Bernadette McClelland

MARCH 24, 2018

In my case it was a sales manager who would use the phrase, ‘Attention to Detail’ quite regularly. And today, in this competitive arena we play in, every little nuance, every tiny detail and distinction, every minute shift in shade, tone and gradation leads us closer to our goal, or further from our goal.

Leads 339

Leads Marketing Qualified Lead Transportation Sales Leadership 339

Anthony Cole Training

NOVEMBER 7, 2024

Sales leaders must be both effective managers and great coaches by arming their salespeople with the skills to be successful and managing their strengths. This week, we identify the final 5 keys to success in leading a sales team.

Leads 307

Leads Marketing Qualified Lead Coaching Sales 307

Steven Rosen

MAY 1, 2024

Utilize technology like WhatsApp and voice notes for seamless communication, making work engaging for the sales team. Managing High-Performing Reps Managing high-performing reps can be challenging, as they often have strong personalities and high expectations.

Lead Rank 228

Lead Rank Lead Scoring Hiring Leads 228

Sales and Marketing Management

JULY 26, 2020

Author: Mat Singer, Senior Director of Sales Operations and Excellence, Upland Software Sales teams are often one of the most expensive resources within a company, yet the average frontline sales manager spends only 9% of his or her time developing direct report sellers. . Leaders, Take Part!

Hiring 234

Hiring Training Lead Rank Health Care 234

Understanding the Sales Force

OCTOBER 9, 2024

Step 1 – Have the Sales Team Evaluated We leverage the gold standard of sales team evaluation tools to determine what the team’s full sales capabilities are today, and where the biggest gaps are in all 21 Sales Core Competencies. Throughout the training, we focus on the competencies with the biggest gaps.

Hiring 358

Hiring Lead Rank Lead Scoring Compensation 358

Steven Rosen

JANUARY 13, 2024

In the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley stress the lack of coaching and support for sales managers, underscoring the need for coaching for these managers. Evaluating sales managers’ success should exceed sales quotas and include turnover and team development metrics.

Sales Management 156

Sales Management Hiring Retention Coaching 156

Steven Rosen

MAY 5, 2022

Sales Manager Coaching. Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Do nothing. Develop Master Coaches.

Coaching 177

Coaching Sales Management Sales Coaching Account 177

Steven Rosen

MAY 15, 2021

Sales Leadership Development in the New Millennium. Leading-edge sales organizations understand the value of investing in leadership development. They believe that strong sales managers are the key to driving sales rep performance. I asked him what they were doing to sustain their excellent training.

Survey 358

Survey Coaching Training Sales Management 358

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

Force Management

AUGUST 22, 2024

Managers are a critical instrument to driving results after your sales kickoff, helping to reinforce new concepts and best practices throughout the year. Getting them onboarded early and preparing them to lead during and after your event can transform the outcome of your SKO.

Sales Management 136

Sales Management Training Maximizer Objections 136

Steven Rosen

JUNE 3, 2020

When I say “you,” I am referring to frontline sales managers and sales executives. Sales managers are the key to driving sales performance. They are the 10X factor as highly effective sales managers will impact 8-12 sales reps. Leading Daily Execution .

Sales Leadership 394

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

Anthony Cole Training

JULY 25, 2024

As sales manager, business line leader, or CEO, is your team finding, qualifying and closing as much business as you think they should? Most say "No" when we ask that question, which means that something in your client outreach and sales process has to change. And that change, we believe, starts at the very beginning.

Harvest 258

Harvest Sales Qualified Lead Prospecting Leads 258

Sales and Marketing Management

FEBRUARY 25, 2021

Author: Robert Workman As a trainer, especially a trainer of salespeople and sales managers, you bust your butt to do a great job. me) to actually absorb your outstanding training materials, then put them into action to achieve the desired results? . 1 in sales in every organization I joined. . Why I Can Say That.

Training 194

Training Hiring Webinar Metrics Sales Qualified Lead 194

No More Cold Calling

JULY 29, 2021

Ask yourself: How are sales reps sourcing leads? How are sales reps qualifying their leads? Do sales reps demonstrate product features, or do they discuss the benefits for buyers? What is their sales plan for following up? Don’t even think about training your sales team on closing the deal.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Steven Rosen

MAY 5, 2022

Sales Manager Coaching. Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Do nothing. Develop Master Coaches.

Coaching 156

Coaching Sales Management Sales Coaching Account 156

Sales and Marketing Management

JANUARY 31, 2021

Author: Brian Trautschold As a new hire, structured training and onboarding programs are expected. Today, it is rare to see a company that doesn’t have a strict training program in place from the moment a new hire walks through the door. That’s where sales coaching comes in. Turnover is notoriously high in sales roles.

Sales Coaching 317

Sales Coaching Coaching Top of Funnel Hiring 317

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. Someone in line for this position already possesses effective sales strategies. Asks questions.

Sales Management 139

Sales Management Hiring Promotion Motivation 139

Steven Rosen

FEBRUARY 5, 2017

Free Sales Management Training Webinar. All sales managers find coaching difficult salespeople challenging. For Sales Management Case Studies: Coaching Difficult Salespeople. For Sales Management Case Studies: Coaching Difficult Salespeople. Signup for my sales management newsletter.

Coaching 271

Coaching Case Study Hiring Webinar Metrics 271

Mr. Inside Sales

AUGUST 29, 2022

The most effective thing you can do as a sales manager or business owner is to upgrade the skills of your existing inside sales team. Sadly, not increasing their competency will lead to sales as they are now…). You can make a measurable and instant impact by giving your team access to my proven On-Demand Training!

Training 31

Training Licensing Face-to-face Inside Sales 31

Anthony Cole Training

MARCH 8, 2024

Most sales managers spend less than 10% of their time on coaching, and only one third of managers actually coach their people on a weekly basis. Yet, the Coaching Competency is the most critical part of a sales manager's responsibilities; it is also the most difficult skill set to learn and master.

Coaching 254

Coaching System Training Positioning 254

Steven Rosen

APRIL 1, 2024

However, a surprising number of sales managers avoid these critical conversations, a trend that undermines team potential and poses a significant threat to organizational success. A Look at the Stats Recent surveys and studies have revealed an uncomfortable truth: many sales managers regularly sidestep difficult conversations.

Conversion 227

Conversion Construction Survey Compensation 227

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do? Do nothing.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

Steven Rosen

OCTOBER 2, 2020

Coaching and training have a fourfold impact on acquiring new skills than training alone. . . Sales leaders will tell you that they have spent more time coaching their salespeople over the last 6 months. . Coaching can take on many forms such as; coaching deals, coaching KPI’s and coaching sales calls. .

Coaching 282

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

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? This hiring process leads to mediocre results.

Hiring 367

Hiring Lead Rank Retention Face-to-face 367

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do? Do nothing.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

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

Mr. Inside Sales

MAY 21, 2022

Check out our best inside sales training available on the Internet: On-Demand Training! Here’s an example of a training tip that you’ll learn, and that I used, to handle a frustrating objection I used to get all the time: “The price is outside of our budget.”. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Closing 156

Closing Training Gatekeeper Face-to-face 156

Steven Rosen

JANUARY 6, 2018

Hi, this is my fifth video on Sales Strategies to Crush Your Sales Numbers, I call it Develop a Coaching Culture. . In the last four video/blogs, I covered: Sales Strategy #1: Upgrading the skills of your front-line sales managers because you have a multiplier effect when their skills get better.

Coaching 307

Coaching Strategy Video Course 307

Steven Rosen

SEPTEMBER 25, 2022

Leading a Sales Force Restructuring. Are you planning on a sales force restructuring? The packages for each sales rep that is being laid off (severance letters and outplacement service offerings etc.) Five Steps to Leading Sales Force Change. They have lost colleagues, sales reps, and friends.

Lead Rank 156

Lead Rank Leads Marketing Qualified Lead Face-to-face 156

Alice Heiman

MARCH 21, 2022

It’s more important now than ever that CEOs lead sales. I have a sales leader in place to lead sales.” ” If you are of the mindset that sales is about sellers , your sales leaders should be leading that effort, but even then, you have a role to play in sales.

Lead Rank 152

Lead Rank Lead Scoring Top of Funnel Marketing Qualified Lead 152

Sales and Marketing Management

JULY 6, 2017

Here are two suggestions: Provide additional training. Target marketing dollars in their territory to generate more leads and give them a boost. Every experienced sales manager has made a bad hiring mistake. Great sales managers recognize their mistake faster, and take decisive action to rectify the situation.

Hiring 273

Hiring Webinar Metrics Policies How To 273

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. And regarding fumbling a good lead—my experience is that if a prospect is interested, then they’ll speak with you.

Face-to-face 313

Face-to-face Cold Calling Gatekeeper Licensing 313

Steven Rosen

JANUARY 31, 2023

Developing strong development plans for your frontline sales managers will set an example for your sales managers to do the same with their salespeople. Based on my experience, you can provide your sales managers with workshops, online training, and leadership books.

Sales Leadership 293

Sales Leadership Policies Coaching Consumer 293