Sales and Marketing Management

OCTOBER 22, 2018

From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. These results were due entirely to sales manager skills, independent of the skills of their salespeople.

Sales Management 218

Sales Management Hiring Compensation Scale 218

Vengreso

MARCH 26, 2025

Whether you’re new to the field or looking to close more sales, online sales training offers a flexible and effective path to success. Through virtual instructor-led training, professionals can now master the intricate selling process without the hefty price tag of traditional programs.

Training 63

Training Strategy Ideal Customer Profile Lead Rank 63

Steven Rosen

SEPTEMBER 27, 2017

Sales managers who spend more time in the field sales coaching outperform those that don’t! I was sitting in with a customer who is a sales force excellence expert and he asked me, “what do you see in the industry in terms of the number of days that sales managers are expected to be out in the field sales coaching ?”

Field Sales 265

Field Sales Sales Coaching Coaching Sales Management 265

Janek Performance Group

OCTOBER 16, 2024

One of the most effective ways to ensure your team’s success is investing in training and development. In fact, Qwilr notes the following sales training statistics : Today, 70% of sellers lack formal training. Nearly half of account executives (47%) cite poor training/onboarding as a factor in leaving.

Training 62

Training Webinar Metrics ROI Objections 62

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.

Sales Management 194

Sales Management Hiring ROI Maximizer 194

Understanding the Sales Force

OCTOBER 9, 2024

Step 1 – Have the Sales Team Evaluated We leverage the gold standard of sales team evaluation tools to determine what the team’s full sales capabilities are today, and where the biggest gaps are in all 21 Sales Core Competencies. Throughout the training, we focus on the competencies with the biggest gaps.

Hiring 352

Hiring Lead Rank Lead Scoring Compensation 352

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?

Hiring 224

Hiring Sales Management Outsourcing Services Territories 224

Allego

DECEMBER 10, 2024

Sales training can deliver a staggering 353% return on investment, according to a study by Southern New Hampshire University. How does this ROI translate into measurable improvements like higher sales, shorter deal cycles, or larger contracts? Proving the impact of sales training is no small feat. Be specific.

ROI 62

ROI Training Lead Rank Lead Scoring 62

Vengreso

JANUARY 22, 2025

Ready to enhance your sales skills? Our list of the best sales training blogs offers expert tips and practical advice to help you succeed. These blogs provide insights and strategies tailored specifically for sales managers , focusing on leadership, productivity , team motivation, and effective sales strategies.

Training 75

Training Top of Funnel Ideal Customer Profile SalesForce 75

Steven Rosen

MARCH 23, 2022

5 Sales Manager Coaching Blunders. Sales coaching is the No. 1 management activity that drives sales performance. The only problem is that managers have not been taught how to coach effectively. Do You Want To Increase Sales Performance? ” Time management is a challenge we all face.

Coaching 156

Coaching Sales Management Face-to-face Sports 156

Understanding the Sales Force

FEBRUARY 14, 2025

the largest group of respondents were individual contributors at 25% followed by frontline sales managers at 19%. That’s 44% of the respondents who typically don’t see things the same way as the C Suite (6%) or Senior Sales Leadership (2%). Responsibility is 1 of the 21 Sales Core Competencies that OMG measures.

Data 220

Data Hiring Compensation Quota 220

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

Steven Rosen

JUNE 3, 2020

When I say “you,” I am referring to frontline sales managers and sales executives. Sales managers are the key to driving sales performance. They are the 10X factor as highly effective sales managers will impact 8-12 sales reps. Coaching (Remotely). Success begets success.

Sales Leadership 394

Sales Leadership Closing Face-to-face Call-back 394

Allego

FEBRUARY 11, 2025

To succeed in today’s B2B landscape, sales teams need personalize coaching, real-time feedback, AI-driven insights, and adaptive learning strategies. The stakes are high, and traditional sales training methods simply arent enough. What Is B2B Sales Training? Get your copy now.

B2B 62

B2B Training B2C Scale 62

Awarathon

OCTOBER 24, 2024

Effective sales training is crucial in today’s competitive business environment. Fortunately, online sales coaching transforms this landscape with personalized and flexible experiences through advanced training platforms. According to Forbes , Artificial Intelligence is revolutionizing sales coaching.

Trends 52

Trends Training Coaching Sales Coaching 52

Steven Rosen

OCTOBER 2, 2020

Sales organizations have had to adjust how they prospect, sell, and interact with customers and each other. . However, there are two fundamental activities that successful sales organizations have been able to continue doing despite COVID. If your sales reps are resistant, then they are not coachable. . Virtual Selling.

Coaching 282

Coaching Face-to-face Selling Skills Call-back 282

Vengreso

DECEMBER 20, 2024

Today more than ever sales managers encounter both unique challenges and remarkable opportunities. As technology continues to reshape the sales landscape, to learn how to be a good sales manager, one must adapt to new demands and expectations.

Sales Management 58

Sales Management Forecasting Face-to-face How To 58

Allego

FEBRUARY 27, 2025

Your top rep just completed a high-impact sales training session. This rapid decline in knowledge retention leads to inconsistent sales execution, wasted training investments, and a constant struggle to keep teams aligned on best practices. Highly effective sales teams are 4.8 Sound familiar? Theyre also 2.2

Training 62

Training Hiring Retention Exercises 62

Sales and Marketing Management

JANUARY 31, 2021

Author: Brian Trautschold As a new hire, structured training and onboarding programs are expected. Today, it is rare to see a company that doesn’t have a strict training program in place from the moment a new hire walks through the door. That’s where sales coaching comes in. In a week, that average increases to 90 percent.

Sales Coaching 317

Sales Coaching Coaching Top of Funnel Hiring 317

Highspot

NOVEMBER 24, 2024

Imagine having a sales team that hits or exceeds their targets without fail. It might sound like a lofty goal, but there’s a proven way to get there with sales enablement training. 54% of enablement teams that manage sales training programs report a six-percentage-point increase in customer retention.

Sales Enablement 52

Sales Enablement Training Top of Funnel How To 52

Cincom Smart Selling

MARCH 6, 2025

But here is the thing: even the best CPQ tool cant reach its full potential if your team is not trained to use it effectively. This is where comprehensive step-by-step CPQ training becomes essential. Before getting into the steps of CPQ training and implementation, let’s look at why a business should invest in CPQ.

Training 48

Training Proposal System Face-to-face 48

Awarathon

MARCH 6, 2025

Traditional car sales training takes a standardized approach, assuming all salespeople learn the same way. This is where AI sales coaching in automotive plays a crucial role. Handling Customer Objections: Many reps struggle to counter pricing, financing, and competitor-related objections effectively.

Automotive 52

Automotive Training Negotiation Ideal Customer Profile 52

Highspot

JANUARY 23, 2025

Attributes such as empathy, communication, and critical thinking directly influence sales performance. Sales reps often juggle multiple demandsmeeting quotas, showcasing product value, and forming authentic customer connectionswhich require a healthy mix of soft and hard skills. What is Soft Skills Training? Did you know?

Training 52

Training Negotiation Exercises Proposal 52

Steven Rosen

APRIL 4, 2022

In the pre-COVID days, sales managers would ride along with a sales rep for the day. They would observe calls, ask questions to help the sales rep evaluate what worked well and didn’t work, and have the rep come up with ways they would commit to improving their selling skills. Step 2, is Coaching Focus.

Coaching 290

Coaching Face-to-face Selling Skills Sales Coaching 290

Highspot

FEBRUARY 20, 2025

Key Takeaways AI-powered sales training helps reps build trust by personalizing conversations and addressing buyer needs. Unified tools streamline workflows, enhancing collaboration and driving better sales outcomes. And without trust, deals stall, sales cycles drag on, and your competitors swoop in.

Buyer 52

Buyer Training Coaching Scale 52

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. Map your strategy to the customer journey. Streamlining the sales process.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Mindtickle

FEBRUARY 11, 2025

of automotive buyers are dissatisfied with their interactions with sellers 0 % Many automotive sales organizations are implementing sales enablement programs so every seller has the automotive training, tools, and resources to be ready to meet (and even exceed) automotive buyers expectations.

Automotive 52

Automotive Sales Enablement Training Guarantee 52

Steven Rosen

APRIL 18, 2022

The 3 most important questions that we need to address when making hiring decisions for a sales position are: Can the candidate effectively sell virtually? Is the candidate agile enough to adapt based on the customer’s needs? Each sales manager should use this list and ask each candidate the same questions.

Hiring 367

Hiring Lead Rank Retention Face-to-face 367

Pipeliner

FEBRUARY 16, 2025

Introduction to Matt McDarby Matt McDarby, the president of United Sales Resources, brings over 15 years of experience in developing sales managers and leaders. His expertise lies in equipping sales leaders with the skills necessary to drive change and foster team development.

Sales Leadership 103

Sales Leadership Lead Rank Lead Scoring Video 103

Cincom Smart Selling

FEBRUARY 21, 2025

Speed, accuracy, and the ability to meet customer demands efficiently are the pillars of success for the sales team. Configure, Price, and Quote (CPQ) software plays a vital role in automating product configuration, pricing, and quote generation helping sales teams to easily handle complex pricing scenarios.

Training 48

Training Closing Discount Lead Rank 48

Awarathon

FEBRUARY 28, 2025

Sales training in Philippines is a crucial investment for businesses looking to build high-performing sales teams. With an increasingly competitive market, companies must ensure their sales professionals are equipped with the right skills to drive revenue and customer engagement.

Training 52

Training Negotiation Coaching Sales Coaching 52

Mindtickle

FEBRUARY 13, 2025

Organizations must build a strong medical device sales rep training program so sellers are always ready to overcome these challenges. In this post, well examine medical sales rep training and its critical role in success. This has created a new burden on sales reps, who must learn to sell an entirely new product category.

Training 52

Training How To Buyer Analytics 52

Awarathon

JANUARY 24, 2025

AI-based sales training platforms in the Philippines are transforming L&D with personalized, data-driven training experiences. Sales teams can enhance their skills using AI-powered roleplay scenarios, while LMS platforms offer structured learning paths. However, these solutions can be expensive.

Training 52

Training Negotiation Sales Coaching Coaching 52

Steven Rosen

AUGUST 26, 2021

Sales Manager’s Success Checklist. It is far too early to look at sales early. Here are the top 10 questions you should ask yourself and your sales managers to gauge if you/they have set the foundation for success. Sales coaching is the #1 sales management activity that drives sales performance.

Compensation 386

Compensation Quota Lead Rank Lead Scoring 386

Hubspot Sales

DECEMBER 19, 2023

Great inside sales training improves team performance, which can increase sales revenue. Aside from helping you make money, training may save you money too. Be that reducing recruitment costs by retaining top-tier sales talent or training reps to automate non-selling activities with AI tech.

Inside Sales 110

Inside Sales Training Hiring Outsourcing Services 110

Steven Rosen

MARCH 30, 2017

Creating and maintaining a high level of engagement across the entire sales organization takes a concerted effort. It starts with the sales leader and extends to the front-line sales managers. Having a Pulse on the Customer Experience. Awesome sales leaders are also awesome coaches.

Lead Rank 294

Lead Rank Lead Scoring Marketing Qualified Lead Leads 294