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 311

Harvest Sales Qualified Lead Prospecting Marketing Qualified Lead 311

Janek Performance Group

APRIL 10, 2025

Like the rest of us, sales managers and their teams are creatures of habit. With so many sales teams currently working remotely, managers need to be mindful of how such changes affect the day-to-day activities that keep their teams productive, such as offering praise and using technology.

Coaching 62

Coaching Sales Management Groups Microsoft 62

Zoominfo

JANUARY 24, 2025

These tools offer visibility into every stage of the sales pipeline, helping teams track performance, identify opportunities, and refine their approach. By visualizing data through intuitive dashboards and providing predictive insights, sales analytics software transforms how businesses approach sales management.

Analytics 246

Analytics Software Software Data 246

Nutshell

OCTOBER 23, 2024

Leveraging text messaging is a great way to stay better connected with leads throughout the sales process. With SMS, your team can have text conversations with your Nutshell contacts, track text history in your timelines, and use texts in your sales automation process to engage your leads. Can I send texts to leads?

Leads 77

Leads Marketing Qualified Lead Sales Automation Conversion 77

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

Understanding the Sales Force

JANUARY 15, 2025

How is it that in 2024, people are still hailing BANT as some kind of relevant and beneficial sales tool? Here are three reasons: Some suggest that it’s great as a lead scoring tool. Informed: These are written by bonafide sales experts who know that BANT is as outdated as a horse-drawn carriage and a manual typewriter.

Sales Process 173

Sales Process Lead Rank Lead Scoring Sales Qualified Lead 173

The Center for Sales Strategy

DECEMBER 7, 2022

If you are like me, the idea of your sales team working remotely was beyond your imagination. Every once in a while, you might hear a rumor about a salesperson that worked from home a couple of days of the week, but they were more like myths than reality. Oh, sure, they are "working from home," and I saw "Big Foot" run across my backyard.

Lead Rank 162

Lead Rank Sales Management Marketing Qualified Lead Leads 162

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

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. The result is better sales for the whole team.

Sales Management 62

Sales Management Construction Study Lead Rank 62

Understanding the Sales Force

APRIL 3, 2025

The Existence of Sales Process You and your sales team fall into one of four categories relative to having a formal, staged, milestone-centric, buyer-focused sales process: You don’t have one – salespeople just do their thing You have a seriously incomplete sales process consisting of fewer than seven steps.

Sales Process 252

Sales Process Lead Rank Customer Lead Scoring 252

Cincom Smart Selling

APRIL 21, 2025

This shift has redefined the role of sales leadership. Its no longer just about hitting quotas; its about designing and executing sales management in a way that is data-driven, technologically integrated, and strategically aligned with the broader business objectives. What is Sales Management?

Sales Management 48

Sales Management Top of Funnel Strategy Scale 48

No More Cold Calling

JULY 29, 2021

If your team has trouble closing, go back to the beginning—qualifying prospects—and examine your entire sales process for missing links and ineffective tactics. Ask yourself: How are sales reps sourcing leads? How are sales reps qualifying their leads? And that’s referral leads.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Anthony Cole Training

MAY 19, 2022

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 220

Leads Marketing Qualified Lead Coaching Sales 220

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

Highspot

APRIL 1, 2025

That’s what traditional sales role-playing feels like: forced, vague, and anxiety-inducing. Sales managers know role-play is essential to improve sales performance , yet the old methods make it difficult to coach effectively and drive improvement. Mistakes are actual learning opportunities, not career setbacks.

Training 52

Training Sales Management Hiring Lead Rank 52

Allego

JANUARY 16, 2025

From setting clear goals to inspiring sellers to deliver peak performance, knowing how to manage a sales team can make or break a sales manager’s success. And the best managers dont just leadthey motivate. Managing remote or hybrid teams adds another layer of complexity. But the effort is worth it.

Sales Qualified Lead 62

Sales Qualified Lead Lead Scoring Lead Rank Strategy 62

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

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 Face-to-face Forecasting How To 58

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 137

Sales Management Training Maximizer Objections 137

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

Steven Rosen

AUGUST 2, 2021

Peak performance is a sales team that can efficiently manage the execution of sales plans while effectively developing and encouraging their salespeople to operate at peak levels. Sales leaders believe it is their job to develop their sales managers.

Hiring 424

Hiring Comparison Face-to-face Objections 424

The Center for Sales Strategy

MAY 21, 2024

As a sales manager, you know the frustration of watching your pipeline slow down to a trickle. When you need a boost of new opportunities to drive revenue quickly, it's time to look beyond your typical marketing channels. Here are five lead sources offering a "short route to revenue" to help fill your funnel quickly.

Revenue 127

Revenue Leads Marketing Qualified Lead Top of Funnel 127

Zoominfo

FEBRUARY 5, 2024

Every business dreams of a pipeline of well-qualified inbound leads that land in their sales team’s laps. The reality, of course, is that go-to-market teams still need to take an active role in pushing their companies to new heights of growth. What is Outbound Lead Generation? What is an Outbound Lead?

Lead Generation 130

Lead Generation Outbound Lead Rank Sales Qualified Lead 130

Anthony Cole Training

FEBRUARY 14, 2025

These are not elusive skills; they are identified by our partner and industry-leading sales evaluation company, Objective Management Group (OMG). Now, the buyer is in the drivers seat, and the only way to differentiate in a commoditized world is to master effective selling skills.

Selling Skills 306

Selling Skills Lead Rank Lead Scoring Groups 306

Understanding the Sales Force

FEBRUARY 14, 2025

the largest group of respondents were individual contributors at 25% followed by frontline sales managers at 19%. That’s 44% of the respondents who typically don’t see things the same way as the C Suite (6%) or Senior Sales Leadership (2%).

Data 220

Data Hiring Compensation Quota 220

Cincom Smart Selling

APRIL 10, 2025

Sales teams must not only require meeting them but also personalize their experience at every step of the sales cycle. This requires accurate and relevant information on potential leads. They cannot rely on guesswork or assumptions to understand market dynamics. That is where sales intelligence software comes into play.

Lead Generation 48

Lead Generation Lead Rank Lead Scoring Software 48

Steven Rosen

AUGUST 26, 2021

Sales Manager’s Success Checklist. It is far too early to look at sales early. Here are the top 10 questions you should ask yourself and your sales managers to gauge if you/they have set the foundation for success. Sales coaching is the #1 sales management activity that drives sales performance.

Compensation 386

Compensation Quota Lead Rank Lead Scoring 386

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

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. The next level of management was not actively involved in the follow-up.

Survey 358

Survey Coaching Training Sales Talent 358

Sales 2.0

OCTOBER 25, 2021

If you know someone that runs a business with a sales team, or they lead the charge themselves, have them take a look at the areas below for ways they can increase their sales. Improving even one of these areas could take their sales to the next level. Sales process efficiency. Sales management.

Territories 396

Territories Compensation Scale Decision Maker 396

Steven Rosen

JANUARY 18, 2021

There are three fundamental pillars of sales management that you need to focus on, which will help you succeed in any crisis. To adapt your team to change these three fundamental skills/behaviours are essential: Leading your team. Many sales leaders I have spoken with are not focused on the fundamentals.

Face-to-face 379

Face-to-face Sports Energy Objections 379