Highspot

APRIL 1, 2025

That’s what traditional sales role-playing feels like: forced, vague, and anxiety-inducing. Sales managers know role-play is essential to improve sales performance , yet the old methods make it difficult to coach effectively and drive improvement. Mistakes are actual learning opportunities, not career setbacks.

Training 52

Training Sales Management Hiring Lead Rank 52

Sales and Marketing Management

FEBRUARY 25, 2020

By precision, she’s referring to specificity or how the reward aligns with an exact amount or value. Good incentives with reasonably precise rules and rewards allow sales managers to send positive signals about the company’s priorities and transparency. Reps Benefit From Incentives. Precision and Imprecision.

Incentive 323

Incentive Incentives Travel Motivation 323

Understanding the Sales Force

NOVEMBER 13, 2013

That''s exactly how most salespeople go through each day, through each sales call and meeting, and through each sales cycle. It''s their sales managers, who are almost as much in the dark as their salespeople. Want an example of sales management being in the dark? They say, "Houston, in the dark.".

Decision Maker 313

Decision Maker Proposal Sales Cycle Exact 313

The Pipeline

OCTOBER 4, 2014

Or “Sales Management Lessons can be had from the Swallows of Capistrano?” ” I don’t know, how to dive? ” So now that we have the first confirmed case on the continent, it’s time to start capturing lessons.

Exact 282

Exact Pipeline Sales How To 282

Understanding the Sales Force

AUGUST 11, 2014

Regardless of the type of reaction, when panicked, salespeople tend to lose control of the sales call while their prospects become less comfortable with the idea of doing business with them. There are some sales management lessons here too.

Coaching 283

Coaching Engineering Exact Sales Management 283

Hubspot Sales

JANUARY 12, 2021

Here, we'll review some common sales coaching challenges, go over how to approach them, and identify the key qualities of reps that are flat-out uncoachable. One of the most common, contentious issues sales managers run into with sales reps is lack of motivation. How to Handle Coaching Challenges.

Coaching 141

Coaching Sales Management Sage Policies 141

Connect2Sell

JULY 17, 2019

As sales manager, you can focus on the short-term and drive sales results to meet this period’s goals. A much better choice is focusing on the long-term to build sellers’ competence and confidence so they can drive sales results to meet each periods’ goals on their own.

Promotion 215

Promotion How To Exact Meeting 215

Sales and Marketing Management

JANUARY 31, 2021

For managers, the ultimate goal for sales coaching is to create an environment where their sales team feels more motivated to learn, grow, and take on greater responsibility. The role of a sales manager is a difficult one and takes a unique type of person. Turnover is notoriously high in sales roles.

Sales Coaching 317

Sales Coaching Top of Funnel Coaching Hiring 317

No More Cold Calling

OCTOBER 2, 2014

Yes, technology lets us do many things better and faster, but for some tasks, the old-school ways still work best, especially in sales. Associations Enterprise Sales Management Salespeople Small Business' On re-entry, the shuttles’ computer system is non-responsive, and the team must land it manually. Point made. (I

Cold Calling 286

Cold Calling Small Business Small Business Enterprise 286

Understanding the Sales Force

JANUARY 27, 2014

One of Objective Management Group''s (OMG) most successful partners had an opportunity to work with young business leaders that had never sold. They were assessed with OMG''s tools, and assembled into 5 teams, all selling the exact same product. There simply wasn''t any sales management and the coaching they received was consistent.

Case Study 290

Case Study Study Lead Rank Lead Scoring 290

No More Cold Calling

SEPTEMBER 9, 2014

We might not have known the exact answer, but we knew an incorrect answer when we saw one. Associations Enterprise Sales Management Salespeople Small Business' Those of us who grew up before the world was dominated by calculators learned the reasons behind calculations. Connect with No More Cold Calling.

Decision Maker 292

Decision Maker Cold Calling Small Business Small Business 292

criteria for success

AUGUST 23, 2022

Happy Tuesday, Let's Talk Sales listeners! Rene is the President at Sales Manager Now , providing fractional sales management services to small and family-run businesses. He is also the author of How to Build a Dynamic Small Business Sales Team. How fractional sales management is unique.

Sales Management 98

Sales Management Twitter Social Media Small Business 98

No More Cold Calling

JULY 29, 2014

Associations Enterprise Sales Management Salespeople Small Business sales tools selling Social Media strategy' Once you’re able to build that rapport of authenticity, then you have the opportunity to deliver your message. First comes trust. Then the connection. And then the message. Read the rest of the article.). Comment Here.

Social Selling 272

Social Selling Social Media Webinar Metrics Media 272

Mr. Inside Sales

JANUARY 8, 2021

Like my first sales manager used to say: “There’s nothing to it but to do it.”. ON DEMAND SALES TRAINING THAT GETS RESULTS! Instead, just use a good script, remember to ask questions and truly listen to their replies.

Face-to-face 313

Face-to-face Cold Calling Gatekeeper Decision Maker 313

Gong.io

JANUARY 31, 2022

While the exact list depends on who you ask, the following (alphabetized) traits are all critical for a sales manager: Able to coach, analytical, available, confident, empathetic, good listener, innovative, leads by example, loyal, motivating, passionate, positive attitude, serves vs. dictates, strategic vision, strong communicator, and thoughtful.

Software 118

Software Software Sales Management Sales Forecasts 118

criteria for success

MARCH 2, 2022

There are many aspects to sales development. And all great sales managers know that when it comes to sales development, opportunities for growth are endless. When we talk to sales managers about sales development, we tend to get some similar questions: Where is the best place to start? Where to Start.

Sales Management 104

Sales Management Insurance Insurance Policies 104

No More Cold Calling

MAY 27, 2014

Associations Enterprise Sales Management Salespeople Small Business' Every buyer isn’t your customer. If someone continues to make unreasonable demands and keeps changing requests and deadlines—even after you’ve given that person exactly what he needs—then you probably have a PITA client. Comment Here.

Buyer 277

Buyer Cold Calling Social Media Small Business 277

SBI Growth

JUNE 21, 2013

The secret to hiring a great sales leader is the ‘A’ Player Scorecard. Get it free here and nail your next sales leadership hire. Your next sales manager needs modern skills to make the number. He needs capabilities like social selling , buyer-centric selling and big data for sales. What is an ‘A’ Player Scorecard?

Hiring 320

Hiring Commission Compensation Account 320

Steven Rosen

APRIL 3, 2018

Sales leaders are responsible for meeting the company’s revenue objectives. Performance improvements in sales executives and sales managers have a direct impact on revenue and profitability. As such, investing in developing sales leaders has the greatest ROI of any group of leaders in an organization.

Sales Coaching 320

Sales Coaching Coaching Hiring Face-to-face 320

No More Cold Calling

OCTOBER 9, 2014

Imagine the richer sales conversations he could have had. We Should Be Smarter Than Our Buyers Salespeople must do exacting research. It’s our job as smart, strategic sales pros to deliver value—real value—and we can only do that if we’ve invested time in researching our prospects. Because Buyer 2.0

Cold Calling 280

Cold Calling Call-back Small Business Small Business 280

Mr. Inside Sales

APRIL 16, 2021

This quote sums up my management philosophy: A leader isn’t afraid of jumping into the trenches and showing their team exactly how to succeed in their job. In sales, this means leading by example. What’s interesting in my training these days is that there are a good number of sales managers who resist this idea.

How To 195

How To Face-to-face Gatekeeper Decision Maker 195

No More Cold Calling

AUGUST 1, 2019

The problem is with typical sales metrics. If sales managers hold their people accountable for the number of phone calls they make, emails they send, and invitations and InMails on LinkedIn, that’s how they’ll prospect. I’ve said before, and I’ll say it again. It’s not the rep’s fault.

Referrals 289

Referrals System Cold Calling Social Media 289

Hubspot Sales

DECEMBER 8, 2022

One of my first customer visits as a young sales manager was in support of a salesperson — with a client I hadn't met before. It taught me some key lessons I still apply today — shedding light on five of the main traps several sales managers fall into. 5 Traps to Avoid as a Sales Manager.

Sales Management 98

Sales Management Negotiation Meeting Sales 98

Bernadette McClelland

OCTOBER 3, 2019

For Salespeople, that behaviour is Responsibility , and to complete the equation, for the Sales Manager it is Accountability. In other words, 94% of elite salespeople don’t make any excuses or blame, compared to those 20% who, perhaps, shouldn’t be in sales. . Both in equal doses!

Account 301

Account Sports SalesForce Conference 301

Mr. Inside Sales

MARCH 2, 2024

I’ve helped sales managers and business owners interview hundreds of potential sales reps over the years, and I’ve identified 3 top mistakes that virtually eliminate sales candidates on the spot! ON DEMAND SALES TRAINING THAT GETS RESULTS!

Hiring 241

Hiring Face-to-face Gatekeeper Decision Maker 241

Steven Rosen

APRIL 3, 2018

Sales leaders are responsible for meeting the company’s revenue objectives. Performance improvements in sales executives and sales managers have a direct impact on revenue and profitability. As such, investing in developing sales leaders has the greatest ROI of any group of leaders in an organization.

Sales Coaching 160

Sales Coaching Coaching Hiring Face-to-face 160

No More Cold Calling

DECEMBER 23, 2014

Phillip Twyford, director of sales and marketing for Tico Mail Works, had the exact same realization, which he outlines in this week’s guest post. Then he became director of sales and marketing for Tico Mail Works, where he created an award-winning new business acquisition mailing for the company on the proverbial shoe string budget.

Face-to-face 276

Face-to-face Social Media Facebook Film 276

SBI Growth

DECEMBER 17, 2013

Almost the exact opposite of number 1. Enlist the Managers - Bring the front line sales managers into the project early. Uses fancy phrases like “an initiative that implements world-class capabilities to keep our market-leading presence in an enviable position”. A plethora of words doesn’t convince anyone.

Majestic 302

Majestic How To Channels Territories 302

Zoominfo

MAY 17, 2018

Since your reps work closely with prospects, they have valuable information that can be helpful when it comes to constructing your sales forecasting process. Who handles the sales forecasting in your organization? When sales departments operate like this, reps can feel pressured to underestimate or overestimate future sales.

Sales Forecasts 232

Sales Forecasts Forecasting Pipeline Scale 232

No More Cold Calling

JUNE 27, 2024

Also, be sure to check out my blog posts from earlier this year: Sales Managers: Get Your Head Out of Your Spreadsheets “Message to Management: Your job is to get the rocks out of the road for your salespeople so they can do what they were hired to do—sell!” More importantly, what can sales leaders do to improve these numbers?

Referrals 156

Referrals Cold Calling Social Media Sales Qualified Lead 156

Zoominfo

FEBRUARY 17, 2021

Sales reps look to increase conversion rates by upping their cold call game. Along with actionable intelligence, guidelines for cold calls allow both sales managers and SDRs to tailor their sales processes. And If you haven’t tried out cold calling scripts yet, now’s the time. Leave a voicemail if they don’t pick up.

Cold Calling 264

Cold Calling Guidelines Prospecting Face-to-face 264

Zoominfo

JUNE 24, 2019

In fact, for the last few decades, only about 50% of sales reps have achieved quota ( source ). For many sales managers, the solution to this issue lies within artificial intelligence—or AI. Artificial Intelligence. If you’ve been online in the last few years, you’ll see talk of AI everywhere.

Forecasting 272

Forecasting B2B CRM Quota 272

Zoominfo

APRIL 2, 2018

Every sales manager wants their team to be successful– but sometimes, that’s easier said than done. Sales reps face a number of obstacles that can keep them from their goals and it’s your job as their manager to help them overcome these challenges. If so, they’re not performing as well as they could be.

Sales Qualified Lead 207

Sales Qualified Lead Penetration B2B Face-to-face 207

Janek Performance Group

DECEMBER 24, 2024

Require Management Participation In addition to believing in the training, sales managers need to be participants. Team membersfrom the C-suite to marketers to new sales recruitsneed to understand, be in agreement about, and be in alignment with clearly stated goals and training outcomes.

Training 118

Training Hiring How To Retention 118

The Sales Readiness Blog

JUNE 7, 2023

For many sales managers focusing on short-term day-to-day results, it is often challenging to think like a leader and focus on achieving a long-term vision. But that is exactly what a sales manager must do to maximize their team's performance.

Maximizer 116

Maximizer Exact Sales Management Sales 116

DiscoverOrg Sales

MARCH 5, 2019

And this is exactly what the new Salesforce sales rep did. Management changes are one the most obvious but least utilized inflection points in your sales strategy arsenal. Read it: How to Time Your Sales Outreach with Opportunity Data. Senior Sales Manager Brandon Battey suggests using the information as a hook. “I

Hiring 218

Hiring Decision Maker How To SalesForce 218

Sales and Marketing Management

JULY 2, 2019

A successful sales manager at a local agency uses a point system to track activity. The subtleties of priming, as researched by Daniel Molden from Northwestern University, indicates that small things can add up and can deliver powerful results. Deliver value with every interaction. Measure activities and results.

Scale 184

Scale Segment Proposal Cold Calling 184