SBI Growth

SEPTEMBER 30, 2024

Understanding what motivates a sales team is a significant challenge faced by sales managers. Typical sales teams often span three or even four generations, each shaped by unique experiences and values.

Motivation 177

Motivation Face-to-face Sales Leadership Sales 177

The Sales Hunter

MAY 10, 2019

Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results. Trust me, the world will value you the most if you are real.

Sales Leadership 220

Sales Leadership Lead Rank Social Media Motivation 220

Anthony Cole Training

JULY 16, 2020

In today's blog post, we discuss motivation in sales. The problem, in many cases, is that the sales executive in charge of getting more out of their sales team has no idea what motivates those people on the team.

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Motivation Sales Banking Consultative Selling 195

Sales Gravy

JANUARY 16, 2025

Sales leadership demands the ability to adapt, motivate, and guide teams toward consistent, high-level performance. In this episode of The Sales Gravy Podcast, Jeb Blount is joined by Charley Bible of KaTom to discuss key strategies for sales leaders, focusing on teamwork, skill refinement, and the power of effective coaching.

Coaching 98

Coaching Sports Pivotal Energy 98

Sales and Marketing Management

NOVEMBER 22, 2017

Author: Tim Houlihan Why we don’t know what motivates us best. Sales manager: I’d like to know what rewards the reps would like for our next incentive. Sales rep: Cash! Sales manager: Sounds good. You may be a seasoned sales manager, fatigued by trying to come up with innovative ways to motivate your reps.

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Motivation Incentive Incentives Lead Rank 191

The Sales Hunter

AUGUST 11, 2017

Quit walking around complaining about how your boss or management does not motivate you. It’s not going to help, because let’s be clear — nobody can motivate you! Only you can motivate yourself. The best anyone can do is create an environment for people to motivate themselves.

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Motivation Selling Skills Sales Leadership Sales 187

Understanding the Sales Force

OCTOBER 9, 2024

Most sales teams win fewer than half their “games,” and while defense can’t be blamed, pitching can! Unlike the Red Sox, most sales teams have too much pitching (demos and presentations)! As of this writing, they have assessed 106 sales and sales management candidates.

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Hiring Lead Scoring Lead Rank Compensation 352

Steven Rosen

APRIL 6, 2020

Sales Leadership Roundtable Discussion. I had 8 senior sales executives join me for an open discussion. In part 1 of this two-part series, they shared how they have kept their salespeople productive and motivated over the last couple of weeks. Create different training camps for sales teams and customer-facing teams.

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Face-to-face Motivation Groups Training 359

The Sales Hunter

APRIL 26, 2019

Many of you reading this blog post are aware of one of the largest sales event that I have the honor to co-host each year called OutBound. Leadership and sales have a lot in common, and it begins with compounding impact. Sales is not a solo activity; sales is a team sport and the same is true of leadership.

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Outbound Sales Leadership Sports Conference 177

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. It’s low hanging fruit.

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Coaching Guidelines Margin Incentive 341

SBI Growth

JANUARY 9, 2013

Our 2012 sales leader research finds it is still a big fear for 2013. If your company isn’t looking for sales leadership today, just wait. The average tenure of a Sales VP is 19 months! This post explores what HR leaders can do to develop top internal sales leaders. Managing multi-generational sales forces.

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Sales Leadership Buyer Persona Exercises Course 310

Steven Rosen

DECEMBER 3, 2023

Do you Need a Top Sales Leadership Coach? This same principle holds true in sales leadership. Just as top athletes rely on coaches to maximize their performance, sales leaders can also greatly benefit from a skilled coach’s insights, guidance, and support.

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Sales Leadership Coaching Face-to-face Sports 156

SBI Growth

JANUARY 28, 2024

If you have ever run a sales meeting, you know that most salespeople aren’t thrilled to attend and prefer to spend time selling. However, with the right approach, sales meetings are an excellent opportunity to transform your team into high-performers fueled by a shared vision of success.

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Sales Meeting Meeting Motivation How To 287

The Sales Hunter

SEPTEMBER 12, 2014

Blog leadership Professional Selling Skills Sales Development Training Sales Motivation Sales Training sales leadership sales motivation' I’ve heard this far too often and I have to ask myself, “If the business was a good business with potential, […].

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Selling Skills Motivation Sales Leadership Resources 263

Steven Rosen

MARCH 12, 2024

Hosts Colleen Stanley and Steven Rosen discuss the importance of face-to-face conversations in sales and how sales leaders can encourage their teams to embrace in-person interactions. These reactions make it easier to be empathetic and build trust, essential for successful sales relationships.

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Face-to-face Video Decision Maker Loyalty 296

Steven Rosen

JANUARY 16, 2023

10 Characteristics of Bold Sales Leaders. Sales leaders have had to adapt to virtual selling, work from home, supply chain issues, passing on price increases and sales rep turnover. Lack of Accountability : When facing a more challenging sales environment, salespeople use excuses for not achieving their quotas.

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Leads Marketing Qualified Lead Face-to-face Sales Leadership 317

The Pipeline

JUNE 17, 2021

I am proposing that you make it safe to miss a sales target. I have some research that makes this a great debate to have in your sales team right now. Setting sales goals where even a 70% level of achievement would be great. The challenge of setting hard goals is making the targets motivational. Hear me out.

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Top of Funnel Quota Proposal Lead Rank 352

Steven Rosen

AUGUST 1, 2013

While leadership behavior is synonymous with innovation, motivation, idea origination and trust, management solely relies on effectively directing resources to achieve pre-set goals. Here are 5 differences between sales leaders and managers: 1) The Communication Difference. They get their sales reps to think out of the box.

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Sales Leadership Motivation Maximizer Sales Management 299

Steven Rosen

FEBRUARY 5, 2024

David Hennessy , the VP of Sales at Kite Pharma, delves into his transformative moment as a sales leader, stressing the significance of active listening and strategic questioning. He underscores the necessity for a well-defined and compelling strategy that is effectively communicated to the sales team.

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Sales Leadership Strategy Motivation Data 317

Steven Rosen

MAY 1, 2024

In this episode of the Sales Leadership Awakening podcast, Brandon Nye , Vice President of Sales for Inmode, shares the key qualities to look for when hiring salespeople, including a proven track record in B2B sales and a competitive mindset. This is a crucial skill that many companies overlook when hiring salespeople.

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Lead Rank Lead Scoring Hiring Marketing Qualified Lead 228

The Sales Hunter

MAY 17, 2019

Sales and leadership is about connecting with people, and this means listening to people. Sadly, I see the results of a big ego play out in sales with a high degree of churn among customers and fewer referrals. Sales leadership is thinking of others more highly than yourself by putting them and their needs first.

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Sales Leadership Churn Referrals Lead Rank 146

The Sales Hunter

SEPTEMBER 16, 2014

Recently I was having a conversation with a VP of Sales and the top two salespeople for their company. The objective of the call was to discuss the attributes of what they do and how we could take those items and get the rest of the organization to implement them too. What became very […].

Cold Calling 263

Cold Calling Selling Skills Sales Leadership Motivation 263

Understanding the Sales Force

APRIL 4, 2024

Assessments Compared Data on Sales Excellence Coaching Salespeople MUST READ: Are Assessments as Evil as the Persona Movie Suggests? The Caliper vs OMG Comparison: Which Sales Candidate Assessment is More Predictive? How to Transform Your Sales Pipeline Today Can Malcom Gladwell Explain the Sales Hiring Problem?

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Hiring Sales Leadership Sales Forecasts Forecasting 154

The Sales Hunter

MAY 3, 2019

I see salespeople and sales leaders spending countless hours updating reports and building out spreadsheets. Will this grow sales or increase profits? If you lead a sales team, I hold you responsible not only for the work you create for your people but also the requests you get from others above you. Sales Motivation Blog.

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Sales Leadership Face-to-face Report Motivation 168

No More Cold Calling

SEPTEMBER 4, 2014

The Sales Hunter tells you what it takes to lead a winning sales team. How often do sales managers generate opportunities and support their teams in customer conversations? Under constant pressure to deliver sales, they focus on reports and not on the critical sales activities that generate revenue.

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Sales Management Construction Small Business Small Business 281

Anthony Cole Training

DECEMBER 13, 2018

Ineffective motivation of the sales team is not uncommon and it is the subject of one of the more frequent questions people ask me: “Tony, how do I keep my salespeople motivated?” My first response is normally a question in return: “Do you know what motivates your people ?”.

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Motivation Sales Sales Coaching Sales Leadership 160

The Sales Hunter

FEBRUARY 22, 2019

Sales leadership is nothing more than interacting with others to make a positive impact. We can break it down even further and say that sales leadership is just people connecting with people. Sales and leadership are one and the same. Sales is only as complicated as we want to make it.

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Motivation B2C Sales Leadership Social Media 200

Steven Rosen

JULY 20, 2021

Leadership coaching empowers sales leaders to do exceptional work in times of struggle and change. Leadership coaches can establish a solid relationship that uncovers the strengths and weaknesses of sales executives like yourself. Leaders are often concerned about time management and the efficiency of their sales team.

Coaching 432

Coaching Face-to-face Sales Leadership Analysis 432

SBI Growth

JUNE 21, 2013

It’s June and you’re not sure your sales leader is going to last through the year. The secret to hiring a great sales leader is the ‘A’ Player Scorecard. The secret to hiring a great sales leader is the ‘A’ Player Scorecard. Get it free here and nail your next sales leadership hire. Motivational Skills.

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Hiring Commission Compensation Account 320

Hubspot Sales

OCTOBER 27, 2020

Sales leadership roles are some of the most lucrative, challenging, engaging positions sales professionals can pursue. But nailing one of these roles is anything but easy, and not every sales professional is equipped to handle one. Being an exceptional rep doesn't always translate to being an exemplary sales leader.

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Sales Leadership Hiring Positioning Sales 115

Sales Gravy

APRIL 2, 2025

Dennis from Chesterfield, Missouri, wants to know if sales coaching truly moves the performance needle, especially when shifting from transactional approaches to more consultative selling. Why Sales Coaching Is Essential Sales is a skill position. Why Sales Coaching Is Essential Sales is a skill position.

Coaching 68

Coaching Pivotal Guarantee Territories 68

The Sales Hunter

JUNE 7, 2019

Instead of only seeing yourself as a salesperson, you’re now seeing yourself as a sales leader. It’s easy to consider yourself a sales leader when you’re making your numbers, but are you really a sales leader? Below are 12 questions you need to ask yourself to determine if you’re a sales leader or merely a salesperson: 1.

Sales Leadership 149

Sales Leadership Quota Education Motivation 149

Hubspot Sales

MAY 21, 2021

Motivation is more than Vince Lombardi quotes and quirky posters on the wall. It’s one of the most important components of sustained sales success over time. But motivation is far harder. Not only are there are many external factors that affect motivation, every person requires different incentives and motivational tactics.

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Motivation Strategy How To Hiring 137

Nutshell

JULY 5, 2024

Sales can be tough work. Salespeople constantly put what they’re selling (and maybe even themselves) up for rejection, then deal with the daily challenges of staying motivated and balancing lots of demands on their time. That’s where motivational sales quotes can come in handy. ” — Zig Ziglar 2. Henry Ford 5.

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Motivation Up-Sell ACT Lead Rank 125

No More Cold Calling

JANUARY 9, 2020

Poor leadership will cost you $3.5 million per sales manager. But I don’t think any sales manager listened, because more than half of reps are still missing quota. I blame the sales manager for having the wrong priorities. If salespeople were self-motivated, they wouldn’t need managers or metrics.

Sales Management 390

Sales Management Hiring Cold Calling Quota 390

Alice Heiman

MARCH 25, 2021

Institute for Excellence in Sales Announces New Advisory Board to Complement World-Class Women in Sales Leadership Programs. The Institute for Excellence in Sales (IES) announced its new Women in Sales (WIS) Advisory Board today to help the organization advance its growing number of programs for Women in Sales.

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Sales Leadership Oracle SAP SalesForce 133

Understanding the Sales Force

NOVEMBER 6, 2013

Understanding the Sales Force by Dave Kurlan One of the many things that hold salespeople back, prevents them from reaching their potential, stops them from crashing through quotas, doesn''t allow them to exceed expectations and never has them succeeding beyond everyone''s wildest dreams is their fear of failing. The failure to practice.

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Sales Qualified Lead Hotels Hubspot Decision Maker 276