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

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? Settling for mediocrity to fill the vacancy.

Hiring 367

Hiring Lead Rank Retention Face-to-face 367

SBI Growth

JUNE 5, 2013

You have a team of experienced sales people, so what is the problem? In this post we will explore common sales call mistakes. Then we will review four simple steps sales leaders can implement to prevent them. The sales call coaching tool will help sales leaders ensure their reps are prepared.

Objections 335

Objections Coaching Follow-up Lead Rank 335

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

SBI Growth

DECEMBER 18, 2013

Today’s post focuses on the missing link: Enabling your front-line sales managers. Without strong front-line sales managers, your chances of making the number are low. How can you help your sales managers execute? Download the CEO’s Sales Manager Test to help with this. Why Sales Managers Fail.

Hiring 305

Hiring Strategy Handbook Face-to-face 305

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

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

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

SBI Growth

JANUARY 27, 2014

As a sales manager, your team looks to you for coaching and strategic help. At the end you can download the Deal Strategy Tool Kit which will aid you in this approach. At the end you can download the Deal Strategy Tool Kit which will aid you in this approach. Assessing the deal strength keeps it objective.

Strategy 303

Strategy Decision Maker Face-to-face Influencer 303

Understanding the Sales Force

JULY 10, 2014

Understanding the Sales Force by Dave Kurlan Can you name 10 Core Competencies of a great salesperson? For the past 20 years, every Objective Management Group (OMG) sales force evaluation and sales candidate assessment has been tied to 21 Sales Core Competencies. They are marketing themselves.

Top of Funnel 310

Top of Funnel Social Selling Funnel Sales Cycle 310

SBI Growth

DECEMBER 13, 2013

You call a sales manager strategy meeting. “We Pipeline reviews, strategy sessions, forecasting analysis and sales training are all mentioned. Traditional sales training does not. Everyone sits in a room while an instructor teaches people how to ‘overcome objections.’ Customers don’t ‘overcome objections’.

Training 302

Training Face-to-face Webinar Metrics Forecasting 302

The Pipeline

OCTOBER 5, 2017

Lately I have had a chance to sit in on a number of “opportunity reviews”, and it is interesting how the format and tools have changed, the plot and the theme have not changed much beyond the costumes, props, and players. Become one of the thousands of sales professionals receiving my latest updates on sales execution, tools, tips and more.

Pipeline 281

Pipeline Lead Rank Groups Opportunity 281

SBI Growth

SEPTEMBER 2, 2013

No call objectives are stated or achieved. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” When you register, you’ll also receive the Reinforcement Framework Tool. Many sales processes are devoid of an adoption and reinforcement plan. Creating tools.

Sales Process 308

Sales Process Webinar Metrics Vendor Energy 308

SBI Growth

NOVEMBER 16, 2013

To understand how sales forces have prioritized this initiative, click here. You will receive the Sales Leaders Listening Tool. As a VP of Sales, lack of execution drives you crazy. You spend time with one of your ‘A’ player managers and say “if only everybody executed like that?” The Execution Problem You Face.

Hiring 308

Hiring Call-back Face-to-face Buyer 308

Understanding the Sales Force

JUNE 24, 2021

Something else we haven't done for quite a while is revisit Objective Management Group's (OMG) sales selection statistics on the percentage of people that are recommended for various selling and sales management roles.

Hotels 274

Hotels Sports Groups Objections 274

Hubspot Sales

MAY 18, 2021

Conversational intelligence tools — programs that use artificial intelligence to automatically record, transcribe, and analyze hours of sales calls — are becoming a staple of a growing number of sales organizations' tech stacks. Get a better picture of the 'why' behind your team performance. The short answer?

Conversion 119

Conversion Sales Management Scale Call-back 119

Steven Rosen

MAY 24, 2024

” – Rob Ulsh Key Takeaways: AI is not a threat to sales professionals but a powerful tool that can enhance their effectiveness. Change management is essential when introducing AI into sales organizations. He recognized the need to understand and embrace AI as a tool for sales leadership.

Company 296

Company Sales Leadership Retention Loyalty 296

Gong.io

OCTOBER 19, 2021

They do all of this by equipping your sales organization with the insights, data, culture, tools, and knowledge it needs to sell better. . And perhaps most importantly of all, which objection-handling strategies work to soothe their questions about the competition? Sales Enablement Software : Welcome to Gong’s home turf!

Sales Enablement 164

Sales Enablement Tools Top of Funnel Hiring 164

SBI Growth

JULY 11, 2013

Managing a relationship or taking orders from existing customers are table-stakes. Download this tool to rapidly improve your prospecting results. I recently had a discussion with a Sales Leader about his team’s ability to prospect. And Sales Managers wonder why their people aren’t prospecting.

Buyer 317

Buyer Prospecting Face-to-face How To 317

SBI Growth

SEPTEMBER 22, 2013

This is done to understand your buyers goals and objectives. Sales enablement tools can’t get a cursory review. Stop kidding yourself when you say you involved the sales team. Asking a couple of sales reps does not constitute understanding the buyer. User buyer examples: Sales reps by vertical.

Eloqua 316

Eloqua Marketo Buyer Persona Collateral 316

Mr. Inside Sales

MARCH 2, 2024

I’ve helped sales managers and business owners interview hundreds of potential sales reps over the years, and I’ve identified 3 top mistakes that virtually eliminate sales candidates on the spot! Have you ever interviewed for a job you really want, thought your interview went well, and then didn’t get called back for it?

Hiring 241

Hiring Face-to-face Gatekeeper Licensing 241

No More Cold Calling

JUNE 19, 2014

It’s easy to get sucked into solving everyone’s problems, but that’s a waste of your management time and doesn’t help your reps develop their own problem-solving skills. The better strategy (for everyone involved) is to give your team the tools and training they need to find their own solutions. Click here.

Gatekeeper 280

Gatekeeper Referrals Cold Calling B2C 280

Sales and Marketing Management

FEBRUARY 25, 2020

One of the most effective reward tools is a non-monetary point system. Above their comp plan, a rep might earn 1,000 points for every $100,000 in new sales during the quarter. Good incentives with reasonably precise rules and rewards allow sales managers to send positive signals about the company’s priorities and transparency.

Incentives 323

Incentives Incentive Travel Motivation 323

No More Cold Calling

NOVEMBER 20, 2014

But technology is an important part of how we live and work, so if Millennials are using a tool that is interesting and strategic, I’ll learn how they do it. I don’t spend my time chasing the next bright, shiny objects. But my strategy, tools, and outreach must adjust if I’m to stay current. Relationships do that.

Social Media 286

Social Media Media Referrals Social Selling 286

Sales and Marketing Management

NOVEMBER 15, 2018

Author: Matthew Sunshine If you’re a sales manager, you know this to be true: Having that tough conversation with a salesperson who isn’t meeting goals is never fun. As a sales manager, see whether this sounds familiar: You sit down with an underperforming salesperson and open with a statement like, “You’re not hitting your numbers.”

Coaching 257

Coaching Construction Pivotal Positioning 257

Hubspot Sales

JANUARY 11, 2021

B2B sales tools are meant to automate day-to-day processes, increase efficiency in all aspects of the sales process, and simplify various aspects of a sales rep's day to save valuable time — time that can be spent focusing on prospects and deals. B2B Sales Tools. Why use B2B sales tools?

Sales Tools 143

Sales Tools B2B Tools Hubspot 143

Vengreso

MARCH 2, 2021

For that reason, we teach sellers in our LinkedIn training to subscribe to omnichannel prospecting for the best sales success while prospecting. It means using every sales strategy, every tool and every channel to engage and connect with prospects. Because buyers respond to sales outreach on different mediums differently.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Sales and Marketing Management

JULY 21, 2019

Author: Lauren Boutwell As the field of sales enablement has evolved and matured, so, too, have its supporting technologies. Accordingly, video coaching has become a popular tool for driving readiness in sales organizations of all sizes and across industries. How would you respond to these common objections?” “How

Coaching 241

Coaching Video Hiring Trade Show 241

No More Cold Calling

MAY 24, 2018

That bright, shiny object might be rustier than you think. If you’re researching the latest and greatest sales trends, you just might fall victim to the bright-shiny-object syndrome. Just because certain sales prospecting techniques are all the rage, doesn’t mean they’re right for you or for your buyer.

Prospecting 196

Prospecting Social Media Trends Face-to-face 196

Vengreso

NOVEMBER 12, 2024

Are you ready for the unexpected twist in the world of sales coaching ? Get ready to be surprised by an unconventional approach to overcoming objections. Stay tuned for the big reveal that will change the way you think about coaching sales teams. Find out the surprising insight that will revolutionize your sales leadership.

Objections 72

Objections Opportunity Ideal Customer Profile Face-to-face 72

The Pipeline

AUGUST 3, 2017

The question I usually get, and a valid one, is “Well how am I supposed to know what their objectives are or business impacts they are looking for?” Well, it may take a bit of effort, but most sales people know this better than they pretend, they just have to change a few approaches. Product, feature, ROI, all noise. How Do We Do This.

Objections 206

Objections Face-to-face Segment ROI 206

PandaDoc

SEPTEMBER 17, 2024

Between prospecting, sales calls, data entry, quote preparation, and follow-ups, it’s very easy for teams to mismanage data and trip over themselves on the way to the finish line. That’s why sales collaboration tools are an essential part of the modern sales lifecycle. Let’s jump right in! 5 Capterra Rating: 4.4/5

Tools 98

Tools InsideSales Top of Funnel SalesForce 98

Mr. Inside Sales

APRIL 16, 2021

This quote sums up my management philosophy: A leader isn’t afraid of jumping into the trenches and showing their team exactly how to succeed in their job. In sales, this means leading by example. What’s interesting in my training these days is that there are a good number of sales managers who resist this idea.

How To 195

How To Face-to-face Gatekeeper Licensing 195

Sales and Marketing Management

APRIL 26, 2018

Author: Sunny Paris If I had a dollar for every time I heard CEOs and sales managers complain about their CRM not being up to date, or that salespeople aren’t using it properly, I could probably retire. When taking a closer look, there are objective reasons for the plight of CRM. First you need to ask what your objective is.

Software 180

Software Software CRM System 180

The Pipeline

FEBRUARY 13, 2017

While I have always been a proponent of a good sales process, and having a playbook to assist and improve execution, let’s not lose sight of the overall objective: Revenue! I worry when I see sales managers and leaders put a greater emphasis on process and playbook than results.

Lead Rank 219

Lead Rank Lead Scoring Guidelines Sports 219