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.’. More Frequent Performance Reviews: The top 20 companies saw performance management as an opportunity to fuel personal development and growth, not a check-up on results. Managing Director.

Hiring 268

Hiring Sales Management Loyalty Study 268

Understanding the Sales Force

OCTOBER 13, 2024

Sales leaders accomplish the same thing when they prepare a salesperson with powerful messaging and talking points. Moses returned to God and spoke of this obstacle, or in sales terms, objection: There was internal competition! As with God and Moses, both sales coaching methods should have a role-play component.

Coaching 188

Coaching Hiring Scale Sales Leadership 188

Understanding the Sales Force

APRIL 3, 2025

Despite writing about sales process quite frequently over the years, this article will take a very different approach. Let’s define a couple of terms: Sales Process – a series of 4-6 stages, each with 5-10 milestones, that provide salespeople with a repeatable framework for sales success.

Sales Process 173

Sales Process Lead Rank Customer Lead Scoring 173

Understanding the Sales Force

OCTOBER 9, 2024

Most sales teams win fewer than half their “games,” and while defense can’t be blamed, pitching can! Unlike the Red Sox, most sales teams have too much pitching (demos and presentations)! As of this writing, they have assessed 106 sales and sales management candidates.

Hiring 352

Hiring Lead Scoring Lead Rank Compensation 352

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

A classic issue in sales forces is promoting one of the top performing sales reps to the manager of a sales team, then having them fail in this new role. I just became much clearer on why this happens and what can be done about it, by reading just one section of David Brock’s book “The Sales Manager Survival Guide”.

Sales Management 195

Sales Management Face-to-face Proposal Promotion 195

Sales 2.0

AUGUST 29, 2022

A classic issue in sales forces is promoting one of the top performing sales reps to the manager of a sales team, then having them fail in this new role. I just became much clearer on why this happens and what can be done about it, by reading just one section of David Brock’s book “The Sales Manager Survival Guide”.

Sales Management 39

Sales Management Face-to-face Proposal Promotion 39

Steven Rosen

MAY 31, 2021

Hiring Sales Stars . Whether you are starting a new sales force or hiring a new rep to fill a vacancy, the four principles of the STAR Process will help you select top sales performers. Without a clear process, your sales managers will each adopt their own approach and ultimately achieve sub-optimal results.

Hiring 386

Hiring Territories Energy Sales 386

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.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

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. The Head office should prepare any sales report or dashboard. Quarterly Business Reviews .

Territories 336

Territories Quota Coaching Sales 336

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

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. They changed expectations in order to meet – expectations.

Government 341

Government Forecasting Pipeline Report 341

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

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. Spearheading a sales team is a multifaceted endeavor. Look for examples delegating and/or motivating others.

Sales Management 139

Sales Management Hiring Promotion Motivation 139

Hubspot Sales

OCTOBER 15, 2024

Sales is, in large part, the art of developing trust in a tight window — making credibility one of the most valuable assets you can have when engaging with prospects. With that said, cultivating and projecting credibility can be extremely tricky in a sales engagement. Deliver tailored insight and strategies.

Prospecting 105

Prospecting Case Study Industry Study 105

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

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 Coaching Top of Funnel Hiring 317

Pipeliner

DECEMBER 10, 2024

Your sales team is likely to feel the strainespecially since sales is listed in the top ten of Vivian Healths rankings of the most stressful industries. Its thus vital for the sales team manager to prioritize employee well-being in the workplace. However, that often doesnt cover things like vision care.

Resources 96

Resources Insurance Insurance Lead Scoring 96

Steven Rosen

JUNE 20, 2019

Second line sales managers (SLM) don’t coach their FLMs on their coaching. The role of the frontline manager (FLM) is to recruit, develop, and retain top sales performers. By doing these basics well you will consistently crush your sales objectives. Your company has rolled out sales manager coaching training.

Coaching 334

Coaching Hiring Sales Coaching Social Media 334

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

No More Cold Calling

MARCH 25, 2021

Who paved the way for women in sales? Yet, even with gender biases and cultural norms working against them, there were women trailblazers in every century, including women sales leaders. Blazing a Trail for Women in Sales. Most notable among early women sales leaders is Lucinda W. Picture yourself in 1900.

Hiring 379

Hiring eBook Cold Calling Scale 379

Sales and Marketing Management

MAY 10, 2020

The use of Zoom and other face-to-face applications to carry out sales calls instead of doing them in person is the new normal. Encouraging the Team Through Changing Sales Climates. To me, the most important role of management is to motivate and remove obstacles for their sales teams. Shifting Messaging .

Face-to-face 302

Face-to-face Hiring Lead Scoring Lead Rank 302

Sales Gravy

DECEMBER 29, 2024

As you'll learn in this Monday Money podcast episode and article, these goals are essential to helping you maintain sales discipline throughout your sales year. For example, this year, I set a goal to purchase a new homeand I did. But in success in sales is paid for in advance with facing rejection and hard work.

Face-to-face 98

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

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

JULY 21, 2019

Author: Lauren Boutwell As the field of sales enablement has evolved and matured, so, too, have its supporting technologies. Accordingly, video coaching has become a popular tool for driving readiness in sales organizations of all sizes and across industries. Example queries might be: “How would you message this product to Persona X?”

Coaching 241

Coaching Video Hiring Trade Show 241

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

Sales and Marketing Management

OCTOBER 26, 2020

Author: Mark Kovac, David Deming and Sushant Khandelwal Virtual selling in business-to-business markets, often associated with inside sales, has carried a bit of a stigma within field-dominated sales organizations. Myth 1: Field sales reps sell primarily in person. Myth 1: Field sales reps sell primarily in person.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Steven Rosen

JANUARY 31, 2023

APR is a time-consuming process for the sales leadership team. To supercharge your leaders, sales executives can leverage the annual performance review to focus on and invest in creating robust leadership development plans. Creating Powerful Development Plans It’s the annual performance review (APR) time again.

Sales Leadership 293

Sales Leadership Policies Coaching Consumer 293

Pipeliner

JANUARY 16, 2025

In a recent episode of the expert interview series hosted by John Golden and guest Walter Crosby , a seasoned sales coach and founder of Helix Sales Development, delved into the intricate challenges of hiring, finding, and retaining top sales talent.

Hiring 104

Hiring Sales Talent Video Lead Scoring 104

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

Sales and Marketing Management

FEBRUARY 25, 2020

As an example, a highly precise reward could be a $50 Amazon gift card or $500 cash. 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.

Incentives 323

Incentives Incentive 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

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

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

Understanding the Sales Force

NOVEMBER 10, 2023

And “We don’t know what we don’t know about sales” is a true statement in most companies. The Example Salespeople (anyone, with any title, whose primary role is selling) don’t know about their own skill gaps and blind spots. It’s no wonder the average tenure of a Sales Leader is only 18 months.

Company 220

Company Hiring Scale Forecasting 220

Hubspot Sales

JANUARY 14, 2025

Have you ever wondered what sets top sales performers apart from the rest? All sales champions employ specific strategies and have particular mindsets that allow them to constantly drive deals forward. Table of Contents: What is a sales champion? How to Attract and Engage a Sales Champion Want to Seal a Deal?

Data 111

Data Hubspot Negotiation B2B 111