SBI Growth

OCTOBER 24, 2013

A post for Sales and HR Leaders to find root causes of Sales Manager (SM) vacancies. The Sales Manager position is the fulcrum between sales leadership strategy and sales force execution. Teams without effective sales managers lack morale and discipline. Weak sales strategy.

Hiring 292

Hiring Positioning Sales Management Compensation 292

SBI Growth

FEBRUARY 7, 2014

Most organizations believe that their most successful sales people will make great sales managers. A recent study showed that only 11% of organizations train their sales managers. If you are a new manager, you are asking, “What do I do now?”. Sales Manager Killers. Author: Andrew Urteaga.

Promotion 288

Promotion Sales Management Hiring Face-to-face 288

SBI Growth

JANUARY 5, 2013

Sales VPs need to train their Sales Managers differently. Coaching sales people has changed. 77% of all Sales Managers reported fewer sales calls in 2012. 77% of all Sales Managers reported fewer sales calls in 2012. A sales manager can’t be everywhere.

Coaching 319

Coaching Sales Management Buyer Negotiation 319

SBI Growth

JANUARY 5, 2014

Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ‘A’ players on the team. Every sales manager is time starved. Sales Managers should be spending 75% of their time coaching their team. Every sales manager wants a team of ‘A’ players.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

SBI Growth

MARCH 22, 2013

In particular, the front-line Sales Manager - a critical role responsible for marshaling a team of revenue makers. This post includes a downloadable Sales Leader Curriculum. This tool is perfect for HR Business Partners who serve the Sales function. It will help to prevent vacant Sales Management positions.

How To 312

How To Sales Leadership Exercises Proposal 312

MTD Sales Training

JANUARY 28, 2019

For many sales managers, they can turn into long, boring sessions that people can’t wait to get out of. Many sales meetings fail because of the following reasons: – administrative matters receive more time than sales matters. – management uses threatening tactics rather than motivational ones.

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Sales Meeting Meeting Sales Management Skype 181

SBI Growth

JANUARY 27, 2014

As a sales manager, your team looks to you for coaching and strategic help. At the end you can download the Deal Strategy Tool Kit which will aid you in this approach. Using the Stakeholder Wheel Job Aid (Click here to download the tool), walk your rep through the BDT. Download the tool here. User Buyer.

Strategy 303

Strategy Decision Maker Face-to-face Influencer 303

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. Drivers download the Waze app onto their phones and drove around.

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. Download a Copy: The Strategy Execution eBook.

Sales Leadership 394

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

SBI Growth

JUNE 23, 2013

In this post we will discuss how pipeline reviews can expose Sales Management. Here is an example pipeline review between a Private Equity firm and Sales Leader. This Sales Leader had aggressive goals. Sales Management continues to make a fatal mistake. Download the Top 6 Pipeline Improvement Metrics Tool.

Pipeline 321

Pipeline Quota Sales Cycle Proposal 321

SBI Growth

DECEMBER 8, 2013

In this post, you’ll hear about Jeanne, the HR business partner to sales at a software company. Today''s post includes insight on what can go wrong with sales performance. It also includes the free downloadable SBI guide: 8 Steps to Sales Process Improvement. Sales managers need specific training that includes role-plays.

Face-to-face 310

Face-to-face How To Quota Policies 310

SBI Growth

JUNE 20, 2013

Impact: Although HR kept busy with recruiting, the performance management statistics weren’t good for sales. Some Sales Managers didn’t give enough attention to new hires. Those that stayed were taking all of the Sales Managers’ time for coaching. Product Development was annoyed at the low new product sales.

Hiring 321

Hiring Forecasting Sales Forecasts Discount 321

SBI Growth

DECEMBER 28, 2013

As a starting point, download the Sales Leader Competency Guide. This will help you get a handle on the traits and skills your sales leaders should have. How do your sales leaders currently match up? After the reps give their stamp of approval, the sales managers are involved. Is there room for improvement?

Compensation 296

Compensation Follow-up Call-back Engineering 296

SBI Growth

APRIL 30, 2013

Yet many front-line sales managers are slow to respond. Because speed requires more time and effort from a sales manager. The average sales manager will avoid these requirements. This post will explore ideas sales managers can implement to increase their speed. Jeff is slow to…. Sound familiar?

Quota 308

Quota Promotion Social Media Territories 308

Steven Rosen

JULY 8, 2014

Click here to Download a FREE eBook with Sales Management TIPS. Here are 5 ACTIONS Sales Managers Can Take: 1. Many sales management experts advocate focusing on monitoring KPIs. You can also meet with key customers and support your sales peoples sales activities. Retarget Account Focus.

Coaching 294

Coaching eBook Account Sales Leadership 294

SBI Growth

OCTOBER 4, 2013

Download our Quota Validation Guide for Sales to see which metrics align to realistic quotas. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. Bottom-Up Quota Setting: Validating quota from a Sales Rep & Sales Management perspective.

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Quota Ideal Customer Profile Territories Demographics 306

SBI Growth

AUGUST 7, 2013

However, we frequently see Sales VPs still stuck in the sales manager mindset. An ill-prepared sales manager damages his region. A Sales VP focused on the wrong things can ruin the entire company. They cross collaborate with manager peers, their reps, and the VP. They trust their managers to execute.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

SBI Growth

NOVEMBER 25, 2013

Making your number next year means promoting, keeping and terminating certain sales reps. Download our Sales Rep Promotability Scale. You must attend multiple sales meetings. If you just listen to your sales manager, the critical interactions will be missed. Knowing who to promote is the first step.

Promotion 297

Promotion Construction Hiring Scale 297

SBI Growth

JANUARY 1, 2014

Download the 4 Step Fast Ramp Guide at the end of this post. Be present when the new rep’s Sales Manager is not available. Process Coaching: Teach the new sales rep how to use the CRM. Lead management, opportunity management, forecasting, chatter, etc. Step 4: Sales Manager Accountability.

Training 282

Training Buyer Persona Hiring How To 282

SBI Growth

MAY 22, 2013

You must treat hiring managers as your Buyers. Download the Self-Promotion Guide for a ready-built, effective approach to securing your next job. The Hiring Manager as the Buyer. They are on the market looking for an HR solution: a top sales rep. Shift your focus to sales managers and HR. Build your profile.

Social Selling 324

Social Selling Hiring Inbound Outbound 324

SBI Growth

DECEMBER 31, 2013

Hanging up from your recent round of Sales Manager weekly meetings you realize something. The sales process you rolled out mid-year to increase sales isn’t working. In as little as one quarter, sales and morale are down. Yet last year the sales management program you did implement is producing results.

How To 287

How To Case Study Follow-up Industry 287

SBI Growth

JANUARY 10, 2014

Top sales leaders know how to communicate and roll out a sales plan. Get your sales managers involved early in the process. The sales management team needs to have a clear understanding of the new quota. Ensure your sales managers take this seriously. Here are some ways to make it painless.

Quota 316

Quota Top of Funnel Territories Marketing Qualified Lead 316

SBI Growth

DECEMBER 13, 2013

You call a sales manager strategy meeting. “We Pipeline reviews, strategy sessions, forecasting analysis and sales training are all mentioned. Traditional sales training does not. Download the Sales Training Adoption Program here to get the rest of the program. Numbers don’t look good. Some of these work.

Training 302

Training Face-to-face Webinar Metrics Forecasting 302

SBI Growth

DECEMBER 18, 2013

Today’s post focuses on the missing link: Enabling your front-line sales managers. Without strong front-line sales managers, your chances of making the number are low. How can you help your sales managers execute? Download the CEO’s Sales Manager Test to help with this. Sales Process.

Hiring 305

Hiring Strategy Handbook Face-to-face 305

Steven Rosen

AUGUST 1, 2013

The inherent value in gaining feedback from sales reps and then providing insights into the issue cannot be overstated. The main goal for a sales manager is to have sales reps produce results on each assignment to drive business. The focus with a sales leader is not just short term targets but long term success.

Sales Leadership 299

Sales Leadership Motivation Maximizer Sales Management 299

No More Cold Calling

DECEMBER 4, 2014

Because someone downloaded a whitepaper , we should call him. Someone who’s downloaded a whitepaper is not a qualified lead, nor is someone who’s viewed a demo or visited your tradeshow booth. Associations Enterprise Sales Management Salespeople Small Business' Yet salespeople tend to make a lot of assumptions.

Sales Qualified Lead 275

Sales Qualified Lead Ideal Customer Profile Referrals Small Business 275

SBI Growth

JUNE 28, 2013

Sam, the VP of Sales is knocking at Kathy’s door. He said, “My sales managers pointed to the lack of leads as their downfall.” I think I have more downloads from SBI content than I have from iTunes.” The fault was that both Marketing and Sales were not aligned like she believed. Q2 is now at its end. A month later.

Lead Gen 319

Lead Gen Marketing Banking Social Media 319

SBI Growth

MAY 18, 2013

Many sales organizations are proud that they have a low turnover metric. Download the Top 10 Ways to Prevent ‘A’ Player Turnover Checklist. His Sales Manager didn’t want to rock the boat. Ned walks into the Sales Manager’s office and resigns. Once Ned is gone, the Sales Managers labels Ned a ‘bad hire’.

Territories 303

Territories Hiring Quota Sales Leadership 303

No More Cold Calling

JUNE 10, 2014

Kruse even offers a download for a “Smartphone Free Zone” sign for your conference room. Associations Enterprise Sales Management Small Business' Click here to read the full article. Take him up on it, and make your team’s meetings more productive and respectful. Connect with No More Cold Calling. Comment Here.

Cold Calling 293

Cold Calling Small Business Small Business Enterprise 293

SBI Growth

SEPTEMBER 14, 2013

We find numerous obstacles Sales VPs and Sales Managers face. Every year we compile research for our Sales & Marketing Research Review. Conducting over 5400 Sales Management surveys and interviewing 600+ executives gave us new insight. It told us all sales leaders have faced this challenge.

Hiring 300

Hiring Face-to-face Lead Rank Lead Scoring 300

SBI Growth

DECEMBER 25, 2012

This post is written for the head of sales. We will discuss 3 leading indicators to spot looming sales turnover. Your front-line Sales Managers don’t add sufficient value. They should be performed for all sales people that leave the organization. GET THE SALES EXIT INTERVIEW GUIDE HERE. Their boss.

Hiring 324

Hiring Trends Compensation Lead Rank 324

No More Cold Calling

MARCH 25, 2021

She took it upon herself to create this resource for women in sales, and she continued to let us know about the huge number of people who downloaded the book and whose sales lives we impacted. Download the eBook now to find out what I mean. Barb never asked any of us for help with this project.

Hiring 379

Hiring eBook Cold Calling Scale 379

SBI Growth

NOVEMBER 23, 2013

The challenger sale requires a big investment in money, resources, and time. Sales Leaders should assess if their organization is ready to adopt this complex methodology. Download our Challenger Readiness Guide and learn if your organization is ready. Is my Sales Management team capable of coaching this?

Sales Methodology 308

Sales Methodology Demand Generation Demand Generation Targets Face-to-face 308

SBI Growth

JUNE 2, 2013

She does great work in recruiting and hiring of Sales Reps. She even ensures Sales Managers are getting the new hires onboarded effectively. Any virtual benches that the Sales Managers had have long ago been used up. Or, Sales Managers are too busy onboarding new hires to build the bench.

Hiring 312

Hiring Ideal Customer Profile Margin Commission 312

SBI Growth

JANUARY 26, 2014

HR, Sale and Marketing leaders alike will want to read this. Also, this downloadable, free tool ( The Stakeholder Scheduler ) is what you need. It outlines the stakeholders and their involvement for various sales force solutions. In fact, he only worked with the head of sales and two sales managers.

Hiring 292

Hiring Direct Mail Buyer Persona Salary 292