Topline Leadership

APRIL 9, 2025

Having collaborated with hundreds of sales managers for over three decades, Ive gained insights into the pivotal sales management skills that distinguish success from mediocrity. This article highlights four key practices that exceptional sales managers implement, setting them apart from their peers.

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Sales Management Pivotal Sales Sales Leadership 40

Allego

NOVEMBER 22, 2022

Winning a sale is a team effort, not just from sellers and sales managers but the sales organization as a whole. Sales operations, customer success , and product marketing are all instrumental in getting prospects to the finish line. This article originally appeared on MarketingProfs.

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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

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.

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Sales Management Hiring Promotion Motivation 139

The Sales Readiness Blog

AUGUST 30, 2023

Dive into the four pivotal sales management styles—Directing, Selling, Participating, and Delegating—and learn how to strategically apply each one to elevate your leadership and boost those sales numbers. Don't just manage—lead with impact and flexibility! Are you looking to maximize your team's performance?

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Sales Management Pivotal Maximizer Sales 105

Sales 2.0

SEPTEMBER 14, 2014

It’s not our job to “pivot” the company when the market says it does not want our offering. So if you have the chance to join a startup as the first sales rockstar dude, I recommend you check they are ready for you. Sales Management' In my opinion our job is not to make “a silk purse out of a sow’s ear”.

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Scale Hiring Collateral Social Selling 373

The Pipeline

MAY 26, 2014

No, I am not speaking to sales managers, directors or VP’s, but directly and specifically to front line sales professionals. The whole thing pivots on your ability and credibility as a subject matter expert. By Tibor Shanto - tibor.shanto@sellbetter.ca.

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Sales Qualified Lead Lead Rank Lead Scoring Leads 314

Pipeliner

DECEMBER 27, 2020

Business strategies change constantly, but they usually pivot slowly over time. Here are some ways to pivot your sales strategy to maximize your post-COVID-19 success. What is a Sales Strategy? What do business leaders mean when they talk about a “sales strategy?”

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Pivotal Strategy Face-to-face How To 98

No More Cold Calling

OCTOBER 16, 2014

Murrow, played by David Strathairn , you’ll be transported back to a pivotal era in TV broadcasting: the early 1950s. Associations Enterprise Sales Management Salespeople' We watched a show when it was on, and we watched together as a family. If you’ve seen the movie Good Night, and Good Luck about Edward R.

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Face-to-face Transportation Cold Calling Social Media 291

Crunchbase

OCTOBER 26, 2020

Other times, it might be necessary to use a sales playbook to guide sales. Standardizing conversational outcomes, analyzing conversation quality, and tracking talk time using call recording analytics will give your sales management team a complete data set to track and refer to when they’re finding the right path to success.

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Pivotal Strategy Face-to-face Consumer 105

Sales Gravy

APRIL 2, 2025

Even better is when the leader offers coaching in the momenthelping the rep pivot if the call starts going sideways. The Power of Being Side by Side One sales organization I work with discovered, after a big dip in sales productivity, that none of its sales managers were spending time on the floor.

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Coaching Pivotal Guarantee Territories 65

Gong.io

JANUARY 31, 2022

While the exact list depends on who you ask, the following (alphabetized) traits are all critical for a sales manager: Able to coach, analytical, available, confident, empathetic, good listener, innovative, leads by example, loyal, motivating, passionate, positive attitude, serves vs. dictates, strategic vision, strong communicator, and thoughtful.

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Software Software Sales Management Sales Forecasts 118

criteria for success

MARCH 2, 2022

There are many aspects to sales development. And all great sales managers know that when it comes to sales development, opportunities for growth are endless. When we talk to sales managers about sales development, we tend to get some similar questions: Where is the best place to start? Where to Start.

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Sales Management Insurance Insurance Policies 104

Zoominfo

JANUARY 15, 2021

If you’re a sales manager, you’ve maybe been in the sales forecasting hot seat — of presenting numbers that look different from your prediction. What Is Sales Forecasting? Sales forecasting is how sales managers, directors, and VPs estimate upcoming revenue. Opportunity stage forecasting.

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Sales Forecasts Forecasting Hiring Pivotal 207

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.”

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Coaching Construction Pivotal Positioning 257

Sales Gravy

NOVEMBER 1, 2022

In her new book, Helen writes that the hybrid work revolution has made sales management the most pivotal role in the innovation economy. Pivotal means that your team's performance rest squarely on your shoulders. Hiring the right salespeople is a huge challenge for sales leaders.

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Hiring Pivotal Sales Talent Sales Leadership 128

Steven Rosen

JULY 2, 2024

Sales managers are critical to team success but often need more effective coaching skills due to inadequate training. Steven Rosen underscores coaching as the weakest core sales management skill, urging prioritized training.

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Account Coaching Promotion Margin 156

Steven Rosen

MARCH 25, 2024

Sales Managers: Get Off Your Butt and Start Coaching Your Reps In today’s highly competitive sales industry, which has endless analytic tools and virtual interfaces, the role of the sales manager has quietly pivoted to that of a ‘dashboard coach.’

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Coaching Pivotal Lead Rank Energy 156

Sell Integrity

JUNE 23, 2020

All tech companies want to build a world-class culture, and front-line managers play a pivotal role. What kind of conversations are your front-line managers having with their customer-facing teams? With sales booming, several top salespeople were promoted to manager roles, and the expectations were high.

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Coaching Sales Management Company Face-to-face 85

Miller Heiman Group

JUNE 25, 2020

Even before the rise of COVID-19, sales managers had what’s known as the “hardest job in sales.” As the rest of their organization pivots to manage the challenges of the coronavirus and establish strategies for rebounding from the crisis, sales managers also must shift.

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Sales Management Sales Leadership Face-to-face Sales Forecasts 90

Steven Rosen

JULY 22, 2024

While various strategies can contribute to sales success , one critical factor often overlooked is developing a strong frontline sales leadership team. The frontline sales managers are the linchpin of your sales organization. Therefore, investing in the development of your frontline sales managers is essential.

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Quota Company Face-to-face Sales Leadership 156

Understanding the Sales Force

JULY 9, 2024

Pivot to sales. If the most committed baseball players always want to practice, and the same would be true for all athletes including soccer (I put it first instead of not including it), football, hockey, golf, track, and basketball, why isn’t it true for sales? Lack of sales training.

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Commission Hotels Sales Qualified Lead Lead Rank 188

Steven Rosen

JANUARY 15, 2024

It is time that we test the vision, or else how do we understand what’s working, what’s not, or do we need to pivot?” Getting Buy-In from Sales Leaders One of Keith’s biggest challenges was getting buy-in from his sales leaders. Keith explains, “We’ve been building for a long time.

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Sales Leadership Coaching Resources Pivotal 268

Steven Rosen

AUGUST 13, 2023

Turning Obstacles into Opportunities: Managing Behavioural Issues I have had the privilege of working with numerous sales managers, guiding them through the challenges they face in leading high-performing teams. One recurring issue that has surfaced frequently is managing behavioural issues among their salespeople effectively.

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Construction Face-to-face Pivotal Lead Rank 156

The Center for Sales Strategy

JULY 22, 2024

Effective delegation goes beyond merely assigning tasks; it serves as a pivotal strategy for enhancing sales reps' skills, bolstering leadership within an organization, and fostering a culture of accountability and communication. For sales managers, mastering delegation can lead to a more dynamic, adaptable, and successful sales team.

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Steven Rosen

MAY 20, 2024

Her emphasis on thorough readiness underscores its pivotal role in achieving success. She shares practical tips on time management, utilizing short meetings and communication tools to optimize efficiency and collaboration within her team.

Sales Leadership 156

Sales Leadership Coaching Pivotal SalesForce 156

Steven Rosen

MAY 20, 2024

Her emphasis on thorough readiness underscores its pivotal role in achieving success. She shares practical tips on time management, utilizing short meetings and communication tools to optimize efficiency and collaboration within her team.

Sales Leadership 156

Sales Leadership Video Coaching Pivotal 156

No More Cold Calling

AUGUST 14, 2019

As I reflected on my career in sales and sales management, I realized my best business had come from referrals. I did my “feet on the street” research and interviewed sales leaders and salespeople. Fifty of this company’s best clients said they’d be glad to give referrals. Was this company asking? The Answer: No.

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Referrals Cold Calling Survey Scale 291

Sales and Marketing Management

MAY 14, 2020

With internal meetings (training bootcamps, sales kick-offs, role play sessions, etc.), client and prospect meetings, and industry tradeshows getting postponed and canceled, how can sales teams pivot quickly to drive productivity in a new (predominantly virtual) environment? Reacting proactively. Habits will need to adjust.

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Sales Enablement Scale Policies Distribution 227

Sales and Marketing Management

FEBRUARY 15, 2021

Now, as we dive deeper into a new year, sales leaders are tackling another issue. Many sales organizations have pivoted to virtual events rather than simply canceling major sales events. Creating learning campaigns based on sales personas.

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Membrain

OCTOBER 30, 2024

Every salesperson is familiar with the experience of prospects going cold for no apparent reason. They think they’re hot on the tail of something valuable, and then the person stops responding.

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Pivotal Conversion Prospecting Sales 71

No More Cold Calling

JUNE 27, 2024

Also, be sure to check out my blog posts from earlier this year: Sales Managers: Get Your Head Out of Your Spreadsheets “Message to Management: Your job is to get the rocks out of the road for your salespeople so they can do what they were hired to do—sell!” More importantly, what can sales leaders do to improve these numbers?

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Referrals Cold Calling Social Media Sales Qualified Lead 156

Understanding the Sales Force

SEPTEMBER 20, 2024

Pivoting again, is there a reverse correlation in sales? Weak salespeople who fill their pipelines but don’t disqualify (referenced in the previous paragraph) should also benefit from sales training and coaching. According to t he data, the batters who strike out the most do indeed hit the most home runs.

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Pipeline Coaching Opportunity Comparison 173

Sales Manager Now

APRIL 14, 2020

Whether it be with family, in a marriage, with friends or in our sales role. Communication plays a pivotal role in reducing misunderstandings or improving clarity and… The post CONVERSATIONS Increase Your Sales Influence appeared first on Sales Manager Now.

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Influencer Conversion Pivotal Sales 103

SMEI

JANUARY 5, 2024

Sales Management Certifications: For those inclined towards leadership roles in sales, certifications like Certified Sales Executive (CSE) provide an edge. This enhanced trust and credibility can be pivotal in establishing strong, long-lasting client relationships.

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Marketing Ideal Customer Profile Social Media Webinar Metrics 219

Sales and Marketing Management

MARCH 8, 2020

That question kicks off the new book “Pivot to the Future” by three thought leaders from the consulting giant Accenture. Pivoting to the missing middle means human skills such as empathy and communication will rise in importance, while others like administra­tion will decline. Business require both capabilities.

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Top of Funnel Marketing Scale Forecasting 218

Zoominfo

JANUARY 15, 2021

If you’re a sales manager, you’ve maybe been in the sales forecasting hot seat — of presenting numbers that look different from your prediction. What Is Sales Forecasting? Sales forecasting is how sales managers, directors, and VPs estimate upcoming revenue.

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Sales Forecasts Forecasting Hiring Pivotal 130