Understanding the Sales Force

JULY 23, 2013

The Doctor, The Drug Dealer and The User was fun and Why Accidental Sales Training Works More Effectively was insightful. TOP SALES THOUGHT LEADERSHIP ARTICLE. The second, View From the Top - When Salespeople Call on Purchasing ; And the third, This is How Sales Managers Should Coach Their Salespeople.

Sales Leadership 229

Sales Leadership Consultative Selling Motivation Video 229

SBI Growth

AUGUST 10, 2013

I was lucky enough to be introduced to a sales team’s top performer for 2013. Julie’s Sales Operations leader thought I could learn a lot from her. Training dollars are being misallocated. Her sales manager knew her potential and sent her to a weeklong sales training. Does this ring a bell?

Training 293

Training Top of Funnel Hiring Hotels 293

Jeffrey Gitomer

JUNE 11, 2013

The post Jeffrey Gitomer – Named one of the Top Sales & Marketing Influencers for 2013 appeared first on Jeffrey Gitomer’s Sales Blog. Sales Sales Management Success Jeffrey Gitomer Sales Training sales sales blog sales training sales training program top sales trainer'

Influencer 196

Influencer Marketing Training Sales Management 196

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. Here's why: He said to hire for characteristics and train for competencies. c) Copyright 2013 Dave Kurlan

Hiring 243

Hiring Sales Management Territories Analysis 243

Understanding the Sales Force

MAY 28, 2014

Understanding the Sales Force by Dave Kurlan Before we discuss how to improve sales training, a quick promo for the latest and greatest taking place over at the ever improving Top Sales World. The June issue of Top Sales Magazine has been published and you can download it here. More on Baseball and Sales.

Training 249

Training Coaching Comparison Territories 249

The Sales Hunter

MAY 2, 2013

I spend a lot of time with division heads, sales managers and salespeople, and it’s not unusual for the topic of sales training to be discussed — especially in context of how important it is or isn’t. . Does sales training really deliver better outcomes for sales teams?

Training 206

Training Sales Management Motivation Sales 206

Understanding the Sales Force

MARCH 14, 2014

So why didn''t the training on consultative selling stick? That same finding is used to determine how quickly a new salesperson will ramp up and apply what they learned from training. When you provide sales training, it''s not just new skills that you ask people to learn. c) Copyright 2013 Dave Kurlan'

Consultative Selling 256

Consultative Selling Training Conference Coaching 256

Understanding the Sales Force

APRIL 4, 2013

Understanding the Sales Force by Dave Kurlan The latest interview between Jonathan Farrington, CEO of TopSalesWorld , and me is available here. We discussed why only 17% of all sales managers are effective at coaching and the conversation was very enlightening. DNA - They don''t have the DNA to support effective sales coaching.

Coaching 225

Coaching Sales Management Incentives Incentive 225

The Sales Hunter

AUGUST 16, 2013

Let’s do a quick review of some of the key activities the typical sales manager — or sales leader — does. Sales managers put them together properly, adding information where necessary, and send them up the chain of command on time. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Management 212

Sales Management Selling Skills Sales Leadership Sales 212

Anthony Cole Training

DECEMBER 17, 2012

Are you prepared to succeed today in Sales, Sales Management, Business and Life? Let me take a minute to answer for myself and then I'll get on with the rest of the post: Sales - yes, Sales management - kind of, Business - yes. In sales management you would likely look at sales.

Sales Management 211

Sales Management InsideView Webinar Metrics Incentive 211

The Sales Hunter

JULY 27, 2013

A sales manager can help tremendously if they occasionally go on sales calls with their salespeople. I call this the “four-legged sales call.” ” Problem is too managers won’t do this at all — or when they do it, they do it wrong. ” Sales Motivation Blog. .

Video 192

Video Sales Management Consultative Selling Motivation 192

Keith Rosen

OCTOBER 24, 2013

Keith Rosen’s company, Profit Builders, was named one of Selling Power’s Top 20 Training Companies for 2013. ” Representatives for the publication say that editors assembled the list for the benefit of sales leaders that want to reach higher levels of productivity and performance. About Profit Builders.

Company 119

Company Training Sales Coaching Coaching 119

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 219

Sales Management Webinar Metrics Coaching Sports 219

Steven Rosen

NOVEMBER 15, 2012

New book helps sales managers unlock hidden sales potential (available in paperback). The sales manager is the pivotal person in the sales-driven organization, and Steven’s book shows you how to excel!” Get you copy now and be ready to take sales to a new level in 2013.

Hiring 296

Hiring Pivotal Sales Talent Small Business 296

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

Anthony Cole Training

MARCH 19, 2013

There are several GREAT speakers in the general sessions, but it is not a conference where you will find constant discussions about the art and science of selling or sales management. Whenever I hear a talk, a message or a point of view, I find myself automatically translating it to sales and sales management.

Hiring 197

Hiring Banking Survey Conference 197

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

SBI Growth

NOVEMBER 3, 2012

One of the biggest problems a VP of Sales faces is prioritization. Prioritization through 3 lenses: What sales productivity problems should you fix in 2013? This post is written for the VP of Sales trying to determine which sales productivity problem to prioritize and which ones to ignore. H ow to Sequence.

Scale 282

Scale Face-to-face Promotion Lead Rank 282

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. Go to your manger and get the training / coaching that you need and deserve. You’re at a point in the year where you are discussing 2013.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

Increase Sales

JANUARY 10, 2013

Recently, I had lunch with a salesperson I had trained over 25 years ago. As I listened to her, I realized that even today with all the management and sales training; the countless books and webinars; and the availability of small business coaches and consultants, there are far too many short sighted sales managers and small business owners.

Small Business 151

Small Business Small Business Sales Management Epiphany 151

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. They represent the freshest, most innovative thinking on sales currently on the market and take into consideration the changing sales climate and competitive realities every sales rep and sales leader is facing. Top Sales Books to Read in 2013.

Face-to-face 132

Face-to-face Top of Funnel Call-back Sales 132

Understanding the Sales Force

OCTOBER 16, 2013

Understanding the Sales Force by Dave Kurlan It''s amazing what Harvard Business Review will print on their pages when it comes to the subject of sales. The November 2013 issue featured an article titled Dismantling the Sales Machine. It was a survey! The reality is they only think it. 5 Steps don''t make a process.

Sales Process 251

Sales Process Margin Survey Forecasting 251

Sales Training Connection

MARCH 27, 2013

Second, most people agree that coaching is a must-do for developing a superior sales team. Some don’t do it because they think their sales managers are experienced so they know how to coach. Others pass because their sales managers are busy, so coaching training is not viewed as a good use of time.

Coaching 115

Coaching Sales Management Training Consultative Selling 115

Understanding the Sales Force

MARCH 4, 2013

Compare that with the six I wrote about in this article : Effective Sales Selection for Appropriate Sales DNA, Effective Sales Coaching, Effective Sales Accountability, Formal, Structured Consultative Sales Process, Sales and Sales Leadership Training, Coaching and Development andHunting for New Business.

Sales Leadership 225

Sales Leadership Energy Coaching Study 225

SBI Growth

JULY 22, 2013

You have to make the rest of 2013 with the sales heads you have.” There are 10 best practices Sales VPs have taken to ensure this doesn’t happen. Below are five of the 10: Sales Manager/VP field sales rides : Participating with your sales reps on more field calls leads to increased revenue.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

Sales Training Connection

FEBRUARY 25, 2013

Sales Coaching. Front-line sales managers are the “pivotal job” for improving sales productivity. That means – if companies want to improve sales revenue and optimize sales profitability, they should do everything they can to make sure front-line sales managers are doing what they should be doing.

Sales Management 132

Sales Management Coaching Pivotal Sales Coaching 132

Understanding the Sales Force

APRIL 23, 2014

Consider the length of time that a runner must train to prepare for running a 26.2-mile Someone training for a marathon should run up to 50 miles per week. So perhaps, our top 6% is the group that takes selling as seriously as those runners that train for a marathon. That won’t happen until we raise the bar on sales management.

Airlines 285

Airlines Groups Forecasting Engineering 285

The Sales Hunter

JULY 19, 2013

Recently I found myself in a discussion with several sales managers over the topic of dealing with high-performing salespeople. One of the managers stated clearly that he didn’t want to try and lead the top-performer, for fear of risking something bad happening. You are a sales leader. ” Sales Motivation Blog.

Motivation 229

Motivation Coaching Sales Leadership Training 229

SBI Growth

SEPTEMBER 5, 2012

Help the sales leader identify any reps that are at risk of leaving. This should actually be an ongoing task of the HR leader to have frequent discussions with Sales Directors and Sales Managers to keep pulse on which Reps may be at risk for leaving. Has any documented issues of “disconnect” with sales management.

Sales Talent 288

Sales Talent Hiring Lead Rank Lead Scoring 288

Understanding the Sales Force

APRIL 17, 2013

It led to a significant number of comments with one of them being this question: "Dave, in your opinion, with all the training that is available and has been delivered to sales people over the years, how come sales people still fail at executing an effective approach to qualifying a prospect. c) Copyright 2013 Dave Kurlan'

Decision Maker 269

Decision Maker Consultative Selling Buying Cycle Proposal 269

Increase Sales

JULY 1, 2013

Once again a new sales coaching client is facing the super worker (think salesman) promoted to supervisor or sales manager disaster. Coming from a very supportive sales culture where her previous manager coached and helped her, she is now facing a 180 degree opposite. You begin to think: Am I doing things right?

Promotion 146

Promotion Sales Management Hiring Face-to-face 146

Understanding the Sales Force

MARCH 7, 2013

Understanding the Sales Force by Dave Kurlan I wrote an article for the March 2013 issue of Top Sales World Magazine that debriefs an actual sales call. Please join me: Tuesday, March 12, 2013 10 AM Eastern Time Register. I'll also be hosting our Annual Spring Sales Leadership Intensive in Boston.

Examples 205

Examples Hotels Sales Leadership Webinar Metrics 205

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. Training, training, training. The post 5 Ways to Supercharge Your Sales Enablement Efforts appeared first on DiscoverOrg.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Sales Training Connection

SEPTEMBER 18, 2013

Sales Manager Tip. Each year sales managers spend a substantive amount of time and effort helping their sales team use their time with the customer more effectively. Front-line sales manager who can provide their sales teams more time to work with customers, not on paperwork can make a big difference quickly.

Top of Funnel 116

Top of Funnel Funnel Sales Management Coaching 116

Increase Sales

FEBRUARY 9, 2013

The reality is much of the organizational structure for mid size to small businesses (SMB) today including having a sales manager is based on some of the practices of years gone by much larger companies with over 100 employees and multiple locations. Possibly by having a sales manager, you have created a hurdle for your sales team?

Sales Management 146

Sales Management Hiring Webinar Metrics Sales Leadership 146

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. Too many sales managers think they can take shortcuts to making their number. Hire on attitude and train the skill. I can’t train on attitude.

Hiring 234

Hiring Motivation Positioning Groups 234

Sales Training Connection

FEBRUARY 11, 2013

You need a superior sales team and maintaining a superior sales team requires f ront-line sales managers who coach and who are good at it. But for sales managers to be good at coaching, feedback must run both ways. From the sales rep perspective the feedback can take two very different forms: 1.

Sales Management 117

Sales Management Coaching Sales Coaching Training 117