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 Outsourcing Services Territories 224

Hubspot Sales

JUNE 16, 2022

The role of a sales team is to sell. The sales manager is responsible for creating, advancing, and managing the people, processes, and systems for their team to be successful. While this job routinely requires setting goals for the team, sales managers must set goals for themselves as well.

Sales Goal 98

Sales Goal Examples Sales Management Hiring 98

Hubspot Sales

JULY 9, 2019

Specifically, the managers who lead your sales teams — they oversee the reps who communicate directly with your prospects and customers daily. Think about it this way: If you're a sales manager and you help each of your 10 reps sell 20% more, you've essentially just "created” two new salespeople.

Sales Management 142

Sales Management Hiring Buyer Persona Compensation 142

SalesFuel

JULY 9, 2024

Achieving sales goals is never easy. Setting sales goals can be even more challenging. But managers must do this part of their job well to ensure their company’s success. Nearly half, 43%, of sales groups understand that they need to address the current talent gaps on their teams.

Sales Goal 104

Sales Goal Motivation Hiring Face-to-face 104

Cincom Smart Selling

APRIL 21, 2025

Sales leaders today are not just managing peopletheyre managing complexity. This shift has redefined the role of sales leadership. However, many companies still treat sales as an isolated function, optimizing it for immediate wins while ignoring the structural changes required for sustainable success.

Sales Management 48

Sales Management Top of Funnel Strategy Scale 48

SBI Growth

OCTOBER 4, 2013

This blog addresses how sales reps can ensure their quota is realistic and attainable. Many sales reps are forced to accept a quota that is neither. Over 65% of Sales Goals are driven by Executive and Corporate expectations. If their projections are unrealistic, so are the sales reps’ quotas.

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Quota Ideal Customer Profile Territories Demographics 306

Janek Performance Group

OCTOBER 13, 2021

Sales are up and it’s time to expand the sales department. But before you do, you need to find a new sales manager to support the additional sales reps. Peter was your first business development rep hired in the sales department. Why do companies promote the wrong person to sales management?

Promotion 118

Promotion Sales Management Hiring Coaching 118

Vengreso

DECEMBER 20, 2024

Today more than ever sales managers encounter both unique challenges and remarkable opportunities. As technology continues to reshape the sales landscape, to learn how to be a good sales manager, one must adapt to new demands and expectations.

Sales Management 58

Sales Management Forecasting Face-to-face How To 58

criteria for success

JUNE 8, 2022

As a sales manager, one way you can help your busy sales team be more productive and improve sales performance is to give them a set of best practices on how to set sales goals. Personally, I know that every time I set and review goals on a scheduled basis, all sorts of good things happen.

Sales Goal 98

Sales Goal Hiring How To Sales Qualified Lead 98

No More Cold Calling

NOVEMBER 19, 2013

As you’re setting sales goals for next year, know which metrics will get you results. As we wrap up another year, smart sales leaders are already planning for 2014—considering which goals, targets, and strategies will set their reps up for success in the New Year. Associations Enterprise Sales Management Small Business'

Small Business 220

Small Business Small Business Enterprise Enterprise 220

Hubspot Sales

JULY 30, 2019

Failure is common in sales. Inspirational sales gurus are famous for quoting the failure statistics of great achievers like Abraham Lincoln, Thomas Edison, and Colonel Sanders. That might sound extreme, but research provides insight into how missing sales goals may be preventing a salesperson from finding success.

Sales Goal 109

Sales Goal Hiring Lead Rank Retail 109

Anthony Cole Training

APRIL 14, 2020

Most Sales Managers would agree that completing prospecting activities and hitting sales goals are critical to success.

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Hiring Sales Goal Sales Management Prospecting 183

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. Now, even if you’re not talking to a future sales superstar, this information is not breaking news. In fact, most of the time, it’s downright uncomfortable.

Coaching 257

Coaching Construction Pivotal Positioning 257

SBI Growth

DECEMBER 17, 2013

Sales Reps hear through the grapevine about a sales or marketing improvement project. Then they ask their managers what’s going on. Strong communications are the key - e nlist the HR Business Partner early to manage the change. It has samples of communications to use in various situations related to Sales improvement.

Majestic 302

Majestic How To Channels Territories 302

SBI Growth

AUGUST 8, 2012

Marketing, do you have a sales quota tied to Lead Generation ? Over the last 12 months we: Surveyed over 10,000 sales representatives. Surveyed over 4,500 sales managers. Surveyed over 4,500 sales managers. Reviewed over 5,000 documents from with some the world’s best B2B sales organizations.

Quota 276

Quota Demand Generation Agencies Marketing Demand Generation Targets 276

No More Cold Calling

AUGUST 24, 2017

Are sales managers really at fault? You don’t hear that phrase very often anymore, but account based sales reps still carry a bag. But it’s their managers who are left holding the bag when reps don’t meet or exceed quota. percent of sales reps made quota in 2016. CEOs can talk a good game about sales and growth.

Hiring 214

Hiring Account SalesForce Quota 214

Vengreso

JANUARY 17, 2025

Entering this 2025, to embrace a virtual sales program, like our own FlyMSG Sales Pro Plan , could be pivotal for achieving unprecedented business success. The Rise of Virtual Sales Programs As we enter 2025, the landscape of sales training programs is undergoing a revolutionary transformation.

Webinar Metrics 98

Webinar Metrics Selling Skills Sales Cycle Coaching 98

Steven Rosen

FEBRUARY 11, 2024

In this 2:56 video, Steven Rosen and Colleen Stanley discuss the need for sales managers to go beyond setting sales goals and to define learning goals for their teams. They share how organizations can align learning goals with sales goals and invest in training and resources to support their salespeople.

Social Media 156

Social Media Sales Goal Territories Lead Rank 156

criteria for success

JANUARY 24, 2023

Here are 9 questions for sales managers to ask themselves (or for executives to ask their sales managers) as we forward in the new sales year. Have we set the right goal for 2023? You may have set your goal last month or last quarter. Is my sales process working? Let's Talk Sales!

Sales Management 98

Sales Management Hiring Lead Rank Lead Scoring 98

Pointclear

OCTOBER 9, 2013

We’re nearing the last quarter of 2013, and another year of sales will soon be behind us. An important question all sales and marketing departments should be asking themselves is how they can better communicate in order to follow up on leads. Jim is also the President of Sales Leakage Consulting, Inc. How do you measure that?

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

No More Cold Calling

AUGUST 1, 2013

Whether you are CEO, vice president, or a sales manager , you have a central role in your company’s sales process and in the decision to transition to referral selling—the only business-development strategy proven to convert prospects into clients more than 50 percent of the time. And it all starts with you—the sales leader.

Referrals 253

Referrals Sales Qualified Lead Cold Calling Penetration 253

Mindtickle

DECEMBER 6, 2023

Setting goals is important in all areas of life – both personally and professionally. The world of sales is no exception. Sales goals help ensure your entire sales team is aligned. Each sales rep must understand the overall goals of the company – and the part they play in achieving those goals.

Sales Goal 64

Sales Goal Cold Calling Churn Incentives 64

Anthony Cole Training

MAY 23, 2019

Most Sales Managers would agree that completing prospecting activities and hitting sales goals are critical to success. However, what happens when we focus too much on the numbers and not enough on being a resource for prospects, we impact (or lose) the human element of our business.

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Resources Sales Goal Sales Prospecting 160

Sales and Marketing Management

JUNE 3, 2019

Author: Lance Tyson In the hypercompetitive field of sales, escalating goals have become standard. This year we’d be fine with flat or declining sales.” Everyone wants to see that hockey stick curve of escalating sales performance that will take their organization to unprecedented levels of success.

Hiring 222

Hiring Lead Rank Lead Scoring Analysis 222

The Sales Readiness Blog

NOVEMBER 22, 2023

Success in sales demands more than a distant target. Let’s explore what subgoals are, their role in achieving your sales targets more effectively, and how a 4-step framework can help you manage your team’s performance. It requires a clear roadmap and smaller victories along the way, or, in other words, subgoals.

Sales Goal 98

Sales Goal Sales Sales Management 98

No More Cold Calling

JANUARY 2, 2014

As you’re planning for 2014 , don’t just give your sales team an annual quota and expect them to make it rain. Instead, give them manageable goals to meet each week or month. When looking for new business, many sales organizations shake the trees and see what falls off. That’s not a dependable or prudent sales strategy.

Referrals 240

Referrals Small Business Small Business Enterprise 240

Crunchbase

AUGUST 16, 2022

Anyone in charge of a company’s sales success knows a sales team is only as good as its members. Like any group of individuals that comes together for a common cause, if a sales team is going to succeed consistently, reps and management must operate in a culture that motivates individuals to perform at their best.

Coaching 93

Coaching Sales Management Company Hiring 93

Zoominfo

JUNE 12, 2019

The B2B sales arena has a few social celebs of its own. In today’s post, we’ve compiled a list of the top sales influencers on our radar. Leading off our list is sales consultant and coach, Jeb Blount. Jeb carries his sales wisdom over to all his social media channels and spreads his expertise to the masses.

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Influencer B2B Social Media Twitter 188

Allego

JANUARY 16, 2025

Managing a sales team is no small feat. From setting clear goals to inspiring sellers to deliver peak performance, knowing how to manage a sales team can make or break a sales manager’s success. And the best managers dont just leadthey motivate. But the effort is worth it.

Sales Qualified Lead 62

Sales Qualified Lead Lead Rank Lead Scoring Strategy 62

Sales and Marketing Management

FEBRUARY 19, 2021

Author: Larry Prince, CEO, PrinceLeadership While there is a secret to sales success, it’s not a mystery. Business owners and leaders frequently ask, “How do I increase sales?” or “Why is my sales team not performing better?” Does your sales function lack a clear, process-driven method to meet sales goals?

Top of Funnel 177

Top of Funnel Hiring Guidelines Lead Rank 177

Vengreso

JANUARY 6, 2025

In the fast-paced world of sales , aligning Sales KPIs (Key Performance Indicators) with your company’s unique goals is crucial for driving success and ensuring every effort contributes to the overarching mission. Thats exactly what youd be doing if you overlooked Sales KPIs. Why are these KPIs so critical?

Lead Rank 68

Lead Rank Lead Scoring How To Top of Funnel 68

Sales and Marketing Management

MARCH 5, 2020

Author: Leeatt Rothschild Sales managers are racing to hit their 2020 goals, which are likely higher than last year’s. It’s no secret that by setting effective sales incentives and pay structures you can dramatically increase your team’s success rate. Recognize that each sales rep is an individual.

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Incentives Incentive Commission How To 204

Sales and Marketing Management

SEPTEMBER 7, 2015

Teaser: It’s only a matter of time before analytical sales management becomes the norm. In order to start using your existing data to understand and hit your sales goals, you need to focus on the following three, key areas: How Much, How Good and How Soon. read more

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Data Analytics Sales Goal Sales 120

No More Cold Calling

JUNE 10, 2021

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. Decrease the cost of sales. Flash Sale.

Referrals 385

Referrals Cold Calling Inbound Webinar Metrics 385

Steven Rosen

JANUARY 9, 2024

Colleen Stanley and Steven Rosen from the Sales Leadership Awakening podcast discuss how building excellence in sales leadership starts with having the right team. Sales leaders must be willing to make tough decisions about non-performers and proactively recruit top talent. “The world is moving faster. .”

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Sales Leadership Hiring Coaching Account 177

SBI Growth

MARCH 3, 2025

As a sales leader, theres nothing worse than getting to the end of the quarter and realizing your team will miss their sales goal. But focusing on the bottom-line number closed deals is like driving a car by looking in the rear-view mirror. It only tells you what has already happened.

Pipeline 156

Pipeline Sales Goal Closing Sales 156

Allego

OCTOBER 29, 2024

Today’s fast-paced, tech-driven world is causing a massive shift in the medical device sales industry. The days of relying solely on face-to-face sales meetings are over. Digital selling is the game, and you must have a strategy that ensures your team succeeds in medical device digital sales. Not to worry, though.

Strategy 62

Strategy Face-to-face Buyer Lead Rank 62