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 227

Coaching Sales Management Incentives Incentive 227

Sales Training Connection

SEPTEMBER 23, 2013

Sales Coaching and Trigger Events. People who are knowledgeable and experienced in sales excellence know sales coaching is worthwhile; it can make a difference; and it needs to be a priority. Sales pros agree sales coaching is a necessity if you want a world-class sales team.

Sales Coaching 116

Sales Coaching Coaching Energy Face-to-face 116

The Sales Readiness Blog

MARCH 1, 2023

Sales coaching is crucial in improving sales reps' performance and selling skills. Why aren't sales managers spending enough time coaching, and what can be done about it? But first, let's examine why sales managers should prioritize coaching in the first place.

Sales Coaching 105

Sales Coaching Coaching Selling Skills Sales Management 105

Showpad

APRIL 9, 2020

Sales managers are tasked with not only leading their teams, but providing them with all the resources and support they need to develop trust with buyers and shorten sales cycles. Coaching is more of a challenge today, with sales reps often working remotely from their home offices. What is sales coaching?

Sales Coaching 111

Sales Coaching Coaching Face-to-face Sales Enablement 111

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

Hubspot Sales

SEPTEMBER 14, 2023

In the past, sales managers often saw sales coaching as a means of correcting negative behaviors by providing real-time performance feedback. Unfortunately, this feedback often doesn't result in significant behavior change from the sales representative. Feedback Benefits What is coaching? Sales Feedback Benefits 1.

Sales Coaching 116

Sales Coaching Coaching Benefit Construction 116

Sales Training Connection

MARCH 3, 2014

Sales coaching – leverage trigger events. Sales coaching – sales leadership talks about it all the time. Sales consultants advocate it and sales managers say they would like to do more of it. The “it” of course is sales coaching. Sales Coaching and Trigger Events.

Sales Coaching 105

Sales Coaching Coaching Software Software 105

Gong.io

APRIL 9, 2019

Are you looking to get better at sales coaching, but you’re not sure how? Let me guess: no one trained you for sales coaching. You’re simply doing your best to pass on what YOU know about sales to your team. BUT… that’s a dangerous sales coaching mistake. You’ll see results after one sales cycle.

Sales Coaching 121

Sales Coaching Coaching Top of Funnel Call-back 121

Understanding the Sales Force

JUNE 11, 2014

Understanding the Sales Force by Dave Kurlan I read somewhere that data was the key to boosting sales. where opportunities stall in your sales process, why they stall. length of sales cycle by salesperson and opportunity type. % Could it be: Poor Sales selection. Ineffective Sales coaching.

Data 244

Data Decision Maker Proposal Trends 244

Understanding the Sales Force

MAY 14, 2024

This is not an analogy about inflatable trampolines, but it is about the analogy between pumps and sales and for variety, it will be two separate stories instead of one culminating in pumping up sales. Last week the CEO reconnected with the sales team to check if everyone was selling properly. They weren’t.

Hiring 207

Hiring Penetration Pipeline Coaching 207

Connect2Sell

MAY 23, 2018

As a sales coach and trainer, people occasionally ask me, “Out of all the selling skills, which one is most important?” Hands down, the master skill in selling is knowing how to ask purposeful questions.

Analysis 160

Analysis Selling Skills Sales Coaching Coaching 160

Understanding the Sales Force

APRIL 19, 2012

Understanding the Sales Force by Dave Kurlan Many of the Sales Force Evaluations provided by Objective Management Group (OMG) reveal that the company's problems run so deep that they will require a complete sales force make over. The consultative sales process is more than just a sales approach. leading by example.

Hiring 189

Hiring Consultative Selling Incentives Incentive 189

Miller Heiman Group

FEBRUARY 20, 2020

Only about one-quarter of sales leaders believe that their managers effectively coach and develop their sellers. In part, that’s because sales managers spend less time coaching—14%—than they do on selling, forecasting and administrative tasks, according to our latest study, 2020 Trends in Sales Management.

Sales Coaching 80

Sales Coaching Coaching Top of Funnel Lead Rank 80

Understanding the Sales Force

MARCH 14, 2014

Understanding the Sales Force by Dave Kurlan First the links. The Huffington Post and the Hubspot Blog both published an article, by Dan Lyons about OMG and Kurlan and what it takes to succeed in sales. We recently evaluated a sales force where the salespeople had, on average, only 18% of the attributes of a consultative seller.

Consultative Selling 257

Consultative Selling Training Conference Coaching 257

Mindtickle

JUNE 28, 2021

As a sales leader, you know the impact of effective sales coaching — it’s the key to maximizing your team’s potential. In fact, it probably isn’t surprising that companies that provide quality coaching can reach 7% greater annual revenue growth. But with sellers entering more competitive markets, it’s time to hit reset.

Coaching 95

Coaching Sales Coaching Data Conversion 95

The Sales Hunter

JANUARY 5, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Communication Skills. Retail Sales Trends. Book Review: The Challenger Sale.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

Pipeliner

JANUARY 4, 2018

It’s also a quote that should be taken to heart by sales managers. It often happens that when sales managers sign up for that leadership role, they often are lacking in the skills of one major responsibility: imparting the knowledge of what made them successful. The result is usually frustration and stagnant growth.

Sales Coaching 74

Sales Coaching Coaching Selling Skills Outbound 74

Sales Training Connection

OCTOBER 9, 2013

Sales Managers – it’s what you say and how you say it. A hallmark of a great sales manager is being a good communicator. For example, front-line sales managers are the critical screens through which messages travel from top management to the sales team. ©2013 Sales Momentum ®.

Sales Management 124

Sales Management Face-to-face Sales Leadership Quota 124

Connect2Sell

JANUARY 23, 2019

Being memorable in sales translates into making more sales. Each post in this CONNECT2Sell series includes research from a study with 530 B2B buyers and in-field observations from a sales coach. This 12-part series on how to be a memorable salesperson includes specific ways you can make yourself stand out to buyers.

Buyer 229

Buyer How To Study Sales Coaching 229

Sales Training Connection

APRIL 9, 2012

Successful sales peopleSales coaching. Recently we published a blog framed around the idea that if you wanted to get coaching right, three fundamental questions need to be answered – what to coach, how to coach, and who to coach. In that blog we focused on the “who to coach” question. Final note.

Coaching 111

Coaching Decision Maker Survey Construction 111

Sales Training Connection

MAY 9, 2014

Jason Kanigan at Salestactics.org interviewed Richard about sales training trends earlier this week. Some of the points raised were: Upgrading sales teams is a continuous challenge given the changing sales environment. Most companies have purchased some sales training – especially around basic selling skills.

Trends 115

Trends Training Sales Coaching Coaching 115

Highspot

JUNE 11, 2024

B2B sales reps forget 87% of what they learn within 30 days of training. No matter how solid your sales training program is, it won’t make a lasting impact without coaching. The problem is, many organizations still don’t know what good sales coaching looks like.

Coaching 105

Coaching Scale Sales Coaching Buyer 105

Sales Training Connection

FEBRUARY 23, 2015

Sales coaching. People who are knowledgeable and experienced in sales excellence know sales coaching is worthwhile; it can make a difference; and it needs to be a priority. Sales pros agree sales coaching is a necessity if you want a world-class sales team.

Sales Coaching 50

Sales Coaching Coaching Energy Face-to-face 50

Alice Heiman

JANUARY 20, 2021

There is a lot of focus on virtual selling right now; the camera, good lighting, and how your team can engage customers virtually. However, good selling skills still apply. What we want to do is take the focus off virtual and focus on good selling. What good selling looks like in challenging times. Virtual or not.

Selling Skills 157

Selling Skills Webinar Metrics Customer Sales 157

Understanding the Sales Force

MAY 8, 2024

Regular readers know that most of my life experiences pass through a sales filter, meaning that there is always an analogy to sales and while sales onboarding has many similarities to RCIA, there are many differences as well. At some point later in their careers, three quarters of the respondents voluntarily took a job in sales.

Scale 177

Scale Selling Skills Travel Coaching 177

SalesLoft

SEPTEMBER 1, 2022

The Importance of Effective Sales Coaching. As a start to our sales coaching journey, let’s begin by understanding why effective sales coaching is so important. . Selling is a constantly evolving practice. In turn, sales reps gain the insights and knowledge to sell confidently. .

Sales Coaching 52

Sales Coaching Coaching Data Channels 52

Tom Hopkins

APRIL 28, 2015

A big part of your job in sales is to be the person in the company who gets the “no’s.” ” My job as your sales coach is to provide you with ways to re-think no. The post 7 Ways to Re-Think No / Selling Skills appeared first on How to Selling Skills.

Selling Skills 40

Selling Skills Sales Coaching Coaching Relationals 40

SBI

FEBRUARY 23, 2020

Brainshark is a data-driven sales readiness platform. That means you can prepare your client-facing teams with the knowledge and skills to perform at the highest level and the score cards to know what’s working and how to improve. Nancy Nardin, Smart Selling Tools. Skills Development. Skills Development.

Video 128

Video Webinar Metrics eBook Face-to-face 128

Zoominfo

DECEMBER 11, 2024

Real-Time Data and Signals Updates: Turning Insights into Action Timing is everything when it comes to sales. Account Reached Signal Sales and marketing alignment has always been hard to achieve and maintain. In fact, only 16% of B2B companies reach sales and marketing alignment. Real-time signals are the secret sauce.

Intent Signal 130

Intent Signal Prospecting Intent Decision Maker 130

Sales Training Connection

SEPTEMBER 28, 2012

Developing internal sales champions. There are lots of things that are important for becoming successful at selling in the B2B market. So when recently we came across a Harvard Business Review blog by Steve Martin about five types of internal coaches, we thought it was useful to highlight what Steve had to say.

Coaching 108

Coaching Account Training Up-Sell 108

Mindtickle

APRIL 26, 2017

While revenue is a good indicator of how your sales team ‘has’ performed, it doesn’t really give you any idea how they’re performing right now, or whether you’re going to make your revenue number in six months from now. This leaves sales leaders open to massive risk. Being a sales leader is like being a jockey.

Sales Coaching 52

Sales Coaching Coaching Lead Rank Lead Scoring 52

Mindtickle

APRIL 26, 2017

While revenue is a good indicator of how your sales team ‘has’ performed, it doesn’t really give you any idea how they’re performing right now, or whether you’re going to make your revenue number in six months from now. This leaves sales leaders open to massive risk. Being a sales leader is like being a jockey.

Sales Coaching 52

Sales Coaching Coaching Lead Rank Lead Scoring 52

Mindtickle

JUNE 28, 2021

As a sales leader, you know the impact of effective sales coaching — it’s the key to maximizing your team’s potential. In fact, it probably isn’t surprising that companies that provide quality coaching can reach 7% greater annual revenue growth. But with sellers entering more competitive markets, it’s time to hit reset.

Coaching 52

Coaching Sales Coaching Data Conversion 52

Hubspot Sales

OCTOBER 9, 2019

Just like Liam Neeson in " Taken ," to be a successful salesperson, you need to have a particular set of skills. As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. more deals and the profit margin on sales-won improved by 12.2%.

Film 144

Film Hubspot Sales Cycle Lead Rank 144

Showpad

JUNE 29, 2021

Sales effectiveness is the domain where enablement collaborates with sales management to translate enablement efforts into tangible sales results. Sales effectiveness is where enablement efforts translate into sales results. Selling challenges linked to sales effectiveness. It’s a bit more complex.

Face-to-face 96

Face-to-face Study Survey Coaching 96

Increase Sales

NOVEMBER 30, 2016

Most sales training and much of the sales coaching focuses on how to improve sales skills. To reach that next level of sales success may require going beyond current, almost cookie cutter, robotic sales training. What is missing is how to recognize and leverage the uniqueness of each salesperson.

Training 70

Training Social Selling Selling Skills Facebook 70

Miller Heiman Group

NOVEMBER 7, 2019

Sales organizations must reinforce using perspective with sellers by implementing the three key pillars of sales enablement: content, coaching and training. Take The Sales Conversation Metric. Sales enablement content is essential to helping sellers share perspective with buyers. higher win rates and 11.8%

Sales Enablement 76

Sales Enablement Top of Funnel Conversion Lead Rank 76