Sales and Marketing Management

JANUARY 31, 2021

Hiring and onboarding are an expensive undertaking, so companies are incentivized to train new sales reps quickly and ramp faster. But, many organizations tend to rely on these programs and miss the golden opportunity to continue upskilling sales reps throughout their time at the company. That’s where sales coaching comes in.

Sales Coaching 317

Sales Coaching Top of Funnel Coaching Hiring 317

Understanding the Sales Force

JANUARY 27, 2014

Understanding the Sales Force by Dave Kurlan This kind of story doesn''t happen every day. 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.

Case Study 290

Case Study Study Lead Rank Lead Scoring 290

No More Cold Calling

SEPTEMBER 9, 2014

Strip away the tech to increase sales effectiveness. 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' I used to add long columns of numbers once, and I was always correct. Connect with No More Cold Calling.

Decision Maker 292

Decision Maker Cold Calling Small Business Small Business 292

Steven Rosen

APRIL 3, 2018

The What, Why, How, and When of Executive Sales Coaching. The rapid pace of change, high levels of uncertainty, complexity, and ambiguity in business is forcing both executives and managers to look beyond training for their ongoing development needs. Why Executive Sales Coaching . What is Executive Sales Coaching?

Sales Coaching 320

Sales Coaching Coaching Hiring Face-to-face 320

SBI Growth

JUNE 21, 2013

It’s June and you’re not sure your sales leader is going to last through the year. The secret to hiring a great sales leader is the ‘A’ Player Scorecard. The secret to hiring a great sales leader is the ‘A’ Player Scorecard. Get it free here and nail your next sales leadership hire. Management Skills. Competencies.

Hiring 320

Hiring Commission Compensation Account 320

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

FEBRUARY 25, 2020

By precision, she’s referring to specificity or how the reward aligns with an exact amount or value. For instance, $500 cash is received for every $100,000 in new sales during the quarter above and beyond the basic commission rate. Above their comp plan, a rep might earn 1,000 points for every $100,000 in new sales during the quarter.

Incentive 323

Incentive Incentives Travel Motivation 323

Understanding the Sales Force

NOVEMBER 13, 2013

Understanding the Sales Force by Dave Kurlan Did you happen to see the movie Gravity? 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.

Decision Maker 313

Decision Maker Proposal Sales Cycle Exact 313

No More Cold Calling

JULY 14, 2015

Great sales leaders must also be great managers. The problem was that sales management had their heads in the sand. So, they neglected the strategies, sales metrics , and processes that could have kept their businesses strong, or at least afloat, when the going got rough. Then the recession hit. We need both.

Sales Management 120

Sales Management Hiring Referrals Conference 120

Highspot

APRIL 1, 2025

Key Takeaways Traditional sales role play often feels forced and anxiety-inducing, limiting a reps ability to build genuine sales confidence. AI-driven simulations provide judgment-free, personalized feedback, helping managers improve skills without peer scrutiny.

Training 52

Training Sales Management Hiring Lead Rank 52

Hubspot Sales

JANUARY 12, 2021

But when it comes to sales, some managers might have trouble delivering on it — often through no fault of their own. 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. How to Handle Coaching Challenges.

Coaching 141

Coaching Sales Management Sage Policies 141

Janek Performance Group

DECEMBER 24, 2024

Sales training can be a significant investment in your sales team. Here are a few guidelines for organizations to boost the effectiveness of their sales training: Create a Culture of Training and Coaching Establishing a culture of training and coaching is one of the most significant things a company can do to achieve success.

Training 118

Training Hiring How To Retention 118

Understanding the Sales Force

AUGUST 11, 2014

Understanding the Sales Force by Dave Kurlan. Before I unveil the top 5 mistakes, you might be interested to know that last week, Top Sales World Magazine went from monthly to weekly. There are some sales lessons here. There are some sales management lessons here too.

Coaching 283

Coaching Engineering Exact Sales Management 283

Steven Rosen

APRIL 3, 2018

The What, Why, How, and When of Executive Sales Coaching. The rapid pace of change, high levels of uncertainty, complexity, and ambiguity in business is forcing both executives and managers to look beyond training for their ongoing development needs. Why Executive Sales Coaching . What is Executive Sales Coaching?

Sales Coaching 160

Sales Coaching Coaching Hiring Face-to-face 160

Zoominfo

JUNE 24, 2019

Today John Holland, Chief Content Officer of CustomerCentric Selling, helps us cover the other side of the coin—artificial intelligence within the sales process. The Problem with B2B Artificial Intelligence and Sales. Only a mere 13% of the modern sales force consists of ‘A Players’ – or reps who consistently exceed quota.

Forecasting 272

Forecasting B2B CRM Quota 272

SBI Growth

DECEMBER 17, 2013

Sales Reps hear through the grapevine about a sales or marketing improvement project. Then they ask their managers what’s going on. Strong communications are the key - e nlist the HR Business Partner early to manage the change. It has samples of communications to use in various situations related to Sales improvement.

Majestic 302

Majestic How To Channels Territories 302

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

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

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

Mr. Inside Sales

JANUARY 8, 2021

Let me explain: If you’re like most sales reps, then you hate making calls because you’re either afraid of being rejected, or you’re are afraid you’re going to mishandle a call and so lose a good lead. Like my first sales manager used to say: “There’s nothing to it but to do it.”. ON DEMAND SALES TRAINING THAT GETS RESULTS!

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

No More Cold Calling

OCTOBER 2, 2014

Don’t let your sales team rely too heavily on technology. Yes, technology lets us do many things better and faster, but for some tasks, the old-school ways still work best, especially in sales. As a sales leader , it’s your job to make sure your team remembers that sales is still a person-to-person business.

Cold Calling 286

Cold Calling Small Business Small Business Enterprise 286

No More Cold Calling

JULY 29, 2014

So when and where is the best time to make a sales pitch? Sales is still about people buying from people. To increase sales effectiveness, we must make connections that matter. But don’t use it to toot your company’s horn or pester people with your sales pitch. There is a time and place for everything. Comment Here.

Social Selling 272

Social Selling Social Media Webinar Metrics Media 272

Zoominfo

MAY 17, 2018

Are your sales forecasts tied to reality? Is sales forecast accuracy more of a pipedream within your sales organization? Does the speed of your sales pipeline resemble molasses? In fact, less than half of all forecasted sales opportunities actually result in a sales win. Ditch the weighted sales pipeline.

Sales Forecasts 232

Sales Forecasts Forecasting Pipeline Scale 232

No More Cold Calling

MAY 27, 2014

There’s an old saying in sales: Good, fast, cheap. Associations Enterprise Sales Management Salespeople Small Business' But if you goof, you have no time to recover. Your buyer will move on to your competition—after trashing your reputation and brand on social media. Be Realistic. You get what you pay for. Comment Here.

Buyer 277

Buyer Cold Calling Social Media Small Business 277

Zoominfo

MAY 13, 2018

It’s common knowledge that working in sales is hard. Yet—what most people don’t understand is the extent to which sales pressure can negatively impact an organization. In today’s post we explain the effects of sales pressure and provide ways to mitigate this stress productively. ” ( source ). ” ( source ).

Hiring 258

Hiring Sales Qualified Lead Lead Scoring Lead Rank 258

DiscoverOrg Sales

MARCH 5, 2019

At the time, it was one of the largest single sales in Salesforce history. Word in sales circles was, the relationship between Salesforce and State Farm had languished under the watch of a sales rep who, for years, couldn’t find a way in. “As And this is exactly what the new Salesforce sales rep did. How did he do it?

Hiring 218

Hiring Decision Maker How To SalesForce 218

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. Five ways to support your sales team and increase productivity.

Sales Qualified Lead 207

Sales Qualified Lead Penetration B2B Face-to-face 207

No More Cold Calling

OCTOBER 9, 2014

There’s no excuse for not doing your sales homework. Imagine the richer sales conversations he could have had. We Should Be Smarter Than Our Buyers Salespeople must do exacting research. In fact, 86 percent of business buyers engage in research independent of the sales cycle. They’ve been calling me en masse. So Seller 2.0

Cold Calling 280

Cold Calling Call-back Small Business Small Business 280

Zoominfo

JANUARY 15, 2021

If you’re a sales manager, you’ve maybe been in the sales forecasting hot seat — of presenting numbers that look different from your prediction. What Is Sales Forecasting? Sales forecasting is how sales managers, directors, and VPs estimate upcoming revenue. Why Your Sales Forecasting Matters.

Sales Forecasts 207

Sales Forecasts Forecasting Hiring Pivotal 207

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

Steven Rosen

MARCH 2, 2023

5 Ways to Stay Inspired Paul Smith is the Sales Director of a leading technology company. He has been in the industry for the last ten years and has been a star in various sales and marketing roles. His recent promotion finds him managing managers. But what exactly does it mean to “inspire?”

Hiring 227

Hiring Face-to-face SAP Energy 227

Sales 2.0

FEBRUARY 15, 2023

This is the second in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. Paul is the Director of Field Enablement at Groove , a leading sales engagement platform.

Conversion 195

Conversion Amdocs Territories Forecasting 195

Janek Performance Group

APRIL 10, 2025

As a sales rep, you can read all the sales books and blogs, watch all the instructional videos, and become something of a minor theoretical knowledge expert. And while this is both valuable and helpful, what will likely make the biggest impact in your sales career is receiving expert sales coaching.

How To 62

How To Coaching Sales Coaching Margin 62

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! Too many sales reps like to talk. ON DEMAND SALES TRAINING THAT GETS RESULTS! The way to fix that—and stand out!—is

Hiring 241

Hiring Face-to-face Gatekeeper Decision Maker 241

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

No More Cold Calling

AUGUST 1, 2019

It’s also the ultimate sales advantage. Sales has always gotten a bad rap, but it’s gotten much worse as sales channels have evolved. The problem is with typical sales metrics. Why Trust Is Hard to Earn. Trust is how deals get done. It’s the key to a successful referral system. We all know why. It’s not the rep’s fault.

Referrals 289

Referrals System Cold Calling Social Media 289