Understanding the Sales Force

MARCH 16, 2025

If you missed my March 14 article on Sales Cringe – my first in over a month – that will explain why we had the time to rewatch “24.” Regardless of company size, the Owner, President or CEO must SHOW their commitment to sales training to demonstrate the critical nature of the training to all participants.

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Training Revenue Face-to-face Decision Maker 227

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?

Sales Management 211

Sales Management Data Coaching LinkedIn 211

Understanding the Sales Force

APRIL 6, 2025

Last week I wrote this important article about how you can use sales process to increase revenue by 28%. Lets make the assumption that you either have or are about to have a comprehensive custom, staged, milestone-centric, buyer-focused sales process with predictive sales scorecard. What are the next steps?

Government 173

Government Sales Leadership Coaching Sales Coaching 173

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 283

Coaching Sales Management Video Data 283

Anthony Cole Training

MAY 19, 2023

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.

Sales Management 265

Sales Management Hiring Sales Opportunity 265

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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Sales Management Hiring ROI Coaching 276

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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Sales Management Hiring Motivation Construction 268

Understanding the Sales Force

OCTOBER 19, 2024

My latest sales epiphany happened while I was watching Friday’s American League Championship Series game between the Yankees and the Guardians. And because this is my brain, this article is actually about sales, not baseball! Sales Leaders should root for their salespeople the way I root for the Red Sox.

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Epiphany Real Estate Face-to-face Coaching 188

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.

Sales Management 244

Sales Management Transportation Coaching LinkedIn 244

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.

Sales Management 225

Sales Management Hiring Sales Opportunity 225

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 Management Sales 232

Understanding the Sales Force

OCTOBER 9, 2024

Most sales teams win fewer than half their “games,” and while defense can’t be blamed, pitching can! Unlike the Red Sox, most sales teams have too much pitching (demos and presentations)! As of this writing, they have assessed 106 sales and sales management candidates.

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Hiring Lead Rank Lead Scoring Compensation 352

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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Marketing Qualified Lead Leads Sales Leadership Training 322

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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Data Sales Management Coaching Sales 209

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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Coaching Guidelines Margin Incentives 341

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

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).

Sales Leadership 156

Sales Leadership Twitter LinkedIn Influencer 156

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

No More Cold Calling

JULY 29, 2021

This broken link is to blame for sales teams’ biggest closing mistakes. “My This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. The problem is that sales reps neglect important activities during earlier stages of the sales process. It’s just a symptom.

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Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Adaptive Business Services

JANUARY 29, 2025

Theres a new breed of sales managers who are succeeding by serving their sales people. They are putting their sales people first and, in turn, their sales people are taking care of their customers resulting in long term, successful sales. This is the toughest part of the sales team-building process.

Sales Management 62

Sales Management Construction Study Lead Rank 62

Understanding the Sales Force

APRIL 4, 2024

Assessments Compared Data on Sales Excellence Coaching Salespeople MUST READ: Are Assessments as Evil as the Persona Movie Suggests? The Caliper vs OMG Comparison: Which Sales Candidate Assessment is More Predictive? How to Transform Your Sales Pipeline Today Can Malcom Gladwell Explain the Sales Hiring Problem?

Hiring 154

Hiring Sales Leadership Sales Forecasts Forecasting 154

Steven Rosen

MAY 15, 2021

Sales Leadership Development in the New Millennium. 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 next level of management was not actively involved in the follow-up.

Survey 358

Survey Coaching Training Sales Talent 358

Steven Rosen

JANUARY 13, 2024

In the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley stress the lack of coaching and support for sales managers, underscoring the need for coaching for these managers. Evaluating sales managers’ success should exceed sales quotas and include turnover and team development metrics.

Sales Management 156

Sales Management Hiring Retention Coaching 156

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.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Topline Leadership

APRIL 9, 2025

Having collaborated with hundreds of sales managers for over three decades, Ive gained insights into the pivotal sales management skills that distinguish success from mediocrity. This article highlights four key practices that exceptional sales managers implement, setting them apart from their peers.

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Sales Management Pivotal Sales Sales Leadership 40

SBI Growth

NOVEMBER 7, 2017

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Sales Management Sales Strategy 267

Understanding the Sales Force

MAY 3, 2019

I coach a lot of sales managers and sales leaders and when I ask them what they want help with today, it's rarely a big opportunity, it's seldom coaching best practices, it's hardly ever targeted metrics for their team, and it's almost unheard of for them to request that I help them improve as sales managers, Oh no.

Coaching 312

Coaching Objections Follow-up Motivation 312

Anthony Cole Training

JULY 8, 2019

In this article, we focus on Sales Coaching for Sales Coaches. Often, in sales, the sales manager is not held to the same standards as those on the sales force.

Sales Coaching 211

Sales Coaching Coaching Hiring Follow-up 211

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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Sales Management Hiring Promotion Motivation 139

Topline Leadership

FEBRUARY 20, 2025

In todays pressure-packed sales management world, a sales manager who doesnt have the time or energy to deliberate the best course of action may develop time-saving, automatic practices (also known as bad habits). Read full article The post 5 Bad Habits for Sales Managers to Correct appeared first on TopLine Leadership.

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Sales Management Energy Course Sales 52

Steven Rosen

JUNE 20, 2019

Second line sales managers (SLM) don’t coach their FLMs on their coaching. The role of the frontline manager (FLM) is to recruit, develop, and retain top sales performers. By doing these basics well you will consistently crush your sales objectives. Your company has rolled out sales manager coaching training.

Coaching 334

Coaching Hiring Sales Coaching Social Media 334

Topline Leadership

DECEMBER 2, 2024

Discover the five essential skills for sales managers that you need to master now to make 2025 the best year ever for you and your sales team. In July 2024, a corporate client with over $75 billion in annual sales had 20 of their company’s sales managers complete my online sales management training program.

Sales Management 52

Sales Management Sales Training Sales Leadership 52

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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Lead Rank Lead Scoring Hiring Marketing Qualified Lead 228

Partners in Excellence

JANUARY 2, 2025

Reading a fascinating article in the NYTimes, Giving Kids Some Autonomy Has Surprising Results , got me thinking. What if we give our people more autonomy in how they manage their deals, days, what they do? ” But as the article points out, we have to create the underlying frameworks and guardrails to achieve success.

Government 127

Government Education Pipeline Segment 127

DiscoverOrg Sales

DECEMBER 4, 2017

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. Streamlining the sales process. Create relevant sales content. Two things.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Steven Rosen

MAY 1, 2024

He shares insights on managing high-performing sales reps, emphasizing the need to understand their drivers and view their challenges as positive. Key Takeaways: Transitioning from a player-coach to a sales leader requires letting go of old muscle memory and embracing new behaviors and responsibilities.

Video 296

Video Face-to-face Coaching Sales Management 296

Steven Rosen

MAY 20, 2024

In this episode of the Sales Leadership Awakening Podcast, Margo Edris , Regional VP of Sales at Salesforce, shares insights on sales leadership and discusses topics such as handling challenges gracefully, preparing for coaching, and integrating fun into the workplace. Authenticity is key in coaching.

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How To Sales Leadership SalesForce Coaching 296