Sales and Marketing Management

JANUARY 10, 2018

Author: Michelle Vazzana, CEO, Vantage Point Performance Frontline sales managers have a difficult job. In fact, we think they have the hardest job in any sales organization. Despite the varied and intense demands put on sales managers, they are given relatively little guidance or training on how to actually do their job.

Sales Management 233

Sales Management Face-to-face Pipeline Research 233

Steven Rosen

MAY 4, 2017

Sales Leaders’ Guide to Developing an Awesome Sales Management Team. Do you want to develop an awesome sales management team? Sales leaders have several options to achieve and exceed their sales numbers. Annually spending by companies: Sales training $20 billion on sales training.

Sales Management 276

Sales Management Hiring ROI Coaching 276

Steven Rosen

JUNE 3, 2020

Unleash the 10X Factor to Close the Sales Gap. Do you want to close the sales gap? Now is the time to get sales on track. Even though we are still social distancing and face to face selling may not resume until 2021, you are still responsible for sales results. Doing nothing is not an option!

Sales Leadership 394

Sales Leadership Closing Face-to-face Call-back 394

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

Steven Rosen

OCTOBER 2, 2020

Sales organizations have had to adjust how they prospect, sell, and interact with customers and each other. . Of course, different industries face different realities. . However, there are two fundamental activities that successful sales organizations have been able to continue doing despite COVID. Virtual Selling.

Coaching 282

Coaching Face-to-face Selling Skills Call-back 282

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

JANUARY 18, 2021

However, this technology is taking you away from what is critical – delivering on your sales objectives. With the added challenges your reps face with adapting and mastering virtual selling, your primary goal is to be focused on helping them succeed. Many sales leaders I have spoken with are not focused on the fundamentals.

Face-to-face 379

Face-to-face Sports Energy Objections 379

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

Steven Rosen

AUGUST 2, 2021

As part of their role, sales leaders set the direction, create the culture, hire, develop, and retain top sales professionals, aiming to create an environment that facilitates success. Sales leaders that have their sales force operating at peak performance have the greatest chance of achieving their objectives.

Hiring 424

Hiring Comparison Face-to-face Objections 424

Steven Rosen

MAY 1, 2024

He shares insights on managing high-performing sales reps, emphasizing the need to understand their drivers and view their challenges as positive. Key Takeaways: Transitioning from a player-coach to a sales leader requires letting go of old muscle memory and embracing new behaviors and responsibilities.

Video 296

Video Face-to-face Coaching Sales Management 296

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. Maybe you want to be a sales manager, or if youre a manager, you want to be a director or VP of sales. To-Do Goals These are experience goals.

Face-to-face 98

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

Understanding the Sales Force

OCTOBER 19, 2024

My latest sales epiphany happened while I was watching Friday’s American League Championship Series game between the Yankees and the Guardians. And that’s when it hit me as if I was hit in the face by a 95 MPH fastball. And because this is my brain, this article is actually about sales, not baseball! This is huge!

Epiphany 188

Epiphany Real Estate Face-to-face Coaching 188

Steven Rosen

FEBRUARY 23, 2022

5 Ways top sales managers become a sales coach! Sales coaching is the most important sales management activity for driving sales performance. Unfortunately, most managers haven’t been taught how to properly coach their staff. Ask Effective Questions. No one wants to be told what to do.

Sales Coaching 433

Sales Coaching Coaching Hiring Face-to-face 433

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

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. Businesses can and will go more digital, but with a lack of face-to-face meetings, there can be an effect. Encouraging the Team Through Changing Sales Climates. and the U.K.

Face-to-face 302

Face-to-face Hiring Lead Rank Lead Scoring 302

Steven Rosen

MARCH 23, 2022

5 Sales Manager Coaching Blunders. Sales coaching is the No. 1 management activity that drives sales performance. The only problem is that managers have not been taught how to coach effectively. Do You Want To Increase Sales Performance? ” As a sales manager , you probably were a top sales rep.

Coaching 156

Coaching Sales Management Face-to-face Sports 156

Steven Rosen

FEBRUARY 2, 2017

HBR quotes a survey where more than 400 global CEO’s found that business execution excellence was the number one challenge facing corporate leaders. Before we get into the reasons why companies fail to execute, let’s agree that most companies fail to execute and that execution is a highly critical issue that companies face.

Face-to-face 326

Face-to-face Survey Sports Follow-up 326

SBI Growth

JANUARY 8, 2024

Sales leaders today face a common problem: how to drive increased productivity from their sales teams. Let’s dive into the four strategies to do this. Let’s dive into the four strategies to do this.

Revenue 156

Revenue Strategy Sales Management Face-to-face 156

Adaptive Business Services

JANUARY 29, 2025

Theres a new breed of sales managers who are succeeding by serving their sales people. They are putting their sales people first and, in turn, their sales people are taking care of their customers resulting in long term, successful sales. This is the toughest part of the sales team-building process.

Sales Management 62

Sales Management Construction Study Lead Rank 62

Zoominfo

JULY 12, 2021

Business leaders depend on the conversations that sales reps are having with prospects to grow their pipeline and stoke their go-to-market engine. Many companies lack easy access to valuable insights that inform sales conversations in real time. Fast-Track Sales Enablement. What’s missing from these and other interactions?

Face-to-face 264

Face-to-face Intent Data GoldMine Lead Rank 264

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 3: Only small deals or accounts are appropriate for virtual sales.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. The shift to less face-to-face interaction with customers and prospects isn’t a 2020 development.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Steven Rosen

APRIL 18, 2022

The 3 most important questions that we need to address when making hiring decisions for a sales position are: Can the candidate effectively sell virtually? Unfortunately, most sales organizations have not adapted their hiring process to identify top performers in the post-COVID reality. Traditional Hiring Challenges. 1: Fit Interview.

Hiring 367

Hiring Lead Rank Retention Face-to-face 367

Steven Rosen

SEPTEMBER 20, 2022

BOLD Sales Leaders will perform best in a rapidly changing environment. It is not the most competent or the smartest sales leader that will survive, but rather the sales leader that is BOLD and can adapt to change will thrive. I don’t care if you are the head of sales or a front-line sales manager.

Sales Leadership 295

Sales Leadership Face-to-face Follow-up Coaching 295

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 3, 2018

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. They need to determine which groups of leaders can benefit the most from executive sales coaching. Why Executive Sales Coaching .

Sales Coaching 320

Sales Coaching Coaching Hiring Face-to-face 320

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! Nothing is more of a Red Flag to a potential hiring manager than instability of employment. Less is more.

Hiring 241

Hiring Face-to-face Gatekeeper Decision Maker 241

Steven Rosen

MARCH 2, 2017

When I coach sales managers on how to get the best out of their team, I realize that not all top performers are the same. Performance is not just about hitting sales numbers but how we do it. When it comes to evaluating the sales rep, overall performance companies will look at sales performance and values and behaviors equally.

Energy 275

Energy Comparison Face-to-face Sports 275

Sales and Marketing Management

MAY 28, 2018

Author: Cristina Gomez The war for top-performing sales talent has begun. By 2026, the number of open sales positions is projected to grow by more than 3 percent , putting the pressure on sales leaders and HR teams to attract top talent. The lack of parity in sales is not only a fairness issue, it’s a business issue.

Face-to-face 250

Face-to-face How To Salary Quota 250

Steven Rosen

AUGUST 22, 2021

Sales are Down. I always hated having to explain why sales are down. Sales executives and managers have no shortage of challenges. I faced challenges when sales were off. One year in February we were already behind budget in sales. Tip #12: Proactively Manage your Boss When Sales are Down.

Cancellation 245

Cancellation Face-to-face eBook Follow-up 245

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. The effectiveness of traditional methods like phone calls and face-to-face meetings remains significant.

Sales Management 113

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

SBI Growth

SEPTEMBER 30, 2024

Understanding what motivates a sales team is a significant challenge faced by sales managers. Typical sales teams often span three or even four generations, each shaped by unique experiences and values.

Motivation 177

Motivation Face-to-face Sales Leadership Sales 177

Sales and Marketing Management

DECEMBER 20, 2017

As sales organizations look to succeed in 2018 and beyond, they need to stay abreast of important trends that will impact how – and how successfully – their reps sell. Sales teams better adapt to millennial "movers". In the year ahead, sales enablement functions will address this reality with a multipronged approach.

Sales Enablement 228

Sales Enablement Face-to-face Hiring Scale 228

Steven Rosen

APRIL 3, 2018

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 . The group that I have had the most experience with is sales leaders. What is Executive Sales Coaching?

Sales Coaching 160

Sales Coaching Coaching Hiring Face-to-face 160

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