Brooks Group

MARCH 6, 2024

But these measurements alone don’t give sales leaders enough information to make good decisions that improve performance. Effective performance management requires establishing KPIs, metrics, and performance tracking systems to monitor individual and team performance, identify areas for improvement, and drive accountability.

Organization 84

Organization Account Management Sales Sales Training 84

SmartKarrot

APRIL 13, 2023

In today’s economic environment, effective account management is essential for building and maintaining strong client relationships and achieving growth. From podcasts and webinars to blogs and social media posts, these influencers are using a range of channels to help other account managers learn, grow, and succeed.

Account Management 11

Account Management Key Account Management Management B2B 11

Engage Selling

OCTOBER 4, 2019

????????????????????????????????? We’ve seen a lot of very high performing sales managers that come through our program. And one thing I noticed was that most of them were never the best salesperson in their organization. In fact, the majority of … Read More »

Sales Management 68

Sales Management Management Sales Organization 68

Mike Kunkle

MAY 11, 2022

Includes territory planning, account planning, sales call planning, leading sales meetings, task management, using CRM, sales enablement tools, other technology tools and performance support, action planning, calendaring, project management, change management, and personal productivity practices.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Mike Kunkle

MARCH 31, 2023

Sales Methodology Sales methodology refers to the overall approach that sellers use to engage with potential customers, manage the sales process, close opportunities, and manage accounts. And a sales methodology includes a qualification model, but a qualification model is not a full sales methodology.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Engage Selling

AUGUST 26, 2017

When you’re part of an organization whose sales team is spread out over a large territory, it’s easy to lose touch with what’s happening on the front lines, where staff work directly with prospects and customers. Your sales managers are … Read More »

Sales Management 48

Sales Management Management Sales Organization 48

MTD Sales Training

NOVEMBER 13, 2017

I received an email last week from Trevor Borrows who is a newly appointed National Sales Manager in charge of a team of Account Managers. Here’s what Trevor asked: “Hi Sean, being a new National Sales Manager I need to understand how to develop account strategies. there to block sales.

Management 48

Management Suppliers Profitability Account Management 48

Brooks Group

NOVEMBER 8, 2023

In addition there are internal factors such as company resources, budget allocation, technology needs, sales training needs, and whether you have the personnel to support these needs. Step 3: Enable Sales Managers to Manage Change The next step when building a successful sales strategy is engaging managers.

Supply Chain 74

Supply Chain Sales Sales Training Organization 74

Mike Kunkle

AUGUST 27, 2019

Let’s start with a list of the types of organizational learning that you should have in place (or should consider, based on organization size, resources, and budget) to support sales employees. Sales onboarding for new sales reps and new or promoted sales managers. Management and leadership development.

Sales 130

Sales Onboarding Leadership Sales Training 130

Hubspot Sales

APRIL 5, 2023

Glassdoor predicts the average yearly salary of an outside sales rep to be $72,000. Account managers work closely with customers to make sure they have a good experience and get the help they need. The average salary for an account manager is roughly $53,000 a year.

Software 119

Software Software Sales Meetings 119

Brooks Group

NOVEMBER 29, 2023

Today, you’ll see far more transactors of products and services adopt terms like account, client, partner, and relationship manager for their job title than the overt “sales representative.” Of course, there are myriad reasons for this — both good and bad.

Sales Training 52

Sales Training Account Growth Client Relationships Account Management 52

Brooks Group

NOVEMBER 14, 2023

This post walks you through the four pitfalls of sales strategy and provides best practices to avoid them. Pitfall 1: Not Setting Clear Strategic Priorities The first pitfall of sales strategy is not setting clear priorities. Keep Everyone on the Same Page: Your sales team wants to be successful. 3 Best Practices for Success 1.

Supply Chain 52

Supply Chain Sales Sales Training Meetings 52

Brooks Group

JUNE 1, 2022

It’s safe to say that nearly every sales manager has regretted at least one of their new hires. Having worked with thousands of sales leaders and millions of salespeople, our 45 years of experience have shown that industry experience is not critical for success. Managers should instead look to hire from an aligned industry.

Decision-making 85

Decision-making Sales Training Manufacturing Account Management 85

Arpedio

SEPTEMBER 22, 2022

Aggreko needed to upgrade their sales tech stack in order for them to take their account management program to the next level. They were facing several challenges: The powerpoints they used for their account planning was out of date almost before it was finalized. ARPEDIO Account Planning. The Solutions.

Account Planning 52

Account Planning Account Management B2B Suppliers 52

Arpedio

SEPTEMBER 22, 2022

Aggreko needed to upgrade their sales tech stack in order for them to take their account management program to the next level. They were facing several challenges: The powerpoints they used for their account planning was out of date almost before it was finalized. ARPEDIO Account Planning. The Solutions.

Account Planning 52

Account Planning Account Management B2B Suppliers 52

Mike Kunkle

JUNE 12, 2022

While I personally believe this is a time when well-managed, profitable firms should double-down on investing in their employees to gain competitive advantage in difficult times (I wrote about this recently on LinkedIn, as well ), I know that may not be possible for everyone. Resources: The inevitable change: Post-COVID-19 Sales Roles.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Brooks Group

JUNE 1, 2022

It’s safe to say that nearly every sales manager has regretted at least one of their new hires. It makes sense that a manager would want to hire someone with industry experience, familiarity with their customers, and maybe even an existing book of a competitor’s business that could be tapped into. Retreads and Tenderfoots.

Decision-making 67

Decision-making Sales Training Manufacturing Account Management 67

Engage Selling

MARCH 11, 2017

This is the fifth of a six article series on the future of sales that I wrote for the Adobe Document Cloud Blog. You can check it out there along with content from other great authors… In this six-part series … Read More »

Sales Management 48

Sales Management Management Sales Account Management 48

Brooks Group

AUGUST 23, 2023

Michelle Richardson , Vice President of Sales Performance Research at The Brooks Group, is an expert on personality and skills assessments and their impact on sales team dynamics. Expert Interview: Build a Stronger Sales Team Using DISC TBG (The Brooks Group): How would you describe DISC and why is it important?

Sales 52

Sales Sales Training Communication Sales Management 52

Arpedio

NOVEMBER 22, 2021

In the following post, we explore what drove the founding of ARPEDIO, why Anders deployed ARPEDIO’s software during his time at Deloitte, and their thoughts on what the future holds for strategic account management. Sales best practices – no one size fits all. So I don't think there is just one best sales best practice.

Account Management 52

Account Management CRM B2B Digitalization 52

Arpedio

NOVEMBER 22, 2021

In the following post, we explore what drove the founding of ARPEDIO, why Anders deployed ARPEDIO’s software during his time at Deloitte, and their thoughts on what the future holds for strategic account management. Sales best practices – no one size fits all. So I don't think there is just one best sales best practice.

Account Management 52

Account Management CRM B2B Digitalization 52

Arpedio

NOVEMBER 22, 2021

In the following post, we explore what drove the founding of Arpedio, why Anders deployed Arpedio’s software during his time at Deloitte, and their thoughts on what the future holds for strategic account management. Sales best practices – no one size fits all. So I don't think there is just one best sales best practice.

Account Management 52

Account Management CRM B2B Digitalization 52

Arpedio

MAY 23, 2023

The sales coach may provide training on various sales techniques, such as prospecting, lead generation, sales presentations, objection handling, closing, and relationship building. They may also assist with sales strategy development, territory management, and time management.

Sales 52

Sales Account Management Stakeholders CRM 52

Brooks Group

DECEMBER 27, 2022

Obviously, this can be broken down into monthly or annual goals and can be applied to an individual sales rep, sales manager, regional manager, or the company as a whole. For our purposes, we will be discussing sales goals as they relate to the sales manager. Each “B” stands for a different behavior.

Sales 77

Sales Sales Leadership Leadership CRM 77

Janek Performance Group: Account Planning

APRIL 26, 2022

As a sales leader, have you ever calculated the cost of poor account management? For example, let’s suppose your superstar salesperson closes a big account. But this account is local in your hometown. The account stayed active for one year and then left for a competitor’s service. Here’s how.

Account Management 52

Account Management Management Acquisition Decision-making 52

5600 Blue

OCTOBER 16, 2018

Senior executives know that, beyond mergers and acquisitions, a company’s growth is driven one deal at a time through the effective sales and negotiations of their direct and indirect salespeople. billion (1) every year on sales processes, account management skills, negotiation, and opportunity management training.

Sales Training 52

Sales Training Finance Negotiation Decision-making 52

Showpad

JUNE 27, 2022

If you read that and thought, “surely a highly-trained team is ready for anything?” Sales readiness is entirely different to sales training, and you need to know the difference between the two, or your highly-trained team might not be as ready to hit the ground running as you think they are. Simple enough, right?

Sales 52

Sales Decision-making Sales Training Account Management 52

Showpad

DECEMBER 5, 2021

I’ve worked myself into a marketing job, but 80% of my career has been in sales, account management, and creating marketing programming and other services to support sales teams. . A lot of the sales training over the decades has been very feature-benefit-oriented. As an example, we have an 80/20 rule.

Digitalization 98

Digitalization B2B Sales Customer Value 98

Janek Performance Group: Account Planning

MARCH 12, 2019

The beginning of the year sees a lot of long-term strategic initiatives – from sales training and new product roll-outs to sales forecasting and account reviews. How Account Managers Should Prepare for an Annual Account Review In reality, an account manager’s preparation for an annual account review never ends.

Construction 52

Construction Sales CRM Sales Management 52

Jeffrey Gitomer

APRIL 25, 2013

But sales leadership, even in their current CYA situation, has no concept of “field reality.” Rather, they implement some form of accountability through CRM (customer relationship management), and wonder why NO ONE uses it, much less keeps it up to date. Accountability sends the wrong message. What’s the difference?

Leadership 78

Leadership Sales Leadership CRM Sales Training 78

Showpad

JANUARY 8, 2021

Research from Clearslide and CSO Insights found that, on average, it takes new reps between six and nine months to get fully ramped up to the performance levels of established sales agents. This requires you, as these new reps’ manager and mentor, to boost the efficiency of that process any way you can.

Onboarding 52

Onboarding Sales Insurance Negotiation 52

Brooks Group

SEPTEMBER 7, 2022

There is no magic formula or silver bullet to solving sales challenges. Sales managers have to know their people. Yes, you have a sales team — but that team is made up of unique individuals. Not everyone on the team is going to need daily accountability calls, and imposing that your top performers might decentivize them.

Sales 52

Sales Sales Training Communication Supply Chain 52

Arpedio

FEBRUARY 15, 2024

Effective Lead Generation Strategies During the pre-sales phase, implementing effective lead generation strategies is crucial for ensuring a robust sales pipeline and driving business growth. By nurturing leads effectively, businesses can establish trust, showcase their expertise, and move prospects further down the sales funnel.

Decision-making 52

Decision-making Sales Customer Experience Value Proposition 52

Showpad

DECEMBER 16, 2019

Through integration with an agile Sales enablement platform, marketers then deliver this info to Sales managers, who share it with their reps to bolster their chances of closing on their leads – i.e., better enabling successful Sales.

Artificial Intelligence 52

Artificial Intelligence Sales Facilitation Value Proposition 52

Engage Selling

SEPTEMBER 9, 2017

I talk often about a new performance-management culture taking hold in the today’s B2All marketplace. Your sales manager’s number-one job now is to teach and … Read More » To meet that challenge, not only must selling skills change, leadership skills must evolve, too.

Leadership 48

Leadership Sales Management Meetings Management 48

SBI

NOVEMBER 13, 2019

ringDNA Expands its Suite of Sales Engagement Solutions with the Addition of AI-Powered Sales Coaching. Groundbreaking conversation intelligence solution, now released to general availability on desktop and mobile, transforms sales management through AI-powered performance insight. Sales Enablement. Industry News.

Account Planning 24

Account Planning Sales Sales Management Acquisition 24

MTD Sales Training

MARCH 13, 2013

Many salespeople and sales managers that I meet and work with are really excellent at their job. They accentuate the positive nature of what they do, and create reasons for clients to not only do. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales Management 91

Sales Management Meetings Management Sales 91