Sales and Marketing Management

JANUARY 2, 2019

Author: Brad Wilsted Note: This is part 2 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. What does great front-line sales management actually look like?

Hiring 224

Hiring Sales Management Territories Outsourcing Services 224

Steven Rosen

APRIL 18, 2022

Despite good interviewing skills, many sales managers are guilty of making the following hiring mistakes: Hiring people they like. Do your sales managers have the tools and processes to systematically identify top sales performers from those who are pretenders? Settling for mediocrity to fill the vacancy.

Hiring 367

Hiring Lead Rank Retention Face-to-face 367

SBI Growth

DECEMBER 27, 2012

Agile is an iterative method that allows you to test solutions with user groups. Who Uses Agile - Assemble a small project team (1 Director, 2 Managers 3-4 reps). The way you use Agile starts by grouping the two main process areas you control: Opportunity Management—converting opportunities into customers.

Groups 324

Groups Follow-up Retention Examples 324

Hubspot Sales

MARCH 23, 2020

Sales groups on social media. Virtual sales groups give reps the opportunity to connect with other career-driven sales professionals from around the globe, empowering you to learn new skills from other salespeople who may not be in your immediate area. Sales Groups on LinkedIn. Sales Best Practices.

Social Media 22

Social Media Groups Networking Media 22

The Pipeline

NOVEMBER 11, 2013

Many sales managers are in the wrong job, and for the wrong reasons, the intentions may have right, even noble, but outcome serves neither in individuals in question, the companies and customers. This group were good, not always great reps, they’ve around long enough, and when an opening presents itself, they are promoted to manager.

Hiring 285

Hiring Lead Scoring Lead Rank Sales Leadership 285

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. In addition, customization targets specific groups of reps.

Training 118

Training Hiring How To Retention 118

SBI Growth

DECEMBER 22, 2012

Don’t overlook titles/roles that may be a Sales candidate. For example, if you are looking for a Sales Rep, don’t ignore Sales management or consultant roles. Recommendations (of others and from others) – Those recommended by your Sales employee could be candidates. Work on the A list.

Hiring 275

Hiring Territories LinkedIn Groups 275

Steven Rosen

JUNE 20, 2021

Peer Group Discussion and Coupled with Leadership Coaching Will Pump you Up! Sales leaders need to remember that they, too, must regularly upgrade their leadership skills. The most effective ways are networking with a peer group of like-minded sales leaders who face similar challenges and utilizing a sales leadership coach.

Sales Leadership 234

Sales Leadership Face-to-face Networking Travel 234

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. There simply wasn''t any sales management and the coaching they received was consistent.

Case Study 291

Case Study Study Lead Rank Lead Scoring 291

Understanding the Sales Force

NOVEMBER 7, 2013

The article said that in June, "the number of jobs in sales and related occupations jumped a whopping 445,000 to a four-year-high of 15.8 Not only that, our company, Objective Management Group , will need to change it''s BHAG from 14 million to 16 million salespeople evaluated! That''s in the USA alone.

Hiring 250

Hiring Inbound Trends Positioning 250

SBI Growth

NOVEMBER 17, 2013

Competence : Sales ops teams have the right people to get the job done. Often, sales, finance, marketing and IT professionals all converge in this group. Great sales ops leaders orchestrate these resources like no one else. As a leader, you’re wondering what’s keeping you from getting more from this group.

Company 296

Company Hiring Buyer Persona Maximizer 296

Understanding the Sales Force

APRIL 14, 2014

Some of them are marketers who, in order to push their applications, must convince you that marketing can handle both finding and closing sales - all via the internet. Those Bloggers too must convince you that traditional sales is on its way out the door in order to get you to buy their services.

Top of Funnel 255

Top of Funnel Inside Sales Conference Webinar Metrics 255

Steven Rosen

MAY 9, 2018

Source: Objective Management Group , Dave Kurlan. Based on these statistics the answer is: Sales managers are not sales coaching! Alarm bells should be going off in every sales organization. In my article I want to share my thoughts on the following: Why are sales managers not coaching ?

Coaching 251

Coaching Sales Coaching Objections Sales Management 251

Understanding the Sales Force

JULY 8, 2014

Are there sales versions of this? Do you have salespeople who are putting in long hours, but don''t generate enough business in relation to the time invested? Statistically, about 30% of the 750,000 salespeople who Objective Management Group (OMG) has evaluated, aren''t trainable. Everything is relative.

Top of Funnel 252

Top of Funnel Proposal Coaching Networking 252

Sales Gravy

DECEMBER 4, 2023

On this episode of the Sales Gravy Podcast, I dive into part two of my conversation with sales leadership expert Mike Weinberg on what new sales managers need to do to get off to a successful start. He credits Mary Gardner, the Area Vice President of his group, for fundamentally shaping his approach to sales leadership.

Sales Management 115

Sales Management Sales Leadership Coaching Selling Skills 115

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

Hubspot Sales

MAY 29, 2019

So you’ve just been promoted to sales manager -- congratulations! In your first three months as a manager, you’ll have to learn an entirely new set of processes -- some related to sales, some not. Scale your own management process. Good luck, and happy managing! Assess your strengths as a manager.

Sales Management 141

Sales Management Hiring Forecasting Pipeline 141

Understanding the Sales Force

APRIL 3, 2014

Most of the sales bloggers don''t touch on rejection but when it does comes up, it''s usually in the context of fear, as in fear of rejection. Objective Management Group (OMG) measures something a bit different; difficulty recovering from rejection. The increasing likelihood of a sale. Rejection is relative.

Face-to-face 219

Face-to-face Decision Maker Call-back Inbound 219

Understanding the Sales Force

JULY 22, 2014

With all of that information about their past, how can you possibly gauge potential when hiring for your sales force? Objective Management Group (OMG) has three candidate assessments that provide companies with exactly that for sales, sales management, and sales leadership (VP/Sales Director).

Hiring 243

Hiring Decision Maker Construction Incentives 243

SBI Growth

SEPTEMBER 23, 2012

Since more buyers are using the web for self-education and networking, Sales Reps should be in the mix. That means using LinkedIn, Google+, and other communities to identify, pursue, educate and relate with potential buyers. This is also a good time to update your Sales Leader development program.

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

Hubspot Sales

SEPTEMBER 30, 2024

Neglecting Trust and Relationship-Building Michele Potts , Director at Zoe Communications Group , says, "Sales is about building trust, instilling confidence, and making it easy for prospects to say yes. Sales representatives should be friendly while interacting with target customers or clients.

Social Selling 108

Social Selling Social Media Media Networking 108

Sales and Marketing Management

MAY 7, 2018

Author: Bob Junke Recently, I had the honor of being asked by the Sales Enablement Society (SES) to offer my definition of sales enablement as an alternative to the one the SES Definition Working Group came up with. Defining sales enablement is important. The result is a buyer-centric approach to sales enablement.

Sales Enablement 192

Sales Enablement Hiring Compensation Buyer 192

Understanding the Sales Force

MARCH 11, 2014

Understanding the Sales Force by Dave Kurlan Yesterday, I spoke at the Sales 2.0 First, I would like to relate a story about the taxi ride from the airport to the Ritz Carlton. It was terrific to share our common beliefs and alignment on sales process. Conference in Philadelphia. More about that in a minute.

Conference 258

Conference Sales Process Hiring Hotels 258

The Pipeline

MAY 20, 2011

And in my experience ask those questions to find out if you are just a salesperson, and how well will you respond with answers – ie call in your support group. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Tool.

Pipeline 313

Pipeline Twitter Small Business Small Business 313

Zoominfo

DECEMBER 13, 2018

Sales Gravy is an internationally recognized sales training and acceleration firm catering to the career development needs of salespeople and sales leaders. On Jeb’s YouTube channel you’ll find video content related to everything from sales leadership to women in sales. 2. Sales Hacker.

Channels 187

Channels Face-to-face Video Hubspot 187

Zoominfo

FEBRUARY 26, 2018

We offer data solutions to sales teams, marketers, and recruiters—all to help our customers drive profitable business growth. Our B2B blog covers topics related to B2B sales, B2B marketing, and recruiting. If you’re looking to have more productive, informed sales calls, the ExecVision blog is the place to go.

Top of Funnel 206

Top of Funnel Lead Rank Lead Scoring Webinar Metrics 206

Steven Rosen

APRIL 19, 2023

That Is The Question Here is what the data shows: Only 14% are spending enough time coaching* Only 7% are effectively sales coaching* Less than 1% are doing the right kind of coaching and debriefing* Only 68% of sales managers say they spend up to 60 minutes individually coaching their sales reps each week.^.

Sales Coaching 177

Sales Coaching Coaching Objections Sales Management 177

PandaDoc

SEPTEMBER 2, 2020

.” As a modern digital magazine, Sales POP! Our content is aimed at empowering sales leaders, sales management, sales professionals and entrepreneurs to achieve new heights of success. Because every sale starts with a connection. Sales Management Blog. Sales Gravy. Connect2Sell.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Scoring 98

Sales and Marketing Management

OCTOBER 4, 2017

This is true for Marcus, whose first company, MyTennisLessons.com , was born in a dorm room as a way for a group of college buddies to earn extra money, and quickly grew once he and his partners saw the tremendous marketing power that platforms like this can bring in terms of quickly building up a network of providers. Keep costs to join low.

Engineering 227

Engineering Hiring Networking Channels 227

Anthony Cole Training

MARCH 24, 2014

In a previous blog, I talked about my own motivation as it related to my athletic career. Additional Resources: How do I motivate my sales people ? - Why is sales management so damn hard? Take time daily to look for the good things, the progress, and the changes that are taking place that contribute to success.

Motivation 220

Motivation Hiring Sports Compensation 220

MTD Sales Training

DECEMBER 4, 2017

The first thing you need to do is compile a list of keywords related to both your business and the people you are looking to connect with. You can search on keywords related to an industry or job titles. Join Groups And Participate In Discussion. Keyword Searches.

LinkedIn 154

LinkedIn Prospecting Ideal Customer Profile Decision Maker 154

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

Zoominfo

FEBRUARY 26, 2018

We offer data solutions to sales teams, marketers, and recruiters—all to help our customers drive profitable business growth. Our B2B blog covers topics related to B2B sales, B2B marketing, and recruiting. If you’re looking to have more productive, informed sales calls, the ExecVision blog is the place to go.

Top of Funnel 170

Top of Funnel Lead Rank Lead Scoring Webinar Metrics 170

Sales and Marketing Management

JULY 19, 2018

If you’re in sales then you have likely seen “Glengarry Glen Ross.” Alec Baldwin’s iconic turn as a fire-breathing sales manager delivers the most anti-motivating motivational sales speech in movie history. In other words, tasks tailor-made for an AI sales assistant.

Sales Qualified Lead 185

Sales Qualified Lead Lead Rank Lead Scoring Leads 185

Sales and Marketing Management

APRIL 16, 2018

If you’re a manager in charge of one person, or a team of salespeople who aren’t pulling their weight, the pressure to offer a solution can be intense. But too many sales managers make the mistake of starting with the negative. Only if you really relate to them will you be able to understand where the problem stems from.

Motivation 198

Motivation Journal Face-to-face Construction 198

SalesFuel

APRIL 24, 2024

How To Identify A Stalled Sale It’s important that you can tell when a sale has stalled out. Sales Acceleration Group notes that reps often think a stalled sale is simply at a slow stage in the funnel. This deal requires a buyer group's approval, and they won’t meet any time in the near future.

Hiring 116

Hiring Top of Funnel Sales Qualified Lead Face-to-face 116

The Pipeline

MARCH 20, 2018

” This last one has always amused me, ask a group of ten salespeople about the 80/20 rule, and they all buy in, even while knowing that only two of them can on the right side of the line. The 80 percent take this as a cue to ask questions relating to the pain, needs, and other things these buyers are immune to. The Question.

Face-to-face 205

Face-to-face Quota Buyer Objections 205