The Pipeline

SEPTEMBER 8, 2014

There has been lots written about the common mistake companies make in selecting new sales managers; specifically the habit of promoting some of their best sales people to the management ranks, whether they are suitable or not. The notion that the best managers are those who have done it is simply not right.

Hiring 296

Hiring Sales Management Lead Rank Lead Scoring 296

No More Cold Calling

AUGUST 24, 2017

Are sales managers really at fault? You don’t hear that phrase very often anymore, but account based sales reps still carry a bag. They’re expected to land and expand within their named accounts. But it’s their managers who are left holding the bag when reps don’t meet or exceed quota. environments.

Hiring 214

Hiring Account SalesForce Quota 214

Sales and Marketing Management

OCTOBER 22, 2018

These efforts frequently end up with disappointing results, however, because most companies neglect the most powerful lever in their arsenal: their frontline, field-level sales managers who directly coach, influence and guide sales reps on a daily basis. In this study, top managers brought in an average $3.5

Sales Management 218

Sales Management Hiring Compensation Scale 218

Sales and Marketing Management

JANUARY 2, 2019

Author: Brad Wilsted Note: This is part 2 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. What does great front-line sales management actually look like?

Hiring 224

Hiring Sales Management Outsourcing Services Territories 224

Steven Rosen

MAY 5, 2022

Sales Manager Coaching. 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. You can train your sales managers in coaching.

Coaching 177

Coaching Sales Management Sales Coaching Account 177

Vengreso

JANUARY 13, 2025

The landscape is being transformed by innovative tools designed for sales acceleration, optimize processes, and enhance productivity through an accelerated sales process. In this fast-paced world of sales enablement , staying ahead requires more than just traditional methods.

Tools 68

Tools Top of Funnel Lead Rank Analytics 68

Steven Rosen

MAY 31, 2021

As the head of sales it doesn’t matter if you are involved directly in the process, what matters, is that you have in place a top-notch sales selection system. Without a clear process, your sales managers will each adopt their own approach and ultimately achieve sub-optimal results. Self-manager. S – Systematic.

Hiring 386

Hiring Territories Energy Sales 386

Steven Rosen

MAY 5, 2022

Sales Manager Coaching. 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. You can train your sales managers in coaching.

Coaching 156

Coaching Sales Management Sales Coaching Account 156

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

JUNE 22, 2018

Author: Kevin McGirl Sales managers have a tough job. A good sales manager needs to stay on top of their game at all times, and ensure that their team is focused, efficient and most importantly, profitable. There are many moving parts in the sales process, and it’s not easy staying on top of them all.

Sales Management 196

Sales Management B2B Fashion Call-back 196

Sales 2.0

NOVEMBER 12, 2012

I interviewed sales manager, sales person, sales trainer and all around smart guy Jorge Soto. I asked Jorge about how he uses Sales 2.0 Jorge, I know you are a fan of Sales 2.0 Jorge: It’s interesting because I never considered it Social Selling when I started to use social media tools to sell.

Hiring 384

Hiring Jigsaw Social Media Cold Calling 384

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

Hubspot Sales

JANUARY 13, 2021

This ownership, sometimes called sales accountability, is how sales managers prepare their teams for success by giving them all the information, tools, and training they need to succeed and meet quotas. How to Create and Encourage Sales Accountability. Transparency drives accountability.

Account 133

Account Hiring Coaching Motivation 133

Steven Rosen

MAY 28, 2014

There is no way a VP of Sales can design a comp plan that will be able to create the desired impact across an entire sales team. The key to driving internal motivation of sales people is the responsibility of the direct sales manager. Train your sales managers to teach them how to be great coaches.

Motivation 319

Motivation Incentive Incentives Coaching 319

SalesFuel

MARCH 3, 2025

B2B sellers and sales managers are increasingly relying on AI sales tools to meet sales quotas. Not all AI tools deliver on their promises. How can sales integrate AI sales tools? One of the biggest emerging trends is AI agents in B2B sales. But the future potential is real.

Sales Tools 59

Sales Tools Competition B2B Tools 59

SBI

JULY 15, 2021

Sales Execution 101: Creating Account Visibility. The most critical factor in successful sales execution is having the right foundation. Your account team needs to have a common understand of an account or opportunity – the key stakeholders, their goals, and company objectives. Account Visibility = Agility.

Account 143

Account Forecasting Segment Webinar Metrics 143

Understanding the Sales Force

OCTOBER 9, 2024

Step 1 – Have the Sales Team Evaluated We leverage the gold standard of sales team evaluation tools to determine what the team’s full sales capabilities are today, and where the biggest gaps are in all 21 Sales Core Competencies. They needed to add salespeople and replace their D-Players.

Hiring 352

Hiring Lead Rank Lead Scoring Compensation 352

Partners in Excellence

AUGUST 30, 2022

They were struggling with getting their people to develop and execute their account plans. They had invested a lot in training, content, and other programs to support the account based selling focus. Sometimes, I think we make Account Planning and Account Based Selling more complicated than it needs to be.

Account 129

Account Territories Penetration Referrals 129

Steven Rosen

MAY 15, 2021

Leading-edge sales organizations understand the value of investing in leadership development. They believe that strong sales managers are the key to driving sales rep performance. The STAR Sales Manager Survey set out to gauge the development priorities of sales organizations. They really loved it!”.

Survey 358

Survey Coaching Training Sales Talent 358

Zoominfo

FEBRUARY 18, 2025

Outbound sales call tracking software enhances your sales team’s efficiency by automating call logging, providing real-time analytics, and integrating with customer relationship management (CRM) systems. These tools not only help teams track performance, but improve engagement strategies and optimize sales workflows.

Outbound 130

Outbound Software Software Buyer Intent 130

Highspot

APRIL 1, 2025

That’s what traditional sales role-playing feels like: forced, vague, and anxiety-inducing. Sales managers know role-play is essential to improve sales performance , yet the old methods make it difficult to coach effectively and drive improvement. Mistakes are actual learning opportunities, not career setbacks.

Training 52

Training Sales Management Hiring Lead Rank 52

DiscoverOrg Sales

DECEMBER 4, 2017

Prospect research doesn’t generate revenue, and historically it accounts for half of all sales time. This is where sales enablement technology comes in. A tool like DiscoverOrg contains direct-dial phone numbers, verified email addresses – for only decision-makers, not mom-and-pop shops.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Vengreso

DECEMBER 20, 2024

Today more than ever sales managers encounter both unique challenges and remarkable opportunities. As technology continues to reshape the sales landscape, to learn how to be a good sales manager, one must adapt to new demands and expectations.

Sales Management 58

Sales Management Forecasting Face-to-face How To 58

Understanding the Sales Force

NOVEMBER 13, 2018

94% of sales managers are optimistic about their salespeople. Objective Management Group's (OMG's) findings from the evaluations and assessments of 1.8 Objective Management Group's (OMG's) findings from the evaluations and assessments of 1.8 Unfortunately, a lot of sales managers choose the second option.

Hiring 306

Hiring Quota Objections Coaching 306

Partners in Excellence

JANUARY 2, 2025

We have to have the processes, we have to have the goals, we have to provide the direction and hold people accountable for that for which they are accountable. For example, “You must follow the sales process!” Don’t we want to provide the coaching, processes, tools to help them do this?

Government 127

Government Education Pipeline Segment 127

Hubspot Sales

JANUARY 11, 2021

B2B sales tools are meant to automate day-to-day processes, increase efficiency in all aspects of the sales process, and simplify various aspects of a sales rep's day to save valuable time — time that can be spent focusing on prospects and deals. B2B Sales Tools. Why use B2B sales tools?

Sales Tools 143

Sales Tools B2B Tools Hubspot 143

Pipeliner

JANUARY 16, 2025

Walter stresses the need for organizations to articulate the specific skills, behaviors, and accountabilities required for the role. Actionable Advice: Performance Metrics: Ask candidates to provide specific performance metrics and examples of their sales achievements.

Hiring 104

Hiring Sales Talent Video Lead Rank 104

Steven Rosen

MAY 11, 2024

Title: “ Leadership Accountability in Sales Burnout ” Byline: By sales leadership and coaching experts Colleen Stanley and Steven Rosen Introduction In this article, sales leadership experts Colleen Stanley and Steven Rosen discuss sales leaders’ role in helping their teams avoid burnout, drop out, and manage stress.

Account 120

Account Face-to-face Sales Leadership Quota 120

Zoominfo

SEPTEMBER 2, 2021

Conversation intelligence provides reps with a deeper understanding of sales calls by recording, transcribing, and analyzing these meetings to deliver AI-based insights. Research firm Forrester found that 57 percent of B2B sales leaders intended to invest more on AI and automation tools in 2021.

Data 52

Data Scale SalesForce Forecasting 52

Zoominfo

FEBRUARY 12, 2024

Sales teams are juggling more tasks than ever. In this environment, your sales operations tools and platforms can’t just be effective — they need to be transformative. What Are Sales Operations Tools? This is invaluable for sales teams to identify personalized sales opportunities quickly.

Sales Operations 130

Sales Operations Tools Scale Lead Rank 130

Steven Rosen

JUNE 2, 2017

Making Remote Coaching Work in Sales Organizations. Coaching is the number one sales management activity that drives sales performance. Sales managers that grow and develop their salespeople will grow their business. Sales coaching is both a skill and a process. It doesn’t have to be that way.

Coaching 221

Coaching Skype Sales Coaching Sales Management 221

Vengreso

MARCH 2, 2021

For that reason, we teach sellers in our LinkedIn training to subscribe to omnichannel prospecting for the best sales success while prospecting. It means using every sales strategy, every tool and every channel to engage and connect with prospects. Because buyers respond to sales outreach on different mediums differently.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Hubspot Sales

DECEMBER 30, 2020

If sales is a journey, your strategic plan is the roadmap you'll provide your team to help them reach their destination. It is one of the most important activities you will ever do as a sales manager because, without it, your sales team will have no direction and no instruction manual to follow in order to achieve their targets.

Sales Management 137

Sales Management Hiring Buyer Persona Exercises 137

Sales Gravy

NOVEMBER 27, 2023

On this episode of the Sales Gravy Podcast, I sit down with Mike Weinberg for Part One of our conversation on the state of the Sales Profession, sales leadership, and getting started as a new sales manager. This shift requires not only a change in skills but also a fundamental shift in mindset.

Sales Management 113

Sales Management Face-to-face Social Selling Sales Leadership 113

Zoominfo

DECEMBER 16, 2020

And because of that, they’re left with unanswered questions, like: “Does someone on my team already own this account?” “Do From a rep’s perspective, there’s nothing worse than finding that perfect prospective account on LinkedIn. And, of course, it turns out the account is owned by a peer. Think about it.

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219

Force Management

FEBRUARY 22, 2024

Healthy sales pipelines and accurate forecasts are grounded in structured territory, account and opportunity planning processes. These processes provide sales managers with an unrestricted line of sight into their sales organizations.

Pipeline 106

Pipeline Tools Coaching Forecasting 106

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