® Certification program for over 20 years. It’s still something that we get asked about when we present at the Community Bank CEO Network and other venues. It’s still in the news.

Banking 120

Banking Networking Sales Sales Management 120

Sales 2.0

OCTOBER 11, 2019

When I first got involved in sales I was a sales engineer. I supported a technology sales force on their sales calls with semiconductor engineers. When I got to these meetings I had many engaging conversations with these buyers that our sales team did not seem able to handle. A real sales job.

Engineering 262

Engineering Small Business Small Business Banking 262

Anthony Cole Training

MARCH 23, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Sales Management 120

Sales Management Hiring Ideal Customer Profile Webinar Metrics 120

Adaptive Business Services

JULY 26, 2023

It’s just that more difficult to manage these multiple moving parts. Another aspect is that most often using a CRM is something that has been requested (dictated) by their company or sales manager. I’ve spent that last 45 years as either a salesperson or as a sales manager. Get over it and do it for YOURSELF!

CRM 62

CRM Face-to-face Banking Travel 62

The Center for Sales Strategy

JULY 23, 2019

When sales managers are working to build their talent bank with qualified candidates, it's not easy. Couple that with your desire to have the very best sales talent in there, it gets quite a bit harder.

Sales Talent 74

Sales Talent Banking Video Sales Management 74

Chorus.ai

JANUARY 20, 2020

Christine Lagarde, managing director of the IMF, cites that while women make up only 2% of bank CEO’s worldwide, banks who count women among the top leadership tend to have better fiscal profiles. In sales, it looks remarkably similar. And only 12% of that are female sales leaders. Women In Sales.

Banking 71

Banking Face-to-face Ideal Customer Profile Conference 71

Sales Hacker

MARCH 7, 2022

Sales is not an easy topic for academics to teach. Just ask Frank Cespedes , Senior Lecturer in the Entrepreneurial Management Unit at Harvard Business School. Sales is cross-disciplinary. Sales doesn’t exist in a silo (or, at least, it shouldn’t). Sales doesn’t exist in a silo (or, at least, it shouldn’t).

Banking 83

Banking Face-to-face Revenue Territories 83