Connect2Sell

AUGUST 7, 2019

(..)

Promotion 277

Promotion Sales Management Sales 277

Connect2Sell

MAY 8, 2019

As a sales manager, you’re responsible for delivering results. Leading people starts with leading yourself and making choices that truly get the right results the right way.

Promotion 233

Promotion Sales Management Objections Sales 233

SBI Growth

JUNE 14, 2013

I sat across the desk from Mike, the new VP of Sales. He had just been promoted 6 months ago. Before his promotion Mike was the can’t-miss Sales Manager. Now he was just another VP of Sales in the crosshairs. After a quick conversation, we found he was committing 3 of the sales myths below.

Sales Management 326

Sales Management Hiring Telemarketing Demand Generation Targets 326

Steven Rosen

AUGUST 12, 2013

I just had a conversation with a sales executive who asked me “what is the role of the sales manager?” This executive was frustrated by poor sales and felt that the sales managers could be doing more to meet sales objectives. I agree that the sales manager’s goal is to meet or exceed sales objectives.

Hiring 335

Hiring Sales Management Coaching Objections 335

Connect2Sell

JUNE 19, 2019

The role of a sales manager involves sales outcomes and manager responsibilities. There’s something else, too, that sets the most successful sales managers apart from others. To be one of the best, you’ll need it all -- sales manager leadership skills. It’s leadership.

Sales Management 232

Sales Management Promotion Sales Leads 232

Connect2Sell

JUNE 26, 2019

Sales productivity is the measure of how productive a seller or sales team is. In this post, we’re going to take a look at the key drivers of sales productivity and provide actionable sales manager tips for boosting productivity on your team. This is measured in results (dollars!).

Promotion 212

Promotion Sales Management Sales 212

The Pipeline

SEPTEMBER 8, 2014

There has been lots written about the common mistake companies make in selecting new sales managers; specifically the habit of promoting some of their best sales people to the management ranks, whether they are suitable or not. The notion that the best managers are those who have done it is simply not right.

Hiring 296

Hiring Sales Management Lead Rank Lead Scoring 296

Connect2Sell

APRIL 24, 2019

Instead of selling, what’ll you do all day long as a new sales manager? You’ll end up becoming the “sales prevention manager” instead of a sales manager if you get in the way of sellers making sales. These tips for new sales managers will enable you to get into a flow more quickly.

Sales Management 209

Sales Management Promotion Up-Sell Sales 209

Connect2Sell

JULY 31, 2019

his series has focused on a wide variety of topics that will help you succeed as a new sales manager. New sales manager training should focus on both – your success in the new job AND your ongoing development for whatever comes next. That’s the short-term view.

Sales Management 206

Sales Management Promotion Training Sales 206

No More Cold Calling

SEPTEMBER 4, 2014

The Sales Hunter tells you what it takes to lead a winning sales team. How often do sales managers generate opportunities and support their teams in customer conversations? Under constant pressure to deliver sales, they focus on reports and not on the critical sales activities that generate revenue.

Sales Management 281

Sales Management Construction Small Business Small Business 281

Connect2Sell

JULY 3, 2019

You already know that your actions significantly impact sales performance. As a sales manager, there’s a cause-and-effec t for nearly every thing you do. You probably have more questions that answers: Which sales manager actions trigger which seller reactions? What does?

Promotion 171

Promotion Sales Management Training Sales 171

MTD Sales Training

NOVEMBER 9, 2017

Last week, the CMI and Glassdoor published their research findings on management trends in their paper ‘Leadership and Culture at Work.’. More Frequent Performance Reviews: The top 20 companies saw performance management as an opportunity to fuel personal development and growth, not a check-up on results. Managing Director.

Hiring 268

Hiring Sales Management Loyalty Study 268

Connect2Sell

JULY 10, 2019

To address the myths, misperceptions, and misunderstandings about how to fire up sales professionals, let’s start with the most prevalent misguided sales manager tips for motivating sellers.

Motivation 166

Motivation Promotion Sales Management Sales 166

Connect2Sell

JUNE 12, 2019

Any organization that hopes to boost sales effectiveness will start by shoring up sales management effectiveness. No matter how strong the sales team is, they will become hamstrung by an ineffective sales manager.

Promotion 160

Promotion Sales Management Sales 160

The Pipeline

MAY 17, 2013

The best way to do so, however, is a matter that often leaves your sales and marketing staff at odds. Your sales force is focused primarily on closing the deal and landing new customers, while your marketing department wants to nurture customer relationships before and after the sale. The aim is to keep growing the connection.

Ideal Customer Profile 327

Ideal Customer Profile Social Media Customer Sales Management 327

Janek Performance Group

OCTOBER 13, 2021

Sales are up and it’s time to expand the sales department. But before you do, you need to find a new sales manager to support the additional sales reps. Peter was your first business development rep hired in the sales department. Why do companies promote the wrong person to sales management?

Promotion 118

Promotion Sales Management Hiring Coaching 118

Connect2Sell

JULY 17, 2019

As sales manager, you can focus on the short-term and drive sales results to meet this period’s goals. A much better choice is focusing on the long-term to build sellers’ competence and confidence so they can drive sales results to meet each periods’ goals on their own.

Promotion 215

Promotion How To Exact Meeting 215

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. Per David Brock, a sales manager’s job is to be a coach. I’d say reps promoted to management have no idea that they need to learn to be a coach.

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. Per David Brock, a sales manager’s job is to be a coach. I’d say reps promoted to management have no idea that they need to learn to be a coach.

Sales Management 39

Sales Management Face-to-face Proposal Promotion 39

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. No one wants to be told what to do.

Sales Coaching 433

Sales Coaching Coaching Hiring Face-to-face 433

Connect2Sell

MAY 28, 2019

You can do better and increase your odds of getting sales superstars with a solid sales selection process. Is hiring sellers like rolling the dice in your organization?

Hiring 156

Hiring Promotion Sales Management Sales 156

Steven Rosen

JANUARY 10, 2021

Invest in your sales managers to unlock the potential in your sales organization and turn that performance into sustainable performance As the leader of your organization, the next 6 months will prove to be more pressure-filled than you may have experienced in years. Invest in your sales managers.

Sales Management 194

Sales Management Hiring ROI Maximizer 194

Connect2Sell

MAY 22, 2019

In this series for new sales managers, we’re about to look at sales team management tips for turnaround teams … teams that aren’t performing well.

Promotion 203

Promotion Sales Management Sales Sales Leadership 203

MTD Sales Training

JANUARY 18, 2018

This could involve seeing their territory sales improve, helping a new product through its launch or possibly farming an account for new business. For some, though, it would be seen as real progress if they were to be promoted to a management position. Find out what is driving their desire for promotion.

Sales Management 192

Sales Management Salary Promotion Cold Calling 192

Sales and Marketing Management

AUGUST 23, 2017

Author: Monika Götzmann When businesses need to improve sales, they are most likely to focus on salespeople and account managers, according to CSO Insights' 2016 Sales Enablement Optimization Study, with 94.3 In addition, the same study found sales training was the most popular sales enablement service.

Sales Management 196

Sales Management Study Influencer Sales Coaching 196

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.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Connect2Sell

JULY 24, 2019

Asking sellers to describe the sales culture where they work is like asking a fish to describe water. The fish isn’t even aware of his environment because he is swimming in it and is completely oblivious to its presence or its importance, for that matter. Human beings are the same way about workplace culture.

Promotion 165

Promotion Sales Management Sales 165

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.

Coaching 341

Coaching Guidelines Margin Incentives 341

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?

Hiring 224

Hiring Sales Management Territories Outsourcing Services 224

SBI Growth

FEBRUARY 10, 2025

Senior sales leaders become frustrated when their sales managers, many of whom were promoted from the sales ranks , focus their responsibilities on selling as opposed to managing their sales teams.

Sales Management 156

Sales Management Promotion Sales Sales Coaching 156

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

Connect2Sell

MAY 15, 2019

You’re a new sales manager, and you’ve inherited a high-performing successful sales team. All you have to do is make sure you don’t mess it up !

Promotion 171

Promotion How To Sales Management Sales 171

Sales and Marketing Management

JANUARY 27, 2019

Author: Brad Wilsted Note: This is part 3 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. Hire the right sales managers. This doesn’t happen by accident.

Sales Management 166

Sales Management Hiring Compensation Incentives 166

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. Spearheading a sales team is a multifaceted endeavor. Confidence Confidence in sales is a necessity.

Sales Management 139

Sales Management Hiring Promotion Motivation 139

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

SBI Growth

AUGUST 7, 2013

Not all “A” Player sales reps were meant to be managers. If you’ve been in sales long enough, you’ve seen this mistake unfold. The newly promoted manager repeats behavior that made him successful as a rep. He neglects his skill development and sales initiatives. His team flounders. He tries to do it himself.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

SBI Growth

DECEMBER 18, 2013

If you’ve read our blog lately, you’ve noticed sales execution is a popular subject. Each of these articles focuses on your sales reps. Effective ways to enable your sales reps to make the number. Today’s post focuses on the missing link: Enabling your front-line sales managers. Why Sales Managers Fail.

Hiring 305

Hiring Strategy Handbook Face-to-face 305