Understanding the Sales Force

FEBRUARY 14, 2025

the largest group of respondents were individual contributors at 25% followed by frontline sales managers at 19%. That’s 44% of the respondents who typically don’t see things the same way as the C Suite (6%) or Senior Sales Leadership (2%).

Data 220

Data Hiring Compensation Quota 220

Steven Rosen

MAY 24, 2024

In this episode of the Sales Leadership Awakening Podcast, Rob Ulsh , VP of Dealer and International Sales for Great Dane, discusses the use of AI in sales leadership. He also explores the practical applications of AI in sales, including prospecting, customer retention, and pre-call planning.

Company 296

Company Sales Leadership Retention Loyalty 296

Steven Rosen

MAY 24, 2024

In this article, Rob Ulsh , VP of Dealer and International Sales for Great Dane, delves into AI’s profound impact on the sales landscape and how Great Dane has strategically incorporated this technology to propel its sales initiatives forward. Key Takeaways: Established companies can embrace AI to drive sales success.

Sales Leadership 156

Sales Leadership Video Coaching LinkedIn 156

Steven Rosen

MAY 1, 2024

In this episode of the Sales Leadership Awakening podcast, Brandon Nye , Vice President of Sales for Inmode, shares the key qualities to look for when hiring salespeople, including a proven track record in B2B sales and a competitive mindset. This is a crucial skill that many companies overlook when hiring salespeople.

Lead Rank 228

Lead Rank Lead Scoring Hiring Marketing Qualified Lead 228

The Pipeline

SEPTEMBER 25, 2014

Few are aimed at helping managers in helping their sales team adopt new habits, or create breakthroughs for their reps that can again be extended as a regular practice, and that is the thought here, helping managers, or actually sales coaches, which good sales managers are. Sales Skills Tibor Shanto'

Quota 274

Quota Objections Coaching Sales Leadership 274

The Sales Hunter

AUGUST 19, 2014

” If you’re reading this and you’re a sales manager, I want you […]. Blog Closing a Sale Consultative Selling leadership Professional Selling Skills Prospecting Sales Motivation leader sales leader sales leadership sales motivation success'

Consultative Selling 243

Consultative Selling Selling Skills Motivation Sales Leadership 243

The Sales Hunter

JULY 12, 2013

This will demonstrate your leadership and show the salesperson that you genuinely value the work they do. The sales manager is anxious to hear how the sales call went. When you follow-up, it shows that you take your involvement seriously and you value the role the sales team plays in the success of the company.

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

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 58

Sales Management Forecasting Face-to-face How To 58

The Sales Hunter

MAY 17, 2014

Too many salespeople and sales managers spend too much time in the office! Salespeople need to be out interacting with prospects and customers. Yes, we need more empty chairs. Too much office time will kill a salesperson’s drive and ultimately hurt the bottom line. I talk […]. I talk […].

Video 210

Video Consultative Selling Selling Skills Motivation 210

SBI Growth

MAY 18, 2013

Prospects fall into his lap with little effort. His Sales Manager didn’t want to rock the boat. Ned walks into the Sales Manager’s office and resigns. The Sales Manager looks at Ned''s revenue numbers and doesn’t bat an eye. Once Ned is gone, the Sales Managers labels Ned a ‘bad hire’.

Territories 303

Territories Hiring Quota Sales Leadership 303

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

The Pipeline

OCTOBER 28, 2013

Given all the tools available to people today, the overwhelming pervasiveness of caller ID and voice mail, it is hard to understand why people would answer a phone from an unknown number while they are in a meeting, unless of course they are sales managers meeting with a member of their team. Tibor Shanto . Tibor Shanto'

Face-to-face 297

Face-to-face Retention Coaching Meeting 297

Janek Performance Group

DECEMBER 7, 2021

When I first entered the sales profession, my sales manager provided a data dump of product info for me during onboarding. The next phase of my training was to shadow one of the senior sales reps for a few days. I learned how he did sales, both the good and the bad. The Fix: Don’t do your sales rep’s job for them.

Sales Leadership 118

Sales Leadership How To Hiring Coaching 118

Understanding the Sales Force

APRIL 4, 2024

Science Reveals the Actual Impact of Sales Coaching More Sales Assessment Imposters Exposed The Best Salespeople are 2733% More Likely to Have This Than the Worst Salespeople What Percentage of Sales Managers Have the Necessary Coaching Skills? Consultative Approach to Selling Call Reluctance is Just as Popular as Ever!

Hiring 154

Hiring Sales Leadership Sales Forecasts Forecasting 154

Sales and Marketing Management

JUNE 25, 2018

I know, you fell into sales, and perhaps from there, sales management. How do I stay fired up when I prospect? I listen intently and try to figure out what makes each business model unique and each prospect like a snowflake. If hesitation, don't work there - that's an anti-sales culture.

B2B 319

B2B Banking Conference Decision Maker 319

The Pipeline

AUGUST 5, 2013

So who is likely to be in the office, who is likely to have time to just “talk”, rather than being out at client/prospect meetings; who lacks the discipline to not stop what they had scheduled, and shoot the breeze with the new guy? You guessed it, the members of the 80% club. The 20% club is too busy being out and driving revenues.

Hiring 275

Hiring Discount Sales Talent Groups 275

Salesmate

SEPTEMBER 18, 2020

The real key to building a winning sales team is effective sales management. Are you wondering how to manage a sales team effectively? Well, you can get many tips, tactics, and strategies from various sales management books. Best sales management books you must read. Author- Kevin F.

Sales Management 116

Sales Management Face-to-face Quota Coaching 116

Understanding the Sales Force

NOVEMBER 6, 2013

That fear - and most salespeople aren''t even consciously aware of it - prevents them from: Making prospecting calls. Making enough prospecting calls. Challenging a prospect''s thinking, plan, or position. But the remaining 74% - the group that basically sucks - battles the fear of failing on a daily basis.

Sales Qualified Lead 276

Sales Qualified Lead Hotels Hubspot Decision Maker 276

No More Cold Calling

JULY 14, 2015

No one had time to prospect, because they couldn’t keep up with the business coming in every day. The problem was that sales management had their heads in the sand. Leadership and Management—You Can’t Have One without the Other There’s an important distinction between sales management and sales leadership.

Sales Management 120

Sales Management Hiring Referrals Conference 120

SBI Growth

JULY 13, 2013

Dave was promoted to be Acme’s VP of Sales for the Americas. He did it as a District Sales Manager. Dave became VP of Sales for the Americas. In the first 6 months he: Did monthly pipeline reviews with every sales manager. He wanted his direct reports (Sales Directors) to see how it was done.

Promotion 310

Promotion Fashion Trends B2B 310

The Pipeline

AUGUST 21, 2013

I hope we can all agree that in sales, manager are better leading from the front than behind the desk. Yet despite the rousing and collective yes we just heard, and the fact that less managers manage from behind the desk, the reality remains that all too many managers still do not lead, or lead effectively.

Lead Rank 317

Lead Rank Lead Scoring Sports Promotion 317

SBI Growth

JANUARY 24, 2013

Sales Operations can connect each group implementing an effective Sales Performance Management program. 3 Keys to Stitching the Sales and Marketing Organization Together. Give Leadership What They Want. To get started download the sales metrics assessment here. Sales Leadership. Field Sales.

Sales Qualified Lead 297

Sales Qualified Lead Marketing Lead Rank Marketing Qualified Lead 297

Mr. Inside Sales

MARCH 28, 2018

And if you’re in the city, then stop by and join the breakout session I’m giving tomorrow, Wednesday, at 4:15 pm in the Mayfair room, entitled: The Sales Manager: Seven Crucial Skills Every Inside Sales Leaders Needs Now. ”. Give a quick value statement and give the prospect a chance to interact?

Sales Management 120

Sales Management Decision Maker Top of Funnel Gatekeeper 120

Steven Rosen

AUGUST 10, 2015

Of course my focus is on sales, sales leadership, executives and business. Your firm is growing and needs a competent, energetic sales manager to increase revenue and direct sales operations on the frontline. Here are my Top 10 Reasons Why New Sales Managers Fail.

Sales Management 120

Sales Management Hiring Sports Promotion 120

Allego

FEBRUARY 2, 2021

Today, sales leaders recognize that the shift to virtual selling will be with us for a while, if not permanently. The best way for us to make that authentic connection with the person who we’re speaking to, whether a prospective client or a member of our team, is to have awareness of how we show up. Why am I there? Learn More.

Sales Leadership 127

Sales Leadership Face-to-face Distribution Webinar Metrics 127

The Pipeline

AUGUST 14, 2013

I see this in all aspects of sales, those who just make ten calls to ten sequential names on a list, and call it prospecting; versus those who initiate contact and engagement with ten 10 prequalified, researched, planned and targeted viable potential buyers, using all the tools available to them, from traditional to social and everything between.

Scale 293

Scale Forecasting Call-back Account 293

SBI Growth

JANUARY 14, 2013

Last week, I received a phone call from an EVP of Sales. The board still hasn’t approved the sales plan. I need to take out another 3% on the expense line including sales management. During his 8 years in sales leadership he made his number 4 times. Sales forces have never had better access.

Lead Rank 324

Lead Rank Lead Scoring Social Selling Sales Methodology 324

The Pipeline

MAY 20, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Business Acumen , Buying Process , Guest Post , Productivity , Prospecting , Sales 2.0 , Sales Strategy , execution. So having been that guy… Too many sales people show up as a self proclaimed expert because they went to a vendor sales program.

Pipeline 313

Pipeline Twitter Small Business Small Business 313

Understanding the Sales Force

NOVEMBER 18, 2013

Last week I was driving into Boston to lead our Fall Sales Leadership Intensive. Coincidentally, several of their sales managers were supposed to attend our sales leadership event and were unable to be with us because they were required to be at the client appreciation event.

Trade Show 228

Trade Show Fashion Sports Sales Leadership 228

SBI Growth

NOVEMBER 8, 2013

“Every Friday I get on the call with my sales directors. Many organizations run into this phenomenon with their sales leadership. The managers get on the line and report their commits for the month. The Checklist is broken into two areas where managers should focus. It’s the same every week. Tracking Activities.

Licensing 281

Licensing Margin Report Sales Operations 281

Hubspot Sales

DECEMBER 8, 2020

Luckily, some major companies, like LinkedIn, have discovered a way to improve sales relationships, customer trust, and — ultimately — sales numbers. Recently, HubSpot sat down with Kwesi Graves , Regional Sales Manager at LinkedIn, to learn more about how he centers his team's sales approach completely around the ideal buyer.

Buyer 140

Buyer LinkedIn Sales Management Sales Qualified Lead 140

Jeffrey Gitomer

AUGUST 23, 2011

In order to struggle less, you must begin to make the transition from “making a sale” to “creating a buying atmosphere.” They concentrate on the system and not the prospect. Let me give you the non-sales skills version. Leadership. Sales Management. Sales Videos. Networking.

Selling Skills 326

Selling Skills Hiring Social Media Lead Rank 326

SBI Growth

SEPTEMBER 2, 2013

Amazed, you watch him visit with the prospect. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Team meetings are run by sales managers. Leadership reviews metrics. Leadership reviews deals as they enter certain phases. Everyone flew in for it.

Sales Process 308

Sales Process Webinar Metrics Vendor Energy 308

Hubspot Sales

MARCH 7, 2018

It’s in most motivational speeches, it’s all over LinkedIn via “sales gurus,” and it’s used in almost every book about sales, sales leadership, or sales management. Check out my book on how to run a more human-centric sales process to win more customers. Why do I like this definition? weekly) basis.

Prospecting 145

Prospecting Hubspot Inbound Up-Sell 145

Sales and Marketing Management

MAY 28, 2018

Despite the urgency to find strong candidates to fill open positions, women are underrepresented in all levels of sales, with women holding just one in four mid-level sales manager roles, and only one in five sales leadership positions. percent of what their male counterparts earn. Strategies for Gender Diversity.

Face-to-face 250

Face-to-face How To Salary Quota 250

No More Cold Calling

FEBRUARY 11, 2016

But those methods will only treat the symptoms, not the real sales management problem: a lack of proper planning. It’s similar to the conversations most sales reps have with prospects. Sales management: Listen up. It’s your sales team’s expertise in defining and communicating prospects’ problems.

Sales Management 120

Sales Management Scale Cold Calling Referrals 120

Highspot

MARCH 9, 2022

We’ve all had experiences with sales leadership. And most of us could list the benefits of working with a good sales leader — like the fact that their average annual quota attainment sits around 105% or that by offering dynamic training, they can boost their reps’ win rates by 28%. Why is sales leadership important?

Sales Leadership 95

Sales Leadership Hiring Scale Coaching 95