Account Planning Meetings Sales Leadership Sales Management 
Sales Outcomes
OCTOBER 4, 2022
Front-line sales managers are the key to enabling behavior change in salespeople. To that end, changes in sales manager behavior must come first; however, front-line sales managers live in a hectic environment – pressures from leadership, their teams, and other functions such as marketing, sales operations, HR, etc.
Mike Kunkle
MAY 11, 2022
This includes an understanding of processes, political savvy, culture, collaboration, consensus building, and the ability to execute on all the above plans effectively. How to plan and organize effectively. Strategic Account Management. Territory Management. Account Planning. Sales Call Planning.
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Louise Collins Associates
NOVEMBER 24, 2017
My observation across multiple organisations is that KAM often lacks the leadership required to make it work. In most organisations KAM sits within the sales directorate and the responsibility for leading key account teams sits with the first line sales manager. This is not the role of the first line sales manager.
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. All calls are not created equal.
Openview
MAY 11, 2018
The building blocks of developing a great sales team have not changed – recruiting, interviewing, hiring, training and development. However, the nuances within each discipline have modernized, requiring sales leadership playbooks to be updated. Here are 3 ways fast-growing startups build sales teams differently.
SBI Growth
FEBRUARY 20, 2013
Most sales organizations use documents with similar names. Opportunity Plans, Account Plans, etc. They contain things like key personnel, sales campaign objectives, competitor information and so on. Get the Word out – let the reps and sales managers take the spotlight for success. Not entirely.
Arpedio
DECEMBER 22, 2021
Ned Gilbert , Senior Director of Strategic Accounts for applied sciences team at Premier Inc. Ned has over 12 years of professional sales experience, 10 of which he has spent in healthcare sales, strategic account management and sales leadership working for Medtronic, the largest medical device company in the world.
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