SBI Growth

SEPTEMBER 18, 2013

Sales Leaders leverage Sales Training as a tool for improvement. This will prevent wasting your sales or HR dollars on low-return methods. This article lists sales training poisons SBI has seen - and their respective antidotes. Getting your sales force together for a training event can be expensive.

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Training Tools Follow-up Research 312

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

JANUARY 16, 2014

As a Sales Manager, you have great results and outstanding performance reviews. You can download the Succession Readiness Guide. Ask your organization for a sales manager scorecard. Spend Time- Statistics show that most managers spend 80% of their time with low performers. Revenue decline.

Promotion 275

Promotion Sales Management Hiring Commission 275

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 1, 2014

Download the 4 Step Fast Ramp Guide at the end of this post. Step 2: Identify Training Needs and the Training Program. Your training program should incorporate different modalities, topics and methods. Training should be focused on helping your sales reps identify prospects and close deals.

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Training Buyer Persona Hiring How To 282

SBI Growth

FEBRUARY 7, 2014

Most organizations believe that their most successful sales people will make great sales managers. This thinking leads them to believe that you do not need training. A recent study showed that only 11% of organizations train their sales managers. Sales Manager Killers.

Promotion 288

Promotion Sales Management Hiring Face-to-face 288

SBI Growth

FEBRUARY 1, 2014

It’s a tough question that every sales leader faces. Losing a sales manager can disrupt your sales organization. As a sales leader, you need to focus on getting to your number. Keeping a mediocre sales manager because you don’t have a replacement hurts you. Forecast accuracy. Employee turnover.

Sales Management 257

Sales Management Lead Rank Lead Scoring Promotion 257

Anthony Cole Training

DECEMBER 19, 2024

As 2024 comes to a close, were sharing our most read and favorite sales training and management content that helped sales teams thrive this year. Whether youre focused on leadership, skill development, or strategic planning, you can use these resources to help drive sales success in 2025.

Training 173

Training Video Resources Sales 173

SBI Growth

JANUARY 22, 2014

Why do you need customized sales training program? 2) You need to expedite the learning curve of your sales reps. A customized sales training program will do both of these. Customizing a sales training program is easier than you think. If you only have one style of training, (i.e. Ask yourself.

Training 281

Training Customer Hiring Education 281

No More Cold Calling

MARCH 20, 2014

Think sales training is unnecessary? Sales execs expect to hire the best, brightest, and most connected salespeople they can find—reps who will hit the ground running and bring in big deals in record time. The idea is that companies can increase sales effectiveness by simply hiring the right people in the first place.

Training 248

Training Hiring Referrals Enterprise 248

Understanding the Sales Force

MAY 28, 2014

Understanding the Sales Force by Dave Kurlan Before we discuss how to improve sales training, a quick promo for the latest and greatest taking place over at the ever improving Top Sales World. The June issue of Top Sales Magazine has been published and you can download it here. More on Baseball and Sales.

Training 250

Training Coaching Comparison Territories 250

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

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

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. Reps that fail are re-trained.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

SBI Growth

APRIL 9, 2013

This post discusses what Sales might want in an HR Business Partner. The downloadable tool includes a profile of a highly successful HR business partner to sales. Also included in the download is a sample scorecard of objectives for the HR business partner to Sales. Competencies to Support the Sales Organization.

Hiring 297

Hiring Ideal Customer Profile Territories Trends 297

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.

Sales Meeting 181

Sales Meeting Meeting Sales Management Skype 181

Anthony Cole Training

DECEMBER 11, 2014

I believe the same is true with sales management. Or, if you are the senior sales executive of the organization, then you must ask, “If this is what my sales team looks like or how they are performing, then what is my sales manager doing? This then leads to the importance of sales management SKILLS.

Sales Management 198

Sales Management eBook Coaching Sales Qualified Lead 198

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

MARCH 16, 2013

I asked the Sales Manager. The Sales Manager outlined the structure he used in each one on one meeting. Okay,” I hesitated, “Can you tell me how often your boss, the VP of Sales, coaches you?” The manager thought hard. Hmmm…besides the annual training events and pipeline calls, never”.

Coaching 288

Coaching Sales Coaching Follow-up Pipeline 288

SBI Growth

DECEMBER 18, 2013

If you’ve read our blog lately, you’ve noticed sales execution is a popular subject. The Death of Event-Based Training. Each of these articles focuses on your sales reps. Effective ways to enable your sales reps to make the number. Today’s post focuses on the missing link: Enabling your front-line sales managers.

Hiring 305

Hiring Strategy Handbook Face-to-face 305

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

Allego

JULY 9, 2020

Traditional training and sales enablement approaches won’t solve this challenge. Today, a key factor for success is sales enablement technology that allows teams to train, coach, and collaborate virtually. Here are eight essential elements of a virtual training program that will help your organization succeed.

Hiring 159

Hiring Training Scale Collateral 159

MTD Sales Training

JUNE 7, 2012

You constantly hear about all of the great and positive things you can do to conduct a successful sales meeting and all of the inspirational tips and motivational tricks you can use to help encourage and train a sales team. So quickly, here are three common mistakes sales managers can make when conducting a sales meeting. #1.

Sales Meeting 278

Sales Meeting Meeting Motivation Groups 278

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

No More Cold Calling

MARCH 25, 2021

She decided special training was needed for girls who wanted to become saleswomen, and perhaps one day, women sales leaders. And as a member of the executive committee of the Women’s Educational and Industrial Union of Boston, she had the means to provide that training. Download the eBook now to find out what I mean.

Hiring 379

Hiring eBook Cold Calling Scale 379

SBI Growth

DECEMBER 1, 2012

Ask yourself: - Does the persona capture behaviors, beliefs and questions at all stages of the sales process? What kind of training will be required to launch the persona? - How do I enable sales managers to reinforce the use of the persona? What changes do I need to make to our CRM or Sales Force Administration Tools?

Meeting 288

Meeting Ideal Customer Profile Buyer Persona Forecasting 288

SBI Growth

NOVEMBER 23, 2013

An isolated week of training won’t work either. A Sales Methodology is only effective if it is reinforced. 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.

Sales Methodology 308

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

SBI Growth

NOVEMBER 25, 2013

Making your number next year means promoting, keeping and terminating certain sales reps. Download our Sales Rep Promotability Scale. Training, piloting or even taking on extra responsibility (i.e. You must attend multiple sales meetings. When it does, the sales rep that endears themselves to the boss is promoted.

Promotion 297

Promotion Construction Hiring Scale 297

SBI Growth

JUNE 3, 2013

Yoda’s’ new sales leader was proposing a new sales process project. The sales manager was nervous as he spoke. Make your next sales project successful. Download a free version of the Project Execution Plan here. He told Yoda how he could improve the win rates of the sales team. The ‘Uh-oh’ Moment.

Hiring 300

Hiring Follow-up Proposal Training 300

No More Cold Calling

APRIL 17, 2014

But most sales reps enter the field without any formal training. Some of us get lucky and thrive under a brilliant sales manager. In fact, three out of four salespeople aren’t performing up to par, according to research from sales training consulting firm, Kurlan & Associates. You’ll be dead on.”.

Face-to-face 278

Face-to-face Social Media Oracle eBook 278

SBI Growth

JANUARY 11, 2013

He can ensure his top salespeople attend key account sales calls. Click here to download the special Win/Loss Analysis template. In most organizations, it’s your sales managers and directors. Their consistently outstanding sales performance got them promoted. Who Are Your Top Salespeople? Author: Mark Synek.

Account 297

Account Closing Analysis Coaching 297

DiscoverOrg Sales

DECEMBER 4, 2017

Training, training, training. In particular, focus on areas of training and coaching if you are looking to improve sales performance. CSO Insights’ 2017 Sales Manager Enablement Report that 47% of sales managers spend less than half an hour a week on coaching the skills and behaviours of their sales teams.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

SBI Growth

JANUARY 27, 2013

Some complaints we’ve heard from Sales organizations: Forced to fill out old employee review forms on paper. Can’t promote a sales manager to a director. Instead, agree to give quick compliance reviews to any pending Sales projects. Can’t start searching for sales reps. Sales needs this support.

Hiring 308

Hiring Compensation Commence Sales Talent 308

SBI Growth

AUGUST 23, 2013

In addition, you will have built a sales process your competitors cannot duplicate. Download the Sales Process Accelerator Tool to help you get started. What Does It Mean to Use a Customized Sales Process? 5 Steps to Building a Customized Sales Process. The best way to do that is “Train the trainer”.

Top of Funnel 276

Top of Funnel Competition Buyer Sales Methodology 276

SBI Growth

SEPTEMBER 2, 2013

Many sales processes are devoid of an adoption and reinforcement plan. You spend all your energy upstream of the training event. Team meetings are run by sales managers. You and your team left the training event to find 500 e-mails waiting. Reinforcement plans aren’t limited to sales process rollouts, of course.

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Sales Process Webinar Metrics Vendor Energy 308