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New Data: The Top 5 Unacceptable Sales Performance Findings

Understanding the Sales Force

I read the majority of the reports, studies, white papers, and books related to sales development because others in the field might stumble onto a trend, an insight or a statistic of which I was not aware. That’s why I downloaded Xactly’s 2025 Sales Compensation Survey.

Data 227
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3 Deadly Sales Management Mistakes

MTD Sales Training

The loyalty and dedication your sales team has in following you, is fragile and it does not take much to lose their respect. Below are three sales management blunders that you must avoid. #1. There are often times when you need to criticise or correct a sales person’s actions. Then report back at a later time. #3.

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Top 5 Sales Management Best Practices

Understanding the Sales Force

They are not the 5 that most sales managers spend their time on, so let's begin with the sales management practices that most sales managers actually spend their time on. Authors ask (in this case sales managers) how they spend their time. Creating, reading and distributing reports.

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Do the Best Sales Managers Have the Best Salespeople?

Understanding the Sales Force

I dug into a subset of data from Objective Management Group's (OMG) evaluations of the salespeople who report to more than 15,000 sales managers to determine whether the best sales managers actually have the best salespeople. What happens when we ask the same questions about weak leaders?

Hiring 240
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7 Must-Have Automated Documents for Sales Success

Learn why automating your documents is key to sales success. Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation.

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Sales Leaders’ Guide to Developing an Awesome Sales Management Team

Steven Rosen

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.

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What Your Sales Manager Doesn’t Know

No More Cold Calling

In a report by The TAS Group, “ The Key Role of the Sales Manager ,” researchers found that managers only spend 37 percent of their workdays on leadership activities like: Planning—15%. Reporting to management—12%. Otherwise, save your company some money and don’t even bother. People development—11%.