Sales and Marketing Management

OCTOBER 6, 2016

Teaser: According to one survey, nearly 9 in 10 managers become such without any prior management training. No wonder so many managers fail to deliver value to those they manage. Here are some "musts" that sales managers have to bring to the table. read more

Sales Management 208

Sales Management Survey Training Sales 208

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

DECEMBER 9, 2015

(STAR Results) has launched its global 2016 STAR Sales Manager Survey. The Sales Manager Survey seeks opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers. Business Unit Managers/Directors.

Survey 120

Survey Sales Management Study Report 120

Sales and Marketing Management

OCTOBER 22, 2018

From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. These results were due entirely to sales manager skills, independent of the skills of their salespeople.

Sales Management 218

Sales Management Hiring Compensation Scale 218

The Sales Hunter

DECEMBER 2, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Have you taken our quick sales survey yet?! Copyright 2011, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. phone sales tips. sales goals. sales manager. sales motivation. sales success.

Motivation 275

Motivation Training Hiring Ideal Customer Profile 275

Steven Rosen

DECEMBER 3, 2018

The results from Sales Mastery sales executive survey showed that 1/3 of executives surveyed, said that “ sub-optimal sales manager coaching” is one of their top 3 barriers to achieving their objectives in 2018. Coaching improves sales rep engagement. There is no silver bullet in sales.

Hiring 272

Hiring Coaching Survey Sales Coaching 272

Steven Rosen

MAY 5, 2022

Sales Manager Coaching. Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement.

Coaching 177

Coaching Sales Management Sales Coaching Account 177

Allego

DECEMBER 10, 2024

Sales training can deliver a staggering 353% return on investment, according to a study by Southern New Hampshire University. How does this ROI translate into measurable improvements like higher sales, shorter deal cycles, or larger contracts? Proving the impact of sales training is no small feat. Be specific.

ROI 62

ROI Training Lead Rank Lead Scoring 62

Sales and Marketing Management

OCTOBER 29, 2018

From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. Frontline sales managers coach, influence and guide sales reps on a daily basis.

Sales Management 168

Sales Management Scale Compensation Study 168

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do? Do nothing.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

Steven Rosen

MAY 5, 2022

Sales Manager Coaching. Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement.

Coaching 156

Coaching Sales Management Sales Coaching Account 156

Understanding the Sales Force

OCTOBER 16, 2013

Here''s the premise: Companies that have been rigorously enforcing sales process should stop doing so because it is resulting in longer sales cycles, decreased conversion rates, unreliable forecasts and depressed margins. Their survey data is limited to 2,500 salespeople at 30 member companies. It was a survey!

Sales Process 251

Sales Process Margin Survey Forecasting 251

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do? Do nothing.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

Steven Rosen

APRIL 1, 2024

However, a surprising number of sales managers avoid these critical conversations, a trend that undermines team potential and poses a significant threat to organizational success. A Look at the Stats Recent surveys and studies have revealed an uncomfortable truth: many sales managers regularly sidestep difficult conversations.

Conversion 227

Conversion Construction Survey Compensation 227

Anthony Cole Training

SEPTEMBER 4, 2014

I stopped reading, highlighted the passage and made the following note: “This pertains to sales managers and sales professionals in their relationship AND should also be applied to sales professionals and buyer relationships!”. How does this fit in sales and sales management?

Sales Management 170

Sales Management Negotiation Insurance Insurance 170

Sales 2.0

FEBRUARY 1, 2023

This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. This first interview is with Oliver Churchill , the founder and CEO of Acuity Sales Decision Science. I was curious to hear what he thinks.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Mindtickle

APRIL 23, 2025

Yet, traditional training methods often fall short when it comes to preparing automotive sales reps to face (and overcome) these complex selling scenarios. By integrating AI role-plays into your automotive sales training strategy, your sellers can build the skills and confidence they need to to succeed.

Automotive 52

Automotive Training Coaching Buyer 52

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 Readiness Group

MARCH 31, 2021

Last week, I surveyed 53 sales managers, asking them, among other things, what essential skills their top-performing salespeople possess. Okay, it wasn’t an actual survey.

Sales Management 105

Sales Management Survey Trends Sales 105

Partners in Excellence

MARCH 25, 2019

Every survey we see continued declines in sales performance–across all industries and across every dimension. In response to these declines, organizations invest millions in technology oriented to helping improve the efficiency of sales people. That is, sales management—particularly front line and middle management.

Sales Management 111

Sales Management Maximizer Survey Coaching 111

Sales Hacker

MARCH 28, 2019

In a recent survey by D2L , an online survey company, 64% of men said that they received access to training resources, while only 48% of women said they did. Really the percentage should be 100% for both genders, but it’s telling that female sales reps feel short-changed on training more often than men do.

Coaching 101

Coaching Training Hiring Sales Management 101

Anthony Cole Training

JUNE 5, 2015

As I continue to think about habits of sales people and the role of the sales manager in identifying, assessing and “correcting” habits, I keep looking for additional information that might be additive to this string of articles. Ike sent me a link to a survey that was done regarding the hunt for sales managers/directors.

Hiring 120

Hiring Sales Management CRM Scale 120

Hubspot Sales

JANUARY 10, 2018

While sales is undoubtedly the lifeblood of any organization, the thought of implementing a successful sales training program is enough to give even the strongest business leader pause. There’s clearly a gap between perceived and actual ROI when it comes to sales training, with good money being spent on ineffective practices.

Training 111

Training Survey How To ROI 111

Highspot

NOVEMBER 24, 2024

Imagine having a sales team that hits or exceeds their targets without fail. It might sound like a lofty goal, but there’s a proven way to get there with sales enablement training. 54% of enablement teams that manage sales training programs report a six-percentage-point increase in customer retention.

Sales Enablement 52

Sales Enablement Training Top of Funnel How To 52

The Pipeline

JULY 27, 2012

This very much brings into question the need for some sales people to have do everything for their clients, rather than letting those in their company tasked and usually more qualified and trained to do those things, usually doing better. If the answer is not much, than what is your worth or value to the organization.

Hiring 300

Hiring Commission Follow-up Survey 300

Highspot

JANUARY 23, 2025

In fact, 64% of managers don’t think their employees can keep pace with future skill needs, and 70% of employees say they haven’t even mastered the skills they need for their jobs today. What is Soft Skills Training? Soft skills training helps sales teams learn to work well with colleagues and customers.

Training 52

Training Negotiation Exercises Proposal 52

No More Cold Calling

AUGUST 14, 2019

By chance, they were conducting a customer satisfaction survey with 50 of their best clients. The survey was several rounds. To this day, I have no idea where the question came from, but that survey was the genesis of my business. The survey had a seven-point scale, with seven being high. Was this company asking?

Referrals 291

Referrals Cold Calling Survey Scale 291

Hubspot Sales

DECEMBER 19, 2023

Great inside sales training improves team performance, which can increase sales revenue. Aside from helping you make money, training may save you money too. Be that reducing recruitment costs by retaining top-tier sales talent or training reps to automate non-selling activities with AI tech.

Inside Sales 110

Inside Sales Training Hiring Outsourcing Services 110

Steven Rosen

MARCH 30, 2017

Creating and maintaining a high level of engagement across the entire sales organization takes a concerted effort. It starts with the sales leader and extends to the front-line sales managers. They take regular customer satisfaction surveys to see how their team is performing. Executing on Critical Success Factors.

Lead Rank 294

Lead Rank Lead Scoring Marketing Qualified Lead Leads 294

SBI Growth

JANUARY 11, 2013

How can you ensure a green, over-eager new rep doesn’t blow the sale? SBI recently surveyed and interviewed over 200 CEOs. We captured 36 metrics that CEOs believe “reveal the truth” about sales org performance. Five top CEOs named the Look-to-Book Ratio the Sales Metric of the Year. What’s the “Look-to-Book” Ratio?

Account 297

Account Closing Analysis Coaching 297

SBI Growth

SEPTEMBER 5, 2012

Help the sales leader identify any reps that are at risk of leaving. This should actually be an ongoing task of the HR leader to have frequent discussions with Sales Directors and Sales Managers to keep pulse on which Reps may be at risk for leaving. Has any documented issues of “disconnect” with sales management.

Sales Talent 288

Sales Talent Hiring Lead Rank Lead Scoring 288

Pointclear

JUNE 4, 2013

Since the economic downturn we recognize that companies have cut back on training for salespeople. I predict that this year about 50% of salespeople will miss quota due to the cut back in sales enablement and training. As mentioned earlier, companies have drastically cut back on sales enablement and training.

Hiring 214

Hiring Ideal Customer Profile Call-back Retention 214

Sales and Marketing Management

DECEMBER 14, 2020

A Sales Benchmark Index survey from 2017 reported that in nearly 75% of sales situations, customers prefer not to meet in person. What does it mean for B2B sales managers as they strategize for 2021? Is it necessary to train sales reps on new skills? What should sales kickoffs look like?

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

The Pipeline

MARCH 2, 2012

But it doesn’t have to be that way, and that is not just me trying to be enthusiastic and up beat, it is a fact, unfortunately a fact that sales people don’t use to its maximum impact. Given that, I ask why sales people choose to focus on price, when there are clearly other factors buyers rank higher than price. Sales Bloggers Union.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

Cincom Smart Selling

FEBRUARY 21, 2025

However, the true power of CPQ lies in proper training. A well-trained sales team can navigate the system effortlessly, configure products accurately, and apply pricing rules without errors. Without the right training, inefficiencies and mistakes can slow down the sales cycle, leading to lost opportunities.

Training 48

Training Closing Discount Lead Rank 48

No More Cold Calling

JUNE 10, 2021

I was working for a global consulting and training firm. I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan. My entire career had been sales and sales management, and my best business had always come from referrals.

Referrals 385

Referrals Cold Calling Inbound Webinar Metrics 385

Sandler Training

JULY 14, 2021

The Sandler Research Center surveyed sales leaders and sales managers in Q4 2020 to gauge the impact of the global pandemic on sales processes and operations across a variety of industries. The post Sandler Research Center Survey Highlights Challenges for Sales Leaders in 2021 appeared first on Sandler Training.

Survey 72

Survey Research Industry Training 72