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

Vengreso

NOVEMBER 12, 2024

Mastering Objection Handling Effective objection handling is crucial in sales, requiring sales teams to navigate challenges and turn objections into opportunities. By mastering objection handling, sales reps can build trust with prospects and guide them towards making informed decisions. Download FlyMSG at flymsg.io

Objections 72

Objections Opportunity Ideal Customer Profile Face-to-face 72

Partners in Excellence

OCTOBER 4, 2023

Let’s look at some “opportunity” math. 60% of the opportunities we compete for end in no decision made! What if we set a goal of reducing the number of opportunities that customers abandon late in their buying process? We never even get exposure to those opportunities! Yet they fail!

Opportunity 149

Opportunity Scale Revelation Quota 149

Anthony Cole Training

OCTOBER 17, 2024

So why is it that many sales leaders default to coaching the deal at hand and do not consistently have sales pipeline management sessions with their people?

Pipeline 327

Pipeline Benefit Hubspot Coaching 327

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 2.0

FEBRUARY 1, 2023

This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. This first interview is with Oliver Churchill , the founder and CEO of Acuity Sales Decision Science. I was curious to hear what he thinks. Call that… “Just add AI.”

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Understanding the Sales Force

JANUARY 15, 2025

As I’ve written before, MOST attempts to qualify an opportunity, prior to uncovering a compelling reason to buy from you, will result in disqualification. If you’re among those who think that the existence of those four things qualifies an opportunity then your salespeople probably have win rates below 20%.

Sales Process 173

Sales Process Lead Rank Lead Scoring Sales Qualified Lead 173

Understanding the Sales Force

OCTOBER 19, 2024

Is it fair to believe that Sales Leaders want their salespeople to succeed with their big, important sales opportunities as much as I would want the Red Sox relief pitcher to succeed in a big, important game? ” But most Sales Leaders react more like I did when the non-Red Sox pitcher was brought into the game.

Epiphany 188

Epiphany Real Estate Face-to-face Coaching 188

Steven Rosen

FEBRUARY 23, 2022

5 Ways top sales managers become a sales coach! Sales coaching is the most important sales management activity for driving sales performance. Unfortunately, most managers haven’t been taught how to properly coach their staff. Ask Effective Questions. Of course, not.

Sales Coaching 433

Sales Coaching Coaching Hiring Face-to-face 433

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

MARCH 18, 2024

2023 presented a unique set of challenges for sales managers. Economic uncertainty, cautious buyers, and reliance on existing customers contributed to longer sales cycles and pipeline woes. However, 2024 brings new opportunities, and with these five lessons, sales organizations can get on track for a fast start in 2024.

Sales Management 156

Sales Management Sales Cycle Pipeline Buyer 156

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

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. Do All Your Sales Reps Have Strong Business Plans? Is Your Sales Team Engaged?

Compensation 386

Compensation Quota Lead Rank Lead Scoring 386

Steven Rosen

APRIL 15, 2021

Business acumen and business planning are becoming a much more necessary skill for sales reps and sales managers. The company’s business planning processes require sales reps to build annual business plans. It starts with the front-line sales manager reviewing each member of their sales team.

Territories 336

Territories Quota Coaching Sales 336

Understanding the Sales Force

APRIL 6, 2025

” Consistent sales coaching in the context of the sales process Hold salespeople accountable for: Following the sales process Entering progress in CRM in real time Pipline Reviews and debriefs YOY change in pipeline quantity YOY change in pipeline quality YOY change in sales cycle length YOY change in conversion ratios from stage to stage of (..)

Government 173

Government Sales Leadership Coaching Sales Coaching 173

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 57

Sales Management Face-to-face Forecasting How To 57

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 spend a considerable amount of time preparing for a mid-year performance review.

Objections 276

Objections Coaching Sales Management Course 276

Steven Rosen

JANUARY 31, 2023

If you take the traditional approach of spending 80% of your time reviewing the past year and 20% on goals for the new year, you will have missed one of the biggest opportunities to supercharge your team. Focus 80% of your time on identifying opportunities for growth and development and 20% on reviewing last year’s performance.

Sales Leadership 293

Sales Leadership Policies Coaching Consumer 293

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

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

Steven Rosen

FEBRUARY 27, 2022

Like many companies, you bring the sales management team in for a meeting and present the marketing plans. You probably plan a kick-off meeting for the sales force early in the year to do the same. If you have one sales manager, there is no need for alignment. Step 2: Alignment. Step 4: Track. Step 5: Review.

Strategy 408

Strategy Scale Objections Maximizer 408

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. Managing high-performing sales reps requires understanding and appreciating their drivers and demands rather than being threatened by their assertiveness.

Video 296

Video Face-to-face Coaching Sales Management 296

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.

Sales Meeting 287

Sales Meeting Meeting Motivation How To 287

The Pipeline

SEPTEMBER 9, 2019

These famous words from Shakespeare’s Merchant of Venice equally apply to our sales pipeline. As sales managers, we know from experience that when we review the opportunities our sales reps have promised to close this month, next month and the next 90 day, that they won’t all close. But which ones will close?

Lead Rank 49

Lead Rank Lead Scoring Sales Qualified Lead Face-to-face 49

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

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. Sales Managers don’t want to coach because it takes away from personal sales.

Coaching 341

Coaching Guidelines Margin Incentives 341

Understanding the Sales Force

OCTOBER 9, 2024

Step 1 – Have the Sales Team Evaluated We leverage the gold standard of sales team evaluation tools to determine what the team’s full sales capabilities are today, and where the biggest gaps are in all 21 Sales Core Competencies. They needed to add salespeople and replace their D-Players.

Hiring 352

Hiring Lead Rank Lead Scoring Compensation 352

Sales and Marketing Management

APRIL 1, 2019

So, as a sales manager, you need to guide your top salespeople in choosing new skills to learn and next-step goals to accomplish. Excellent at coordinating sales activities of each member of the account team. Consistently develops new sales opportunities within existing accounts. the list goes on.

Motivation 314

Motivation Hiring Ideal Customer Profile Guidelines 314

Steven Rosen

MAY 1, 2024

Managing High-Performing Reps Managing high-performing reps can be challenging, as they often have strong personalities and high expectations. Brandon advises sales managers to embrace the challenges of managing these individuals and not to be emotionally triggered by their challenging behavior.

Lead Rank 228

Lead Rank Lead Scoring Hiring Leads 228

Sales and Marketing Management

JANUARY 31, 2021

Hiring and onboarding are an expensive undertaking, so companies are incentivized to train new sales reps quickly and ramp faster. But, many organizations tend to rely on these programs and miss the golden opportunity to continue upskilling sales reps throughout their time at the company. Improve Employee Retention.

Sales Coaching 317

Sales Coaching Top of Funnel Coaching Hiring 317

Partners in Excellence

FEBRUARY 12, 2025

As I dove in, I discovered the sellers were not entering opportunities into the pipeline until they were actually in the contract negotiation stage. Why weren’t they creating opportunities early in the engagement process? Why weren’t they showing those opportunities much earlier in the qualified pipeline?

Outbound 120

Outbound Call-back Sales Qualified Lead Pipeline 120

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

No More Cold Calling

JULY 29, 2021

Reasons Why Salespeople Fail to Close Sales. When you analyze what really went wrong with missed sales opportunities, you’ll typically discover that your sales reps didn’t make time to prepare for their meetings. Only one kind of lead that sales managers should care about. And that’s referral leads.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Understanding the Sales Force

SEPTEMBER 20, 2024

Over the past nearly forty years at the helm of Kurlan & Associates, I’ve struck out on some opportunities too but never gave those losses any further attention, energy or life. I looked at the data going back to when we began using Membrain nearly ten years ago, to see that my running win rate is 86% of the closable opportunities.

Pipeline 173

Pipeline Coaching Opportunity Comparison 173

No More Cold Calling

MARCH 25, 2021

She took her passion one step further and created an eBook called ”Opening the Doors to Sales Opportunities.” Donate to help young women build a sales career). Jill Konrath has also become a household name in the sales community. Barb knew the impact her podcasts had on saleswomen of all ages and backgrounds.

Hiring 379

Hiring eBook Cold Calling Scale 379