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 225

Sales Management Report Groups Objections 225

MTD Sales Training

DECEMBER 2, 2018

Very often, we see top quality salespeople made up to be sales manager and expected to deliver immediate success, as if they already have the necessary skills to succeed in that role. This seems pretty obvious, but many salespeople-turned-managers still want to maintain contact with ‘their’ clients and still keep the figures up.

Sales Management 224

Sales Management Guidelines Up-Sell Coaching 224

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

Understanding the Sales Force

OCTOBER 13, 2024

Moses returned to God and spoke of this obstacle, or in sales terms, objection: There was internal competition! In sales we would call this post-call debriefing and we would role-play what the next conversation should sound like. Statistics from Objective Management Group’s nearly 2.5

Coaching 188

Coaching Hiring Scale Sales Leadership 188

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. Facilitating peak performance.

Hiring 424

Hiring Comparison Face-to-face Objections 424

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 301

Selling Skills Lead Rank Lead Scoring Groups 301

Steven Rosen

FEBRUARY 27, 2022

They are the people in commercial organizations responsible for both strategy development and sales execution. When business units fail to achieve their objectives, they usually do not have a strategy execution process resulting in poor execution. Are you on track to hit your objectives? Quality of Strategy: . Can you relate?

Strategy 408

Strategy Scale Objections Maximizer 408

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. You can train your sales managers in coaching.

Coaching 177

Coaching Sales Management Sales Coaching Account 177

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

The Pipeline

NOVEMBER 19, 2020

Buyers come in many shapes and sizes, with an equal number of objectives, agendas, and motivations. C” level executives evaluate and define value in a different way than those in the middle ranks, say managers or directors. Because they have different objectives and views, you must communicate your value in different terms.

Lead Rank 398

Lead Rank Lead Scoring Margin SME 398

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 173

Hiring Groups Objections Sales Management 173

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

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. You can train your sales managers in coaching.

Coaching 156

Coaching Sales Management Sales Coaching Account 156

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 Influencer 306

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 Tools 246

Steven Rosen

JULY 12, 2022

What Great Sales Managers Do? Many sales managers will be sitting down with their sales people over the next month or so to do mid-year reviews to gauge progress on objectives, business plans, and development plans. Sales managers may spend a day per rep preparing and deliver a mid-year review.

Objections 276

Objections Coaching Sales Management Course 276

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%). Statistics from Objective Management Group (OMG) and the 2.5

Data 220

Data Hiring Compensation Quota 220

Steven Rosen

MAY 9, 2018

Source: Objective Management Group , Dave Kurlan. Based on these statistics the answer is: Sales managers are not sales coaching! Alarm bells should be going off in every sales organization. In my article I want to share my thoughts on the following: Why are sales managers not coaching ?

Coaching 251

Coaching Sales Coaching Objections Sales Management 251

Understanding the Sales Force

MAY 3, 2019

I coach a lot of sales managers and sales leaders and when I ask them what they want help with today, it's rarely a big opportunity, it's seldom coaching best practices, it's hardly ever targeted metrics for their team, and it's almost unheard of for them to request that I help them improve as sales managers, Oh no.

Coaching 312

Coaching Objections Follow-up Motivation 312

Anthony Cole Training

JANUARY 25, 2024

We rely on the pioneer and #1 sales management evaluation by Objective Management Group to help understand exactly what it takes to ‘motivate’ a sales team. What are the competencies and behaviors of those leaders who seem so talented at helping others achieve their very best?

Motivation 317

Motivation Exact Groups Objections 317

Force Management

AUGUST 22, 2024

We’ve been a part of making many sales kickoffs successful over the years. One early indicator of a SKO that drives the company’s core revenue objectives all year: front-line manager preparedness. 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 20, 2019

Second line sales managers (SLM) don’t coach their FLMs on their coaching. By doing these basics well you will consistently crush your sales objectives. Sales coaching is a very difficult skill that very few sales managers master. Your company has rolled out sales manager coaching training.

Coaching 334

Coaching Hiring Sales Coaching Social Media 334

Steven Rosen

FEBRUARY 11, 2020

Developing Master Sales Coaches. Do you have a team of master sales coaches? Are your sales managers ready to crush it in 2020 or will it be another frustrating, mediocre 12-months? Unfortunately, as you know, this won’t maximize your sales nor improve the competencies of your sales team.

Sales Coaching 322

Sales Coaching Coaching Maximizer Selling Skills 322

Steven Rosen

APRIL 3, 2018

Senior executives and business owners continue to benefit from executive coaches as a sounding board and an objective advisor. They need to determine which groups of leaders can benefit the most from executive sales coaching. Sales leaders are responsible for meeting the company’s revenue objectives.

Sales Coaching 320

Sales Coaching Coaching Hiring Face-to-face 320

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

JANUARY 18, 2021

However, this technology is taking you away from what is critical – delivering on your sales objectives. There are three fundamental pillars of sales management that you need to focus on, which will help you succeed in any crisis. Top sales leaders understand that not all meetings/activities are created equally.

Face-to-face 379

Face-to-face Sports Energy Objections 379

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. Coaching (Remotely). Success begets success.

Sales Leadership 394

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

Anthony Cole Training

JULY 21, 2023

Excerpt from Objective Management Group’s recent webinar on The Data Behind Sales Managers of Elite Teams. The second chapter of this guide addresses a fundamental question: how often should sales managers coach their teams?

Coaching 281

Coaching Webinar Metrics Analysis Objections 281

Steven Rosen

OCTOBER 8, 2021

Sales leaders agree that a highly motivated and engaged sales force drives greater performance. Many sales managers ask me how to ensure that they have a highly motivated and engaged team, and I usually ask them “WHY”? The sales manager must also be aware that each rep has different motivators.

Motivation 379

Motivation Commission Incentive Incentives 379

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

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

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

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. Well, here is the adjustment you need to make: First, expect that you will get objections and that most people will reject your offer.

Face-to-face 313

Face-to-face Cold Calling Gatekeeper Licensing 313

Anthony Cole Training

JULY 28, 2023

Excerpt from Objective Management Group’s recent webinar on The Data Behind Sales Managers of Elite Teams. Through a deep analysis of sales evaluations and coaching frequencies, we uncover the impact of consistent coaching on various aspects of sales performance.

Webinar Metrics 275

Webinar Metrics Analysis Coaching Objections 275