SBI Growth

JANUARY 9, 2013

Create the courseware for developing sales leaders. Courseware for sales leaders should provide instruction and application. There are many areas of knowledge sales leaders need. Sales management topics cover a very broad base of topics to know. Don’t overwhelm a new Sales leader with 40+ simultaneous courses.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

SBI Growth

AUGUST 22, 2013

Scenario - the candidate is provided with an instruction package that includes the background information on fictional sales opportunity. The task is to create and deliver a winning sales presentation. Questions - after studying the package, the candidate is allowed to ask 5 clarifying questions about the sales opportunity.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

SBI Growth

FEBRUARY 15, 2013

If your sales team has lost a big deal recently, this article is for you. The most troublesome loss is one the sales team virtually guaranteed. I recently spoke with a sales manager about a big deal one of his reps lost. As we continued our dialogue, the manager told me the rep: Conducted a Client Discovery Session.

Call-back 282

Call-back Guarantee Exercises Follow-up 282

Hubspot Sales

DECEMBER 30, 2020

If sales is a journey, your strategic plan is the roadmap you'll provide your team to help them reach their destination. It is one of the most important activities you will ever do as a sales manager because, without it, your sales team will have no direction and no instruction manual to follow in order to achieve their targets.

Sales Management 137

Sales Management Hiring Buyer Persona Exercises 137

SBI Growth

DECEMBER 23, 2012

Sales processes are almost always designed inward out. A group of sales managers and reps get together and determine how they think they should sell. They cobble together activities that occur during a sale. Sales assigns arbitrary metrics to the various stages of the process. The present are opportunities.

Forecasting 316

Forecasting Sales Forecasts Top of Funnel Proposal 316

The Pipeline

AUGUST 14, 2013

I have had more than one rep tell me that they in fact have two forecasts, one they share, and the other is their own secret stash of opportunities. Sure some of this is a result of a poor pipeline and opportunities to forecast, but the root cause is the same. They care less about contributing, than covering their ass.

Scale 293

Scale Forecasting Call-back Account 293

SBI Growth

FEBRUARY 1, 2013

You have 15-25 years of experience starting as a sales rep. You became a Sales Manager, followed by a Sales Director. You deserve credit for the value you create in the sales force. Sales leaders need to reshape the definition of market value. This exercise will give you evidence to what you are worth.

Hiring 293

Hiring Compensation Promotion Territories 293

Anthony Cole Training

MARCH 5, 2013

Predicting sales success is something that many companies attempt to do, but they still struggle with forecasting accuracy. Why is it that I continue to hear about sales people not putting data into the software? Why are sales people not updating opportunities, not putting information in until the sale is made?

ROI 211

ROI Pipeline Report Sales Cycle 211

MTD Sales Training

FEBRUARY 10, 2012

Sales people can find a plethora of tips and tricks on closing sales, and sales managers can easily locate information on how to find good sales people to work with. Yet, there is not a lot of information for the sales person on how to find a good company to work with. MTD Sales Training.

Company 269

Company Commission How To Travel 269

Sales and Marketing Management

MARCH 8, 2019

Sales skills like how to have a good discovery call, pricing and negotiation is like physical exercise – you need to learn the techniques from subject matter experts (SMEs) and then practice repeatedly to gain muscle memory. Part of that is mixing it up so it’s not staid and the exercises are not too easy.

InsideView 223

InsideView Scale Exercises Call-back 223

Jeffrey Gitomer

JUNE 14, 2011

NOTE: Often at a business networking event everyone’s trying to sell – you gotta be able to wear either the buyer or seller hat, and listen for your opportunity. Places where you frequent and know the owners and managers. Exercise and network. I work for a large company with a large sales force. Sales Videos.

Networking 325

Networking Hiring Trade Show Social Media 325

SBI Growth

FEBRUARY 18, 2014

Most sales managers do not identify the key metric for onboarding success. A sales manager should define a set of onboarding activities that drive the right selling behavior. Ensure that the onboarding process is not a passive exercise that can be shirked. Marketing / Demand Generation Campaigns / Lead Management.

Hiring 202

Hiring How To Buyer Persona Demand Generation Targets 202

Zoominfo

AUGUST 11, 2021

No business can survive for long without a healthy sales pipeline. It’s what keeps your sales team organized and focused on managing opportunities to close deals. Unfortunately, many B2B organizations suffer from ineffective sales pipeline management. No one follows up with promising opportunities.

Pipeline 217

Pipeline Closing Sales Qualified Lead Top of Funnel 217

Allego

FEBRUARY 27, 2025

Active Practice Sales reps reinforce their skills by applying knowledge in real-world sales scenarios, such as role-playing exercises, simulated customer interactions, and live calls. Reps struggle to translate knowledge into action without opportunities to apply their learning in real time.

Training 62

Training Hiring Retention Exercises 62

Pointclear

APRIL 23, 2013

And you’re not the only party doing the qualifying—your prospect is going through a similar exercise throughout their buying decision process. Effectively, you need to requalify opportunities at every stage in the pipeline using well-defined and increasingly stringent criteria. The Role of Management. Parallel Thoughts.

Sales Forecasts 191

Sales Forecasts Forecasting Guidelines B2B 191

BrainShark

AUGUST 15, 2023

Sales role play exercises are one of the tried-and-true approaches that sales teams use to help reps practice and prepare for real-world buyer interactions. Now that many sales organizations are permanently adopting hybrid and remote work, there’s been a shift from in-person to virtual coaching sessions.

Exercises 62

Exercises Ideal Customer Profile Buyer Persona Decision Maker 62

Anthony Cole Training

JANUARY 3, 2013

There have been moments in sales training sessions and when working with sales managers I have made a better clarifying statement about this ONE thing for success in selling. You see Steve loved to do all the exercises that built his upper body into a massive block of muscle. Effort was not the issue.

Face-to-face 172

Face-to-face Sales Qualified Lead Exercises Pipeline 172

Allego

JANUARY 9, 2025

Continuous learning is vital for MedTech sales reps to stay ahead in regulated industries. Ongoing training also provides opportunities to reinforce best practices and refine techniques. Leveraging Technology for Impactful Learning Modern technology is a game-changer for sales certifications.

Hiring 62

Hiring Marketing Exercises Scale 62

Nutshell

MARCH 11, 2019

Adjusting to a new sales manager can be difficult, especially if the last person in charge was well-liked by the team. If you’ve been promoted to a manager position from within your organization, you might even encounter some jealousy or hostility from your former peers on the sales floor.

Hiring 103

Hiring Sales Management How To Promotion 103

Mr. Inside Sales

MARCH 27, 2017

Sales management has always been a balancing act between supporting people to achieve more, and pushing them to go beyond what they think they are capable of. Managers who do this frequently lose their ability to direct their teams because they are afraid of exercising authority for fear of alienating their team members.

Exercises 120

Exercises ACT Promotion Motivation 120

LeadFuze

MAY 17, 2021

What is a Sales Manager. A sales manager is a person that’s responsible for building, leading, and managing a sales team within an organization. . A sales manager will work closely with managers of other departments, as well as communicate with prospects and customers on a regular or semi-regular basis.

Paid Content 98

Paid Content Sales Management Hiring Lead Rank 98

Anthony Iannarino

DECEMBER 31, 2019

Today’s post, as you have already discerned, is about the resolutions you should make as a sales leader (and if you are a sales manager, you are by definition, a sales leader). Here are six gigantic resolutions a sales manager must make to reach their goals and lead with purpose.

Sales Management 75

Sales Management Exercises Lead Rank Lead Scoring 75

Allego

OCTOBER 15, 2024

Role-playing exercises can help here. Create coaching exercises that emphasize patience and authenticity. This turns objections into opportunities to reinforce the value of the solution. Coaching reps to reframe objections with empathy can be achieved through role-playing exercises.

Consultative Selling 62

Consultative Selling Lead Scoring Lead Rank How To 62

Crunchbase

AUGUST 16, 2022

This article explores what a sales coach does. It covers how an effective sales coach can take a good or even mediocre sales force and make it great. What does a sales coach do? When examining what a sales coach does, it is helpful to look at what they don’t do. First, sales coaches are not sales managers.

Coaching 93

Coaching Sales Management Company Hiring 93

Anthony Cole Training

JULY 17, 2012

We often talk about priorities in our training sessions for both sales people and sales managers. For sales people, the ONLY "A" priority is prospecting. For sales managers, it's coaching. We have an opportunity to live in a time of great minds that help us become the best versions of ourselves.

Exercises 175

Exercises Influencer Energy Maximizer 175

Highspot

JANUARY 23, 2025

By using these skills, sales reps can build stronger relationships and perform better overall. Common training techniques include interactive workshops, role-playing exercises, and ongoing coaching. As a result, sales managers can quickly upskill or reskill their teams, while saving time and resources.

Training 52

Training Negotiation Exercises Proposal 52

Pipeliner

SEPTEMBER 15, 2020

Perhaps more than other more average fields, you really need virtues in sales management. The bottom line: if you don’t clearly understand how a sales manager needs to be poised for the future, you reduce the chances of creating value and growth. The need for courage comes into play all throughout a sales manager’s job.

Sales Management 75

Sales Management Hiring Biotechnology Call-back 75

Anthony Cole Training

JUNE 11, 2013

Over the years, I have found some very common responses to our sales and sales management training programs. Our standard operating procedure of beginning our work with a client is to evaluate their sales organization. Once you finish this process, do the same thing - the same exercise - with your sales people.

Buying Cycle 190

Buying Cycle Education Objections Insurance 190

Sales and Marketing Management

MAY 1, 2017

Author: Erica Abt One of the most common complaints of frontline sales managers is employee turnover. After pouring loads of time and effort into onboarding, coaching, and engaging sellers on their team, frontline managers feel defeated when they hear “I’m leaving.” No opportunities to get promoted.

Lead Rank 136

Lead Rank Lead Scoring Compensation Retention 136

Highspot

OCTOBER 29, 2024

Sales coaching is one of the many key responsibilities of a sales leader and is one of the most effective ways to increase sales performance across your team. In fact, 65% of high-impact sales organizations (75% or more of reps achieving quota) report that sales managers spend 20% or more time coaching.

Coaching 64

Coaching Sales Coaching Face-to-face ACT 64

SalesFuel

JUNE 20, 2024

So, to rank sales tips for success, positivity must be close to the top. However, I have had an insecure sales manager who compensated by micromanaging and surveilling which made the team feel distrusted. Why else did he schedule mandatory sales meetings on Monday mornings and Friday afternoons?

Positioning 105

Positioning Hiring Exercises Compensation 105

The Pipeline

JANUARY 22, 2015

Reps are rarely truly prepared and while this is not excusable, it is usually because they feel that regularly these are a CYA exercise their managers go through. The other subtexts is about coaching “Great coaching opportunity”, but is it. Examine how many new (real) opportunities are in the pipeline this week over last.

Pipeline 120

Pipeline Sales Qualified Lead Coaching Exercises 120

Hubspot Sales

JULY 11, 2019

That number shrank to just 4% with companies earning 101 or more opportunities each month. Enter, the sales operations manager. Sales operations exists to help the team use technology effectively, implement training exercises, align sales and marketing, set territories, evaluate compensation plans, and more.

Hiring 141

Hiring Salary Commission Sales Operations 141

Zoominfo

OCTOBER 19, 2022

All I remember is running around the office in celebration when one of the sales development representatives (SDRs) on my team booked their first meeting. At that moment, reveling in victory, I realized the most critical element of sales management: People. The purpose of this exercise is to: Align expectations.

Revelation 130

Revelation Sports Objections Motivation 130

Steven Rosen

MARCH 1, 2024

Role-playing exercises and shadowing successful reps can offer practical, hands-on learning opportunities. 3- Understanding the Ideal Client Profile Identifying and understanding the ideal client profile allows sales reps to focus their efforts on prospects with the highest likelihood of conversion.

Pipeline 120

Pipeline Coaching Revenue Sales Qualified Lead 120

Hubspot Sales

MAY 5, 2020

For many leaders, when we hear the term remote sales management, our blood pressure starts to rise. Sales teams are hard enough to manage already, let alone remotely.". From my experience, training initiatives historically have manifested in three key areas: SKOs (Sales Kick-Offs). There is no need to fear.

Inside Sales 134

Inside Sales Sales Enablement Face-to-face Call-back 134

Hubspot Sales

OCTOBER 9, 2019

So, how can you improve your sales skills? Below, you'll learn how to develop your sales skills and improve your performance on your team. Attend sales training. Sales training and professional development opportunities can keep your skills fresh. There are several roleplay exercises your team could try.

Film 144

Film Hubspot Sales Cycle Lead Rank 144