Understanding the Sales Force

MARCH 3, 2014

Understanding the Sales Force by Dave Kurlan Before I get to the meat of today''s article, I have one last request for you to participate in this very important survey on sales force function. I was listening to my favorite sports radio station and I heard another interesting discussion. I would really appreciate it.

Sales Management 205

Sales Management Travel Sports Survey 205

The Pipeline

MAY 26, 2016

One of the great things in what I do is the opportunity to meet a range of thinkers and doers involved in sales and helping others sell better. Brock writes a book on a critical subject like sales management, it is an opportunity to learn and share with others in my circle. I love the line “Coaching is a contact sport!

Sales Management 180

Sales Management Coaching Sports Promotion 180

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 195

Sales Management Sports Sales 195

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 310

Hiring Sports Sales Management Company 310

Understanding the Sales Force

FEBRUARY 11, 2014

Understanding the Sales Force by Dave Kurlan Well, are you? 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. For sales, there are quality tools that can be utilized to help with sales selection.

Sales Talent 267

Sales Talent Hiring Sports Tools 267

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 Jorge, I know you are a fan of Sales 2.0 You are running a sales/biz dev effort now. What are your main goals in this role and how are you applying Sales 2.0

Hiring 384

Hiring Jigsaw Social Media Cold Calling 384

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

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 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. Performance is not just about hitting sales numbers but how we do it.

Energy 275

Energy Face-to-face Comparison Sports 275

MTD Sales Training

SEPTEMBER 18, 2020

We will discuss sales coaching models and include tips for sales coaching that you can use when appropriate. First, there was GROW… As mentioned above, we can’t cover any blog on sales coaching models without covering GROW.

Lead Rank 156

Lead Rank Sales Coaching Coaching Scale 156

MTD Sales Training

NOVEMBER 25, 2021

Did you know that exploring the best sales movies and best sales films in your interactions, offers not only entertainment but also valuable lessons in persuasion and strategy? So, I thought I’d compile my best sales movies of all time. Check out this sales meeting below. Complete hard sell, ball breaking sales!

Film 156

Film Sports Cold Calling Commission 156

Understanding the Sales Force

FEBRUARY 5, 2012

Understanding the Sales Force by Dave Kurlan Watching the Super Bowl got me thinking about strategy and tactics. 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.

Strategy 189

Strategy Sports Sales Leadership Coaching 189

Steven Rosen

JANUARY 18, 2021

How can you get any significant work done if all you are doing is attending virtual meetings and managing endless emails? As a sales leader, you are in the most challenging role in the organization. Even though your customers and the selling environment have changed, you are still responsible for delivering sales results.

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. When managers coach their reps instead of simply providing directive feedback, they maximize sales effectiveness.

Sports 90

Sports Maximizer Coaching Lead Rank 90

MTD Sales Training

APRIL 18, 2023

Modern day sales managers and sales directors are continually seeking effective sales incentives to boost team motivation and enhance performance. Therefore, we’ve compiled a list of 18 innovative sales incentive plan examples and ideas , including various sales incentive plans and team incentive ideas.

Incentives 156

Incentives Incentive Promotion Scale 156

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

Jeffrey Gitomer

JUNE 14, 2011

Both industry specific and general business shows are excellent places to get known, get sales, and get ahead. Sports events. And for the competitive sports nut within you, play The Networking Game. It’s in my book The Sales Bible. I work for a large company with a large sales force. Get Sales Blog Updates.

Networking 325

Networking Hiring Trade Show Social Media 325

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

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 Sports Face-to-face Lead Rank 271

Understanding the Sales Force

MAY 6, 2013

Understanding the Sales Force by Dave Kurlan At dinner on Saturday night our guest, a friend who recently changed careers and now finds himself in the financial services world, mentioned that he isn''t selling the way that the other successful brokers are doing it. (He He doesn''t have any business either.) You''ve got to be kidding me!

Coaching 238

Coaching Sales Coaching Sales Leadership Sports 238

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

Anthony Cole Training

MARCH 24, 2014

However, when I reread the sentence, I recognized that the focus was on the wrong objective – sales. Bad sales meetings. Micro–managing. That’s like passing out participation trophies in youth sports (you don’t want to get me started on THAT discussion.). Largest sale. Most sales. Unrealistic goals.

Motivation 273

Motivation Hiring Sports Compensation 273

Sales 2.0

FEBRUARY 19, 2012

Of course that made me think about mastery in sales. In my travels through the world of sales I’ve seen much the same divide in mindsets when it comes to sales skills. Their interest is not in developing their people’s sales skills but in measuring them. Do you try to improve your sales skills every day?

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

Understanding the Sales Force

JUNE 11, 2012

Understanding the Sales Force by Dave Kurlan What jump starts sales performance? New Sales Talent? Optimized Sales Process? Better Sales Methodology? Improved Sales Model? Effective Sales Management? It doesn't have to be a VP, Director or Sales Manager. Change in Attitude?

Lead Rank 195

Lead Rank Incentives Incentive Sports 195

Understanding the Sales Force

JANUARY 14, 2014

Understanding the Sales Force by Dave Kurlan According to FreeDictionary.com , the original definition of Methodology is, "the theoretical analysis of the methods appropriate to a field of study or to the body of methods and principles particular to a branch of knowledge." I''ve written about Sales Methodology before. Negotiation.

Sales Methodology 271

Sales Methodology Negotiation Proposal Analysis 271

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

Bernadette McClelland

OCTOBER 3, 2019

For Salespeople, that behaviour is Responsibility , and to complete the equation, for the Sales Manager it is Accountability. In other words, 94% of elite salespeople don’t make any excuses or blame, compared to those 20% who, perhaps, shouldn’t be in sales. . Both in equal doses! Responsibility and accountability!

Account 301

Account Sports SalesForce Conference 301

Steven Rosen

MAY 1, 2024

In this episode of the Sales Leadership Awakening podcast, Brandon Nye , Vice President of Sales for Inmode, shares the key qualities to look for when hiring salespeople, including a proven track record in B2B sales and a competitive mindset. This is a crucial skill that many companies overlook when hiring salespeople.

Lead Rank 228

Lead Rank Lead Scoring Hiring Marketing Qualified Lead 228

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

Understanding the Sales Force

JANUARY 22, 2014

Understanding the Sales Force by Dave Kurlan This is the 8th article in a January series on the Architecture of the Sales Force. Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Why is that?

Proposal 236

Proposal Sports Sales Qualified Lead Scale 236

Anthony Cole Training

NOVEMBER 4, 2014

Once again, I’m flooded with stuff happening around me that has nothing or very little to do directly with sales… and I cannot help myself but to connect these thoughts and events to what I love to do – coach and teach sales and sales management. She isn’t just making the news on ESPN and other sports media outlets.

Sales Goal 238

Sales Goal Sports Comparison Coaching 238

MTD Sales Training

NOVEMBER 28, 2023

Mastering storytelling in sales can transform a routine pitch into a compelling tale that captivates and convinces. In the dynamic world of sales, storytelling goes beyond just narrating an account. What is Storytelling in Sales? Why Use Storytelling in Your Sales Process? Let’s look a little more deeply at some of them.

Ideal Customer Profile 156

Ideal Customer Profile Face-to-face Hiring Up-Sell 156

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

Steven Rosen

FEBRUARY 2, 2017

With over 25 years of sales and marketing and business experience, I have developed a robust approach to execution. Execution is a team sport. Excellence requires alignment of not only sales and marketing but other support departments. I then ask their sales managers what the critical success factors are.

Face-to-face 326

Face-to-face Survey Sports Follow-up 326

Jeffrey Gitomer

JULY 26, 2011

Talk about things you have in common (golf, sports, college, home state) as much as you can. Get Sales Blog Updates. Sales Management. Sales Videos. Dont let your next sales meeting suck! The Sales Bible. Little Red Book of Sales Answers. GREAT food. Talk about your specific agenda. Categories.

Hiring 260

Hiring Social Media Referrals Loyalty 260