Account Sales Sales Management 
No More Cold Calling
JANUARY 9, 2020
million per sales manager. Message to Management: Your job is to get the rocks out of the road for your salespeople so they can do what they were hired to do—sell!”. But I don’t think any sales manager listened, because more than half of reps are still missing quota. million per manager.
Anthony Cole Training
DECEMBER 27, 2024
Lastly, they have an accountability partner or a coach to keep them on track. A sustainable sales goal plan is more than just thinking about and writing down goals. We know that salespeople who accomplish their goals do these things consistently: Their goals are written down and they have a plan to achieve them.
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Steven Rosen
MARCH 23, 2022
Sales coaching is the No. 1 management activity that drives sales performance. The only problem is that managers have not been taught how to coach effectively. Coaching is a skill that takes time to perfect, and unless expertly coached or trained, managers can make all types of blunders.
Understanding the Sales Force
NOVEMBER 9, 2022
I'm guessing (I did not interview her) the new manager prioritized KPI's and accountability, hiring people who had attention to detail, who were committed to customer satisfaction, and who took personal responsibility.
Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems
The pace of change in most sales organizations means sellers must constantly update and refine their skills to survive. Most sales managers know this, but suffer from three conditions that limit their opportunity to help: Too many people, too much ground to cover, and not enough time for developing people.
Understanding the Sales Force
APRIL 3, 2025
Despite writing about sales process quite frequently over the years, this article will take a very different approach. Let’s define a couple of terms: Sales Process – a series of 4-6 stages, each with 5-10 milestones, that provide salespeople with a repeatable framework for sales success.
The Pipeline
OCTOBER 3, 2019
Like most in our profession, I am a big fan of account-based sales and marketing. According to the ITSMA, 87% of respondents agreed Account-Based methodologies deliver a higher ROI than other marketing activities. Account-based isn’t new – but it is en vogue. Identify the people that work at those accounts.
Speaker: Gary Galvin, CEO, Galvin Technologies
As a sales manager, you’re tasked with not only answering this question, but directing your sales team to achieve goals and deliver results. This often means motivating your team through everything from revenue targets, to sales funnel and forecasting, to activity management and collaboration.
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