Janek Performance Group

AUGUST 16, 2023

We all know the challenges of a sales career. And many know the difficulties of management. That’s what makes the sales manager position unique. Sales managers, however, not only work with their teams. They also work with other mid- and high-level managers. The same for sales managers.

Sales Management 62

Sales Management Hiring Coaching Forecasting 62

Highspot

MARCH 26, 2024

Whether you’re launching a new product, implementing new sales strategies, or upskilling your team, sales training and coaching will always be of utmost importance. Oftentimes, sales managers won’t have the bandwidth to set up personalized training and coaching sessions for each rep on their team.

Sales Coaching 52

Sales Coaching Coaching Training Exercises 52

Hubspot Sales

JULY 9, 2019

Although factors like your product line, buyer personas, and brand awareness are important, sales managers are also critical to the success of any business as they have the potential to unlock huge returns that impact the business's bottom line. Onboard and Train New Hires. As a sales manager, you're a motivator for your reps.

Sales Management 129

Sales Management Hiring Buyer Persona Compensation 129

Highspot

NOVEMBER 21, 2023

What Makes a Great Sales Manager? What Sets Great Sales Managers Apart? Responsibilities of a Sales Manager Qualities You Need To Go From Good To Great Sales Management Strategy for Sales Managers The Importance of Sales Coaching And Training What Does Sales Manager Success Look Like?

Sales Management 52

Sales Management Strategy Lead Rank Coaching 52

Janek Performance Group

DECEMBER 20, 2021

If you are a new sales manager, building trust with your sales team is your first challenge. Without trust, progress will be slowed and time is a luxury few new sales managers have. If you have ever worked for a sales manager you didn’t trust, you know how stressful that sales role can be.

Sales Management 118

Sales Management Hiring Lead Rank ACT 118

The Pipeline

AUGUST 8, 2011

The Pipeline Renbor Sales Solutions Inc.s Talking Long-Term – Acting Short-Term – Sales eXchange – 109. One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. Sales Bloggers Union. Sales Compensation.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

SBI Growth

JANUARY 1, 2014

Step 2: Identify Training Needs and the Training Program. Your training program should incorporate different modalities, topics and methods. Training should be focused on helping your sales reps identify prospects and close deals. Training can take place in a classroom setting, via LMS, mobile applications, etc.

Training 282

Training Buyer Persona Hiring How To 282

SBI Growth

FEBRUARY 7, 2014

Most organizations believe that their most successful sales people will make great sales managers. This thinking leads them to believe that you do not need training. A recent study showed that only 11% of organizations train their sales managers. Sales Manager Killers.

Promotion 288

Promotion Sales Management Hiring Face-to-face 288

criteria for success

SEPTEMBER 29, 2021

When training employees, it’s important to remember the big picture and end goals. Because it’s easy to get lost in “just-in-case” training scenarios that can end up wasting a lot of time. If you are able to cover a broad spectrum aspects that add up to your big picture, training your employees will be more effective.

Guidelines 105

Guidelines Training Objections Follow-up 105

Allego

AUGUST 21, 2023

Frontline sales managers are the powerhouse behind every high-performing sales team. However, many frontline sales managers struggle because they don’t receive proper enablement and coaching. In many cases, frontline sales managers get promoted to that role because they’re a top-performing sales rep.

Sales Management 62

Sales Management Strategy Face-to-face Coaching 62

Janek Performance Group

APRIL 11, 2023

The sales training market is producing a ton of content. There’s been a market for sales training since John Henry Patterson, George Eastman, and Andrew Carnegie built their empires in the 1800s. In this article, we will separate fact from fiction and explore the science of sales training in the modern age.

Training 62

Training Intent Sales Qualified Lead Margin 62

The Digital Sales Institute

JUNE 21, 2023

Sales training program expert tips for anyone involved in sales management or sales enablement some insight into planning any form of sales training. It sounds simplistic to say that sales training is the act of training salespeople or the sales team on the product and sales process.

Training 52

Training Top of Funnel Sales Methodology Lead Rank 52

Hubspot Sales

APRIL 3, 2020

It’s no secret that salespeople often fail as sales managers. Nonetheless, many of the best reps within an organization often end up in management positions. Whether you’re actively seeking a role as a manager or have already gotten a promotion, you should understand the most difficult aspects of the transition.

Sales Management 124

Sales Management Hiring Promotion Coaching 124

BrainShark

SEPTEMBER 10, 2023

Reps need to know A LOT to be at their best in front of buyers, but has your sales training strategy kept up with the times? Many organizations’ sales training has grown stale by relying on old-school tactics, like on-site boot camps and long-winded presentations, causing information overload for new reps.

Training 62

Training Hiring Coaching Objections 62

Hubspot Sales

JANUARY 12, 2021

Here, we'll review some common sales coaching challenges, go over how to approach them, and identify the key qualities of reps that are flat-out uncoachable. One of the most common, contentious issues sales managers run into with sales reps is lack of motivation. How to Handle Coaching Challenges.

Coaching 130

Coaching Sales Management Sage Policies 130

Steven Rosen

JANUARY 14, 2024

Byline: By sales leadership and coaching experts Colleen Stanley and Steven Rosen Introduction Welcome to the Sales Leadership Awakening Podcast, where we tackle the age-old issue of bridging the knowing and doing gap in the sales leadership realm. Another reason is the discomfort of having difficult conversations.

Revenue 156

Revenue Journal Coaching Sales Leadership 156

Hubspot Sales

OCTOBER 13, 2020

If so, you're probably thinking about how to train them and conduct effective coaching. While it might seem like a hassle to spend a lot of time on training, it's crucial to prioritize. That's why training is so important for your sales team. Below, let's learn HubSpot sales managers' top tips for training your SDR team.

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Hubspot Training Hiring How To 125

Mindtickle

AUGUST 28, 2023

With those unique circumstances in mind, the importance of effective sales training cannot be overstated. In this blog post, we’ll outline the unique challenges faced in pharmaceutical sales training and provide practical solutions. What are some challenges in pharmaceutical sales training?

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Pharmaceuticals Training Collateral Face-to-face 52

Highspot

JANUARY 3, 2024

Whether you’re a seasoned sales manager or a frontline rep hustling for results, we get it – the struggle is real. Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. What is Sales Closing and Why Is It Important How Does the Sales Closing Process Work?

Closing 52

Closing Training Lead Rank Negotiation 52

Highspot

JANUARY 4, 2024

Achieving revenue targets can be tricky, and it’s tempting to overlook training. A sales training strategy is your blueprint to equip sales teams with the necessary skills and knowledge to excel. It addresses all of sales, from product knowledge to customer relationship building.

Webinar Metrics 52

Webinar Metrics Training Strategy Ideal Customer Profile 52

Janek Performance Group

MARCH 15, 2022

Yes, your first responsibility is to increase the skill of the sales reps on the team. But just as important, your training also impacts your customers, the company’s revenue, and possibly your shareholders’ investment in your company. What is Sales Training and Development?

Training 62

Training Hiring Objections Workbooks 62

Steven Rosen

JANUARY 22, 2015

Slammed: For the First Time Sales Manager. For first time sales managers ” by my friend and sales management guru Ken Thoreson. This is his 4 fourth in a series of books written under the banner “Your Sales Management Guru’s Guide To:”. Sales is a corporate priority. Chapter 24.

Sales Management 120

Sales Management Scale Energy Objections 120

Pipeliner

SEPTEMBER 29, 2020

A key factor in a sales manager’s approach is technology. Without the right technology, the sales manager isn’t going to even have the data to view, let alone interpret, and make decisions with. What does this mean for a sales manager newly on the job? Technology Guidelines.

Sales Management 97

Sales Management Guidelines Quota CRM 97

Hubspot Sales

JULY 26, 2023

By acting as a centralized repository, these solutions also provide sales professionals with a single source of truth, making it easier to access and retrieve data. It's no surprise that 76% of sales professionals agree that AI can help organize and share data more effectively. Train the AI model with clean data.

Forecasting 84

Forecasting Lead Rank Lead Scoring Sales Management 84

Allego

MARCH 28, 2019

In a recent post , we examined several disconnects between sales managers and reps regarding the quality and impact of managers’ coaching. Our recent survey of nearly 300 managers and salespeople revealed that significant numbers of managers and reps were on ‘different pages when it comes to coaching content.

Coaching 63

Coaching Sales Management Face-to-face Survey 63

SalesLatitude

DECEMBER 27, 2018

The first-line sales manager is one of the most rewarding, yet overworked positions in the sales chain. Client and team meetings, account and territory planning, financial and administrative work, management requests, and sales rep coaching are just a few of the sales manager’s responsibilities.

Sales Management 106

Sales Management Forecasting Sales Cycle Coaching 106

Hubspot Sales

FEBRUARY 12, 2018

Questions for Interviewing a Sales Manager. Why do you want to be a sales manager? Pretend I'm a sales rep who has missed quota three months in a row. What do you like and dislike about the sales process? What training method is most effective for new reps? Sales Manager Interview Questions.

Sales Management 145

Sales Management Hiring Promotion Analysis 145

Sales Training Connection

JULY 18, 2012

Sales managers - building trust. It is difficult to overstate the importance of the front-line sales manager. Front-line management is the pivotal job for creating a great sales team. Ask most sales managers and they’d say that it is a time-balancing act. ©2012 Sales Horizons, LLC.

Sales Management 130

Sales Management Top of Funnel Pivotal ACT 130

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.

Sales Management 109

Sales Management Top of Funnel Sports ACT 109

Hubspot Sales

MARCH 4, 2019

If you want to develop a more effective salesperson, start with how your organization coaches and trains them. A unique tension exists in the transition from individual salesperson to sales manager that can lead to ineffective coaching. Later, I learned that the way I'd handled this objection demonstrated sales potential.

Hiring 106

Hiring Training Hubspot How To 106

Steven Rosen

JANUARY 28, 2024

Helen Fanucci , a sales leader with 25+ years in the high-tech industry and author of “Love Your Team: A Survival Guide for Sales Managers in a Hybrid World.” discusses the importance of trust in sales, effective targeting strategies, and the role of collaboration in team selling. Collaboration is key to success in sales.

Intent 156

Intent Sales Leadership Account ACT 156

LeadFuze

MAY 17, 2021

What is a Sales Manager. A sales manager is a person that’s responsible for building, leading, and managing a sales team within an organization. . A sales manager will work closely with managers of other departments, as well as communicate with prospects and customers on a regular or semi-regular basis.

Paid Content 98

Paid Content Sales Management Hiring Lead Rank 98

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?

Sales Management 163

Sales Management Negotiation Insurance Insurance 163

criteria for success

OCTOBER 20, 2020

What makes an effective sales manager? Acting as sales manager can be a difficult job because you wear two bulls-eyes: one on your front and one on your back. Your senior management is pushing for results, numbers, revenue, and profit. Your sales people are looking to you for guidance. Mentorship.

Sales Management 59

Sales Management Leads Marketing Qualified Lead Guidelines 59

Vengreso

JUNE 16, 2022

Google, Facebook, Microsoft, Adobe, SalesLoft, Outreach, and every other sales organization of companies globally have as a result of Covid-19 been forced to pivot. A virtual sales training program can and will help remote selling teams and sales management grow sales opportunities and close more sales pipeline.

Benefit 55

Benefit Training Retention Selling Skills 55

Close.io

OCTOBER 1, 2018

So you want to become a sales manager ? First you’ll need to make sure you’ve got the right skills, experience, drive and track record at the helm in both selling and at managing others—in order to back yourself up. Want to get a ready-made set of resources to manage a sales team effectively?

Sales Management 115

Sales Management Hiring Lead Rank Forecasting 115

Act!

APRIL 16, 2024

Your employees should feel confident that their hard work is being tracked and that the leads they work on are visible to management. An integrated CRM system like Act! you can easily track every sales agent’s leads , their complete communication history, and how they were handled. Sign up now for your 14-day free trial of Act!

Hiring 52

Hiring Strategy Top of Funnel Face-to-face 52