Anthony Cole Training

NOVEMBER 1, 2024

This article is the 1st place winner of the 2022 Sales Pro Central MVP Awards on Sales Leadership! In our sales management training, we have developed 10 keys and a framework of activities that provide a new or tenured sales leader with a roadmap they need to put in place to help lead their team to greater sales success.

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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.

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Understanding the Sales Force

DECEMBER 6, 2021

There are two articles that I post each and every December. This is the first - the top articles of the year - and later this month I will post my annual Nutcracker edition which I have been doing since 2011. There are several criteria for choosing the top articles of the year, including, but not limited to: Views (Article).

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Understanding the Sales Force

NOVEMBER 16, 2020

My article about Crappy Sales Managers discussed the low recommendation rates for sales management candidates, why they are so low, and the bigger repercussions of the problem. If the problem isn't resolved after a restart, I do a deeper dive and review what changed since the computer was running smoothly.

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Understanding the Sales Force

JUNE 25, 2018

Last week I wrote a revealing article which showed that Sales Managers are even worse than I thought when it comes to coaching their salespeople. That article stimulated this great conversation on LinkedIn. Who do you think are more effective - newer or more experienced sales managers?

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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.

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Janek Performance Group

FEBRUARY 13, 2024

For sales managers, look for qualities that build strong teams and motivate others to perform their best. Whether you seek a new hire or promotion, here are several essential qualities of sales managers. Spearheading a sales team is a multifaceted endeavor. Confidence Confidence in sales is a necessity.

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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 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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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. Most of the advice given fell into the category of sales tips.

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Topline Leadership

JUNE 20, 2024

Most sales managers come up through the ranks, bringing with them the long-engrained habits of a salesperson. The best sales managers, however, realize that the skills needed to succeed in sales management are different from those needed to succeed in sales.

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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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The Center for Sales Strategy

OCTOBER 26, 2023

In these conversations, sales managers and sellers have a unique chance to learn about potential clients, understand their challenges, and present solutions tailored to their needs. This article explores best practices for conducting productive discovery meetings.

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Understanding the Sales Force

JANUARY 7, 2019

That's the problem with the statistics I'm going to share in this article. The stats show what sales managers are doing but those managers are largely uninformed. John Pattison, Objective Management Group's COO, mined some data on salespeople who report to sales managers. I was appalled by what I saw.

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The Center for Sales Strategy

DECEMBER 30, 2019

Providing quality content that helps our clients and visitors improve their sales performance is a goal of ours, and we hope this blog has brought you insight, education, and tips to get you on the path to success. Check out these top blogs on sales management from 2019, and let them kickstart your 2020 sales strategy.

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Steven Rosen

SEPTEMBER 5, 2019

Hello Steven Rosen here for my weekly sales management tip where each week I share one tip from my book 52 Sales Management Tips, The Sales Managers’ Success Guide. Take the time to live in the moment by listening more, read a book, read an article, keep learning. One should never stop learning.

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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. This doesn’t happen by accident.

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Sales and Marketing Management

APRIL 30, 2018

Davis Excellent sales managers aren’t made overnight. As a manager, you’re always learning and growing along with your sales team. Every team member has a unique reaction to your management style, and it takes a great manager to navigate all those unique situations and relationships. Author: Kevin F.

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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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Zoominfo

JANUARY 15, 2019

This year, the ZoomInfo team published nearly 250 blog posts related to sales, marketing, recruiting, and business growth. It is our hope that our content helped spark your creativity, allowed you to discover something new, or made your life as a sales professional easier in some way. 20 Motivating Sales Quotes to Empower Your Team.

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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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The Center for Sales Strategy

DECEMBER 24, 2018

Providing quality content that helps our clients and visitors improve their sales performance is a goal of ours, and we hope this blog has brought you insight, education, and tips to get you on the path to success. Check out these top blogs on sales management from 2018, and let them kickstart your 2019 sales strategy.

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The Center for Sales Strategy

MARCH 27, 2023

Sales management is an art that requires a delicate balance between the present and the future. This means managing your current deals while also prospecting for new ones. Whether you are a seasoned sales professional or a newbie in the game, read on to learn how to master the art of sales management.

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Topline Leadership

JULY 22, 2024

Every month you and your salespeople get judged and paid on sales results. So having a sales team culture focused on results is healthy and necessary. Read full article The post 2 Sales Management Tips For Improving Team Results appeared first on TopLine Leadership.

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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. I’m not a fan of that approach but sometimes there is no other way.

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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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Understanding the Sales Force

DECEMBER 18, 2013

Understanding the Sales Force by Dave Kurlan. I wrote and posted exactly 100 new articles since my final article of 2012 when I announced your favorite all-time Kurlan article. I''ve chosen 10 from this year''s articles that were either very popular, contained many comments, or thought-provoking. SALES MANAGEMENT.

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Understanding the Sales Force

DECEMBER 16, 2012

Understanding the Sales Force by Dave Kurlan This is a pretty exciting time for us. We reviewed 1000 articles that I have posted on this Blog since 2006 in an effort to present you with the Top 15 Sales Articles of the past 6 years, and later this week, The Top Sales Article of the Last 6 Years.

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Steven Rosen

MAY 1, 2024

In this episode of the Sales Leadership Awakening podcast, Brandon Nye , Vice President of Sales for Inmode, shares the key qualities to look for when hiring salespeople, including a proven track record in B2B sales and a competitive mindset. This is a crucial skill that many companies overlook when hiring salespeople.

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Steven Rosen

JANUARY 14, 2014

You are a strong sales manager and you know your business, your customers and your reps. I don’t know any sales manager who plans to fail, but some fail to plan. The purpose of this article is to help you focus on the 3 sales management secrets that are going to give you the success you desire.

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Understanding the Sales Force

JUNE 18, 2018

You might be having a similar experience with my recent articles as I have been sharing lots of data about salespeople - to the degree where you might think that nothing else matters. Today we're diving into sales management and specifically, the Sales Management Coaching Competency.

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Understanding the Sales Force

DECEMBER 16, 2012

Understanding the Sales Force by Dave Kurlan This is a pretty exciting time for us. We reviewed 1,000 articles which I've posted on this Blog since 2006 in an effort to present you with the Top 15 Sales Articles of the past six years, and later this week, the Top Sales Article of the last six years.

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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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Topline Leadership

SEPTEMBER 6, 2023

Should sales managers focus on results? Absolutely, but problems with sales teams arise when sales managers focus ONLY on results rather than observing and improving the inputs of the sales process. Sales results are an inescapable metric of the sales profession.

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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 POPULAR SALES ARTICLE. FAVORITE ARTICLE.

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Topline Leadership

MARCH 9, 2021

This article provides specific and practical techniques for measuring the performance of your company’s sales managers. Perhaps no position in the sales organization has less accountability than the sales manager position—in part because many companies don’t know how to measure sales manager performance.

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Understanding the Sales Force

OCTOBER 7, 2013

Understanding the Sales Force by Dave Kurlan One of the comments on my article, The Validiation of the Sales Assessment Validation , mentioned the reluctance of CEOs and Presidents to redeploy or terminate ineffective sales managers. Lack of overall sales performance is an easily recognized problem.

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