Adaptive Business Services

JANUARY 29, 2025

Theres a new breed of sales managers who are succeeding by serving their sales people. They are putting their sales people first and, in turn, their sales people are taking care of their customers resulting in long term, successful sales. The result is better sales for the whole team.

Sales Management 62

Sales Management Construction Study Lead Rank 62

No More Cold Calling

OCTOBER 10, 2013

A referred customer is already pre-sold on your credibility, your company, and the relevance of your products/services. Referred salespeople are perceived in a much different light than those who make contact ‘out of the blue.’ In fact, 98 percent of my clients over the past 20 years were referred to me. In a word: ‘Yes.’

Cold Calling 298

Cold Calling Referrals Banking Maximizer 298

Janek Performance Group

FEBRUARY 13, 2024

References and reputation only go so far in evaluating capabilities. 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. Asks questions. It doesn’t have to.

Sales Management 139

Sales Management Hiring Promotion Motivation 139

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. Coaching (Remotely).

Sales Leadership 394

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

Steven Rosen

OCTOBER 8, 2021

Sales leaders agree that a highly motivated and engaged sales force drives greater performance. Many sales managers ask me how to ensure that they have a highly motivated and engaged team, and I usually ask them “WHY”? The sales manager must also be aware that each rep has different motivators.

Motivation 379

Motivation Commission Incentives Incentive 379

Hubspot Sales

JULY 9, 2019

Although factors like your product line, buyer personas, and brand awareness are important, sales managers are also critical to the success of any business as they have the potential to unlock huge returns that impact the business's bottom line. Onboarding and training new hires is another sales management responsibilities.

Sales Management 142

Sales Management Hiring Buyer Persona Compensation 142

No More Cold Calling

JULY 13, 2017

Can sales managers influence the buying process? You can’t manage revenue. If sales close, you win. Calls with their sales managers become about justifying why prospects should be in their pipelines in the first place, and discussing ways these account based sales reps can accelerate the buying process.

Account 287

Account Referrals Cold Calling Ideal Customer Profile 287

No More Cold Calling

AUGUST 19, 2014

People only refer people they know and trust. I will only refer you if I know you and trust you to take care of my contact as I would. Associations Enterprise Sales Management Salespeople Small Business' I never give my card to that guy, because he’s all about himself. And he thinks I’ll give him a referral? Why would I?

Referrals 292

Referrals Webinar Metrics Social Media Face-to-face 292

Understanding the Sales Force

APRIL 15, 2013

Because all of the salespeople worked for the same company, they reported to that one company''s sales management team, further skewing the results; The author incorrectly classified the ten traits as personality traits but some of them are actually behavioral styles. When styles and traits are combined, they become qualities.

Research 291

Research Insurance Insurance Face-to-face 291

Steven Rosen

JANUARY 26, 2014

Sales leaders agree that a highly motivated and engaged sales force drives greater performance. So one would naturally ask the question “how do I motivate and engage my sales force?” Many sales managers ask me how to ensure that they have a highly motivated and engaged team. I usually ask them “WHY”?

Motivation 288

Motivation Commission Incentives Incentive 288

No More Cold Calling

AUGUST 1, 2019

When I refer you, I put my reputation on the line, so I need to trust that you’ll take care of my connection as I would. I refer you to someone I know well. They know I won’t waste their time, and they’ll gain insights from anyone I refer. So, when I refer you, this person’s trust in me gets transferred to you.

Referrals 289

Referrals System Cold Calling Social Media 289

No More Cold Calling

SEPTEMBER 23, 2014

If you’re sending sales offerings to strangers on social media, you’re pretty much cold calling. You’re assuming I want to refer you, but I only refer people I know well and trust implicitly to take care of my connections as I would. Associations Enterprise Sales Management Salespeople Small Business'

Cold Calling 281

Cold Calling Social Media Referrals Face-to-face 281

Understanding the Sales Force

OCTOBER 9, 2024

If you want to build a sales team that is tops in your industry, geography or with your target audience, here is a roadmap, with examples and reference material, to help you achieve that. As of this writing, they have assessed 106 sales and sales management candidates.

Hiring 352

Hiring Lead Scoring Lead Rank Compensation 352

No More Cold Calling

DECEMBER 4, 2014

Because we did good work, our clients will refer us. Assuming is dangerous because it makes us lazy about increasing sales pipelines. The fact is, if we appear overwhelmed, no one will want to refer us, assuming there’s no way their connections will get our best work. Because someone downloaded a whitepaper , we should call him.

Sales Qualified Lead 275

Sales Qualified Lead Ideal Customer Profile Referrals Cold Calling 275

Hubspot Sales

MAY 18, 2021

And it makes sense — tracking and pulling insight from sales calls manually is a frustrating, labor-intensive, often ineffective burden that can eat up sales managers' time without offering much return. Sales managers stand to gain a lot by incorporating this kind of tech into their teams' day-to-day and broader sales efforts.

Conversion 119

Conversion Sales Management Scale Call-back 119

SBI

JANUARY 28, 2020

6 Ways Sales Enablement Leaders can Gain Sales Management Support. Sales Enablement is generally focused on assisting individual sellers with less focus placed on others in the organization. “ Sales Enablement supports the sales team to move buyers to a decision point. Sales technology.

Sales Enablement 131

Sales Enablement Sales Management Coaching Engineering 131

No More Cold Calling

AUGUST 5, 2014

Ditch the sales pitch. If your goal is increasing sales conversions, be careful what you offer and what you send. Don’t Make It Hard to Refer You. Associations Enterprise Sales Management Salespeople Small Business' Stop pushing demos and stop pushing products. Comment Here.

Referrals 286

Referrals Sales Qualified Lead Cold Calling Small Business 286

Hubspot Sales

JANUARY 12, 2021

Here, we'll review some common sales coaching challenges, go over how to approach them, and identify the key qualities of reps that are flat-out uncoachable. One of the most common, contentious issues sales managers run into with sales reps is lack of motivation. How to Handle Coaching Challenges.

Coaching 141

Coaching Sales Management Sage Policies 141

Sales and Marketing Management

FEBRUARY 25, 2020

By precision, she’s referring to specificity or how the reward aligns with an exact amount or value. Good incentives with reasonably precise rules and rewards allow sales managers to send positive signals about the company’s priorities and transparency. Sales managers can also benefit from using non-monetary points.

Incentives 323

Incentives Incentive Travel Motivation 323

Hubspot Sales

APRIL 12, 2021

As a sales manager, ensuring that your team's communication with prospects is tight and effective is in your best interest. That process — making sure your team's communications aren't erratic — is most commonly referred to as implementing consistent sales messaging. It can be guided by example.

Sales Management 134

Sales Management Hubspot How To Scale 134

SBI Growth

JANUARY 27, 2014

As a sales manager, your team looks to you for coaching and strategic help. I am referring to the art of deal strategy. As the sales manager, broker a meeting with the internal resources required to close the business. They look for advice on how to diagnose an opportunity and close more business.

Strategy 303

Strategy Decision Maker Face-to-face Influencer 303

SBI Growth

OCTOBER 7, 2013

There are 3 critical steps to hire modern ‘A’ players: TopGrading for Sales Interviews – Scenario-based interviews to validate the rep possesses the competencies of the new ‘A’ player. Your sales managers must vet this out before offering candidates the job. The TopGrading for Sales interviews provide a controlled environment.

Hiring 316

Hiring Face-to-face Follow-up Buyer 316

Hubspot Sales

MAY 29, 2019

So you’ve just been promoted to sales manager -- congratulations! In your first three months as a manager, you’ll have to learn an entirely new set of processes -- some related to sales, some not. Assess your strengths as a manager. Understand how your team wants to be managed. This is what matters.

Sales Management 141

Sales Management Hiring Forecasting Pipeline 141

SBI Growth

OCTOBER 4, 2013

Bottom-Up Quota Setting: Validating quota from a Sales Rep & Sales Management perspective. Refer to the Quota Validation Guide for additional metrics which pertain to sales management. These include Territory Vacancy Rate and Talent Level (sales rep). Sometimes this metric is all that matters.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

Steven Rosen

AUGUST 29, 2013

Most leadership articles refer to the top qualities of successful leaders. Yet some new sales leaders start new leadership roles and everything wrong! Walter Hasn’t Reached Out to His Front Line Sales Managers. The front line sales managers are the backbone of Walter’s sales organization. By Steven A.

Salary 286

Salary Decision Maker Report Sales Leadership 286

Sales and Marketing Management

JULY 6, 2017

By “bias” I am referring to a sales manager’s tendency to overlook or minimize the indications that the person is a bad fit, because we often don’t want to admit we made a hiring mistake. Every experienced sales manager has made a bad hiring mistake. Divest or Invest?

Hiring 273

Hiring Webinar Metrics Policies How To 273

No More Cold Calling

JUNE 10, 2021

Fifty of the company’s best clients said they’d be glad to refer them! My entire career had been sales and sales management, and my best business had always come from referrals. I asked salespeople and sales leaders I knew if they liked to get referral introductions. (I I shared the results at our next meeting.

Referrals 385

Referrals Cold Calling Inbound Webinar Metrics 385

SBI Growth

MARCH 28, 2018

If you have never heard the expression, it refers to a management fable that goes like this: When you walk down the road and see a turtle. In this line of work, I run into many turtles on fence posts.

Hiring 261

Hiring Sales Sales Talent Objections 261

No More Cold Calling

SEPTEMBER 11, 2014

After all, you’ll only refer people who’ve paid you attention, who’ve nurtured and built relationships with you, and who’ve earned your trust. Associations Enterprise Sales Management Salespeople Small Business' .” And you wouldn’t have been at the table in the first place unless you had a solution.

Social Media 264

Social Media Skype Referrals Twitter 264

SBI Growth

SEPTEMBER 14, 2013

We find numerous obstacles Sales VPs and Sales Managers face. It wastes time and costs sales. Every year we compile research for our Sales & Marketing Research Review. Conducting over 5400 Sales Management surveys and interviewing 600+ executives gave us new insight.

Hiring 300

Hiring Face-to-face Lead Scoring Lead Rank 300

SBI Growth

JULY 11, 2013

I recently had a discussion with a Sales Leader about his team’s ability to prospect. I asked what skills he was referring to. And Sales Managers wonder why their people aren’t prospecting. Why do sales people inflict so much pain on themselves? He couldn’t articulate their prospecting strategy.

Buyer 317

Buyer Prospecting Face-to-face How To 317

SBI Growth

AUGUST 22, 2013

Résumés, interviews and reference checks only reveal what the candidate has done in the past. Here are examples of 3 more scenarios that reveal the true capabilities of a candidate: Sales Operations Leader - Scenario: Data quality of the current CRM system is highly inaccurate. You wonder, “How can we be sure we hire the right people

Hiring 300

Hiring Proposal Exercises Lead Scoring 300

SBI Growth

NOVEMBER 23, 2013

The challenger sale requires reps to build advocacy by messaging to each unique role. Now cross reference that with industry expertise. Is my Sales Management team capable of coaching this? The Challenger Sale stresses the importance of coaching. Many managers we see are “A” Reps, but struggle to coach.

Sales Methodology 308

Sales Methodology Demand Generation Targets Demand Generation Face-to-face 308

No More Cold Calling

SEPTEMBER 6, 2018

One year later, I was referred to the CEO of a small company. I worked there for eight years in sales and sales management positions. One could argue that sales managers don’t know how to coach. A recent study by Insperity Solutions and the Sales Management Association validated this sales coaching paradox.

Referrals 320

Referrals Ideal Customer Profile Banking Lead Generation 320

Bernadette McClelland

NOVEMBER 28, 2021

When you consider one of the key functions of a sales leader’s role is to build relationships that achieve results, then one of the key competencies must be to have the tough conversations. And this is where the difference between a sales manager and a sales leader becomes crystal clear. Think through strategy. ??

Scale 221

Scale Face-to-face Account Sales Leadership 221

SBI Growth

APRIL 9, 2013

Competencies to Support the Sales Organization. We find there are four key competencies an HR business partner to sales should have. Customer focus – This refers also to the end customer, not just sales as an HR customer. Own the sales onboarding program – This is critical for maintaining momentum if Sales Reps leave.

Hiring 297

Hiring Ideal Customer Profile Territories Trends 297

No More Cold Calling

DECEMBER 18, 2014

Consider the opposite sales approach. All you need to say is who you are and who referred you, and then schedule a time to talk. Associations Enterprise Sales Management Salespeople Small Business' When you receive a referral, you don’t need a script. Your referral source has pre-sold you and your capabilities.

Gatekeeper 303

Gatekeeper Cold Calling Telemarketing Referrals 303