The Sales Hunter

MAY 31, 2013

It is time to get it out on the table and say once and for all that if you are a sales manager, you are in a dead-end position. If you are a salesperson and you want to be promoted to a sales manager position, it’s time to change your thinking. Sales managers manage processes.

Sales Management 237

Sales Management Consultative Selling Policies Selling Skills 237

Understanding the Sales Force

FEBRUARY 21, 2013

Understanding the Sales Force by Dave Kurlan An interesting article, Secrets to Developing Successful Sales Managers , by Xactly's CEO, Christopher Cabrera, was posted on Selling Power's 2/19/13 blog. This article lists the top 10 sales management competencies. Selling skills!

Hiring 243

Hiring Sales Management Territories Analysis 243

Understanding the Sales Force

JANUARY 24, 2014

It got me thinking about the road most often taken to sales management. Compared to the rocky road to coaching in the NFL, the road to sales management absolutely sounds like a road paved with gold! You see, only 18% of all sales managers are any good at coaching and only 66% of them can be coached up.

Sales Management 220

Sales Management Webinar Metrics Coaching Sports 220

The Sales Hunter

SEPTEMBER 20, 2013

One of the easiest things sales managers and senior management can do is to call every person they know at a client company. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Sooner you make the calls, the better. Objective of the calls is three-fold.

Sales Management 202

Sales Management Cold Calling Closing Consultative Selling 202

The Sales Hunter

MAY 21, 2014

Far too many salespeople and sales managers are still living as if it is 2013 or even 2010. Things change and they change quickly, and if your sales process and strategies aren’t keeping pace, then you’re going to find yourself closing fewer sales.

Consultative Selling 241

Consultative Selling Selling Skills Closing Sales Process 241

The Sales Hunter

APRIL 4, 2013

It shows up in both the top-line sales numbers and the bottom-line profit results. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Blog leadership Professional Selling Skills Sales Development Training Sales Motivation Sales Training sales leadership sales motivation'

Sales Management 195

Sales Management Motivation Selling Skills Sales Leadership 195

Sales Training Connection

OCTOBER 9, 2013

Sales Managers – it’s what you say and how you say it. A hallmark of a great sales manager is being a good communicator. For example, front-line sales managers are the critical screens through which messages travel from top management to the sales team. ©2013 Sales Momentum ®.

Sales Management 124

Sales Management Face-to-face Sales Leadership Quota 124

The Sales Hunter

NOVEMBER 8, 2013

That’s why I want to make you aware of Lee Salz and his team over at Sales Architects. They offer a great resource called The Sales Management Challenge. I encourage you to glean from this resource to improve your skills, success and bottom line. Copyright 2013, Mark Hunter “The Sales Hunter.”

Face-to-face 192

Face-to-face Selling Skills Motivation Sales Leadership 192

The Sales Hunter

APRIL 6, 2013

Too many salespeople and sales managers are “asking” a customer for a price increase. If telling a customer you’re taking a price increase seems difficult, then trust me on this… you can learn these skills. ” Sales Motivation Blog. . This is the wrong approach!

Video 197

Video Discount Consultative Selling Customer 197

SBI Growth

NOVEMBER 14, 2012

66% of Sales Reps believe that increasing the time invested by sales managers would help to increase their sales. Don’t wait for your manager to come to you. You’re at a point in the year where you are discussing 2013. Your manager obviously wants you to succeed and hit these numbers.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

The Sales Hunter

JULY 25, 2013

A stupid salesperson working for a stupid sales manager. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Blog Cold-Calling Consultative Selling Customer Service Professional Selling Skills customer service questioning skills sales presentation selling skills'

Cold Calling 217

Cold Calling Selling Skills Customer Service Consultative Selling 217

The Sales Hunter

APRIL 12, 2013

In sales, it can be all about the numbers and there’s nothing wrong with being concerned about the numbers. However, too many sales managers spend all of their time dealing with the numbers, leaving zero time to spend with their people. In my work with sales managers, I see a wide range of skill sets and competencies.

Sales Leadership 200

Sales Leadership Leads Marketing Qualified Lead Selling Skills 200

The Sales Hunter

NOVEMBER 5, 2013

Nothing will frustrate a sales manager or senior management more than a salesperson who sees themselves as the only person they need to satisfy. For each person who may be hitting their number, there could easily be somebody who is missing their number. Copyright 2013, Mark Hunter “The Sales Hunter.”

Banking 228

Banking Motivation Selling Skills Closing 228

SBI Growth

MARCH 22, 2013

In particular, the front-line Sales Manager - a critical role responsible for marshaling a team of revenue makers. This post includes a downloadable Sales Leader Curriculum. This tool is perfect for HR Business Partners who serve the Sales function. It will help to prevent vacant Sales Management positions.

How To 312

How To Sales Leadership Exercises Proposal 312

The Sales Hunter

AUGUST 19, 2013

Sales managers who are reading this need to make sure each salesperson follows through in their pre-planning. Top performers will, but the average and below-average won’t, and come half-way through the year, you’ll be staring at a sales goal that is increasingly harder to hit. ” Sales Motivation Blog.

Motivation 219

Motivation Selling Skills Sales Goal Follow-up 219

The Sales Hunter

MAY 10, 2013

I can’t tell you the number of times I’ve heard salespeople and sales managers use what I refer to as the two deadly words in sales: “if” and “then.” ” Here is how this plays out: If we could come out with a cheaper model, then I know I could sell more.

Sales Leadership 199

Sales Leadership Consultative Selling Motivation Lead Rank 199

The Sales Hunter

MAY 3, 2013

For sales managers, it is many times when they send out emails to the team letting them know about things and laying the groundwork for what is expected in the week to come. Many times for sales managers, they don’t understand how their emails are being received. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Leadership 184

Sales Leadership Selling Skills Motivation Google 184

The Sales Hunter

AUGUST 2, 2013

A sharp sales manager who is a strategic thinker and has clout in the company. No micro-managing. They don’t have time for petty stuff and especially for a sales manager or anyone else who wants to pick apart everything and insist on over complicating everything. ” Sales Motivation Blog.

Hiring 238

Hiring Motivation Compensation Selling Skills 238

The Sales Hunter

JUNE 28, 2013

If you are in a sales leadership position, what can you specifically do to help your salespeople feel more comfortable admitting their mistakes? Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Blog Professional Selling Skills Sales Motivation sales leadership sales managers'

Sales Leadership 209

Sales Leadership Motivation Selling Skills Up-Sell 209

The Sales Hunter

MAY 27, 2013

There is no way you’re going to be effective selling immediately after doing some lame paperwork. If you’re a sales manager and you’re reading this, then let me give you a quick way to stop it. Copyright 2013, Mark Hunter “The Sales Hunter.”

Report 232

Report Motivation Consultative Selling Selling Skills 232

The Sales Hunter

DECEMBER 6, 2013

How is your sales leadership during the month of December? Too many times, I hear from sales managers who are complaining about how customers are pushing things back to January due to the holidays. Instead, stay focused and demonstrate genuine sales leadership. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Leadership 199

Sales Leadership Selling Skills Motivation Sales 199

The Sales Hunter

APRIL 11, 2013

These secrets will continue to strengthen your relationship with the customer — and with your senior management. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Meeting 213

Meeting Customer Cold Calling Consultative Selling 213

The Sales Hunter

SEPTEMBER 13, 2013

Too many times, sales teams wait until it’s too late into the year to realize things have to change to make the number. If this is you, then you’re not being a strong sales leader. You’re being a weak sales manager. Copyright 2013, Mark Hunter “The Sales Hunter.”

Consultative Selling 217

Consultative Selling Face-to-face Selling Skills Motivation 217

The Sales Hunter

DECEMBER 20, 2013

For the sales manager, this is an extremely important trait. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Blog Professional Selling Skills Sales Motivation confidence sales motivation series' Confidence attracts confidence.

Motivation 164

Motivation Selling Skills Opportunity Positioning 164

Score More Sales

MAY 6, 2013

Go now to Top Sales Academy and if you are a sales leader or aspire to be one, and join in on the first group of ten sessions about Sales Management and Leadership. Then join me for the Internal (Inside) Sales Series. May 7th is the date of the first session.

Education 194

Education Lead Rank Lead Scoring Outbound 194

The Sales Hunter

JULY 12, 2013

The sales manager is anxious to hear how the sales call went. When you follow-up, it shows that you take your involvement seriously and you value the role the sales team plays in the success of the company. The above 9 things will make your experience on a sales call beneficial for you, the salesperson and the customer.

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

Understanding the Sales Force

MARCH 14, 2014

In between training sessions, salespeople must be coached on consultative selling by their sales manager. In the case of this sales force, sales managers were spending only 12% of their time on coaching and it didn''t include coaching to reinforce, develop or improve consultative selling skills.

Consultative Selling 257

Consultative Selling Training Conference Coaching 257

Understanding the Sales Force

JULY 22, 2013

To keep it simple, let''s take a macro look here: The candidate must have both strong desire and strong commitment for sales success. The candidate must possess the minimum required sales DNA (the strengths that support successful selling) for their role at your company. How consistent is your sales recruiting process?

Hiring 217

Hiring Face-to-face Territories Selling Skills 217

Understanding the Sales Force

JUNE 30, 2014

They were on top of the pack when they sold services with a six-month sales cycle but now that they work for a company selling a product in a very short sales cycle nothing is getting closed. I reviewed OMG''s data on a random set of 4,500 recent sales candidate assessments and only 12% were suitable for working remotely.

Sales Cycle 221

Sales Cycle Distribution Territories Up-Sell 221

The Sales Hunter

MARCH 1, 2013

Recently I was doing training session for a group of sales managers and we got on the topic of hiring and what are the qualifications of a good hire. For years I’ve always said hire on attitude not on skill. Too many sales managers think they can take shortcuts to making their number. Do yourself a favor.

Hiring 234

Hiring Motivation Positioning Groups 234

Delicious Sales

MAY 2, 2012

Sales (12918). Sales Management (2614). Inside Sales (849). Selling Skills (528). Outside Sales (81). 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? Is your sales process slow or fast? Topics Major Topics. Marketing (6398).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

The Sales Hunter

APRIL 2, 2013

The Sales manager doesn’t believe in it. Here’s mine very simply put: There is no way a price increase is ever going to work if the salesperson and sales management do not believe in it. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Is it easy?

Motivation 192

Motivation Sales Management Meeting Customer 192

The Sales Hunter

FEBRUARY 25, 2013

Sales managers, what behavior are you rewarding? Are you pumped to sell new accounts and get more business from existing customers or are you satisfied with baseline business? Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Customer Service 251

Customer Service Customer Discount Maximizer 251

The Sales Hunter

JANUARY 14, 2013

4 Arguing with the sales manager over the quarterly sales quotas. - 8 Spent in a “deep funk” worrying about not having enough time to sell. 41 Selling Days per Year. Copyright 2013, Mark Hunter “The Sales Hunter.”

Compensation 247

Compensation Quota Motivation System 247

Sales Training Connection

SEPTEMBER 23, 2013

One step for making it happen is addressing a critical stumbling block for achieving sales excellence – why more companies don’t get serious about sustaining a coaching effort? In that regard it’s not that folks don’t think it’s important; they do – also is not primarily a lack of skill. ©2013 Sales Momentum ®.

Sales Coaching 116

Sales Coaching Coaching Energy Face-to-face 116

The Sales Hunter

MARCH 8, 2013

In the coming weeks, I’ll be talking about “CEO Sales Leadership” and other topics geared toward the mid-level and above sales manager — or, as I say, “sales leader,” since today’s marketplace doesn’t allow for mere “sales managers.”

Sales Leadership 174

Sales Leadership Hiring Small Business Small Business 174

The Sales Hunter

FEBRUARY 21, 2013

The argument I hear is how sales leadership is something that only involves top performing sales people, sales managers or those who work for a company with huge market share. Sales leadership is a fundamental to anyone in sales who is striving to grow their sales and profit.

Sales Leadership 211

Sales Leadership Marketing eBook Motivation 211