Hubspot Sales

JANUARY 13, 2021

For any growing company, the speed at which you hire means continuously tweaking your sales training playbook to find a balance between group sessions and one-on-one coaching. Accountability drives success because it ensures that salespeople stay on track, own their progress, and develop their skills. Make goals transparent.

Sales 113

Sales Sales Training Performance Review Meetings 113

Hubspot Sales

DECEMBER 29, 2020

Knowing how important your salespeople are, you’ve put a great deal of effort, time, and money into hiring the best and training them. Your salespeople aren’t closing the number of deals you expect. Either there is a problem with your sales process itself, or your salespeople are not carrying out that process correctly.

Sales 134

Sales Facilitation Communication Organization 134

Hubspot Sales

SEPTEMBER 6, 2023

For eons, salespeople have been told to make more calls, send more emails, and take more meetings. And in the last 3 years, we’ve undergone a ton of growth and change. Eventually, they hired sales leaders from enterprise backgrounds, and their approach was to give people a little training, throw them in, and start selling.

Sales 107

Sales Onboarding Prioritization Profitability 107

Brooks Group

NOVEMBER 30, 2022

As a sales leader, most coaching stems from the need for change. In either case, the root of conflict between managers and salespeople occurs when salespeople don’t do what their manager thinks they should be doing. Here are five reasons why you should use assessments to inform your coaching. Personal skills. Motivators.

Investors 52

Investors Sales Training Meetings Management 52

Brooks Group

MARCH 6, 2023

What Is Sales Coaching? Sales coaching is the practice of evaluating and instructing salespeople one-on-one to improve productivity and ensure strong success through coaching sessions. Why Is Sales Coaching Important For The Growth Of Business? Strategic Coaching Deals made by your sales reps contain hazards.

Sales 52

Sales Sales Training Sales Management Facilitation 52

PandaDoc

APRIL 3, 2023

Start a free trial 3. Improve employee and customer satisfaction Training gives salespeople useful sales skills and the guidelines and information that can improve their interactions with customers, as a result leading to greater customer satisfaction. There is no room for failure in today’s competitive sales landscape.

Sales Training 98

Sales Training Management e-Learning Construction 98

Hubspot Sales

MARCH 4, 2019

Representations of salespeople in popular culture (and frankly, the personality profile we've been taught to associate with a "typical " salesperson) haven't always fit this mold. The best salespeople have always been subject matter experts, put the customer first, and led with their authentic selves. It's time for a mental reset.

Sales Training 101

Sales Training Sales Onboarding Sales Management 101

Hubspot Sales

APRIL 6, 2020

Sales strategies also align salespeople on shared goals and empower them to do their best work — keeping them happy and successful, too. They rely on manually-entered data to monitor the sales pipeline and coach their salespeople, and they run sales and marketing independently, creating a disjointed experience for buyers.

Sales 116

Sales Decision-making CRM Value Proposition 116

Hubspot Sales

JULY 25, 2023

What we like : AI prospecting tools can help salespeople move past their own roadblocks with written communication and easily generate personalized messages. What we like : AI prospecting tools can help salespeople move past their own roadblocks with written communication and easily generate personalized messages.

Co-Creation 82

Co-Creation Artificial Intelligence Sales Onboarding 82

Brooks Group

JANUARY 5, 2021

We at The Brooks Group took the pulse of your fellow sales leaders throughout 2020, and as the year drew to a close, it appeared that many of your contemporaries were taking steps to shore up their leadership playbook to reflect the dynamics of the times. As a sales leader, it’s never been more critical to be on the ball.

Sales Leadership 74

Sales Leadership Leadership Sales Virtual Selling 74

Miller Heiman Group

AUGUST 15, 2019

Maybe you log into your CRM, look up which of your salespeople exceeded their quotas and brought in the highest amount of closed-won business. If you only look at what your salespeople have already done and focus exclusively on performance data, you can’t predict what they might do in the future. Not necessarily.

Sales 78

Sales Sales Analytics Organization Leadership 78

Hubspot Sales

AUGUST 6, 2019

The average ramp-up time for salespeople is between six and nine months. So how do you maximize the investment you’re making in sales new hires? Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). Onboarding Checklist for Sales New Hires.

Negotiation 122

Negotiation Onboarding CRM Sales Training 122

Hubspot Sales

APRIL 3, 2020

It’s no secret that salespeople often fail as sales managers. Great salespeople instinctively avoid conflict. Unfortunately, this tendency harms salespeople when they’re promoted. Even worse, it might spread to his fellow salespeople. Without this mental shift, they can’t push their salespeople to their full potential.

Sales Management 115

Sales Management Management Sales Meetings 115

Hubspot Sales

FEBRUARY 20, 2018

Plus, you’re calling on a brand-new set of skills, like coaching, scaling, and recruiting. Plus, you’re calling on a brand-new set of skills, like coaching, scaling, and recruiting. Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives. Sales Management for Dummies. Simplified.

Sales Management 111

Sales Management Management Sales Profitability 111

Hubspot Sales

JULY 30, 2019

Michael Ahearne, a colleague at the Stephen Stagner Sales Excellence Institute at the University of Houston, published an article in the Journal of Marketing, titled, “Learned Helplessness Among Newly Hired Salespeople and the Influence of Leadership.”. It also helps to explain why turnover rates are often high for new salespeople.

Retail 96

Retail Sales Sales Management Decision-making 96

Hubspot Sales

MARCH 2, 2018

A full two-thirds of all salespeople miss quota. Over half of all salespeople close at less than 40%. 40% of salespeople can’t understand customer pain. Only 52% of salespeople can access key players. Second, I ask my salespeople to tell me which deals are close-able within the month, as well as the next 60 days.

Sales Management 107

Sales Management Management Sales Leadership 107

Hubspot Sales

JANUARY 6, 2021

You've trained your salespeople on the key actions required to move prospects from stage to stage. Here, we'll go over what that means, how to most aptly measure it, some steps you can take to improve yours, and some of the best resources available to get the most out of your sales process. But how do you know if it's actually working?

Sales 139

Sales CRM Banking Organization 139

Hubspot Sales

FEBRUARY 21, 2020

And because salespeople are so focused on meeting their number, it can be hard to spot burnout in your team before it’s too late. Good salespeople are worth holding on to — even when they hit a rough patch. Good salespeople are worth holding on to — even when they hit a rough patch. But turnover can also be a positive thing.

Meetings 134

Meetings Account Management Management Performance Review 134

Brooks Group

OCTOBER 25, 2023

This approach is clearly not the most effective way to manage salespeople. This approach is clearly not the most effective way to manage salespeople. Leading a sales team has become more difficult due to an evolving business landscape, technological advancements, changing customer expectations, and a host of other factors.

Sales Management 52

Sales Management Management Sales Artificial Intelligence 52

Brooks Group

SEPTEMBER 21, 2022

Are Your Salespeople Comfortable Upselling? Most salespeople can’t take the “would you like fries with that” approach to upselling. Most salespeople can’t take the “would you like fries with that” approach to upselling. After all, your customers are used to being upsold! So why does upselling feel so risky in person?

Emotional Intelligence 72

Emotional Intelligence Negotiation Sales Training Decision-making 72

Hubspot Sales

FEBRUARY 12, 2018

What do you think makes for a successful rep coaching session? Questions for Interviewing a Sales Manager. Tell me about yourself. How comfortable are you with data analysis? What do you think are the necessary skills and qualifications for success here? Why do you want to be a sales manager? What would you say? How important is money to you?

Sales Management 142

Sales Management Management Sales Decision-making 142

Hubspot Sales

MAY 14, 2019

One of the greatest football coaches of all time, Vince Lombardi , said, "Most people fail not because of a lack of desire but because of a lack of commitment." In order to find success, salespeople need to be committed to what they're selling. In order to find success, salespeople need to be committed to what they're selling.

Value Proposition 122

Value Proposition Sales Environment Communication Sales Training 122

Openview

SEPTEMBER 21, 2017

We all know the typical story with sales managers – they were a top performing salesperson, had ambitions to move up in their career, and then a position opens up and they are managing a group of salespeople. High performing salespeople are often successful for reasons they do not fully understand. Nothing else matters.

Sales Management 96

Sales Management Management Sales Meetings 96

Hubspot Sales

APRIL 23, 2018

Salespeople don’t hold all of the cards anymore. As a result, it’s harder for salespeople to demonstrate their expertise. So what should salespeople do? Too often, salespeople are waiting for their turn to talk or thinking about what to say next, instead of truly listening to the prospect. Simple: Invest in listening.

Sales 145

Sales e-Learning Decision-making Sales Management 145

Hubspot Sales

MAY 21, 2021

When salespeople are unmotivated, you won’t be able to re-inspire them unless you have an open and honest conversation about their challenges and goals -- something that simply won’t happen without trust. Motivation is more than Vince Lombardi quotes and quirky posters on the wall. But motivation is far harder. How do you want to be managed?

Sales 136

Sales Leadership Communication Meetings 136

Hubspot Sales

APRIL 5, 2018

So you're telling me that you're adding three salespeople in Q4 of this year. In order for these salespeople to be successful, you need to increase your marketing qualified leads by 20%. Prospect: “ Well, we'll have to spread the current marketing qualified lead flow across all of our salespeople and nobody will hit their number.”.

Retail 95

Retail CRM Onboarding Meetings 95

SBI

JUNE 23, 2020

You want to help your salespeople succeed with the right skills, the most up-to-date information, and the best tools. How can your managers improve coaching? Insufficient coaching interactions between managers and reps is one of the greatest obstacles to productivity. Even with some states reopening, in-person meetings are rare.

Virtual Selling 57

Virtual Selling Brainstorming Value Proposition Financial Services 57

Nutshell

MAY 16, 2019

Do you dream of leaving your sales associate desk behind and stepping up to a sales management position? While becoming a sales manager at your company may be the logical next step in your career, the move up isn’t without its fair share of complications. Sound like a plan? Then let’s get started!

Sales Management 96

Sales Management Management Leadership Sales 96

Mike Kunkle

JUNE 12, 2022

Now, facing a blossoming recession, we’re hearing of layoffs, downsizing, cost-cutting, and new hires being told their positions have vaporized. This is a post I never wanted to write. I originally posted it as a LinkedIn Article in August of 2020 and unfortunately, find it relevant again already in mid-2022. Strategy First.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Hubspot Sales

MARCH 19, 2022

Instead, goal driven sales requires you to bake your goals into every step of your sales playbook — so that each activity your sales reps conduct, from phone calls to meetings to closing deals, aligns with your larger organizational goals. But first — what is a goal driven sales environment? What is a goal driven sales environment?

Sales Environment 121

Sales Environment Sales Prioritization Organization 121

Revenue Storm

MAY 24, 2022

Compare that to other business management roles, where deadlines may move out if there are staffing issues or when management can hire external team members to pick up the slack. We have grouped the four most common troublesome sales types into four groups: 1) the Risk Avoider, 2) the Mayhem Maker, 3) the Cruiser, and 4) the Soloist.

Management 78

Management Supply Chain Sales Brainstorming 78

Nutshell

JANUARY 17, 2023

What is CRM? CRM software, short for customer relationship management software, is used to manage, analyze and understand customer interactions by storing and organizing business data. CRM systems also include the ability to report, visualize and forecast data to improve their customer workflows. What can a CRM do? What can CRM do for me?

CRM 62

CRM Software Software Communication 62

Brooks Group

JULY 14, 2023

Sales leaders must take active listening even further by listening to the C-suite and other company executives, prospects, salespeople, and existing customers. In fact, high-performing sales leaders reported an overall average annual quota attainment of 105% compared to 54% for underperforming leaders, according to Harvard Business Review.

Sales Training 52

Sales Training Virtual Selling Sales Decision-making 52

Hubspot Sales

JUNE 8, 2021

Small businesses need salespeople, as do massive enterprise companies. Sales development reps (also known as business development reps, or BDRs) are responsible for the first step in the sales funnel: bringing in qualified leads. But if you're thinking "Huh? What does that mean?" don't worry. So how do the two connect? Image Source.

Finance 107

Finance Sales Account Management Leadership 107

Hubspot Sales

JANUARY 17, 2018

Hosts: Sales trainer Bryan Neale and author, speaker, and coach Bill Caskey. Notable Episodes: 3 Steps New Sales Managers Should Take Now : Transitioning from an individual contributor to a team leader is challenging -- especially in the sales world. Here are 18 sales podcasts to get you started. B2B Growth Show. Sales Gravy.

Sales 145

Sales B2B Artificial Intelligence Value Proposition 145

Miller Heiman Group

OCTOBER 22, 2019

To move sales forward in a consistent, repeatable way, sales organizations need to teach their salespeople the theory behind their sales process and make it easy for sellers to follow the steps that lead to a successful deal close. In every aspect, sales operations combines two things I love: sales performance and data analytics.

Artificial Intelligence 52

Artificial Intelligence Cybersecurity Sales Construction 52

Showpad

JULY 7, 2020

Think about this for a moment: 57% of salespeople didn’t make their quota last year, according to a Salesforce study. This means that organizations achieved their growth targets by acquisitions (buying revenue) or by hiring more people with average or below average performance. There are almost no comfort zones any longer.

Digital Transformation 137

Digital Transformation Stakeholders Sales CRM 137