SBI Growth

JANUARY 1, 2014

Every year, a Sales Enablement leader is faced with the same problem. Ramping new sales reps. Make a change in 2014. Step 2: Identify Training Needs and the Training Program. Your training program should incorporate different modalities, topics and methods. Design a program that will do that.

Training 282

Training Buyer Persona Hiring How To 282

Understanding the Sales Force

AUGUST 21, 2014

And he said, "But we don''t want to evaluate everyone right now, we want to start with our sales management team.". Small and mid-market companies don''t usually request this particular approach because their management teams are usually quite lean and it doesn''t make sense for them to take this approach. I hate being right.

Sales Management 244

Sales Management Hiring Face-to-face Groups 244

Sales Training Connection

JANUARY 29, 2014

Sales managers – roadblock removers. Sales managers – how does your sales team spend its time? One, as a sales manager, you can directly impact is the amount of time spent doing something other than selling – start playing the role of a roadblock remover. ©2014 Sales Momentum ®.

Sales Management 131

Sales Management Top of Funnel Face-to-face Funnel 131

Your Sales Management Guru

JULY 14, 2014

2014-15: How will you stand out in the marketplace? Embedded as one of the key components in the marketing segment was building a vertical market using Cloud solutions to increase sales velocity, one of the sub-elements was using Thought Leadership Marketing to help you stand out in the marketplace. Leadership Management'

Lead Scoring 80

Lead Scoring Lead Rank Microsoft Face-to-face 80

Your Sales Management Guru

SEPTEMBER 23, 2013

First Quarter 2014. But as budget planning begins and business strategies begin to be set, it is your responsibility to be ready for 2014. 1. What are your revenue objectives by each quarter for 2014? a. Sales skills. d. Sales planning. When do you need them fully up and trained?

Scale 80

Scale Compensation Hiring Lead Scoring 80

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 250

Training Coaching Comparison Territories 250

Sales Training Connection

JUNE 18, 2014

Second, most people agree that coaching is a must-do for developing a superior sales team. Training Sales Managers to Coach. Some don’t do it because they think their sales managers are experienced so they know how to coach. What are some of the traps that need to be avoided? Let’s start with the ugly.

Coaching 115

Coaching Sales Management Training Sales Coaching 115

Sales Training Connection

JUNE 25, 2014

Sales managers – success. It immediately struck us that these 10 behaviors, with a bit of tweaking, apply equally well to successful sales managers. Of course, these 10 behaviors don’t cover every attribute of successful sales managers. ©2014 Sales Momentum, LLC. What do you think?

Sales Management 123

Sales Management Sales Leadership Promotion Study 123

Sales Training Connection

JANUARY 20, 2014

Sales managers – setting expectations and accountability. Too often sales managers – and for that matter other managers – think what needs to be done is intuitive – so of course everyone on their team understands what is to be done and why. ©2014 Sales Momentum ®.

Account 112

Account Sales Management Pivotal Quota 112

Sales Training Connection

SEPTEMBER 5, 2014

Her points struck a chord with us – primarily because we too often see sales managers – whether first-line sales managers, mid-level sales managers, or VPs of sales focus on what’s going wrong in sales – “Why did we lose the big sale?” ©2014 Sales Momentum, LLC.

Sales Management 110

Sales Management Sales Coaching Coaching Forecasting 110

Sales Training Connection

MARCH 7, 2014

Sales Managers. I was talking with a new B2B sales manager about sales coaching. She was a super star as a sales rep and promoted to a sales manager just a couple of months ago. As a new sales manager , she was fortunate enough to inherit a young but very talented sales team.

Sales Management 116

Sales Management Sales Coaching Coaching Training 116

Sales Training Connection

JANUARY 17, 2014

Sales managers – words have power! When salespeople get promoted to a sales manager position there are many traps to avoid and new things to learn from: analyzing CRM data, to conducting performance reviews to figuring out how you are going to find the time to coach. ©2014 Sales Momentum ®.

Sales Management 109

Sales Management Coaching Sales Coaching Promotion 109

Keith Rosen

JULY 14, 2014

Selling Power Features Keith Rosen’s company, Profit Builders on the 2014 Top 20 Sales Training Companies List. At least two considerations about the current state of business-to-business (B2B) selling influenced the selection process for the 2014 Top 20 Sales Training Companies list.

Coaching 112

Coaching Training Company Social Media 112

Sales Training Connection

JUNE 4, 2014

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. This good idea also holds true for sales managers.

Sales Management 123

Sales Management Face-to-face Pivotal Sales Leadership 123

Anthony Cole Training

SEPTEMBER 4, 2014

I stopped reading, highlighted the passage and made the following note: “This pertains to sales managers and sales professionals in their relationship AND should also be applied to sales professionals and buyer relationships!”. How does this fit in sales and sales management?

Sales Management 163

Sales Management Negotiation Insurance Insurance 163

SBI Growth

OCTOBER 29, 2013

There is nothing more stressful than Q4 for a VP of Sales. Couple that with preparing for 2014 and you are maxed out. Schedule a review of your 2014 plan at your office here. You are strategizing with Sales Managers and reps. How You Avoid Losing the 2014 Battle. You are sprinting to finish the current year.

Territories 308

Territories Compensation Buyer Google 308

Sales Training Connection

MARCH 5, 2014

For starters, Dean Newland makes the fundamentally important point that to do a better job at management sweeping generalizations must be dismissed – like: all Baby Boomers value money over work environment quality or Gen Y members are too impatient to step by step move up the corporate ladder. ©2014 Sales Momentum ®.

Sales Management 114

Sales Management Study Coaching Survey 114

Your Sales Management Guru

JANUARY 27, 2014

2014: How will you stand out in the marketplace? Embedded as one of the key components in the marketing segment was building a vertical market using Cloud solutions to increase sales velocity, one of the sub-elements was using Thought Leadership Marketing to help you stand out in the marketplace. Sales Management Consulting'

Lead Scoring 72

Lead Scoring Lead Rank Microsoft Face-to-face 72

Sales Training Connection

NOVEMBER 24, 2014

Sales managers and developing trust. Sales managers must develop the trust of their sales team and help their team members to trust each other. Because of all this we are always looking for ideas that can help sales managers do a better job in developing trust. ©2014 Sales Momentum ®.

Sales Management 111

Sales Management Hiring Coaching Intent 111

Sales Training Connection

SEPTEMBER 29, 2014

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. From our observation, these points are particularly important for front-line sales managers.

Sales Management 96

Sales Management Journal Lead Rank Pivotal 96

Sales Training Connection

APRIL 21, 2014

Sales managers. When companies get it right managers thrive, staff is more engaged, and companies gain a competitive edge. After all, the Sales function certainly is one that traditionally promotes successful salespeople into sales management roles. ©2014 Sales Momentum, LLC.

Sales Management 106

Sales Management Data Pivotal Promotion 106

Customer Centric Selling

OCTOBER 28, 2013

Sales Training Article: How Realistic Is Your 2014 Sales Quota? By Joel McCabe, Sales Benchmark Index (SBI) Image courtesy of Stuart Miles at FreeDigitalPhotos.net. To assist you further, sign-up for SBI''s Sales & Marketing Research Review here. Need some help with your sales performance?

Quota 45

Quota Training Analysis Research 45

Sales Training Connection

JANUARY 13, 2014

Sales managers – be nimble! The article by Adam Bryant, the NY Times columnist and author of Quick and Nimble , shared 6 pieces of advice for managers developing that ever-desired characteristic – nimbleness. We know successful front-line sales managers adopt this principle – they act as filters, not funnels.

Sales Management 109

Sales Management Top of Funnel Sports ACT 109

Customer Centric Selling

JULY 2, 2014

Sales Tips: How to Boost the Remainder of Your 2014. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Early in my sales management career, I was astounded by how hopeful salespeople were that had achieved 35% of their annual quota going into the fourth quarter.

Face-to-face 69

Face-to-face Negotiation Proposal Pipeline 69

Sales Training Connection

OCTOBER 10, 2014

Motivating sales reps is a key responsibility of every sales manager. How can they motivate their sales teams effectively? Two struck us as really important for sales managers. We’ve written about the importance of sales managers not micro-managing. Summary for sales managers.

Sales Management 100

Sales Management Motivation Face-to-face Research 100

Sales Training Connection

SEPTEMBER 26, 2014

New sales managers. When front-line sales managers take over a new sales team, the natural tendency is to get things moving – make a mark. For example, it is not uncommon that the “what” turns out to be a bunch of stuff that choruses of those on your sales team are complaining about.

Sales Management 88

Sales Management Sales Leadership ACT Training 88

SBI Growth

AUGUST 13, 2013

Remaining effective as a sales force means continuous improvement. This might be a new buyer-aligned sales process. Or training to add emerging practices to your sellers’ skill sets. Or sales recruiting to staff a new go-to-market channel. They decided instead to have some of their Sales Managers be part-time trainers.

Hiring 288

Hiring Incentive Incentives Benefit 288

Sales Training Connection

MAY 9, 2014

Jason Kanigan at Salestactics.org interviewed Richard about sales training trends earlier this week. Some of the points raised were: Upgrading sales teams is a continuous challenge given the changing sales environment. Most companies have purchased some sales training – especially around basic selling skills.

Trends 115

Trends Training Sales Coaching Coaching 115

Sales Training Connection

JULY 25, 2014

Coaching sales strategy. Ask sales managers and salespeople what makes them successful. Sales managers can’t help salespeople become more talented, but they can help them become more skilled. However like a lot of good ideas, coaching sales strategy is easy to say but no so easy to do. How many accounts?

Coaching 99

Coaching Sales Management Strategy Face-to-face 99

No More Cold Calling

JANUARY 2, 2014

As you’re planning for 2014, forget resolutions. Set manageable goals instead. The New Year’s resolution checklists are the same every year—mostly about eating healthier, losing weight, and managing our finances better. Instead I create manageable goals for myself and my team. Forget Shaking the Trees. 1 Goal: Referrals.

Referrals 240

Referrals Small Business Small Business Enterprise 240

Sales Training Connection

SEPTEMBER 24, 2014

This did get me thinking about sales managers who raise an issue in their team meetings and then go about answering it. And if that doesn’t work, they make enough points to make it clear to the sales team what they believe the right answer is. Plus, the sales team is less likely to get support for the solution.

Meeting 94

Meeting Sales Management Sales Meeting Intent 94

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 Coaching Pivotal Sales Coaching 119

Hubspot Sales

MARCH 2, 2018

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Check out my book on running a human-centric sales process that'll win more customers.

Sales Management 109

Sales Management Hiring Top of Funnel Funnel 109

Sales Training Connection

NOVEMBER 5, 2014

Sales managers and the time sieve. Sales managers universally tell us that time is their most valuable asset – and they also tell us they are continuously “running out of time.”. It is the age-old time management puzzle that sales managers have all the pieces for but never seem to put together.

Sales Management 94

Sales Management Face-to-face Sales Meeting Guidelines 94

Sales Training Connection

FEBRUARY 12, 2014

Sales Training. It is not a career risk to be out front advocating your company place a priority on sales training. Business Case for Sales Training. CSO Insights recently published a particularly informative study that relates directly to our career question – The Business Case for Sales Training.

Training 108

Training Quota Study Report 108

Your Sales Management Guru

JANUARY 7, 2014

This forecast maybe created by product type/vertical/geographic market along with a high, most likely and minimum sales values. In addition this plan should include personal training requirements, selected activity goals and personalized marketing programs. Acumen Management Group Ltd. Like a sample? Make it happen this quarter.

Forecasting 73

Forecasting Quota Compensation System 73

SBI Growth

JULY 22, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." There are 10 best practices Sales VPs have taken to ensure this doesn’t happen. Make the sales job fun. Training your sales team how to social sell will immediately improve your sales pipeline.

Hiring 325

Hiring Top of Funnel How To Social Selling 325