Sales and Marketing Management

JANUARY 27, 2019

Author: Brad Wilsted Note: This is part 3 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. Hire the right sales managers. Establish a Company Way for sales management.

Sales Management 166

Sales Management Hiring Compensation Incentives 166

SBI Growth

JULY 13, 2013

The market outpaced him. You will learn if you possess the relevant skills of an “A” player sales leader. Dave was promoted to be Acme’s VP of Sales for the Americas. He did it as a District Sales Manager. Dave became VP of Sales for the Americas. His new sales process wasn’t working.

Promotion 310

Promotion Fashion Trends B2B 310

SBI Growth

FEBRUARY 1, 2013

You have 15-25 years of experience starting as a sales rep. You became a Sales Manager, followed by a Sales Director. You want to be paid fair market value. If you are an ‘A’ player, you expect to be above market value. Here is the challenge: Who determines your market value? What is Market Value?

Hiring 293

Hiring Compensation Promotion Territories 293

SBI Growth

APRIL 30, 2013

Yet many front-line sales managers are slow to respond. Because speed requires more time and effort from a sales manager. The average sales manager will avoid these requirements. This post will explore ideas sales managers can implement to increase their speed. Jeff is slow to…. Sound familiar?

Quota 308

Quota Promotion Social Media Territories 308

SBI Growth

AUGUST 7, 2013

Not all “A” Player sales reps were meant to be managers. If you’ve been in sales long enough, you’ve seen this mistake unfold. The newly promoted manager repeats behavior that made him successful as a rep. He neglects his skill development and sales initiatives. His team flounders. He tries to do it himself.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

SalesFuel

AUGUST 14, 2024

Challenge: How to create a unique event promoter ad campaign Nancy Nally, an account executive from Viamedia , has been using AdMall on and off for nearly 20 years. Nally knew that the sales tools provided would help her when it came to creating an event promoter ad campaign. “[The for 2024 is $9.9 billion.

Promotion 104

Promotion Campaigns Ideal Customer Profile Closing 104

Sales and Marketing Management

JUNE 1, 2018

Managers of sales and marketing teams are charged with coaching up individual team members, enhancing their skill sets and improving overall team performance. Get them proficient with more marketing technologies? Storytelling has stood the test of time as a critical skill in sales and marketing?—?and

Marketing 226

Marketing Telemarketing Education Scale 226

Understanding the Sales Force

JULY 10, 2014

I''m sure this will cause outrage and debate from those who so strongly promote social selling, but when you look at an entire sales cycle, social selling takes place PRIOR to a first call or meeting, before we can consider whether or not to enter an opportunity into the funnel or pipeline. They are marketing themselves.

Top of Funnel 309

Top of Funnel Social Selling Funnel Sales Cycle 309

Sales and Marketing Management

OCTOBER 29, 2018

Author: JIM NINIVAGGI, CHIEF READINESS OFFICER, BRAINSHARK “What’s your onboarding program for new sales managers?”. While most companies would agree that sales onboarding is a strategic priority, the focus of their processes is often only?—? Why you need to onboard sales managers. Manager candidate cultivation.

Sales Management 136

Sales Management Hiring Forecasting Retention 136

Hubspot Sales

JULY 9, 2019

Although factors like your product line, buyer personas, and brand awareness are important, sales managers are also critical to the success of any business as they have the potential to unlock huge returns that impact the business's bottom line. Onboarding and training new hires is another sales management responsibilities.

Sales Management 142

Sales Management Hiring Buyer Persona Compensation 142

Pipeliner

MARCH 12, 2025

In a recent expert interview, John Golden talked with Chris Jennings , a sales leadership expert with more than 25 years of sales and leadership experience. They discussed new sales training methods, the importance of authenticity in sales, and the changing role of sales managers.

Video 105

Video Training Lead Rank Lead Scoring 105

Steven Rosen

JULY 8, 2024

In this article, Jenn Steele discusses the vital role of customer feedback in refining marketing and sales strategies. She stresses listening to customer insights to tailor messaging and optimize sales tactics effectively. Key Takeaways: Collaboration between sales and marketing is essential for business success.

Revenue 156

Revenue Marketing Pivotal Promotion 156

SBI Growth

JANUARY 27, 2013

Can’t promote a sales manager to a director. Can’t vary the comp plan based on market cost of living – it’s outside the comp rules. What greater alignment is needed between Sales and Marketing? How should we structure for a multi-national/multi-cultural sales force? Where are the best places to look?

Hiring 308

Hiring Compensation Commence Sales Talent 308

Sales and Marketing Management

AUGUST 28, 2019

Author: Mike DeLeonardis, President, North America at beqom Generation Z graduates, or those born between 1997 and 2012, are flooding the workplace, and with a flowing economy and tight labor market, it can be difficult for companies to recruit and retain these entry-level employees.

Lead Rank 166

Lead Rank Salary Compensation Commission 166

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 Forecasting Face-to-face How To 58

Pipeliner

JANUARY 16, 2025

Coaching and Development Structured Coaching Approach Walter emphasizes that coaching plays a crucial role in the success of sales teams. He notes that organizations often promote top sales performers to management positions without providing them with the necessary training in coaching and leadership.

Hiring 104

Hiring Sales Talent Video Lead Rank 104

SBI Growth

NOVEMBER 3, 2012

As a VP of Sales you are asking these questions: How do I get the sales team to execute our sales process with more discipline? Should I replace my bottom 2 Managers? If I promote two A player reps what does that do to my field productivity? You don’t run Marketing. Engaged Team Members. Delighted Customers.

Scale 282

Scale Face-to-face Promotion Lead Rank 282

Steven Rosen

JULY 8, 2024

In this episode of the Sales Leadership Awakening podcast, Jenn Steele , CEO and Co-Founder of SoundGTM, discusses the challenging dynamic between marketing and sales teams. She highlights the common blame game between marketing and sales and the importance of effective communication and collaboration between the two functions.

Marketing 156

Marketing Lead Rank Sales Leadership Maximizer 156

SBI Growth

OCTOBER 25, 2013

Q4 is not prime hiring season for sales leaders. ‘A’ The market will be flooded with ‘C’ players. To avoid this again next year, you need ways to rescue your sales leader. It’s helped their sales leaders prepare for next year. In other cases, your sales manager may struggle to implement a defined strategy.

Hiring 303

Hiring How To eBook Follow-up 303

Hubspot Sales

SEPTEMBER 30, 2024

Not Conducting Thorough Research on Prospects Janice Si , Marketing & PR Specialist, says, "A common mistake among reps is not conducting thorough research on their prospects before reaching out. Instead of building genuine connections and building trust, they often focus on self-promotion and hard selling.

Social Selling 108

Social Selling Social Media Media Networking 108

Hubspot Sales

DECEMBER 30, 2020

If sales is a journey, your strategic plan is the roadmap you'll provide your team to help them reach their destination. It is one of the most important activities you will ever do as a sales manager because, without it, your sales team will have no direction and no instruction manual to follow in order to achieve their targets.

Sales Management 137

Sales Management Hiring Buyer Persona Exercises 137

Hubspot Sales

APRIL 12, 2021

As a sales manager, ensuring that your team's communication with prospects is tight and effective is in your best interest. That process — making sure your team's communications aren't erratic — is most commonly referred to as implementing consistent sales messaging. Make sure it aligns with marketing — to an extent.

Sales Management 134

Sales Management Hubspot How To Scale 134

SBI Growth

SEPTEMBER 5, 2012

Help the sales leader identify any reps that are at risk of leaving. This should actually be an ongoing task of the HR leader to have frequent discussions with Sales Directors and Sales Managers to keep pulse on which Reps may be at risk for leaving. Has any documented issues of “disconnect” with sales management.

Sales Talent 288

Sales Talent Hiring Lead Rank Lead Scoring 288

Steven Rosen

JULY 2, 2024

Sales managers are critical to team success but often need more effective coaching skills due to inadequate training. Steven Rosen underscores coaching as the weakest core sales management skill, urging prioritized training.

Account 156

Account Coaching Promotion Margin 156

Sales and Marketing Management

MAY 10, 2020

One example is the customer Net Promoter Score (NPS) which is a leading indicator of how much value your customers are receiving from the product, and, ultimately, how likely that customer is to continue using your product in the future. . Sales predictability is the key to an organization’s success. Shifting Messaging .

Face-to-face 302

Face-to-face Hiring Lead Rank Lead Scoring 302

SBI Growth

JANUARY 23, 2013

The impact of not managing them can be impactful. Have you heard about the ‘Sales VP’ who makes his number but is uncontrollable? Has been passed by for promotion numerous times? These are all the results of a poor relationship with your manager. Understanding them is the first step before managing them.

Forecasting 308

Forecasting Quota Coaching Compensation 308

SBI Growth

OCTOBER 31, 2012

He had only been VP of Sales for 6 months. He rose from junior sales associate to become his division’s top rep. Then, as sales manager, he turned around a struggling team. He promoted 5 reps in 6 years. Then he spent a year in Marketing. In Robert’s company, Sales VPs reported to the CSO.

Influencer 282

Influencer Strategy Policies Lead Gen 282

The Pipeline

JULY 22, 2013

This has worked well in developing and maintaining the right talent, and the ability to identify skills in individuals who take a related path, such as field management, and complementary functions such as marketing. A regular lament I get from managers is that the best presentation a rep had was the one they did for the job.

Hiring 267

Hiring Licensing Health Care Sales Talent 267

Steven Rosen

MARCH 25, 2021

Sales Executive Leadership Forum. Build a Bigger Network and Increase Your Market Value. Every sales leader needs to consider their market value. Sales leaders should regularly evaluate and determine areas for growth for their staff and themselves. As a former sales executive , I was always in a tough spot.

Networking 245

Networking Groups Travel Hiring 245

No More Cold Calling

AUGUST 20, 2015

If you’re a sales manager, you’ve probably even said it. The problem is that sales reps neglect important activities during early stages of the sales process. Follow-up consisted of a series of emails that promoted products, didn’t address the client’s unique concerns, and had no calls to action. Think again.

Closing 120

Closing Sales Management Referrals Ideal Customer Profile 120

Janek Performance Group

DECEMBER 24, 2024

Promote C-Suite Buy-In For training to be effective, team members must believe in it. Require Management Participation In addition to believing in the training, sales managers need to be participants. However, studies show a significant increase in retention when learning is collaborative and, dare we say, enjoyable.

Training 118

Training Hiring How To Retention 118

No More Cold Calling

NOVEMBER 20, 2014

I’m obviously doing something right, considering I regularly appear on lists like the Top 30 Social Selling Influencers in the World and Top 50 Sales and Marketing Influencers. And how do you successfully leverage social media in your sales process? Associations Enterprise Sales Management Salespeople Small Business'

Social Media 286

Social Media Media Referrals Social Selling 286

SBI Growth

DECEMBER 27, 2012

It promotes adaptability and encourages rapid response to change. It was critical in his ascent rom front line sales management to VP. Mike modified his existing sales process where he saw gaps each 90 days. He took a new product to market by executing his own aggressive strategy. You don’t waste time or resources.

Groups 324

Groups Follow-up Retention Examples 324

SBI Growth

JANUARY 9, 2013

Managing multi-generational sales forces. Integrating with Marketing functions. Create the courseware for developing sales leaders. Courseware for sales leaders should provide instruction and application. There are many areas of knowledge sales leaders need. Leveraging Customer Experience.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

Sales and Marketing Management

JULY 21, 2019

Sales coaching like this has many documented benefits – from reinforcing training, to culling and promoting best practices, to even positively impacting the bottom line. CSO Insights reports that implementing formalized sales coaching leads to double-digit improvements in win-rates and quota attainment. Promote pre-boarding.

Coaching 241

Coaching Video Hiring Trade Show 241

Sales and Marketing Management

FEBRUARY 25, 2020

Good incentives with reasonably precise rules and rewards allow sales managers to send positive signals about the company’s priorities and transparency. Sales managers aren’t the only ones who benefit from good incentives – reps benefit on two levels as well. Sales managers can also benefit from using non-monetary points.

Incentives 323

Incentives Incentive Travel Motivation 323

Pipeliner

JANUARY 24, 2025

In embracing changing consumer trends, sales leaders are able to create targeted sales efforts that drive revenue and loyalty. Increasing Competition – Finding a Path to Success The cruise line industry is becoming increasingly competitive with new market entrants and established brands adding new products.

Industry 90

Industry Travel Consumer Trends 90