Pointclear

JULY 17, 2013

To read an excerpt from her latest book, Smart Sales Manager , click here. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations. Should they keep their expensive sales duo: inside sales AND field sales?

Field Sales 245

Field Sales Inside Sales Hiring Face-to-face 245

The Pipeline

AUGUST 2, 2013

As you’ll read below, she boldly predicts that by 2015 inside sales will overtake field sales, as that unfolds, she will be in greater demand. Josiane heads up TeleSmart Communications , and is leading practice and thought leader in the area of inside sales and management. How can that be?

Sales Management 257

Sales Management Hiring Inside Sales Cold Calling 257

Fill the Funnel

NOVEMBER 4, 2014

If you lead a sales team or are in a senior level role at your company, you are probably actively engaged in the planning process to ensure you have a successful 2015. A few key questions that sales leaders need to be considering include: Is the sales compensation plan providing the results expected? Register to Attend!

Sales Management 118

Sales Management Hiring Top of Funnel Lead Rank 118

Steven Rosen

AUGUST 26, 2021

Sales Manager’s Success Checklist. It is far too early to look at sales early. Here are the top 10 questions you should ask yourself and your sales managers to gauge if you/they have set the foundation for success. Do All Your Sales Reps Have Strong Business Plans? The STAR 10 Point Success Checklist.

Compensation 386

Compensation Quota Lead Rank Lead Scoring 386

Steven Rosen

NOVEMBER 14, 2021

Sales Eagles Soar Turkeys to Get Consumed. If you are chasing your 2015 sales numbers, you need to return from this holiday weekend highly energetic, focused and ready to sprint to the finish line. When I was running a sales force , I was equally focused on finishing the year off and starting the next year even stronger.

Consumer 374

Consumer Analysis Territories Account 374

Sales and Marketing Management

JANUARY 9, 2014

Author: Zorian Rotenberg, Vice President of Marketing and Sales, InsightSquared. Teaser: Forty percent of global organizations will use gamification as the primary mechanism to transform business operations by 2015. These gamification tips will serve sales managers well. read more'

Sales 222

Sales Sales Management Marketing 222

DiscoverOrg Sales

DECEMBER 4, 2017

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. Streamlining the sales process. Create relevant sales content. Two things.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Steven Rosen

DECEMBER 9, 2015

10, 2015 – Star Solutions That Achieve Results Inc. STAR Results) has launched its global 2016 STAR Sales Manager Survey. The Sales Manager Survey seeks opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers.

Survey 120

Survey Sales Management Study Report 120

No More Cold Calling

FEBRUARY 12, 2015

LiveHive and Top Sales World share insights and best practices from 10 sales thought leaders. Between mobile, social, and big data, the sheer volume of information we handle on a daily basis is more than human beings had to manage even a few years ago. Sales remains a people business.

Hiring 120

Hiring eBook Cold Calling Small Business 120

Steven Rosen

DECEMBER 9, 2015

10, 2015 – Star Solutions That Achieve Results Inc. STAR Results) has launched its global 2016 STAR Sales Management Skills Survey. The Sales Management Skills Survey seeks opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers.

Survey 120

Survey Sales Management Study Report 120

Steven Rosen

DECEMBER 9, 2015

10, 2015 – Star Solutions That Achieve Results Inc. STAR Results) has launched its global 2016 STAR Sales Management Skills Survey. The Sales Management Skills Survey seeks opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers.

Survey 120

Survey Sales Management Study Report 120

Sales and Marketing Management

OCTOBER 9, 2015

Issue Date: 2015-10-09. Teaser: Ineffective sales management is often due to one or more of three common failings. By addressing these issues, companies can elevate the effectiveness of their managers, which in turn will boost the performance of the sales organization as a whole. Author: Chris Dent. read more

Sales Management 120

Sales Management Sales Company 120

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do? Do nothing.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

Sales and Marketing Management

JULY 12, 2015

Issue Date: 2015-07-13. Teaser: In working with hundreds of sales forces, we have found that ineffective sales management is usually due to one or more of three common failings. In working with hundreds of sales forces, we have found that ineffective sales management is usually due to one or more of three common failings.

Sales Management 120

Sales Management Sales Company 120

Steven Rosen

DECEMBER 3, 2018

Earlier this year I published an article titled 5 Ways to Create a Successful Sales Coaching Program. The results from Sales Mastery sales executive survey showed that 1/3 of executives surveyed, said that “ sub-optimal sales manager coaching” is one of their top 3 barriers to achieving their objectives in 2018.

Hiring 272

Hiring Coaching Survey Sales Coaching 272

Sales and Marketing Management

MARCH 16, 2015

Issue Date: 2015-03-16. If you want to thrive in this new era of sales, it is now up to you as a sales manager to view territories, customers and products as if assessing a financial portfolio that you are responsible for investing. Author: Tom Searcy. It is your responsibility to make your investments wisely.

Sales Management 120

Sales Management Territories Up-Sell Sales 120

No More Cold Calling

DECEMBER 30, 2014

Which broken sales strategies should we leave in the past (ah-hem, cold calling )? And which tactics will help us keep our pipelines full in 2015 and beyond? Here’s a hint: Any sales tactics, activities, or systems that help you build relationships with clients and prospects are worth the time and effort. Learn more.) [Top

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do? Do nothing.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

Salesmate

SEPTEMBER 18, 2020

It is enticing to play the role of a manager in a sales team. Along with your own quota, you even need to ensure that your sales team performs well and achieves its sales quota. The real key to building a winning sales team is effective sales management. Best sales management books you must read.

Sales Management 116

Sales Management Face-to-face Quota Coaching 116

Steven Rosen

AUGUST 22, 2016

Why New Sales Managers Fail. Are you a new sales manager , or have you just been promoted into a sales manager role? I am going to share the number one reason why new sales managers fail. Time and time again companies promote their best sales reps into managerial roles.

Sales Management 120

Sales Management Promotion Sports Territories 120

Anthony Cole Training

MAY 20, 2015

I’ve read books and articles and listened to keynote speakers talk about sales talent. For a problem that seems to be so obvious, you would think that, as an industry, we would work hard to ‘find a cure’ to the high cost of hiring the wrong sales people. Will You Be Able to Recruit Good Salespeople in 2015? By Dave Kurlan.

Hiring 120

Hiring Groups Licensing Pipeline 120

Steven Rosen

AUGUST 11, 2017

Even with brilliant marketing strategies and a solid management team, many companies miss their sales objectives. Successful strategy execution is the key to crushing sales numbers. He has a proven track record of delivering stellar sales results. The post Successful Strategy Execution appeared first on Star Results.

Strategy 197

Strategy Pharmaceuticals Face-to-face eBook 197

No More Cold Calling

DECEMBER 11, 2014

These uncertainties—which cause many sales professionals to dread networking events throughout the year—seem to weigh even heavier around the holidays, when we’re already busy and tired of running around. Otherwise you probably wouldn’t be in sales. Associations Enterprise Sales Management Salespeople Small Business'

Networking 273

Networking Referrals Cold Calling Small Business 273

Partners in Excellence

OCTOBER 27, 2014

It’s the time where you start seeing various pundits dusting off their crystal balls guessing what the big issues facing sales and marketing professionals in 2015. While there’s some variance, I tend to see the following: Sales Training. Sales Process/Methodology. Marketing/Sales Integration.

Fashion 112

Fashion Face-to-face Social Media Analytics 112

Your Sales Management Guru

DECEMBER 29, 2014

The One Must Do Action Step to Ensure a Great 2015. This will help the salesperson plan a strategic sales roadmap as to how their products/services can potentially be used to assist the client in achieving their goals. What is your plan to get a jump start on 2015? Sales Motivation Sales Training'

Penetration 99

Penetration Exercises Motivation Referrals 99

Sales and Marketing Management

SEPTEMBER 16, 2015

Issue Date: 2015-09-16. Teaser: More than ever, success in business – particularly when it comes to building, growing and retaining great sales teams – comes down to one fundamental truth about leadership: Great leaders manage people, not things. Author: Mark Weber. read more

Sales Management 120

Sales Management Sales 120

Your Sales Management Guru

SEPTEMBER 22, 2014

Sales Leadership: How to Ensure You Exceed Your 2015 Quota. The end of the year is rapidly closing in and while everyone in your organization is focused on achieving their targets; as a sales leader it is crucial you are also focused on the new year. Create annual sales contests. Begin to recruit.

Quota 89

Quota Sales Leadership Compensation Penetration 89

SBI Growth

SEPTEMBER 22, 2013

Maybe you are supporting sales with a CRM implementation, linking your marketing collateral into each phase. Consider this, Gartner says: “through 2015, 80% of social business efforts will not achieve the intended benefits”. Sales enablement tools can’t get a cursory review. User buyer examples: Sales reps by vertical.

Eloqua 316

Eloqua Marketo Buyer Persona Collateral 316

Pointclear

MARCH 27, 2015

Here we are at the fourth and final installment of the series, 4 Tips to Power Up Prospecting in 2015 , from Mike Weinberg’s presentation at the 2015 Virtual Sales Kickoff. His final tip is a passionate plea calling all sales reps to return to the telephone. Sales Process Sales & Marketing Management'

Prospecting 100

Prospecting Handbook Face-to-face Call-back 100

Pointclear

MARCH 24, 2015

Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S. I was particularly impressed with the first speaker Mike Weinberg—sales coach, consultant, and author of the book New Sales. Mike''s presentation, “4 Tips to Power Up Prospecting in 2015,” blew me away. Simplified.: Simplified.:

Handbook 100

Handbook Prospecting Outbound Inbound 100

Your Sales Management Guru

NOVEMBER 10, 2014

Are You Ready for 2015 Business Planning ? Its purpose was to discuss effective Business Planning and to review a specific process to ensure their plans and more importantly their execution in 2015 will be at higher levels. What are some of the specific factors you will be facing in 2015? Leadership Management'

Vendor 78

Vendor Face-to-face Objections Channels 78

Pointclear

MARCH 26, 2015

In the 2015 Virtual Sales Kickoff earlier this year, I had the pleasure of hearing for the first time, Mike Weinberg—sales coach, consultant, and author of the book New Sales. So much so that I asked him if I could share his “4 Tips to Power Up Prospecting in 2015” with my audience. Simplified.: Simplified.:

Handbook 100

Handbook Prospecting Sales Coaching Twitter 100

Pointclear

MARCH 25, 2015

In part 1 of this series, I introduced Mike Weinberg—sales coach, consultant, and author of the book New Sales. After listening to his captivating and insightful presentation at the 2015 Virtual Sales Kickoff , I asked him if I could share his “4 Tips to Power Up Prospecting in 2015”: Part 1: Tip #1 Believe it works.

Handbook 100

Handbook Prospecting Twitter Intent 100

Anthony Cole Training

JANUARY 5, 2016

For many sales managers, the year end came to a sudden stop last Thursday as they closed the books on 2015. Yesterday, January 4 th , you were back at the office kicking off a new year of sales. Depending on the type of sales you and your team are in, January results are a result of what you did at the tail end of 2015.

Sales 120

Sales Sales Management Closing 120

Your Sales Management Guru

OCTOBER 7, 2014

Creating a Sales Compensation Plans. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Your sales management team must understand your company’s overall goals and structure compensation to align with them. What are sales goals?

Compensation 81

Compensation Margin Hiring Commission 81

Your Sales Management Guru

NOVEMBER 7, 2016

Sales Management End of Year Checklist. . Depending upon the person and the conditions in their sales organization each article may or may not be pertinent. I decided to start with a Sales Management End of Year Checklist. Do I have to alter the sales compensation plan to help achieve the new goals?

Sales Management 85

Sales Management Hiring Compensation Quota 85

Sales and Marketing Management

SEPTEMBER 7, 2015

Issue Date: 2015-09-07. Teaser: It’s only a matter of time before analytical sales management becomes the norm. In order to start using your existing data to understand and hit your sales goals, you need to focus on the following three, key areas: How Much, How Good and How Soon. Author: Steve McKenzie. read more

Data 120

Data Analytics Sales Goal Sales 120