Understanding the Sales Force

FEBRUARY 21, 2013

Understanding the Sales Force by Dave Kurlan An interesting article, Secrets to Developing Successful Sales Managers , by Xactly's CEO, Christopher Cabrera, was posted on Selling Power's 2/19/13 blog. This article lists the top 10 sales management competencies. Selling skills!

Hiring 243

Hiring Sales Management Territories Analysis 243

The Sales Hunter

MAY 27, 2014

Blog leadership Professional Selling Skills low performer sales leadership sales manager' Everyone else on the team knows who the slacker is, and worse yet, they’re looking at you to see how you’re going to handle […].

Sales Management 204

Sales Management Selling Skills Sales Leadership Sales 204

Understanding the Sales Force

APRIL 4, 2013

Understanding the Sales Force by Dave Kurlan The latest interview between Jonathan Farrington, CEO of TopSalesWorld , and me is available here. We discussed why only 17% of all sales managers are effective at coaching and the conversation was very enlightening. DNA - They don''t have the DNA to support effective sales coaching.

Coaching 225

Coaching Sales Management Incentives Incentive 225

The Sales Hunter

AUGUST 16, 2013

Let’s do a quick review of some of the key activities the typical sales manager — or sales leader — does. Sales managers put them together properly, adding information where necessary, and send them up the chain of command on time. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Management 212

Sales Management Selling Skills Sales Leadership Sales 212

Anthony Cole Training

FEBRUARY 14, 2025

This is very different than selling in the past when the seller controlled the information and buying process. Now, the buyer is in the drivers seat, and the only way to differentiate in a commoditized world is to master effective selling skills.

Selling Skills 301

Selling Skills Lead Rank Lead Scoring Groups 301

Understanding the Sales Force

JANUARY 24, 2014

It got me thinking about the road most often taken to sales management. Compared to the rocky road to coaching in the NFL, the road to sales management absolutely sounds like a road paved with gold! You see, only 18% of all sales managers are any good at coaching and only 66% of them can be coached up.

Sales Management 219

Sales Management Webinar Metrics Coaching Sports 219

Partners in Excellence

MAY 13, 2022

Why not train sellers with the same programs, processes, jargon our customers use rather than “invent” a unique “selling approach?” ” The post Selling Skills first appeared on Partners in EXCELLENCE Blog -- Making A Difference.

Selling Skills 121

Selling Skills Face-to-face Vendor Sales Enablement 121

The Sales Hunter

SEPTEMBER 20, 2013

One of the easiest things sales managers and senior management can do is to call every person they know at a client company. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Sooner you make the calls, the better. Objective of the calls is three-fold. It’s your business.

Sales Management 202

Sales Management Cold Calling Closing Consultative Selling 202

SBI Growth

APRIL 14, 2025

For example, if you target the small- and medium-sized business market (SMB) and now want to target enterprise customers thats where the money is you need to rethink how you sell. Enterprise and SMB selling are fundamentally different, and each requires its own sales process, metrics, and unique selling skills.

Enterprise 156

Enterprise Enterprise Customer Marketing 156

Hubspot Sales

JULY 22, 2018

Selling Skills. In order to answer these questions and find out what separates sales winners from second-place finishers, RAIN Group, a sales training company , studied over 700 B2B purchases from the buyer’s perspective to find out what really happened in their buying experiences. Collaborate with prospects.

Selling Skills 145

Selling Skills Lead Rank Inbound Case Study 145

Steven Rosen

APRIL 4, 2022

In the pre-COVID days, sales managers would ride along with a sales rep for the day. They would observe calls, ask questions to help the sales rep evaluate what worked well and didn’t work, and have the rep come up with ways they would commit to improving their selling skills.

Coaching 290

Coaching Face-to-face Selling Skills Sales Coaching 290

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

The Sales Hunter

JUNE 10, 2014

In the sales profession, one of the touchiest subjects is price. I rarely run into a salesperson or sales manager who does not want to discuss price. Arguments are varied, but in the end they are centered around one core contention: The price point is a big reason for lost sales. The argument of price […].

Discount 273

Discount Selling Skills Sales Management Sales 273

Steven Rosen

FEBRUARY 11, 2020

Developing Master Sales Coaches. Do you have a team of master sales coaches? Are your sales managers ready to crush it in 2020 or will it be another frustrating, mediocre 12-months? Unfortunately, as you know, this won’t maximize your sales nor improve the competencies of your sales team.

Sales Coaching 322

Sales Coaching Coaching Maximizer Selling Skills 322

The Sales Hunter

MAY 16, 2014

Recently, while working with a client, I was talking with a very successful sales manager/leader. His track record in developing salespeople was amazing. Bigger than that was his ability to take average salespeople and turn them into high-performing salespeople.

Motivation 239

Motivation Selling Skills Sales Management Sales 239

The Sales Readiness Blog

MAY 3, 2023

Sales success requires salespeople to have both selling skills and a sales methodology. Selling skills are crucial for effective sales conversations, while a sales methodology provides a structured approach to the sales process.

Sales Methodology 104

Sales Methodology Selling Skills Revenue Sales 104

The Sales Hunter

MAY 17, 2014

Too many salespeople and sales managers spend too much time in the office! Blog Closing a Sale Consultative Selling leadership Professional Selling Skills Prospecting Sales Motivation sales leadership sales manager sales motivation salespeople selling skills video sales tip'

Video 210

Video Consultative Selling Selling Skills Motivation 210

The Sales Hunter

JUNE 24, 2014

Blog leadership Professional Selling Skills Sales Development Training Sales Motivation Sales Training Sales Training Program Sales Training Speaker Sales Training Tip low sales performer sales management sales performance sales training underachiever webinar'

Webinar Metrics 241

Webinar Metrics Selling Skills Motivation Training 241

The Sales Hunter

NOVEMBER 4, 2014

Are there rules or guidelines a sales leader needs to follow to be called a sales leader? A sales manager is going to manage the customer. But a sales leader is going […]. Blog leadership Professional Selling Skills sales leadership'

Guidelines 246

Guidelines Selling Skills Sales Leadership Sales 246

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

JUNE 13, 2014

Blog Motivational Sales Speaker Professional Selling Skills Sales Motivation Sales Training Sales Training Program Sales Training Speaker low performance low performer sales manager sales managers sales motivation sales trainer sales training'

Motivation 216

Motivation Selling Skills Training Sales Management 216

criteria for success

OCTOBER 20, 2022

As a sales manager, how do you improve your team’s performance? These tactics may improve salesperson productivity if they’re already doing the right things, but selling requires deliberate practice. If you want to make a real difference in sales performance, the key for many salespeople is coaching.

Consultative Selling 96

Consultative Selling Exercises Selling Skills Face-to-face 96

SBI Growth

MARCH 22, 2013

In particular, the front-line Sales Manager - a critical role responsible for marshaling a team of revenue makers. This post includes a downloadable Sales Leader Curriculum. This tool is perfect for HR Business Partners who serve the Sales function. It will help to prevent vacant Sales Management positions.

How To 312

How To Sales Leadership Exercises Proposal 312

The Sales Hunter

MAY 29, 2014

Here is the best way to start dealing with a low performer: As a sales manager, you need to first determine if the performance issues are attitude related or skill related. Blog leadership Professional Selling Skills Sales Development Training Sales Motivation sales motivation sales performance'

Selling Skills 225

Selling Skills How To Motivation Relationals 225

Jeffrey Gitomer

JUNE 28, 2013

Overcoming Objections Productivity Sales Videos How to Improve Selling Skills how to sell sales management training sales video' This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Cold Calling 208

Cold Calling Training Selling Skills Video 208

The Sales Hunter

JULY 8, 2014

This question comes up frequently when I’m meeting with sales managers. Blog pricing Professional Selling Skills discount price sales discounting' What is the right level of authority a salesperson should have when it comes to price?

Discount 221

Discount Closing Selling Skills Up-Sell 221

Sales Readiness Group

JULY 19, 2021

Microsoft CEO Satya Nadella often speaks of how his career – and his company – have been shaped by empathy. He views it as a quality to be consciously cultivated, practiced, and applied – “not just as something nice to have, but as the core to the innovation agenda in the company.”

Selling Skills 118

Selling Skills Microsoft Positioning Company 118

No More Cold Calling

AUGUST 7, 2014

Here’s his take: “Our clients are constantly asking us where sales managers should spend their time. No matter what one’s position in life may be—CEO, vice president of sales, regional sales manager, president of a country, or general of an army—we all have the same amount of time: 24 hours a day, 168 hours a week, 52 weeks a year.

Hiring 274

Hiring Small Business Small Business Enterprise 274

The Sales Hunter

JUNE 19, 2014

Blog leadership Professional Selling Skills Sales Motivation free webinar poor performance sales leader sales management sales training sales webinar underachiever' That’s easy to say when things are going fine, but much harder to apply when you’re in the middle of the issue.

Hiring 201

Hiring Webinar Metrics Selling Skills Motivation 201

Understanding the Sales Force

JULY 10, 2014

The biggest changes since our original set of 21 Core Competencies in 1994 are the inclusion of categories that compliment our dashboards as well as the inclusion of Sales Posturing and Social Selling. Next week I''ll introduce our new and revised Sales Management Core Competencies. They are marketing themselves.

Top of Funnel 309

Top of Funnel Social Selling Funnel Sales Cycle 309

The Sales Hunter

APRIL 29, 2014

Remember your early days as a sales manager? Earlier this week I was discussing sales with a VP of Sales and we were talking about the value of strategic thinking and relationships. Blog leadership Professional Selling Skills sales leadership'

Selling Skills 206

Selling Skills Sales Leadership Conversion Sales Management 206

SBI Growth

NOVEMBER 14, 2012

66% of Sales Reps believe that increasing the time invested by sales managers would help to increase their sales. After all, sales management is responsible for Sales Performance Management. Build those skills by utilizing the tools around you. Your manager is one of those tools.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

Jeffrey Gitomer

APRIL 28, 2013

Attitude Jeffrey Recommends Success corporate sales training Jeffrey Gitomer Blog jeffrey gitomer sales blog Jeffrey Gitomer Sales Wisdom professional sales training sales attitude sales blog sales management training selling skills success principles'

Cold Calling 208

Cold Calling Selling Skills Training Sales Management 208

Steven Rosen

AUGUST 23, 2016

announces the release of its 2016 STAR Sales Manager Report which captures the opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers. Companies continue to struggle to meet their sales objectives.

Report 120

Report Sales Management Hiring Selling Skills 120

The Sales Hunter

JULY 25, 2013

A stupid salesperson working for a stupid sales manager. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Blog Cold-Calling Consultative Selling Customer Service Professional Selling Skills customer service questioning skills sales presentation selling skills'

Cold Calling 217

Cold Calling Selling Skills Customer Service Consultative Selling 217

The Sales Hunter

NOVEMBER 8, 2013

That’s why I want to make you aware of Lee Salz and his team over at Sales Architects. They offer a great resource called The Sales Management Challenge. I encourage you to glean from this resource to improve your skills, success and bottom line. Copyright 2013, Mark Hunter “The Sales Hunter.”

Face-to-face 192

Face-to-face Selling Skills Motivation Sales Leadership 192

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