Sales and Marketing Management

APRIL 30, 2018

Davis Excellent sales managers aren’t made overnight. As a manager, you’re always learning and growing along with your sales team. Every team member has a unique reaction to your management style, and it takes a great manager to navigate all those unique situations and relationships. Author: Kevin F.

Sales Management 268

Sales Management Hiring Motivation Construction 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 194

Coaching Hiring Scale Sales Leadership 194

Understanding the Sales Force

JANUARY 7, 2019

The stats show what sales managers are doing but those managers are largely uninformed. John Pattison, Objective Management Group's COO, mined some data on salespeople who report to sales managers. I was appalled by what I saw.

Sales Management 226

Sales Management Report Groups Objections 226

Sales and Marketing Management

OCTOBER 22, 2018

From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. There is a direct and compelling link between frontline sales manager effectiveness and topline revenue performance.

Sales Management 218

Sales Management Hiring Compensation Scale 218

Understanding the Sales Force

NOVEMBER 7, 2022

Pivoting to sales, and staying with correlations and KPI's, could there be one between how sales managers spend their time and why so few salespeople hit quota? There was a clear correlation between 4 baseball KPI's and the outcome of the World Series.

Quota 284

Quota Sales Management Coaching Pivotal 284

Steven Rosen

AUGUST 2, 2021

The Fearless Sales Leader. Fearless sales leaders know that business success is defined as achieving an objective or goal. Sales leaders are accountable for making the company’s sales objectives and sales objectives equal success. Sales leaders believe it is their job to develop their sales managers.

Hiring 424

Hiring Comparison Face-to-face Objections 424

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

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

AUGUST 20, 2023

Group Coaching Inside Sales Reps In sales leadership, fostering a culture of continuous learning and feedback is paramount. By group coaching inside sales reps, you can tap into the power of collective insights can pave the way for a more informed and cohesive sales team.

Inside Sales 156

Inside Sales Groups Coaching Construction 156

Sales and Marketing Management

JUNE 22, 2018

Author: Kevin McGirl Sales managers have a tough job. A good sales manager needs to stay on top of their game at all times, and ensure that their team is focused, efficient and most importantly, profitable. Success in sales demands quick reflexes. It requires patience, agility, and a lot of motivational guidance.

Sales Management 196

Sales Management B2B Fashion Call-back 196

Understanding the Sales Force

FEBRUARY 25, 2024

Because sales managers are not coaching – still – at least not consistently or effectively. It’s simply incomprehensible that sales managers aren’t picking up the clue phone. It’s simply incomprehensible that sales managers aren’t picking up the clue phone.

Coaching 347

Coaching Guidelines Margin Incentives 347

Understanding the Sales Force

JANUARY 31, 2025

Kurlan & Associates earned the Diamond Award, the highest level of recognition from Objective Management Group, for its 2024 performance. The post OMG Names Kurlan a Diamond Award Winner for 2024 appeared first on Kurlan & Associates, Inc.

Hiring 177

Hiring Groups Objections Sales Management 177

Steven Rosen

APRIL 3, 2018

The What, Why, How, and When of Executive Sales Coaching. 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 . What is Executive Sales Coaching?

Sales Coaching 320

Sales Coaching Coaching Hiring Face-to-face 320

Anthony Cole Training

JANUARY 25, 2024

The dream of every dedicated sales leader and the key to achieving sales team excellence is understanding what drives and inspires their people to perform at their highest potential. What are the competencies and behaviors of those leaders who seem so talented at helping others achieve their very best?

Motivation 288

Motivation Exact Groups Objections 288

Sales 2.0

NOVEMBER 12, 2012

I interviewed sales manager, sales person, sales trainer and all around smart guy Jorge Soto. I asked Jorge about how he uses Sales 2.0 Jorge, I know you are a fan of Sales 2.0 You are running a sales/biz dev effort now. What are your main goals in this role and how are you applying Sales 2.0

Hiring 384

Hiring Jigsaw Social Media Cold Calling 384

Understanding the Sales Force

JULY 10, 2014

Understanding the Sales Force by Dave Kurlan Can you name 10 Core Competencies of a great salesperson? For the past 20 years, every Objective Management Group (OMG) sales force evaluation and sales candidate assessment has been tied to 21 Sales Core Competencies. They are marketing themselves.

Top of Funnel 310

Top of Funnel Social Selling Funnel Sales Cycle 310

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. Confidence Confidence in sales is a necessity.

Sales Management 139

Sales Management Hiring Promotion Motivation 139

Understanding the Sales Force

NOVEMBER 13, 2018

94% of sales managers are optimistic about their salespeople. Objective Management Group's (OMG's) findings from the evaluations and assessments of 1.8 Objective Management Group's (OMG's) findings from the evaluations and assessments of 1.8 Unfortunately, a lot of sales managers choose the second option.

Hiring 306

Hiring Quota Objections Coaching 306

Anthony Cole Training

JANUARY 13, 2023

Today I will cover one of the ways we at Anthony Cole Training Group, LLC coach sales managers to help them coach their salespeople to have more and better initial sales calls: Your USA! USA is the terminology we use at Anthony Cole Training Group as part of our Effective Selling System (ESS).

Company 228

Company Coaching Groups System 228

Steven Rosen

APRIL 3, 2018

The What, Why, How, and When of Executive Sales Coaching. 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 . What is Executive Sales Coaching?

Sales Coaching 160

Sales Coaching Coaching Hiring Face-to-face 160

SalesFuel

JUNE 16, 2024

Scouller emphasizes the importance of distinguishing between genuine teams and performance groups, particularly at the senior management level. The Concept of Pseudo Teams Pseudo teams are work groups that aspire to be teams but lack a clear goal and focus on unanimity.

Groups 110

Groups Workbooks Lead Rank Hiring 110

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

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

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

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

RAIN Group

AUGUST 13, 2021

Frank Cespedes, senior lecturer at Harvard Business School, discusses his latest book, Sales Management That Works: How to Sell in a World that Never Stops Changing (Harvard Business Press, 2021) in this Q&A with RAIN Group.

Sales Management 128

Sales Management Groups Sales How To 128

RAIN Group

AUGUST 31, 2022

How much control do sales managers have over the performance of their teams? A RAIN Group Center for Sales Research study found that Elite and Top-Performing Sales Organizations prioritize sales coaching significantly more than other organizations, and they have more skilled and motivating sales managers.

Sales Management 116

Sales Management Study Sales Coaching Motivation 116

Understanding the Sales Force

JUNE 24, 2021

Something else we haven't done for quite a while is revisit Objective Management Group's (OMG) sales selection statistics on the percentage of people that are recommended for various selling and sales management roles.

Hotels 274

Hotels Sports Groups Objections 274

Sales and Marketing Management

FEBRUARY 25, 2020

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. So let’s consider two ways recognition can be doled out to a sales team after the effort.

Incentives 323

Incentives Incentive Travel Motivation 323

Steven Rosen

APRIL 18, 2022

Hiring top performers has always been the lifeblood of any sales organization. COVID has changed sales forever. 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? Hiring Top Performers Post-COVID Recovery . Fit Interview.

Hiring 367

Hiring Lead Rank Retention Face-to-face 367

Score More Sales

MARCH 1, 2019

Do you have these five components as a sales manager? It takes much more to be successful, however these five areas make up what Objective Management Group calls the Will to Manage Sales.

Groups 201

Groups Objections Sales Sales Management 201

Janek Performance Group

DECEMBER 20, 2021

If you are a new sales manager, building trust with your sales team is your first challenge. Without trust, progress will be slowed and time is a luxury few new sales managers have. In this article we will outline the key elements of trust and how a new sales leader can build trust within their new sales team.

Sales Management 118

Sales Management Hiring Lead Rank ACT 118

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. I hope you find it beneficial. Numerous definitions exist.

Sales Enablement 192

Sales Enablement Hiring Compensation Buyer 192

Understanding the Sales Force

JULY 9, 2024

Pivot to sales. If the most committed baseball players always want to practice, and the same would be true for all athletes including soccer (I put it first instead of not including it), football, hockey, golf, track, and basketball, why isn’t it true for sales? Are they as committed to sales as the data suggests?

Commission 194

Commission Hotels Sales Qualified Lead Lead Rank 194

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

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. As a result, they can’t anticipate when in a sales cycle or sales process they will be impacted, and don’t have the awareness to take steps to work around it and improve.

Company 227

Company Hiring Scale Forecasting 227