The Spiff Blog

JANUARY 9, 2024

No matter how confident you are in your sales strategies, it’s crucial to develop contingency plans for if and when something goes wrong. Consider each scenario that might affect your sales team’s ability to hit its targets. What if you experience a period of high sales turnover? What if a valuable sales manager leaves?

Banking 84

Banking Hiring Churn Scale 84

Sales and Marketing Management

JANUARY 31, 2019

Author: Matthew Sunshine As a sales manager, you spend serious time and care setting clear expectations; this is how you help your salespeople approach their work with purpose. A sales manager I once knew was in love with a particular metric: the number of calls each seller made in a day. You’ve got so much on your plate?

Sales Management 184

Sales Management Proposal Top of Funnel Banking 184

Anthony Cole Training

MARCH 24, 2023

Prospect : W hy should I do business with you or your bank / company? In part 1, I gave you a sample of how the ‘selling value’ discussions sounds. Here it is again.

Banking 218

Banking Prospecting Company Training 218

Anthony Cole Training

MARCH 17, 2023

From a sales strategy and process perspective, positioning value not only requires a great VALUE PROPOSITION but also supporting Will to Sell, Sales DNA, and Sales Competencies. Using data from just one of our dozens of community bank clients, this is what we found out about top 25% of the team vs the bottom 25% of the team.

Banking 218

Banking Positioning Data Strategy 218

Anthony Cole Training

JANUARY 28, 2020

The sales management activities that we perform today create the results that we achieve today. What activities are you doing now that are creating your current unsatisfactory results? How can you change them?

Sales Management 160

Sales Management Hiring Sales Banking 160

Hubspot Sales

MAY 18, 2021

And it makes sense — tracking and pulling insight from sales calls manually is a frustrating, labor-intensive, often ineffective burden that can eat up sales managers' time without offering much return. Sales managers stand to gain a lot by incorporating this kind of tech into their teams' day-to-day and broader sales efforts.

Conversion 113

Conversion Sales Management Scale Call-back 113

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 210

Sales Management Hiring Sales Opportunity 210

Zendesk Sell

JULY 16, 2019

To understand this concept more clearly, take a look at the main differences between a traditional “waterfall” sales process and an agile process: Agile sales management explained. So, how does agile management relate to sales? The benefits of agile sales management.

Sales Management 98

Sales Management Microsoft Survey Banking 98

Increase Sales

MAY 8, 2014

Math sometimes seem to be a poison to those in sales management. These industrious folks have a tendency to jump on board with the latest so called best practice without actually doing the math to see if their sales team can meet the goals. Then visit 10 of the home encircling the open house home. Share on Facebook.

Sales Management 137

Sales Management Travel Banking Sales Leadership 137

LeadFuze

JULY 14, 2023

How to be a good sales manager is an inquiry that many professionals in the field often ponder. The role of a sales manager extends beyond just overseeing a team; it’s about fostering growth, driving performance, and achieving targets. A sales manager position, that’s your answer.

SalesManager 52

SalesManager Sales Management Strategy How To 52

Understanding the Sales Force

JUNE 17, 2024

This applies to the C Suite and Sales Sr Sales VPs when considering the needs of their sales organizations, as well as to sales managers and salespeople when considering their own needs. Companies use insurance agencies, benefit firms, banks and more.

Real Estate 169

Real Estate Coaching Insurance Insurance 169

The Center for Sales Strategy

AUGUST 21, 2018

Well, this scenario is one managers often find themselves in. Even the most successful sales managers can find themselves in this situation if they aren't intentional with their management practices and focused on retention. Recruiting and filling your talent bank is important.

Sales Management 67

Sales Management Banking Intent Retention 67

Increase Sales

MAY 9, 2014

After a extremely cold and snowy winter, sales people are out in force attempting to achieve the sales goals set by sales management. The problem is many of these sales managers have failed to do simple math to learn if these goals are realistic. By doing the math, probably2 sales people could be terminated.

Sales Management 126

Sales Management Salary Retention Compensation 126

The Center for Sales Strategy

JUNE 4, 2018

Managers often reach out to us looking for creative ways to recruit people to their companies.

Banking 57

Banking Positioning Company Hiring 57

The Center for Sales Strategy

MAY 16, 2022

As sales managers, we need to treat recruitment the same way. The most effective way to ensure you’re able to hire better talent is to build and maintain a strong talent bank. We are always asking our salespeople to prospect and keep their eyes open for new potential clients.

Hiring 116

Hiring Banking Positioning Sales Management 116

Sales and Marketing Management

JUNE 25, 2018

I know, you fell into sales, and perhaps from there, sales management. Bank on it! A good sales job interview question is, “Will you bank-roll me at relevant conferences 100 percent?” If hesitation, don't work there - that's an anti-sales culture. Your net worth is the size of your network. (h/t

B2B 319

B2B Banking Conference Decision Maker 319

Anthony Cole Training

JANUARY 30, 2012

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). Sales Coaching (40). sales coaching skills (10). sales competencies (12).

Sales Management 154

Sales Management Hiring Ideal Customer Profile Call-back 154

Anthony Cole Training

SEPTEMBER 26, 2011

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). Sales Coaching (40). sales coaching skills (10). sales competencies (12).

Hiring 169

Hiring Sales Management Ideal Customer Profile Webinar Metrics 169

SalesFuel

AUGUST 1, 2024

However, banking the information you glean from the first encounter will return dividends in the future. Reading Your Prospect’s Personality Is an Effective Sales Technique I’ve written in the past about the power of nonverbal messaging and body language. Subconsciously they will remember liking you as someone they want to be around.

Hiring 104

Hiring Face-to-face Sports Banking 104

Anthony Cole Training

MAY 19, 2011

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). Sales Coaching (40). sales coaching skills (10). sales competencies (12).

Hiring 163

Hiring Sales Management Webinar Metrics Ideal Customer Profile 163

Sales 2.0

OCTOBER 11, 2019

No deep geeky conversations to have that would surely persuade other brilliant techies to sign large contracts and make contributions to my firm’s and my bank account. That was when I realized what the sales people did that I had worked with in my first sales engineering job— they got meetings. Oh, so that was what they did!

Engineering 262

Engineering Small Business Small Business Banking 262

The Center for Sales Strategy

DECEMBER 10, 2019

Sales managers in every market say the same thing — finding great salespeople is hard. Managers often reach out to us looking for creative ways to recruit people to their companies. If you're waiting for an opening on your staff to begin recruiting salespeople for your talent bank, it's too late!

Hiring 85

Hiring Banking Course Sales Management 85

Anthony Cole Training

AUGUST 29, 2011

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). Sales Coaching (40). sales coaching skills (10). sales competencies (12).

Hiring 145

Hiring Sales Management Decision Maker Ideal Customer Profile 145

Anthony Cole Training

JANUARY 12, 2024

Many or few, consistent or irregular, planned or impromptu, the sales performance management activities that we, as sales managers, use to motivate, train and hold our sales team accountable are at least partly responsible for the success or lack of success of those we manage.

Motivation 285

Motivation Account Training Sales Management 285

Anthony Cole Training

JANUARY 25, 2024

We rely on the pioneer and #1 sales management evaluation by Objective Management Group to help understand exactly what it takes to ‘motivate’ a sales team. What are the competencies and behaviors of those leaders who seem so talented at helping others achieve their very best?

Motivation 277

Motivation Exact Groups Objections 277

Adaptive Business Services

MAY 3, 2023

What are my/our sales for the month? How much money do I have in my bank accounts? Certainly I think it does for salespeople, solopreneurs, and small sales teams. If their sales are low is it because they are not making the calls, they struggle in the sales process, or they just can’t close a deal?

CRM 122

CRM Banking Report Maximizer 122

Steven Rosen

MAY 28, 2014

The answer that traditional sales leaders have used in the past is to throw more money at their team to drive performance. The researchers at MIT in a 2005 study for the Federal Reserve Bank concluded that : As long as the task involved only mechanical skills, bonuses and rewards work. The higher the pay the better the performance.

Motivation 319

Motivation Incentives Incentive Coaching 319

Partners in Excellence

AUGUST 31, 2022

” Reflecting back numbers of years, my first customers were major money center banks. We didn’t get training about our products or solutions, the sole focus of that program was to help us better understand banks and banking. I was able to talk to them about their business and banking.

Sales Enablement 54

Sales Enablement Banking Face-to-face Segment 54

Anthony Cole Training

MARCH 23, 2010

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). Sales Coaching (40). sales coaching skills (10). sales competencies (12).

Sales Management 120

Sales Management Hiring Ideal Customer Profile Webinar Metrics 120

Anthony Cole Training

JANUARY 19, 2017

I’ve written on this subject, talked about it at workshops/keynotes and presented it to our clients in our Sales Managed Environment ® Certification program for over 20 years. It’s still something that we get asked about when we present at the Community Bank CEO Network and other venues. It’s still in the news.

Banking 120

Banking Networking Sales Sales Management 120

The Center for Sales Strategy

MARCH 12, 2020

From reduced revenue to poor employee morale, there’s one situation that creates heightened anxiety among sales managers and CEOs, and that’s an open position that goes unfilled for too long. Somebody is better than nobody”—we’ve all said it when it comes to our sales team. Here’s how you can start today.

Hiring 71

Hiring Banking How To Revenue 71

Adaptive Business Services

JANUARY 31, 2024

Let’s examine that … Back in the 80’s, I was the sales manager for a local office equipment company. In 2006 I secured a deal with a regional bank that was going to be rapidly expanding in S.W. It wasn’t a large job, but the bank had huge potential. There is a caveat to this title. One in particular was huge for us.

Transportation 71

Transportation Epiphany Banking Vendor 71

The Center for Sales Strategy

JULY 23, 2019

When sales managers are working to build their talent bank with qualified candidates, it's not easy. Couple that with your desire to have the very best sales talent in there, it gets quite a bit harder.

Sales Talent 73

Sales Talent Banking Video Sales Management 73

Anthony Cole Training

JULY 21, 2023

Excerpt from Objective Management Group’s recent webinar on The Data Behind Sales Managers of Elite Teams. The second chapter of this guide addresses a fundamental question: how often should sales managers coach their teams?

Coaching 247

Coaching Webinar Metrics Analysis Objections 247

Allego

DECEMBER 13, 2023

You get to meet, share ideas, and have fun with other sales enablement managers, sales managers, learning and development professionals, and revenue enablement folks. Below is a list of the top sales enablement conferences for 2024. Then there’s the networking. The theme for 2024 is “Innovate Today.

Conference 77

Conference Sales Enablement Biotechnology Insurance 77

Partners in Excellence

APRIL 5, 2024

How I got into selling — Martin Mackay Actually, I graduated from Oxford University with a degree in Modern Languages and considered that the last thing I wanted to do was go into Sales! The chosen careers were investment banking, accountancy or consultancy and I joined Andersen Consulting in 1989. The two are very different.

PeopleSoft 139

PeopleSoft Software Software Course 139

Adaptive Business Services

JULY 26, 2023

It’s just that more difficult to manage these multiple moving parts. Another aspect is that most often using a CRM is something that has been requested (dictated) by their company or sales manager. I’ve spent that last 45 years as either a salesperson or as a sales manager. Get over it and do it for YOURSELF!

CRM 62

CRM Face-to-face Banking Travel 62