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.

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Training Coaching Comparison Territories 249

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.

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Territories Compensation Buyer Google 308

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.

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Hiring Incentive Incentives Benefit 288

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.

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SBI Growth

AUGUST 7, 2013

However, we frequently see Sales VPs still stuck in the sales manager mindset. An ill-prepared sales manager damages his region. A Sales VP focused on the wrong things can ruin the entire company. They cross collaborate with manager peers, their reps, and the VP. Reps that fail are re-trained.

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Construction Ideal Customer Profile Territories Compensation 334

MTD Sales Training

DECEMBER 18, 2014

Another year has sailed by and what a fantastic 2014 it has been. It’s at this time of year at MTD Sales Training we like to get sentimental and reflect on some of the best sales tips, advice and general musings we have offered you through our blog over the last twelve months. Top 10 Sales Blogs Of 2014.

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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 ®.

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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.

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Referrals Small Business Small Business Enterprise 240

The Pipeline

JULY 18, 2013

As we get ready to round the bend to the end of after Labour Day, it is not too early to start thinking about how we maximize our opportunities into the end of the year, and to kick 2014 off strong. “Tibor, thanks again for the training course. Gutzmann, Sales Manager, Major Accounts IKON Document Efficiency At Work.

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SBI Growth

AUGUST 23, 2013

There is a better way to differentiate your sales force from the competition. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Learn why a customized sales process is the ultimate competitive advantage. Not Just a Regular Sales Process.

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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.

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SBI Growth

SEPTEMBER 2, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Learn why your team ignores your sales process and how to fix it. Many sales processes are devoid of an adoption and reinforcement plan. You spend all your energy upstream of the training event.

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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?

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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?

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SBI Growth

AUGUST 27, 2013

There are certain trainings that can produce these results. Register now for our How to Make Your Number in 2014 : A Sales Strategy You Execute. As a VP, you have various training options with your reps to generate sales. Training typically involves selling skills or negotiation methods.

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SBI Growth

JULY 26, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Hank''s DLA experience: DLA hired engaged a consulting firm to help with sales rep onboarding. Hank''s DLA experience: Hank’s team was trained on the use of the onboarding process and tools. Failure here.

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Hiring How To Sales Qualified Lead Face-to-face 267

SBI Growth

JUNE 30, 2013

Training organized in “sprints”. The sales manager owns the process and is paid on average ramp time. Training happens in the field, not in the class room. Your 2014 quota is going up. You are going to need to hire new sales reps. Learning activities completed is useless. Start to finish in 13 weeks.

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Hiring Oracle Lead Rank Lead Scoring 308

Understanding the Sales Force

AUGUST 20, 2014

Understanding the Sales Force by Dave Kurlan One of the most frequent questions we get from clients has to do with the second most important finding on Objective Management Group''s (OMG) sales and sales management evaluations. Image from Eric Thomas (c) Copyright 2014 Dave Kurlan'

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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.

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Sales Management Face-to-face Pivotal Sales Leadership 123

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.

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Sales Management Sales Coaching Coaching Training 116

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 ®.

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Account Sales Management Pivotal Quota 112

No More Cold Calling

SEPTEMBER 18, 2014

The newly-released “ 2014 10th annual Lead Management & Social Engagement ” report uncovered an emerging trend in B2B sales this year: social engagement. Message to Management]: 14 Things Top Sales Managers Do. Sales execs tell me they don’t have time to coach their teams.

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Social Selling Cold Calling Social Media Ideal Customer Profile 296

The Sales Hunter

FEBRUARY 21, 2014

I base this on the number of phone calls and emails I’ve received the last few months from sales managers and other senior people looking for sales talent. What it comes down to is the need to hire based on attitude and be willing to train the skills necessary to become a top-performing salesperson.

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Hiring Selling Skills Sales Talent Training 215

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 ®.

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Sales Management Coaching Sales Coaching Promotion 109

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?

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Scale Compensation Hiring Lead Rank 80

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.

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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 ®.

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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.

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Sales Management Sales Coaching Coaching Forecasting 110

Score More Sales

OCTOBER 9, 2013

On Oct 16th at Noon Eastern / 9:00AM Pacific, please join me and my powerhouse co-panelists as we uncover: Sales-derailing mistakes that sellers inadvertently make. Powerful ideas to fuel the pipeline for 2014. This panel session is part of the Sales Management Summit on BrightTALK. Joanne Black, No More Cold Calling.

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Webinar Metrics Closing Strategy Lead Rank 214

SBI Growth

AUGUST 22, 2013

Sales can learn a lesson here. Sign up here to receive a copy of the Sales Job Tryout Toolkit. Read on and you''ll be ready to Make the Number in 2014. Here''s a 7-step overview of a tryout for a sales rep. (To Sales Manager - Scenario: Only 2 of 8 members of the sales team are making the number.

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Hiring Proposal Exercises Lead Scoring 300

The Sales Hunter

AUGUST 19, 2013

The truth is, though, that when you build your sales plans to make your goal, chances are pretty high that you will MISS your goal!! Many of you are building your 2014 sales goals as you read this, and if you’re not, you need to start. Copyright 2013, Mark Hunter “The Sales Hunter.” Aim higher!

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Motivation Selling Skills Sales Goal Follow-up 219

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'

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Lead Rank Lead Scoring Microsoft Face-to-face 80

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.

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Sales Management Top of Funnel Sports ACT 109

Understanding the Sales Force

JULY 8, 2014

Can they be trained to do things more effectively or, if necessary, in a completely different way? When the science can show you which of the 6 can be saved, trained and coached up to be A players, and which can mercifully be replaced with A players, you have the power to completely transform your sales force in one year''s time.

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Top of Funnel Proposal Coaching Networking 252

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 ®.

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Sales Management Hiring Coaching Intent 111

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.

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Sales Management Data Pivotal Promotion 106

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.

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