MTD Sales Training

NOVEMBER 9, 2017

Last week, the CMI and Glassdoor published their research findings on management trends in their paper ‘Leadership and Culture at Work.’. The study gives an insight into what great companies to do achieve, maintain and develop their businesses, and we can all learn a little from their example. Managing Director. Happy Selling!

Hiring 268

Hiring Sales Management Loyalty Study 268

Understanding the Sales Force

APRIL 3, 2025

The Existence of Sales Process You and your sales team fall into one of four categories relative to having a formal, staged, milestone-centric, buyer-focused sales process: You don’t have one – salespeople just do their thing You have a seriously incomplete sales process consisting of fewer than seven steps.

Sales Process 252

Sales Process Lead Rank Customer Lead Scoring 252

Nutshell

NOVEMBER 20, 2024

Your role as a sales manager or director comes with multiple responsibilities, from developing and overseeing sales strategies to coaching and managing sales reps. Generating insightful sales reports is a critical component of your role and can involve some heavy lifting. What is a sales report template?

Report 62

Report Examples How To Sales Forecasts 62

Sales 2.0

AUGUST 29, 2022

It can be a “triple whammy” for the company as they lose the revenue of a top performer, need to fill a critical “seat” in the sales organization and have a group of salespeople that are not performing to their full potential. Per David Brock, a sales manager’s job is to be a coach.

Sales Management 195

Sales Management Face-to-face Proposal Promotion 195

Sales 2.0

AUGUST 29, 2022

It can be a “triple whammy” for the company as they lose the revenue of a top performer, need to fill a critical “seat” in the sales organization and have a group of salespeople that are not performing to their full potential. Per David Brock, a sales manager’s job is to be a coach.

Sales Management 39

Sales Management Face-to-face Proposal Promotion 39

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. Oliver gave the example of Waze in GPS. Call that… “Just add AI.”

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Understanding the Sales Force

OCTOBER 13, 2024

Obviously, the concept of coaching salespeople isn’t a new one, but most sales leaders don’t do it consistently or effectively. Statistics from Objective Management Group’s nearly 2.5

Coaching 188

Coaching Hiring Scale Sales Leadership 188

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

Janek Performance Group

FEBRUARY 13, 2024

For sales managers, look for qualities that build strong teams and motivate others to perform their best. Whether you seek a new hire or promotion, here are several essential qualities of sales managers. Look for examples delegating and/or motivating others. Do they provide data to support their decisions?

Sales Management 139

Sales Management Hiring Promotion Motivation 139

Understanding the Sales Force

OCTOBER 9, 2024

If you want to build a sales team that is tops in your industry, geography or with your target audience, here is a roadmap, with examples and reference material, to help you achieve that. As of this writing, they have assessed 106 sales and sales management candidates. You must lead by example. Is that you?

Hiring 352

Hiring Lead Rank Lead Scoring Compensation 352

Steven Rosen

JUNE 20, 2019

Second line sales managers (SLM) don’t coach their FLMs on their coaching. Sales coaching is a very difficult skill that very few sales managers master. Your company has rolled out sales manager coaching training. In my experience, I can’t come up with any examples where SLMs were coaching FLMs.

Coaching 334

Coaching Hiring Sales Coaching Social Media 334

Steven Rosen

MAY 31, 2021

As the head of sales it doesn’t matter if you are involved directly in the process, what matters, is that you have in place a top-notch sales selection system. Without a clear process, your sales managers will each adopt their own approach and ultimately achieve sub-optimal results. S – Systematic. A – Assessments.

Hiring 386

Hiring Territories Energy Sales 386

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

Steven Rosen

APRIL 15, 2021

Business acumen and business planning are becoming a much more necessary skill for sales reps and sales managers. The company’s business planning processes require sales reps to build annual business plans. It starts with the front-line sales manager reviewing each member of their sales team.

Territories 336

Territories Quota Coaching Sales 336

Steven Rosen

JANUARY 31, 2023

Developing strong development plans for your frontline sales managers will set an example for your sales managers to do the same with their salespeople. Based on my experience, you can provide your sales managers with workshops, online training, and leadership books.

Sales Leadership 293

Sales Leadership Policies Coaching Consumer 293

Understanding the Sales Force

JANUARY 30, 2019

One of the challenges that sales managers have is their trepidation around transitioning from very little coaching to daily coaching; and at the same time, moving from coaching light (ineffective coaching) to coaching pro (effective coaching). This is easy - you can do this.

Coaching 238

Coaching Sales Management Examples Tools 238

Hubspot Sales

OCTOBER 15, 2024

For example, if a prospect is struggling with operational inefficiencies, rather than presenting generic efficiency stats, share a case study or a data point that directly relates to their industry and demonstrates how your solution has made a measurable impact on similar companies. Demonstrate deep industry knowledge.

Prospecting 105

Prospecting Case Study Industry Study 105

Sales and Marketing Management

FEBRUARY 25, 2020

As an example, a highly precise reward could be a $50 Amazon gift card or $500 cash. Good incentives with reasonably precise rules and rewards allow sales managers to send positive signals about the company’s priorities and transparency. A sales manager who catches a rep doing something right should recognize them.

Incentive 323

Incentive Incentives Travel Motivation 323

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

Understanding the Sales Force

SEPTEMBER 8, 2024

The same thing happens in sales. Consider these five examples: Hitting 80% of the monthly, quarterly and/or annual forecast is hitting our numbers – success. When half of salespeople hit quota it equates to strong sales performance across the team. A pipeline that is 75% full is a full pipeline.

Government 341

Government Forecasting Pipeline Report 341

Pipeliner

DECEMBER 10, 2024

As such, providing eye care resources can be one of the most effective things sales managers can do to reduce team stress in the modern workplace. MetLife, for example, offers eye exams for as little as $45 compared to the $100 people usually have to spend without insurance.

Resources 96

Resources Insurance Insurance Lead Rank 96

Sales Gravy

NOVEMBER 27, 2023

On this episode of the Sales Gravy Podcast, I sit down with Mike Weinberg for Part One of our conversation on the state of the Sales Profession, sales leadership, and getting started as a new sales manager. This shift requires not only a change in skills but also a fundamental shift in mindset.

Sales Management 113

Sales Management Face-to-face Social Selling Sales Leadership 113

Bernadette McClelland

MARCH 24, 2018

In my case it was a sales manager who would use the phrase, ‘Attention to Detail’ quite regularly. Possibly because it was repeated enough times that we had no choice but to remember it, or probably because there was an element of truth behind the message.

Marketing Qualified Lead 339

Marketing Qualified Lead Leads Transportation Sales Leadership 339

Janek Performance Group

DECEMBER 24, 2024

In addition to making the training more relevant to sales reps, it is also a way to work toward your predetermined goals. This can include examples in the training curricula that relate to an organizations specific business or industry and incorporate their unique language. Of course, there is a limit.

Training 118

Training Hiring How To Retention 118

Steven Rosen

FEBRUARY 2, 2017

An example of a well-tuned process that successful companies utilize is the annual marketing plan process. You also need to be sure that your sales management team are aligned with the critical success factors. I then ask their sales managers what the critical success factors are. Business Execution Process.

Face-to-face 326

Face-to-face Survey Sports Follow-up 326

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 Coaching Top of Funnel Hiring 317

Understanding the Sales Force

FEBRUARY 9, 2021

I brought up the Fantasy Camp experience because it's not all that different from what participants experience when they attend my Sales Leadership Intensive (SLI). For example, last week I led a private SLI for a company with around a dozen sales leaders.

Sales Leadership 361

Sales Leadership Follow-up Coaching Up-Sell 361

Sales and Marketing Management

JULY 21, 2019

Typically, a coach (often a rep’s manager) will issue an activity: for example, “Show me your 30-second elevator pitch.” Sales coaching like this has many documented benefits – from reinforcing training, to culling and promoting best practices, to even positively impacting the bottom line. Assess messaging and skills.

Coaching 241

Coaching Video Hiring Trade Show 241

Sales and Marketing Management

JANUARY 1, 2018

Davis In a SMMConnect webinar I delivered to over 100 sales managers recently, I talked about eight instincts they developed as salespeople that are now harming their effectiveness as team leaders. Interestingly, about 30 percent of the participants said that the sales instinct they struggle with the most is “avoiding conflict.”.

Hiring 260

Hiring Webinar Metrics Forecasting Proposal 260

Sales and Marketing Management

APRIL 1, 2019

So, as a sales manager, you need to guide your top salespeople in choosing new skills to learn and next-step goals to accomplish. Examples of skills and attitudes in your success profile could include: Prospects consistently, strong work ethic. Excellent at coordinating sales activities of each member of the account team.

Motivation 314

Motivation Hiring Ideal Customer Profile Guidelines 314

Understanding the Sales Force

APRIL 22, 2024

Over the past thirty-nine years, I have seen this at so many companies and with executives who believed they could apply DIY to any or all of the following ten functions: Evaluating their sales team – it is usually biased and limited to what they recognize as good.

Comparison 211

Comparison Construction Compensation Sales Leadership 211

Sales and Marketing Management

OCTOBER 12, 2018

Those of us within the profession know that what you say to a prospect is not the secret to winning in sales. Many people within the profession think the number one sales success factor is listening. I constantly hear sales managers preaching the importance of “listening skills” to their salespeople.

Buyer 266

Buyer Construction Exercises Positioning 266

Sales Gravy

DECEMBER 29, 2024

For example, this year, I set a goal to purchase a new homeand I did. Maybe you want to be a sales manager, or if youre a manager, you want to be a director or VP of sales. For example, this year, I set a goal to purchase a new homeand I did.

Face-to-face 98

Face-to-face Decision Maker Call-back Commission 98

Zoominfo

JULY 13, 2021

So much of what a seller does happens digitally now, but getting visibility into that activity has been incredibly cumbersome for sales managers. I still remember how painful the process used to be to prepare for important sales calls. 20 Ways Businesses are Leveraging Chorus. Coaching and Training Superpowers.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

Partners in Excellence

FEBRUARY 12, 2025

And managers didn’t realize this because all they paid attention to were opportunities in this final pipeline stage. These are just a couple of examples of sellers “gaming the system!” For example, we may have a top of funnel challenge, as a result we fixate on a specific metric, perhaps outbound call volume.

Outbound 121

Outbound Call-back Sales Qualified Lead Pipeline 121

Understanding the Sales Force

MAY 30, 2023

For example: For decades, I could not drive for much longer than two to two and a half hours before my eyes would get so heavy that I risked falling asleep at the wheel. There are simple, easy, fast and powerful solutions for sales problems too. See my examples below. Some of my long-term problems had such simple solutions.

Examples 283

Examples Sales Consultative Selling Sales Process 283