The Pipeline

MAY 26, 2016

Brock writes a book on a critical subject like sales management, it is an opportunity to learn and share with others in my circle. Sales Manager Survival Guide: Lessons From Sales’ Front Lines , is a book I wish I had way back when I was promoted from being territory rep to sales manager.

Sales Management 180

Sales Management Coaching Sports Promotion 180

Understanding the Sales Force

JUNE 24, 2021

We are finally doing things we haven't done for quite a while including dining inside restaurants, flying, staying in hotels, going to and hosting parties, attending packed stadiums for sporting events and more.

Hotels 274

Hotels Sports Groups Objections 274

Understanding the Sales Force

JULY 27, 2022

When you think about cars, you know there are coupes, sedans, crossovers, SUVs, and sports cars. To further complicate things, in some companies and industries, Sales Managers function as salespeople and Sales VPs function as Sales Managers.

Top of Funnel 296

Top of Funnel Sports Territories Outside Sales 296

Steven Rosen

MARCH 23, 2022

5 Sales Manager Coaching Blunders. Sales coaching is the No. 1 management activity that drives sales performance. The only problem is that managers have not been taught how to coach effectively. Do You Want To Increase Sales Performance? ” As a sales manager , you probably were a top sales rep.

Coaching 156

Coaching Sales Management Face-to-face Sports 156

Understanding the Sales Force

FEBRUARY 11, 2014

There''s talent, and then there''s the ability to utilize one''s talent and most sports talent evaluators are no better at this then most sales managers. But even the posting is only as good as the role specification and I''ve never seen a sales manager or HR director get this correct on their own.

Sales Talent 267

Sales Talent Hiring Sports Tools 267

Steven Rosen

JANUARY 18, 2021

There are three fundamental pillars of sales management that you need to focus on, which will help you succeed in any crisis. How many times do you hear about a sports coach whose team is losing and facing adversity say to the team that they need to go back to the basics? It starts with doing the basics exceptionally well.

Face-to-face 379

Face-to-face Sports Energy Objections 379

Selling Power

SEPTEMBER 2, 2020

Sales managers lead and guide a sales team to success, just as a coach does for a sports team. One lesson the business world can learn from sports is the value of effectively coaching a team.

Sports 90

Sports Maximizer Coaching Lead Rank 90

Anthony Cole Training

MAY 31, 2024

This is the question every sales manager must ask. A sales leader’s primary responsibility is to put the BEST team into the marketplace.Much like a general manager in sports, a director of a theatre company or an orchestra leader of a symphony, you have a job and a responsibility to hire and use the best performers.

Hiring 224

Hiring Sports Sales Management Company 224

Understanding the Sales Force

FEBRUARY 5, 2012

Both sports are team sports but baseball relies more on one-on-one battles - pitchers versus hitters - while football relies on each of the eleven men on the field executing perfectly in order for a play to succeed. In my opinion, football is the sport based more on strategy while baseball is the sport based more on tactics.

Strategy 189

Strategy Sports Sales Leadership Coaching 189

Steven Rosen

MARCH 24, 2012

It seems plausible that if coaching is integral to success in sports, why wouldn’t the same principles work in leadership? The question then, is could a sales executive benefit from working with a coach? My answer is easily, how could a sales executive NOT benefit from coaching! Author : Buffer, Inc Website : [link] -->.

Coaching 271

Coaching Face-to-face Sports Lead Rank 271

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

Anthony Cole Training

APRIL 4, 2018

When I was younger, my source of entertainment was hanging out at sports bars with pool tables, shuffleboards and basketball games. It’s been a few years since I’ve been in a Dave and Busters establishment. There was a time when I would go at least once a year.

Sales Management 131

Sales Management Sports Sales 131

Steven Rosen

MARCH 2, 2017

Having a team of top sales performers is great! Sports teams that have many great players don’t always win championships. When I coach sales managers on how to get the best out of their team, I realize that not all top performers are the same. One sales manager was new, and the other had 20 years of management experience.

Energy 275

Energy Comparison Face-to-face Sports 275

Hubspot Sales

APRIL 25, 2019

Here are some sales manager resume tips and templates to calm your nerves and help you get the job of your dreams. Sales Manager Resume Tips. I spoke with Pratik 'Tiki' Biswal , a senior sales manager at HubSpot, and he provided some resume writing tips. Sales Manager Resume Objective.

Sales Management 138

Sales Management Hiring Microsoft Sports 138

Sales 2.0

FEBRUARY 19, 2012

In my travels through the world of sales I’ve seen much the same divide in mindsets when it comes to sales skills. There are sales people and sales managers that believe sales skills can be improved and evolved then there are others that just want to find “naturally born sellers”.

Lead Rank 259

Lead Rank Lead Scoring Sports Travel 259

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

No More Cold Calling

MARCH 18, 2014

Unfortunately, it’s become acceptable in some circles to answer the phone or check sports scores at dinner. Associations Enterprise Sales Management Salespeople Small Business' Stop staring at your phone while neglecting the people around you. It’s called FOMO—fear of missing out. Comment Here.

Customer 244

Customer Journal Sports Cold Calling 244

Steven Rosen

FEBRUARY 2, 2017

Execution is a team sport. Excellence requires alignment of not only sales and marketing but other support departments. You also need to be sure that your sales management team are aligned with the critical success factors. I then ask their sales managers what the critical success factors are.

Face-to-face 326

Face-to-face Survey Sports Follow-up 326

SBI Growth

OCTOBER 7, 2024

Like a championship sports team that needs great athletes , exceptional salespeople are the lifeblood of a high-performing sales organization. Even during more favorable hiring conditions, hiring sales executives is risky. Even during more favorable hiring conditions, hiring sales executives is risky.

Hiring 177

Hiring Sports Training How To 177

Steven Rosen

AUGUST 22, 2016

Why New Sales Managers Fail. Are you a new sales manager , or have you just been promoted into a sales manager role? I am going to share the number one reason why new sales managers fail. Time and time again companies promote their best sales reps into managerial roles.

Sales Management 120

Sales Management Promotion Sports Territories 120

Sales 2.0

NOVEMBER 12, 2012

I interviewed sales manager, sales person, sales trainer and all around smart guy Jorge Soto. I asked Jorge about how he uses Sales 2.0 I want the guy/gal who went to a state school, played competitive sports, and has something to prove. This week is one of those weeks. I want a hustler.

Hiring 384

Hiring Jigsaw Social Media Cold Calling 384

Hubspot Sales

JANUARY 12, 2021

It's a powerful sentiment that provides some sage advice for coaches working across virtually all sports, fields, and occupations. But when it comes to sales, some managers might have trouble delivering on it — often through no fault of their own. They have to feel you’re a part of them and they’re a part of you.”.

Coaching 141

Coaching Sales Management Sage Policies 141

Understanding the Sales Force

JULY 8, 2013

Need for Approval takes quite some time to overcome and, that''s only when sales managers know how to recognize it and help their salespeople overcome it. The only thing more detrimental to sales success than Need for Approval is #1, their ego. In the end, it requires more than most sales managers are capable of providing.

Consultative Selling 259

Consultative Selling Margin Sports Sales Methodology 259

Understanding the Sales Force

MAY 6, 2013

Anyway, those 3 data points (not following best practices, no business, nothing useful there) would be quite useful to a sales manager that wanted to coach him up or hold him accountable for change. Without a doubt, the highlight of any Sales Management or Sales Leadership program is always the 6 hours we spend on coaching.

Coaching 238

Coaching Sales Coaching Sales Leadership Sports 238

Jeffrey Gitomer

JUNE 14, 2011

Sports events. And for the competitive sports nut within you, play The Networking Game. It’s in my book The Sales Bible. Sales Management. Sales Videos. In Charlotte, it’s the “Y.” ” Join the “in” club, and get “in” shape to win. Both games and tailgates.

Networking 325

Networking Hiring Trade Show Social Media 325

Steven Rosen

MAY 1, 2024

He values competitiveness and a drive to succeed, as evidenced by a candidate’s background in sports or a history of consistently ranking at the top of their previous sales teams. Managing High-Performing Reps Managing high-performing reps can be challenging, as they often have strong personalities and high expectations.

Lead Rank 228

Lead Rank Lead Scoring Hiring Leads 228

Pipeliner

NOVEMBER 11, 2020

The topic of Sales management is very broad, and is covered in an infinite number of books, so we won’t be covering that here. There is also an endless list of material on sales management—and as anyone who has read my previous writings on the subject knows, I consider that management is management.

Pipeline 98

Pipeline CRM Sales Management Sports 98

The Sales Hunter

SEPTEMBER 20, 2019

How do I Overcome my Lack of Confidence When Prospecting: It’s sad to say, but this situation is a major issue and one of the biggest reasons why there’s such a high turnover in sales. Sales is merely a mind game. Also, sales is a team sport; it’s not a solo activity.

Selling Skills 175

Selling Skills Telemarketing Sports Motivation 175

Understanding the Sales Force

NOVEMBER 18, 2013

Last week I was driving into Boston to lead our Fall Sales Leadership Intensive. I was listening to the personalities on the Boston sports radio station discuss the client appreciation event they attended the prior evening.

Trade Show 230

Trade Show Fashion Sports Sales Leadership 230

Understanding the Sales Force

JANUARY 27, 2024

Wouldn’t it be cool if, instead of the news that currently appears in your feed, or the sports analysis you just heard, you could read the news of your last few days of selling, or hear the play-by-play analysis of your sales call from earlier today? You probably have the same stories showing up in your news feed as me.

Sports 194

Sports Analysis Outbound Examples 194

Understanding the Sales Force

JUNE 11, 2012

Optimized Sales Process? Better Sales Methodology? Improved Sales Model? Effective Sales Management? One of the biggest mistakes that companies make with their people is allowing or asking the wrong people to take leadership roles on their sales force. It doesn't have to be a VP, Director or Sales Manager.

Lead Rank 195

Lead Rank Incentives Incentive Sports 195

The Pipeline

FEBRUARY 13, 2017

In some sports and other skills based endeavours, for example figure skating, you can score points for artistic merit, and you also get scored on execution. While I have always been a proponent of a good sales process, and having a playbook to assist and improve execution, let’s not lose sight of the overall objective: Revenue!

Lead Rank 219

Lead Rank Lead Scoring Guidelines Sports 219

Jeffrey Gitomer

JULY 26, 2011

Talk about things you have in common (golf, sports, college, home state) as much as you can. Sales Management. Sales Videos. Existing customer who you are building a relationship with and/or who is ready to buy. GREAT food. Lunch should consist of at least 1/3 relationship building talk. Talk about your specific agenda.

Hiring 260

Hiring Social Media Referrals Loyalty 260

The Sales Hunter

NOVEMBER 16, 2012

A comparison I like to use is sports and, in particular, football. Check out these free webinars I’m offering on November 29: Your Make or Break Month: Proven Sales Strategies to Make December a Great Month. Sales Managers: How’s Your December Looking? Sales Leadership Approach to Make December a Great Month.

Motivation 221

Motivation Webinar Metrics Comparison Sports 221

Understanding the Sales Force

JANUARY 22, 2014

Overlooked Conversation Between Sales Managers and Salespeople. Do Technical Salespeople Need Sales Training? Why Doesn''t Sales Methodology Get More Attention? Getting a Sales Organization to Buy-In to Sales Training. Marketing and Sales Feedback Loop Can Help You Grow.

Proposal 236

Proposal Sports Sales Qualified Lead Scale 236

Pipeliner

SEPTEMBER 22, 2020

In dealing with people—something a sales manager certainly must do—the first thing you must admit is just how difficult it is to change people. It is extremely common for sales managers to dive in and attempt to strengthen sales rep weaknesses. As a sales manager you have quotas to meet.

Sales Management 98

Sales Management Hiring Commission Lead Nurturing 98

No More Cold Calling

APRIL 8, 2014

Here’s a snippet: Navigating the sidewalks of New York City can be as challenging as any rushing sport, like football or rugby. Associations Enterprise Sales Management Salespeople Small Business' Casey Neistat, a New-York based filmmaker, hit the nail on the head in his video about the rules of “Texting While Walking.”

Face-to-face 205

Face-to-face Journal Sports Cold Calling 205