Gong.io

JANUARY 31, 2022

While the exact list depends on who you ask, the following (alphabetized) traits are all critical for a sales manager: Able to coach, analytical, available, confident, empathetic, good listener, innovative, leads by example, loyal, motivating, passionate, positive attitude, serves vs. dictates, strategic vision, strong communicator, and thoughtful.

Software 118

Software Software Sales Management Sales Forecasts 118

Sales and Marketing Management

DECEMBER 17, 2021

These books can help sales managers and reps build their skills without having to schedule another meeting on their calendar. The post Eight Sales Books to Kick Off a Year of Growth in 2022 appeared first on Sales & Marketing Management.

Meeting 136

Meeting Sales Management Sales Marketing 136

Hubspot Sales

NOVEMBER 14, 2022

The HubSpot Blog’s Sales Strategy & Trends Report says that 42% of salespeople exceeded their goals in 2021, a similar amount simply met their goals, and 16% underperformed. In 2022, 41% of salespeople exceeded their goals, and an equal amount met them. Let’s go over how those top-performing sales reps met their goals.

Social Media 122

Social Media Trends Sales Enablement Report 122

Janek Performance Group

OCTOBER 11, 2021

Many CEOs are creating ambitious goals for 2022. The best way to accomplish sales goals is to have the right salespeople on your team. To achieve your sales goals in 2022, there is one essential question you need to ask before you spend a dime on marketing. . You can’t improve what you can’t measure.

Hiring 117

Hiring Compensation Sales Talent Account 117

Janek Performance Group

DECEMBER 29, 2021

Like in a post-apocalyptic movie, sales heroes valiantly fought a formidable foe, developing and broadening their skills to combat the challenges of uncertain markets, supply-chain chaos, rising inflation, and the great resignation. Here are the top sales training trends to watch in the coming year: Delivery Methods. Sales Assessments.

Trends 118

Trends Training Retention Face-to-face 118

Hubspot Sales

OCTOBER 18, 2022

Any company's sales leadership needs to keep a pulse on how its salespeople are performing, both individually and on a broader organizational level — getting there often starts by understanding the degree of effort reps are putting in. That's where performance indicators known as sales productivity metrics come in. Why is it important?

Cold Calling 135

Cold Calling Survey How To CRM 135

Allego

DECEMBER 9, 2021

We observed the evolving role of sales learning from formal, instructor-led training to becoming part of the essential enablement experiences that reps count on day-to-day to help themselves. Here the four top sales enablement trends for 2022: B2B buyer journeys require smarter, virtual selling.

Top of Funnel 125

Top of Funnel Sales Enablement Trends Coaching 125

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Scoring 111

Sales Hacker

MAY 17, 2022

Inside, and outside sales. The return to normal continues its hybrid evolution, revenue leaders face challenges managing teams with buyer expectations and establishing modern processes in this mixed landscape. The post 2022 Leadership Playbook: Winning Hybrid Sales Strategies appeared first on Sales Hacker.

Strategy 98

Strategy Face-to-face Outside Sales Pipeline 98

Sales Hacker

OCTOBER 7, 2022

Scott Barton, Varicent’s VP of Industry Solutions & 20-year sales compensation industry pro, attended WorldatWork’s 2022 Sales Compensation Conference. Despite these advances, few industry pros currently use predictive or prescriptive analytics for determining sales compensation plan effectiveness.

Compensation 104

Compensation Conference Trends Incentive 104

Hubspot Sales

NOVEMBER 29, 2022

Today, 57% of sales reps inaccurately forecast their pipeline, according to data from Chorus. To reduce the probability of such inaccuracies, sales forecasting software has become an indispensable part of the professional sales kit. Benefits of Sales Forecasting Software. The 12 Best Sales Forecasting Software.

Sales Forecasts 124

Sales Forecasts Forecasting Software Software 124

Bernadette McClelland

NOVEMBER 28, 2021

I am privy to the secrets of many sales leaders who have reasonable expectations for the performance of their team (aka results) and face the reality of underperforming team members (aka relationships). And this is where the difference between a sales manager and a sales leader becomes crystal clear. What to do?

Scale 221

Scale Face-to-face Account Sales Leadership 221

Pipeliner

JANUARY 6, 2022

To kick off 2022, Brian Sullivan interviews Jay McBain about the key trends impacting channels in the new year and beyond. He is often sought out for industry guidance and future trends and has spent his 27-year career in various executive channel sales, marketing, and strategy roles with IBM, Lenovo, Autotask, and ChannelEyes.

Channels 98

Channels Trends AutoTask Lead Rank 98

Hubspot Sales

AUGUST 23, 2022

Having powerful software is an undeniably critical component of any strong sales strategy. Fortunately, we did some digging to determine which areas of the sales cycle leaders are investing in most heavily for 2022 and beyond. So here's a breakdown of sales tech that can deliver quantifiable results for sales teams in 2022.

Data 98

Data Lead Rank Top of Funnel Hubspot 98

The Spiff Blog

SEPTEMBER 1, 2022

If you’ve worked in sales, revenue operations, or finance for any amount of time, I don’t have to tell you how important sales compensation is. You already know the right sales compensation plan can motivate your team, improve their performance, and boost overall job satisfaction. Current Sales Compensation Benchmarks.

Compensation 81

Compensation Salary Incentive Incentives 81

Sales Hacker

JUNE 8, 2022

If you joined the Sales Hacker community in the last four years, this might be news to you: Sales Hacker was originally known mostly for its incredible in-person events. Enter: the Sales Hacker Roadshow ‘22. What Was the Sales Hacker Roadshow ‘22? We’ve been focused on other things. Keep reading.

Face-to-face 104

Face-to-face Groups Data Commission 104

Highspot

NOVEMBER 7, 2022

7, 2022 — Highspot , the sales enablement platform that increases sales productivity, today announced it has been named a Leader by Forrester Research in The Forrester Wave : Sales Content Solutions, Q4 2022 report.

Lead Rank 95

Lead Rank Lead Scoring Report Research 95

Pipeliner

JUNE 15, 2022

Even though businesses moving to remote sales have been increasing in the past few years, others have been reaping the benefits of remote sales for years. They have long adopted and understood the power of remote sales, which has helped them establish a strong market compared to their competitors.

Face-to-face 98

Face-to-face Analytics Sales Enablement Tools 98

Mr. Inside Sales

MAY 8, 2022

Ok, it’s a little early, but this Thursday, May 12, 2022, the NFL releases the season schedule! And that led me to think about sales teams and individual producers. If you are a sales manager or business owner with an inside sales team, you need to offer each player on your team daily and weekly coaching.

Face-to-face 31

Face-to-face Film Inside Sales Gatekeeper 31

Hubspot Sales

NOVEMBER 28, 2022

Sales is the lifeblood of every business. While the sales process can be complex and time-consuming, targeted automation with the right tools can ease the burden on your sales team. That includes simplifying lead distribution and management. Pricing: HubSpot lets you use basic sales and CRM features for free.

Distribution 129

Distribution Lead Rank Software Software 129

The Center for Sales Strategy

JANUARY 12, 2022

In the first 2022 episode of Improving Sales Performance, Stephanie Downs joins Matt Sunshine and guests Maryann Balbo and Fran Mallace of Cox Media. Tune in now or keep reading for a brief overview.

Media 118

Media Groups Company Sales Management 118

Sales Hacker

SEPTEMBER 18, 2024

The State of Sales Jobs From week to week, it can feel like sales roles are up, and the next down. The TL;DR: Sales role hiring is rebounding in 2024 after a difficult 2023. Mid-level roles like Managers, Directors, and Leadership positions tend to have the longest tenures (2.5 Help your team close more deals.

Hiring 123

Hiring Scale Sage Trends 123

The Center for Sales Strategy

MAY 3, 2023

If 2021 saw everyone still reeling from the “year that shall not be named,” then 2022 seems to be one of continued adjustment. Nearly half of sales managers (49%) view their desired hybrid schedule as a 50/50 split between in-office and work-from-home. Other trends from the previous year seem to persist or have worsened.

Report 109

Report Media Hiring Trends 109

Alice Heiman

NOVEMBER 17, 2021

Hiring the right sales leader is something that every CEO has challenges with, so this episode of the Sales Talk for CEOs podcast is a great opportunity to improve your strategy and avoid some common mistakes. The perfect guest for this topic is Elay Cohen, CEO and Co-Founder of SalesHood , a sales enablement platform.

Hiring 133

Hiring Company Sales Enablement LinkedIn 133

Allego

DECEMBER 22, 2022

Sales managers and sales enablement folks face a similar challenge. Sales teams start out on what they think is a true path, and then the economy changes course, sales reps leave, or new technology comes along. Sales leaders and sales enablement managers must then rethink their strategies.

Sales Enablement 117

Sales Enablement Vendor Collateral Report 117

Sales Hacker

DECEMBER 20, 2021

In the final episode of the Sales Hacker Podcast for 2021, Sam Jacobs digs into the “mailbag” of great questions found in the Sales Hacker Community. Join us for holiday cheer and some great new ways to look at how you can excel at sales in 2022. Subscribe to the Sales Hacker Podcast. powered by Sounder.

Google 108

Google Meeting Sales Management How To 108

The Center for Sales Strategy

MAY 16, 2022

As sales managers, we need to treat recruitment the same way. Recruitment will continue to be a buyer’s market in 2022. We are always asking our salespeople to prospect and keep their eyes open for new potential clients. According to The Undercover Recruiter , the best candidates are in and out of the job market within 10 days.

Hiring 122

Hiring Banking Positioning Sales Management 122

Crunchbase

MARCH 1, 2023

The Crunchbase 2023 Influential Women in Sales List is a submission-based list. They’re launching sales podcasts, YouTube channels and startups of their own. They’re creating safe spaces to empower female professionals and championing diversity in sales, both inside and outside their organizations.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. When done right, they can improve your team’s performance and help you move closer to your sales goals. Why sales training is important. The different types of sales training programs. The 15 best sales training programs.

Training 92

Training Lead Rank Hiring Course 92

Hubspot Sales

APRIL 13, 2022

From the outside looking in, sales can seem like a stroke of luck rather than a skill that's practiced over time. Take a moment away from the phones, your quota, and your team to reflect on why you chose sales as a career path, why you chose the company you work for, and why you believe in the product you're selling. Not exactly.

Networking 98

Networking Pipeline Up-Sell Closing 98

Highspot

DECEMBER 2, 2021

For sales enablement practitioners, this requires proactive evaluation of how you manage customer-facing talent, content, and communications to deliver exceptional buyer experiences. Here are the five areas you’ll want to focus on in 2022. Create Clarity Around Your Sales Talent Lifecycle. September 10, 2021).

Face-to-face 98

Face-to-face Sales Talent Sales Methodology Sales Enablement 98

Janek Performance Group

OCTOBER 19, 2021

Has the Great Resignation caused you to re-think your sales team hiring practices? And the sales department is not immune to this phenomenon. To reach your sales goals in 2022 preventing a sales talent exodus is critical. To reach your sales goals in 2022 preventing a sales talent exodus is critical.

Hiring 118

Hiring Lead Rank Compensation Sales Talent 118

Partners in Excellence

NOVEMBER 22, 2020

It is no longer fashionable to talk about sales enablement, now it’s revenue enablement. Pundits, guru’s, “thought leaders,” continue to look for next year’s model—what are the sexiest techniques, tricks, methods for 2021, 2022? Yet, we aren’t doing better. Sometimes, what is old is new.

Fashion 151

Fashion Face-to-face Sports Consultative Selling 151

ClozeLoop

MAY 19, 2022

ClozeLoop's B2B Sales blog keeps you up to date with the latest in sales management, sales techniques, and sales enablement. View our amazing post "ClozeLoop Named to Selling Power Magazine’s Top Sales Training Companies 2022" by ClozeLoop.

Training 52

Training Company Sales Enablement B2B 52

Hubspot Sales

AUGUST 18, 2020

Artificial intelligence resources are evolving from novelty to necessity in sales, and the massive investment companies are putting into these kinds of tools is a testament to that. billion in sales process recommendation and automation in 2019 — a figure that's expected to rise considerably through 2022, at least.

Sales Process 140

Sales Process Account Based Marketing Top of Funnel Scale 140