Sales and Marketing Management

JULY 27, 2022

Sales trainer Amy Franko shares highlights from a webinar she presented recently for SMM Connect on the most important metrics for sales managers to monitor. She talks about how she goes to market and how companies can be smarter buyers of sales training.

Webinar Metrics 390

Webinar Metrics Buyer Sales Training 390

Steven Rosen

FEBRUARY 27, 2022

They have analyzed their markets and product performance, developed strategies and tactics, performed dry runs and presentations to senior management to finally agree on their budget and targets for next year. Like many companies, you bring the sales management team in for a meeting and present the marketing plans.

Strategy 408

Strategy Scale Objections Maximizer 408

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

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

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. Delivers a presentation.

Sales Management 139

Sales Management Hiring Promotion Motivation 139

SalesFuel

MAY 13, 2024

As B2B sales grow more competitive, a strong sales pitch presentation may determine whether you cruise or lose. One Sales Pitch Presentation Does Not Fit All Prospects The more specific and tailored you can be with your message the better. Construct the presentation with a proven framework.

Hiring 116

Hiring Case Study Construction Segment 116

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. … Focus on the present.

Sales Leadership 394

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

Anthony Cole Training

JANUARY 31, 2025

In my experience, I find that the process they utilize is either too complicated or too simple, and the process isn't really a process; it's the presenting of a predetermined sales goal for each producer. The purpose, obviously, is to get everyone on the same page with expectations of performance for the coming year.

Sales Goal 222

Sales Goal Revenue Sales Prospecting 222

Hubspot Sales

JANUARY 12, 2021

One of the most common, contentious issues sales managers run into with sales reps is lack of motivation. A rep who's more concerned with their Twitter feed or blankly staring off into space than actually doing their job can present a borderline migraine-inducing challenge for those trying to guide them.

Coaching 141

Coaching Sales Management Sage Policies 141

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 352

Hiring Lead Scoring Lead Rank Compensation 352

The Center for Sales Strategy

MARCH 27, 2023

Sales management is an art that requires a delicate balance between the present and the future. This means managing your current deals while also prospecting for new ones. Whether you are a seasoned sales professional or a newbie in the game, read on to learn how to master the art of sales management.

Pipeline 111

Pipeline Sales Management Competition Resources 111

Steven Rosen

OCTOBER 6, 2017

How many days should a manager spend in the field? I found this old presentation that I did when I was the vice president of sales at Alcon and we did some learning and many of you may have seen this on video, it’s by Stephen Covey, I like Stephen Covey and it is called The Big Rocks Presentation. It is hard.

Sales Coaching 254

Sales Coaching Coaching Call-back Sales 254

Understanding the Sales Force

SEPTEMBER 8, 2024

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. When salespeople present a minimum number of demos it is considered hitting a milestone. A pipeline that is 75% full is a full pipeline.

Government 341

Government Forecasting Pipeline Report 341

Steven Rosen

FEBRUARY 2, 2017

You also need to be sure that your sales management team are aligned with the critical success factors. I then ask their sales managers what the critical success factors are. However, if they are not aligned with the business and the other sales managers, there is no way that you are going to execute with excellence.

Face-to-face 326

Face-to-face Survey Sports Follow-up 326

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Lay a robust foundation.

Hiring 116

Hiring Sales Management Lead Rank Hubspot 116

The Pipeline

OCTOBER 5, 2017

Of late, what has helped those with the subjective approach has been the rise in statistics they can present to support their cause; again, when you’re looking for cover, stats are great. Stats are good, but much more malleable than facts.

Pipeline 281

Pipeline Lead Rank Groups Opportunity 281

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 Scoring Lead Rank 105

Hubspot Sales

OCTOBER 15, 2024

For example, if a prospect is struggling with operational inefficiencies, rather than presenting generic efficiency stats, share a case study or a data point that directly relates to their industry and demonstrates how your solution has made a measurable impact on similar companies. Demonstrate deep industry knowledge.

Prospecting 105

Prospecting Case Study Industry Study 105

The Center for Sales Strategy

OCTOBER 26, 2023

In these conversations, sales managers and sellers have a unique chance to learn about potential clients, understand their challenges, and present solutions tailored to their needs. For sales managers, it provides insights into sharpening your skills in this area.

Meeting 90

Meeting Sales Management Competition Conversion 90

Sales and Marketing Management

JULY 6, 2017

Every experienced sales manager has made a bad hiring mistake. Great sales managers recognize their mistake faster, and take decisive action to rectify the situation. What skills does the new hire still need the most work on? Target marketing dollars in their territory to generate more leads and give them a boost.

Hiring 273

Hiring Webinar Metrics Policies How To 273

Mr. Inside Sales

JANUARY 8, 2021

Like my first sales manager used to say: “There’s nothing to it but to do it.”. appeared first on Mr. Inside Sales. Instead, just use a good script, remember to ask questions and truly listen to their replies. Get Access Today. The post Overcome Call Reluctance Today!

Face-to-face 313

Face-to-face Cold Calling Gatekeeper Licensing 313

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. As the sales manager, it’s your job to keep your top salespeople motivated. That’s the best way to lead your sales team to greatness! What’s the worst that can happen?

Motivation 314

Motivation Hiring Ideal Customer Profile Guidelines 314

The Pipeline

JUNE 26, 2014

It is not a Wish List, it’s not an “I’d love to have that business” list, it is made up of the Ten best prospects you’ve made presentations to and are working through the sales cycle. The Top Ten List depends on the old adage, “You can manage what you can measure”. NOTE: If you don’t have ten today, that’s OK.

Pipeline 325

Pipeline Positioning Twitter Closing 325

Sales and Marketing Management

DECEMBER 14, 2020

What does it mean for B2B sales managers as they strategize for 2021? Is it necessary to train sales reps on new skills? What components of an existing sales process transfer well to virtual interactions? What should sales kickoffs look like? Every sales team has middle performers, and 2020 was challenging enough.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Steven Rosen

APRIL 3, 2018

Sales leaders are responsible for meeting the company’s revenue objectives. Performance improvements in sales executives and sales managers have a direct impact on revenue and profitability. As such, investing in developing sales leaders has the greatest ROI of any group of leaders in an organization.

Sales Coaching 320

Sales Coaching Coaching Hiring Face-to-face 320

Partners in Excellence

DECEMBER 11, 2024

” Sitting in reviews, after expressing my amazement about the richness of the dashboards and how nicely they present the data, generally I find myself asking the questions, “Looks like you are in deep s**t, what are you going to do about it?” Sadly, too many of the dashboards are showing “red.”

Revenue 118

Revenue Report Pipeline Data 118

Sales and Marketing Management

MAY 10, 2020

While our sales teams at WhiteHat Security have always been distributed, communicating with customers and prospects exclusively over the phone or video is a new challenge. When presenting to a client over the phone, the prospect may not be fully focused, and there’s not a foolproof way of knowing. Efficiently Manage Time.

Face-to-face 302

Face-to-face Hiring Lead Scoring Lead Rank 302

Steven Rosen

SEPTEMBER 20, 2022

Inflation, supply chain issues, the great resignation , competing demands, information overload and resulting overwhelm have consumed most sales leaders. I don’t care if you are the head of sales or a front-line sales manager. If not, present the issue. The challenge you face is twofold.

Sales Leadership 295

Sales Leadership Face-to-face Follow-up Coaching 295

Sales and Marketing Management

MAY 14, 2020

These conditions can present challenges for sales organizations, where in-person meetings and events are typically part of “business as usual.” With internal meetings (training bootcamps, sales kick-offs, role play sessions, etc.), presenting new messaging, responding to tough questions, etc.?—?for for manager review.

Sales Enablement 227

Sales Enablement Scale Policies Distribution 227

Sales and Marketing Management

FEBRUARY 25, 2021

Author: Robert Workman As a trainer, especially a trainer of salespeople and sales managers, you bust your butt to do a great job. I’ve been one of those prima donnas and hot dogs for four decades – salesman and sales manager. 1 in Sales and Sales Management? You’re halfway missing the boat.

Training 194

Training Hiring Webinar Metrics Sales Qualified Lead 194

Nutshell

NOVEMBER 20, 2024

Your role as a sales manager or director comes with multiple responsibilities, from developing and overseeing sales strategies to coaching and managing sales reps. Generating insightful sales reports is a critical component of your role and can involve some heavy lifting.

Report 62

Report Examples How To Sales Forecasts 62

Sales and Marketing Management

JUNE 3, 2019

They then react quickly and objectively to the answers to either disqualify or proceed through the sales process. Presenting a compelling solution – People who are competent in this skill know how to excite a potential customer with an enthusiastic presentation style.

Hiring 222

Hiring Lead Rank Lead Scoring Analysis 222

Sales Gravy

APRIL 2, 2025

One of my top clients reconfigured its leadership approach with inside sales reps, focusing on call-by-call coaching in real time. Leaders were present. 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.

Coaching 65

Coaching Pivotal Guarantee Territories 65

Steven Rosen

APRIL 3, 2018

Sales leaders are responsible for meeting the company’s revenue objectives. Performance improvements in sales executives and sales managers have a direct impact on revenue and profitability. As such, investing in developing sales leaders has the greatest ROI of any group of leaders in an organization.

Sales Coaching 160

Sales Coaching Coaching Hiring Face-to-face 160

Hubspot Sales

JANUARY 8, 2025

This step is crucial for understanding what isnt presently working for them. Some people may resist answering probing questions or present as defensive, making it harder to identify their gaps and effectively align your solution. It defines the future state. This is where you learn what the prospect ultimately wants to achieve.

Examples 113

Examples Strategy Hubspot How To 113

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! appeared first on Mr. Inside Sales.

Hiring 241

Hiring Face-to-face Gatekeeper Licensing 241