Understanding the Sales Force

APRIL 6, 2025

Last week I wrote this important article about how you can use sales process to increase revenue by 28%. Lets make the assumption that you either have or are about to have a comprehensive custom, staged, milestone-centric, buyer-focused sales process with predictive sales scorecard. What are the next steps?

Government 177

Government Sales Leadership Coaching Sales Coaching 177

Anthony Cole Training

MARCH 31, 2023

Today's topic: March Madness, the ongoing search for bracket and sales pipeline predictability. In the world of sales forecasting, you have the same problem! The March Madness tournament can be somewhat predictable, but upsets are expected.

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Pipeline Sales Forecasts Forecasting Banking 295

Understanding the Sales Force

NOVEMBER 9, 2022

I'm guessing (I did not interview her) the new manager prioritized KPI's and accountability, hiring people who had attention to detail, who were committed to customer satisfaction, and who took personal responsibility.

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Sales Management Hiring Course Account 295

Understanding the Sales Force

OCTOBER 19, 2024

My latest sales epiphany happened while I was watching Friday’s American League Championship Series game between the Yankees and the Guardians. And because this is my brain, this article is actually about sales, not baseball! It will look good in the pipeline. Size of the pipeline doubles overnight. This is huge!

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Anthony Cole Training

JUNE 1, 2020

Sales pipelines are similar to the story of "Goldilocks and the Three Bears. This one is too fat, this one is too skinny, and the rarest one of all; this one's just right.

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Zoominfo

AUGUST 11, 2021

No business can survive for long without a healthy sales pipeline. It’s what keeps your sales team organized and focused on managing opportunities to close deals. Unfortunately, many B2B organizations suffer from ineffective sales pipeline management. What Is a Sales Pipeline?

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Pipeline Closing Sales Qualified Lead Top of Funnel 217

Understanding the Sales Force

MAY 30, 2025

.” To get a sense of the percentage of salespeople who might be complacent, I mined data from Objective Management Groups (OMG) assessments of more than 2.5 Said another way, there is no penalty for missing quota unless they get terminated which, if most of the sales team is guilty of missing quota, is unlikely to occur.

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Quota Compensation Motivation Groups 177

MTD Sales Training

MAY 29, 2023

As sales directors or sales managers , we all think we know what success looks like. Much depends on whether you are measuring the sales performance of an individual rep, team, or department. Contents What Are Sales KPIs? Why Are KPIs In Sales Important? Why Are KPIs In Sales Important?

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Cost per Acquisition Cost per Lead Lead Rank Sales Qualified Lead 156

Understanding the Sales Force

SEPTEMBER 8, 2024

The same thing happens in sales. A pipeline that is 75% full is a full pipeline. When half of salespeople hit quota it equates to strong sales performance across the team. When Sales Managers have any conversations with their salespeople it is considered coaching. Your company calls it success.

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Government Forecasting Pipeline Report 348

Sales 2.0

AUGUST 29, 2022

A classic issue in sales forces is promoting one of the top performing sales reps to the manager of a sales team, then having them fail in this new role. I just became much clearer on why this happens and what can be done about it, by reading just one section of David Brock’s book “The Sales Manager Survival Guide”.

Sales Management 195

Sales Management Face-to-face Proposal Promotion 195

Sales 2.0

AUGUST 29, 2022

A classic issue in sales forces is promoting one of the top performing sales reps to the manager of a sales team, then having them fail in this new role. I just became much clearer on why this happens and what can be done about it, by reading just one section of David Brock’s book “The Sales Manager Survival Guide”.

Sales Management 39

Sales Management Face-to-face Proposal Promotion 39

MTD Sales Training

JANUARY 12, 2023

You work in sales, so you need a sense of humour, right? I’ve lost count of the number of funny sales memes I’ve sent my sales team over the years. Finding quality sales memes is tough. Salespeople will get these funny sales memes; others may not unless you’ve worked in the industry. Sales team leadership is tough.

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Hiring Face-to-face Cold Calling Commission 156

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?

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Hiring Sales Management Territories Outsourcing Services 224

The Center for Sales Strategy

MARCH 27, 2023

Sales management is an art that requires a delicate balance between the present and the future. The key to success lies in mastering the art of balancing the pending vs pipeline. This means managing your current deals while also prospecting for new ones.

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The Pipeline

SEPTEMBER 7, 2020

Sales Scrum Episode #19 – Guest David Masover. David is the president David Masover Sales Consulting and shares how he leverages the sales process to drive success. If you only attend one webinar this month – This is The One: Pipeline = Ability X Execution X Leadership: The Complete Prospecting System.

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Forecasting Webinar Metrics Pipeline System 307

Sales 2.0

OCTOBER 25, 2021

If you know someone that runs a business with a sales team, or they lead the charge themselves, have them take a look at the areas below for ways they can increase their sales. Improving even one of these areas could take their sales to the next level. Sales process efficiency. Sales time sucks. Sales management.

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Territories Compensation Scale Decision Maker 396

SBI Growth

SEPTEMBER 23, 2024

We all know how challenging it can be to manage a constantly changing pipeline, but it's essential for reps to stay organized to ensure their opportunities are moving forward. So, how can you ensure that your reps keep their pipeline current? Here are four tips to help them stay on top of their deals.

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Pipeline Opportunity Sales Training 177

No More Cold Calling

JULY 29, 2021

This broken link is to blame for sales teams’ biggest closing mistakes. “My This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. The problem is that sales reps neglect important activities during earlier stages of the sales process. It’s just a symptom.

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Closing Sales Qualified Lead Lead Scoring Lead Rank 409

Force Management

FEBRUARY 22, 2024

Healthy sales pipelines and accurate forecasts are grounded in structured territory, account and opportunity planning processes. These processes provide sales managers with an unrestricted line of sight into their sales organizations.

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Pipeline Tools Coaching Forecasting 148

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.

Hiring 358

Hiring Compensation Lead Scoring Lead Rank 358

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.

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Coaching Guidelines Margin Incentive 347

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.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Zoominfo

FEBRUARY 18, 2025

Sales teams thrive on the energy of effective outreach, but managing outbound calls at scale requires a lot more than just smiling and dialing. These tools not only help teams track performance, but improve engagement strategies and optimize sales workflows. But how can you choose the right tool for your team?

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Outbound Software Software Buyer Intent 130

MTD Sales Training

FEBRUARY 21, 2023

A career in sales isn’t for everyone. A sales career rewards hard work and the regular achievement of targets. It can be demanding and requires sales professionals to maintain enthusiasm, professionalism and energy when dealing with potential clients. Are You Ready for a Career in Sales?

Hiring 156

Hiring Salary Ideal Customer Profile Engineering 156

SalesFuel

MAY 8, 2025

Much like spring cleaning, the beginning of the second quarter is a great time to conduct a sales pipeline review. The Sales Pipeline Review Informs Your Sales Manager The highest best use of your time can often be communicating with sales management.

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Pipeline Hiring Referrals Cold Calling 59

MTD Sales Training

JULY 17, 2023

Inside sales has really taken off in the past few years. In this article we’ll ask what inside sales is and what makes it different from other kinds of selling. Contents What Does Inside Sales Mean? Is Inside Sales Cold Calling? Benefits of Inside Sales How to be a Successful Inside Sales Rep Is Inside Sales Hard?

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Inside Sales Scale Cold Calling Top of Funnel 156

Understanding the Sales Force

JUNE 20, 2023

Salespeople can self-motivate, sales managers can do this to motivate their salespeople, sales leaders can use this to motivate their sales managers and CEOs can leverage this to motivate their top Sales Leader. Sales Leaders at nearly every company complain about CRM compliance. This is brainless!

Motivation 156

Motivation Pipeline Hiring How To 156

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.

Sales Management 156

Sales Management Sales Cycle Pipeline Buyer 156

Engage Selling

APRIL 3, 2024

Use these 2 strategies to de-risk your pipeline and give the … The post 2 Sales Pipeline Tips for Uncertain Times first appeared on Colleen Francis - The Sales Leader. How do you successfully sell in today’s market when both you and your prospect are faced with unprecedented uncertainty?

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Pipeline Face-to-face Strategy Sales 62

MTD Sales Training

OCTOBER 18, 2023

“Sales Fundamentals for Beginners” serves as your quintessential guide, constructed to equip you with the knowledge essential to excel in the art of selling! Ready to unlock your true sales potential? What Are The Fundamentals Of Sales? Nurturing relationships In sales, relationships matter. Let’s get going!

Hiring 156

Hiring Referrals SalesForce Discount 156

Partners in Excellence

SEPTEMBER 16, 2022

Recently, a reader wrote, asking a lot of questions about pipelines–what are they, why are they important, how do we leverage them, and so forth. For example, I know of very few sales training programs that teach pipeline concepts (we’ve been doing this for the past 30 years). So strap in… What is the pipeline?

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Pipeline Ideal Customer Profile Sales Cycle Forecasting 133

Sales 2.0

SEPTEMBER 14, 2014

Startups are super exciting but they can turn a “rockstar sales person” into a “loser”. Most startups make their first sales through the founders. In fact when you boil it down they make their first sales through social selling. This is often when the founders call in a “sales professional”. Startup sales reality.

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Scale Hiring Collateral Social Selling 373

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.

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Video Training Lead Scoring Lead Rank 105

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.

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Sales Management Forecasting Face-to-face How To 58

Steven Rosen

JANUARY 13, 2024

In the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley stress the lack of coaching and support for sales managers, underscoring the need for coaching for these managers. Evaluating sales managers’ success should exceed sales quotas and include turnover and team development metrics.

Sales Management 156

Sales Management Hiring Retention Coaching 156

Engage Selling

APRIL 22, 2024

We all know the importance of building a solid pipeline, and I have two incredible success stories to share with you. Take these lessons and apply them to your own … The post 2 Ways to Build Pipeline Right Now first appeared on Colleen Francis - The Sales Leader.

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