Hubspot Sales

JULY 5, 2021

Exemplary sales managers don't just pop up out of nowhere. And very few — if any — reps can assume a management role and thrive, based strictly on intuition. No, it takes thorough, thoughtful training to get there, and that process is rarely self-explanatory. Train them to look for the "why" behind their numbers.

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Understanding the Sales Force

JANUARY 14, 2021

But how are sales managers doing at adapting to coaching their sales force over video? We know how sales managers were doing before the pandemic. The data in that November article was for the last 10 years. Nearly a year into the Pandemic, most salespeople have adapted to selling over video.

Coaching 286

Coaching Sales Management Video Data 286

Steven Rosen

JANUARY 10, 2021

Invest in your sales managers to unlock the potential in your sales organization and turn that performance into sustainable performance As the leader of your organization, the next 6 months will prove to be more pressure-filled than you may have experienced in years. Invest in your sales managers.

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Sales Management Hiring ROI Maximizer 194

Steven Rosen

MAY 4, 2017

Sales Leaders’ Guide to Developing an Awesome Sales Management Team. Do you want to develop an awesome sales management team? Sales leaders have several options to achieve and exceed their sales numbers. Annually spending by companies: Sales training $20 billion on sales training.

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Understanding the Sales Force

FEBRUARY 25, 2024

According to the search results inside this blog, I have written on the topic of coaching salespeople more than 400 times or 25% of my articles. Because sales managers are not coaching – still – at least not consistently or effectively. And their bosses, CEOs, aren’t doing much better on this topic.

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Coaching Guidelines Margin Incentive 344

Sales 2.0

FEBRUARY 1, 2023

This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. This first interview is with Oliver Churchill , the founder and CEO of Acuity Sales Decision Science. I was curious to hear what he thinks.

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Sales Management Top of Funnel Data Intent Signal 195

Anthony Cole Training

MARCH 12, 2020

In this blog article, we discuss the best advice sales managers can give their salespeople, and that is to "keep moving." If you want to increase sales within your organization, you must keep moving throughout the ups and downs, the missed opportunities, the clients who "ghost" you, and more.

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Sales and Marketing Management

JANUARY 27, 2019

Author: Brad Wilsted Note: This is part 3 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. Hire the right sales managers. Establish a Company Way for sales management.

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Steven Rosen

SEPTEMBER 13, 2014

Do you know how effective you sales managers are? The obvious place to start assessing your sales managers’ effectiveness is to evaluate the activity that has the greatest impact on sales rep performance. The problem is that sales executives are not in a position to observe their sales managers in action.

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Coaching Sales Management How To Sales Coaching 310

Allego

OCTOBER 3, 2024

How will your sales training programs change in 2025? The landscape of sales training programs is rapidly evolving as we head into 2025. What’s Driving Change in Sales Training Programs?

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Training Lead Rank Coaching Trends 62

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!”.

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Understanding the Sales Force

JANUARY 17, 2019

In my last article I shared the t op 8 requirements for becoming a great salesperson. In addition to that, I received a number of emails asking, what are the requirements for becoming a great sales manager? Now for sales management.

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Sales Management Transportation Coaching LinkedIn 246

Understanding the Sales Force

JULY 23, 2013

Understanding the Sales Force by Dave Kurlan I found it difficult to select the top 5 articles because top 5 means different things to me. I couldn''t narrow it down to a single article so I decided to go with the topics above. MOST POPULAR SALES ARTICLE. MOST COMMENTED ON ARTICLE. MOST LINKED TO ARTICLE.

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Sales Leadership Consultative Selling Motivation Video 231

The Sales Hunter

JANUARY 27, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. 5 Sales Training Tips for Sales Managers AND Salespeople. The success you have in sales is dependent on your level of confidence. FREE Resources. Negotiation.

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Allego

FEBRUARY 15, 2023

This article originally appeared on Training Industry. Two key questions for sales leaders are: Can the sales organization keep producing at a high rate with fewer resources? Sales reps need to be equipped with the training and resources to navigate change and tackle the future with ease. Long story short?

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Training Face-to-face Sales Enablement Sales Cycle 117

Understanding the Sales Force

SEPTEMBER 20, 2024

So if we tie win-rate directly to baseball and define a sales loss the same as we define a strike-0ut, I struck out in 56% of my at-bats. Do lost deals – or strikeouts – correlate to sales success? Weak salespeople who struggle to fill their pipeline should probably not be in a sales role.

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Pipeline Coaching Opportunity Comparison 175

Nutshell

MARCH 31, 2023

As a sales manager, you want to stay up to date with the latest sales trends, keep up with your sales skills and knowledge, and continually build your management and leadership expertise. In this post, we’ll share some of our favorite resources for sales managers. Here are some of our favorites.

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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.

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Software Software Sales Management Sales Forecasts 118

Sell Integrity

JUNE 18, 2021

Being a coach for sales teams has never been more important. Here are 10 sales coaching articles that can inspire new thinking, motivate your sales leaders and ultimately move the needle on your sales team’s performance. When your sales leaders hear the word “coach”, what comes to mind for them?

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Sales Coaching Coaching Sales Leadership Pivotal 86

Steven Rosen

JULY 2, 2024

In the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss the coaching conundrum faced by sales managers and its effect on driving sales performance. The interactive podbook below contains videos, audio, articles, summaries, transcripts, and YouTube shorts from this podcast episode.

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Coaching Sales Leadership Face-to-face Lead Rank 156

Understanding the Sales Force

MARCH 14, 2014

Understanding the Sales Force by Dave Kurlan First the links. The Huffington Post and the Hubspot Blog both published an article, by Dan Lyons about OMG and Kurlan and what it takes to succeed in sales. So why didn''t the training on consultative selling stick? That could be the punchline but it''s not. Not really.

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Understanding the Sales Force

FEBRUARY 21, 2013

Understanding the Sales Force by Dave Kurlan An interesting article, Secrets to Developing Successful Sales Managers , by Xactly's CEO, Christopher Cabrera, was posted on Selling Power's 2/19/13 blog. I suggest that you read it first, returning to this article for the analysis. Selling skills!

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Hiring Sales Management Territories Analysis 243

MTD Sales Training

OCTOBER 18, 2017

So what are the identifying marks of a weak sales manager ? How can you, as Sales Director, determine the signs that have to be dealt with? You measure your management team on the results they achieve. A weak manager will look for reasons and excuses. Blaming Results On The Poor Sales Team.

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Sales Management How To Influencer Coaching 120

Understanding the Sales Force

OCTOBER 13, 2024

I created an analogy for my first article when I wrote about scaling, hiring and firing salespeople , based on what I read in Genesis. Today’s article is about on boarding and coaching salespeople, an analogy I created from what I read so far in Exodus. Statistics from Objective Management Group’s nearly 2.5

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Coaching Hiring Scale Sales Leadership 191

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?

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Hiring Sales Management Territories Outsourcing Services 224

Understanding the Sales Force

MAY 5, 2014

Understanding the Sales Force by Dave Kurlan During the past 9 years I have written the occasional Top 5, Top 10 and Top 20 Articles and we have now put them into a series of their own. In no particular order they are: Top 10 Sales Competencies. Top 10 Sales Management Functions. 10 Sales Coaching Examples.

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Hiring Sales Management Decision Maker Cold Calling 252

Steven Rosen

JANUARY 9, 2024

The individual and the manager jointly own training. ARTICLE In the world of sales leadership, one fundamental truth cannot be ignored: the people who make or break a team’s success. As a sales leader, you must ensure your team has the necessary training, coaching , and resources to excel.

Account 156

Account Coaching Sales Leadership Resources 156

Steven Rosen

JANUARY 9, 2024

The individual and the manager jointly own training. ARTICLE In the world of sales leadership, one fundamental truth cannot be ignored: the people who make or break a team’s success. As a sales leader, you must ensure your team has the necessary training, coaching , and resources to excel.

Account 156

Account Video Coaching Sales Leadership 156

Janek Performance Group

FEBRUARY 23, 2022

Now the economy is growing again and you are looking to hire more sales talent for your team. The bad news is your sales managers have maxed out their bandwidth with their current responsibilities and daily activities. This leaves you with a critical decision regarding how to ramp up the new sales hires.

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Outsourcing Services Hiring Training Harvest 117

Understanding the Sales Force

MAY 28, 2014

Understanding the Sales Force by Dave Kurlan Before we discuss how to improve sales training, a quick promo for the latest and greatest taking place over at the ever improving Top Sales World. The June issue of Top Sales Magazine has been published and you can download it here. More on Baseball and Sales.

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Training Coaching Comparison Territories 250

SBI Growth

SEPTEMBER 18, 2013

Sales Leaders leverage Sales Training as a tool for improvement. This will prevent wasting your sales or HR dollars on low-return methods. This article lists sales training poisons SBI has seen - and their respective antidotes. Getting your sales force together for a training event can be expensive.

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Training Tools Follow-up Research 312

Adaptive Business Services

MAY 12, 2021

In this series of articles, we’ll explore the many reasons why salespeople seem, almost universally, to HATE CRM. This phenomenon will be particularly acute for salespeople who’s earnings are largely based on making sales. These three articles will explore …. How CRM can increase your sales. Don’t believe me?

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CRM Salary Commission Google 71

Sales Training Connection

JUNE 18, 2014

Second, most people agree that coaching is a must-do for developing a superior sales team. Training Sales Managers to Coach. Some don’t do it because they think their sales managers are experienced so they know how to coach. What are some of the traps that need to be avoided? Let’s start with the ugly.

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Coaching Sales Management Training Sales Coaching 115

Partners in Excellence

JULY 16, 2012

What resonated with me is the radical simplicity with which Mark approached (and described) building a sales team. In a world where too many try to overcomplicate things, Mark’s article cut to the essence of building high performance sales teams. Summarizing: Hire the same successful sales person every time. (P).

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Hiring Sales Management Coaching Hubspot 88

Understanding the Sales Force

FEBRUARY 26, 2018

I still conduct a limited amount of training with some of my personal clients. That brings us to the question to be answered in today's article: If most salespeople become eager learners and embrace good sales training, why don't all companies experience the same tremendous revenue growth as a result of sales training?

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Training Decision Maker Revenue Industry 190

Steven Rosen

JUNE 20, 2019

Second line sales managers (SLM) don’t coach their FLMs on their coaching. By doing these basics well you will consistently crush your sales objectives. If you have had no training in the last 2 years on how to coach, I suggest you find a way to brush up on your coaching skills. That’s right.

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Coaching Hiring Sales Coaching Social Media 334

Steven Rosen

APRIL 3, 2013

Welcome back to Sales Management TV. Training is a one size fits all activity. If you would like more Sales Management Tips then click on the link below to get my FREE eBook with 6 of my favorite Tips! Remember you hold the key to unlock the potential of your sales team. Tip #8: Customise Your Coaching.

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