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

Understanding the Sales Force

APRIL 3, 2025

The Existence of Sales Process You and your sales team fall into one of four categories relative to having a formal, staged, milestone-centric, buyer-focused sales process: You don’t have one – salespeople just do their thing You have a seriously incomplete sales process consisting of fewer than seven steps.

Sales Process 252

Sales Process Lead Rank Customer Lead Scoring 252

Steven Rosen

FEBRUARY 27, 2022

VP’s of Sales and Marketing and Business Unit Heads can relate to this. They are the people in commercial organizations responsible for both strategy development and sales execution. Can you relate? 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

Understanding the Sales Force

FEBRUARY 14, 2025

I read the majority of the reports, studies, white papers, and books related to sales development because others in the field might stumble onto a trend, an insight or a statistic of which I was not aware. That’s why I downloaded Xactly’s 2025 Sales Compensation Survey.

Data 220

Data Hiring Compensation Quota 220

Steven Rosen

MAY 31, 2021

As the head of sales it doesn’t matter if you are involved directly in the process, what matters, is that you have in place a top-notch sales selection system. Without a clear process, your sales managers will each adopt their own approach and ultimately achieve sub-optimal results. S – Systematic. A – Assessments.

Hiring 386

Hiring Territories Energy Sales 386

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

Steven Rosen

APRIL 18, 2022

Despite good interviewing skills, many sales managers are guilty of making the following hiring mistakes: Hiring people they like. Do your sales managers have the tools and processes to systematically identify top sales performers from those who are pretenders? Settling for mediocrity to fill the vacancy.

Hiring 367

Hiring Lead Rank Retention Face-to-face 367

Understanding the Sales Force

OCTOBER 9, 2024

Step 1 – Have the Sales Team Evaluated We leverage the gold standard of sales team evaluation tools to determine what the team’s full sales capabilities are today, and where the biggest gaps are in all 21 Sales Core Competencies. They needed to add salespeople and replace their D-Players.

Hiring 352

Hiring Lead Scoring Lead Rank Compensation 352

Sales Gravy

DECEMBER 4, 2023

On this episode of the Sales Gravy Podcast, I dive into part two of my conversation with sales leadership expert Mike Weinberg on what new sales managers need to do to get off to a successful start. He credits Mary Gardner, the Area Vice President of his group, for fundamentally shaping his approach to sales leadership.

Sales Management 115

Sales Management Sales Leadership Coaching Selling Skills 115

Steven Rosen

MAY 9, 2018

*Source: Objective Management Group , Dave Kurlan. Based on these statistics the answer is: Sales managers are not sales coaching! Alarm bells should be going off in every sales organization. In my article I want to share my thoughts on the following: Why are sales managers not coaching ?

Coaching 251

Coaching Sales Coaching Objections Sales Management 251

Sales and Marketing Management

JANUARY 31, 2021

For managers, the ultimate goal for sales coaching is to create an environment where their sales team feels more motivated to learn, grow, and take on greater responsibility. The role of a sales manager is a difficult one and takes a unique type of person. Improve Employee Retention.

Sales Coaching 317

Sales Coaching Top of Funnel Coaching Hiring 317

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. Nitin Khanna , President of N3 Business Advisors Inc.

Prospecting 105

Prospecting Case Study Industry Study 105

The Pipeline

NOVEMBER 19, 2020

For instance, a VP of Sales is going to look for things that can increase sales and reduce the cost of sale, or put another way, increasing sales and margins. While a regional Sales Manager will look for features and functions that will help them succeed and be much more price-conscious. .

Lead Rank 398

Lead Rank Lead Scoring Margin SME 398

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

Steven Rosen

MARCH 23, 2021

3 Steps to Flawless Sales Execution. With modest single-digit declines in sales, the sector has fared relatively well. The most significant factor to a slowing of growth has been attributed to a reduction in in-person meetings between sales representatives and physicians. Flawless Sales Execution Step 2: Lead from the Frontline.

Pharmaceuticals 284

Pharmaceuticals Call-back Coaching eBook 284

Janek Performance Group

DECEMBER 24, 2024

In addition to making the training more relevant to sales reps, it is also a way to work toward your predetermined goals. This can include examples in the training curricula that relate to an organizations specific business or industry and incorporate their unique language. Of course, a buyers most common objection is price.

Training 118

Training Hiring How To Retention 118

Vengreso

MARCH 2, 2021

More than just addressing the person by name and title (which sales professionals should always do, of course), a hyper-personalized prospecting message will include actual pain points the buyer is facing, will refer to relevant news or events related to the prospect’s company, and much more.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Sales and Marketing Management

JUNE 25, 2018

I know, you fell into sales, and perhaps from there, sales management. Can you relate to these? Tony Hughes is a bestselling author, award-winning blogger and the most read LinkedIn author globally on the topic of B2B sales leadership. I think of what powers me to prevent burnout and I think of these five words.

B2B 319

B2B Banking Conference Decision Maker 319

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.”

Coaching 257

Coaching Construction Pivotal Positioning 257

Hubspot Sales

SEPTEMBER 30, 2024

Sales representatives should be friendly while interacting with target customers or clients. Their tone should be approachable and relatable. As a result, social media users will ignore it, which will be detrimental to social selling. It will make the target customers or clients comfortable and unwary.

Social Selling 108

Social Selling Social Media Media Networking 108

Pipeliner

DECEMBER 10, 2024

Managing stress is crucial for any workplace. According to Vivian Health, over 52% of employees take stress-related absences. Your sales team is likely to feel the strainespecially since sales is listed in the top ten of Vivian Healths rankings of the most stressful industries.

Resources 96

Resources Insurance Insurance Lead Rank 96

Steven Rosen

APRIL 19, 2023

That Is The Question Here is what the data shows: Only 14% are spending enough time coaching* Only 7% are effectively sales coaching* Less than 1% are doing the right kind of coaching and debriefing* Only 68% of sales managers say they spend up to 60 minutes individually coaching their sales reps each week.^.

Sales Coaching 177

Sales Coaching Coaching Objections Sales Management 177

Pipeliner

FEBRUARY 16, 2025

It offers detailed, actionable advice for sales leaders looking to navigate the evolving landscape of AI in sales. Introduction to Matt McDarby Matt McDarby, the president of United Sales Resources, brings over 15 years of experience in developing sales managers and leaders.

Sales Leadership 103

Sales Leadership Lead Rank Lead Scoring Video 103

Sales and Marketing Management

JUNE 30, 2019

In fact, more than six in 10 organizations (62%) say their sales onboarding programs are ineffective, according to the Sales Management Association (SMA). Far from a check-the-box approach, driving better sales readiness takes commitment, coordination and foresight. Yet too many companies are blowing it.

Hiring 221

Hiring Retention Case Study Maximizer 221

Steven Rosen

JUNE 20, 2021

Most companies don’t have sales leadership programs for their most senior sales managers. There are 3 reasons why you should consider joining the Sales Leadership Mastermind Group : 1. The reality is, networking with peers becomes more difficult the higher you rise in an organization. hours per month.

Sales Leadership 234

Sales Leadership Face-to-face Networking Travel 234

Partners in Excellence

MAY 17, 2022

I wasn’t hearing anything about sales management–both top sales executives in setting the overall goals and priorities of the organization, and front line sales managers. The words “sales management” were not uttered in the conversation.

Sales Enablement 159

Sales Enablement Maximizer Fashion Lead Rank 159

Sales and Marketing Management

JULY 26, 2018

For example, sales applications should draw on a focused set of data?—?from from CRM, sales performance management solutions, sales enablement, CPQ and other sales-related applications. This creates a new challenge for sales management: how do you train your sales team?—?including

Training 206

Training Penetration Government CRM 206

Smooth Sale

MARCH 20, 2025

Photo by Geralt, via Pixabay Attract the Right Job or Clientele: The New Management Style Succeeds with Servant Leadership A new breed of sales managers is succeeding by serving their salespeople. Servant sales managers seek sales reps input in decision-making and empower them to be independent yet accountable for their results.

Hiring 78

Hiring Competition Construction Policies 78

The Pipeline

SEPTEMBER 23, 2021

There has been no shortage of new sales related books during COVID, the usual mixed bag, with scale. But one stands out, The Building Blocks of Sales Enablement , by Mike Kunkle. Not only because of the author, Mr. Kunkle and the subject, sales enablement, but because way Mike approaches the subject. A Managed Process.

Sales Enablement 201

Sales Enablement Scale Hiring Maximizer 201

Zoominfo

FEBRUARY 17, 2021

Sales reps look to increase conversion rates by upping their cold call game. Along with actionable intelligence, guidelines for cold calls allow both sales managers and SDRs to tailor their sales processes. As the conversation progresses, share relatable (not deceptive) details of your product or service. “Do

Cold Calling 264

Cold Calling Guidelines Prospecting Face-to-face 264

Partners in Excellence

AUGUST 4, 2021

As well intended managers, sales enablement, marketing, or other people, we give them what we think they need, but we aren’t close enough to understanding the “job to be done.” Related to the previous point, often, we give them things we want them to need–but they really don’t need.

Sales Enablement 147

Sales Enablement Coaching Policies Tools 147

Partners in Excellence

OCTOBER 22, 2020

Related Posts: Removing Obstacles To Buying Why Do Sales Managers Exist? Sales Management Is Really About Enablement Are You Removing Roadblocks For Your People? By aligning to overcome these shared obstacles. Working together to achieve our shared goals. What are you doing to remove obstacles?

System 151

System Coaching Relationals Sales Management 151

Vengreso

NOVEMBER 12, 2024

His personal evolution from a hesitant salesperson to someone who now thrives in the sales environment provides a unique foundation for coaching others to overcome objections. sits down with Jon Freeman, the Vice President of Global Sales at Innerspace.io , to dive into the intricacies of coaching sales teams to overcome objections.

Objections 73

Objections Opportunity Ideal Customer Profile Face-to-face 73

Partners in Excellence

NOVEMBER 28, 2022

Managers spend time helping them become productive. Ironically, we provide very little in the way of onboarding new managers, particularly new front line sales managers. Typically, the process is: “Lisa, congrats on moving into the front line sales manager role…… I need an updated forecast by Tuesday!”

Hiring 139

Hiring Forecasting Coaching Training 139

Understanding the Sales Force

MAY 8, 2024

When it comes to sales onboarding, nearly half of new salespeople were not onboarded in their first job and 23% more received no sales training relative to selling the company’s products/services.

Scale 173

Scale Selling Skills Travel Coaching 173

The Center for Sales Strategy

JUNE 26, 2023

As a sales manager, you've realized that the sales world is not a constant, static environment. Understanding the seasonal nature of sales is crucial for any business to thrive and adapt to the challenges and opportunities that arise throughout the year.

Opportunity 118

Opportunity Face-to-face Maximizer Influencer 118