Hubspot Sales

OCTOBER 27, 2020

Sales leadership roles are some of the most lucrative, challenging, engaging positions sales professionals can pursue. There are certain qualities that most of — if not all — the best sales leaders have. Here, I'll review some of those key traits and offer a short quiz to see if you're sales leadership material.

Sales Leadership 93

Sales Leadership Leadership Sales Management 93

Mike Kunkle

NOVEMBER 21, 2023

In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. The reason you’d do this is because there is rarely one right answer, or one performance lever to pull, that will deliver the maximum performance improvement with a sales force.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Customer Think

JANUARY 10, 2022

This article was first published in the latest edition (issue 8.1 - January 2022) of the International Journal of Sales Transformation. To learn more about this excellent publication, follow the link at the bottom of this article.Successful sales.

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Hubspot Sales

MARCH 2, 2018

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Check out my book on running a human-centric sales process that'll win more customers.

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Sales Management Management Sales Leadership 108

Revenue Storm

MARCH 15, 2022

You cannot simply deploy technology and manage in the same way that you have always approached the role. People understand leadership – and they value working for someone that has their best interest at heart. The book, “One Minute Manager” emphasized “always catch your people doing something right.” Leaders must adapt.

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Leadership Prioritization Communication Organization 78

SalesGlobe

DECEMBER 5, 2021

For sales management what we tend to see are a less than effective methods that drive the quotas with less than effective results. Sales management must expand their approach by assessing market opportunity, evaluating revenue sources, gauging sales capacity, and gaining a bottom-up view.

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Hubspot Sales

DECEMBER 11, 2017

How Do I Get Promoted to Sales Manager? But sales is a labor-intensive job. Instead, do a few little things every day to flex your leadership muscles and still meet goal. 5 Ways to Get Promoted to Sales Manager. The “work” of a sales leader is helping people -- so that’s a good place to start.

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Sales Management Management Leadership Sales 95

Mike Kunkle

AUGUST 8, 2023

Barrier 4: Resistance to Change (And Lack of Change Management) It’s human nature to resist change, and this resistance can be a formidable barrier to growth. So can the absence of purposeful change leadership and management. Change leadership is a key tent for growth and organizational success.

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Sales Prioritization Innovation Leadership 188

Mike Kunkle

NOVEMBER 23, 2023

[Click the image to see a larger version] A successful sales enablement program can help sales reps improve their sales skills, close more deals, and achieve their goals, and can engage, enable, and empower front-line sales managers to support them. And in each, we’ll segment Expenses and Outcomes.

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Sales Finance Decision-making Profitability 258

Mike Kunkle

AUGUST 30, 2023

Enablement professionals don’t market, they don’t sell, and we don’t directly manage front-line sellers nor sales managers. Some might question the efficacy of these enablement professionals, even though they can’t personally direct the course of the front-line sellers and their managers.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Sales Readiness Group

MAY 15, 2023

As a sales manager, you want your sales team to be motivated and work toward achieving business goals. While there’s no one-size-fits-all approach, understanding the six common factors that motivate salespeople can help you increase your sales team's motivation to achieve sales goals.

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Sales Sales Management Management Sales Leadership 133

Mike Kunkle

MAY 30, 2023

It’s organizational behavioral change management, for sure, and requires both smart and hard work. The goal of “enablement,” whichever term you use for it (sales, revenue, buyer, buying, performance, other) is ultimately to improve organizational performance. Use John Kotter’s change management advice and “Build a Guiding Coalition.”

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Hubspot Sales

MAY 9, 2022

Taking the reins doesn't come naturally to everyone, and even born leaders might need a little guidance when transitioning into a sales management role. That's why we put together a list of some key tips aspiring sales leaders can refer to as they find their footing as managers. Let's dive in. Get to know your team.

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Management Construction Sales Sales Leadership 105

Red Star Kim

JANUARY 16, 2023

56% represented law firms, 18% accountancy firms, 9% property and construction firms, 5% management consultancy, 5% intellectual property and 8% other. Alastair will be writing an article for a future edition of PM Forum magazine. Nearly two-third of firms (63%) place this among their top three management priorities.

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Marketing Co-Creation Government Artificial Intelligence 130

Hubspot Sales

JANUARY 11, 2021

If you're looking for another article about why your sales team should only hire ESFJs, you've come to the wrong place. While it's true that not everyone is a perfect fit for the sales profession, most people just need the right motivation and management to thrive. ESTPs require a fun but firm manager.

Management 135

Management Decision-making Sales Management Publishing 135

Mike Kunkle

NOVEMBER 26, 2022

Recent lay-offs have shown that the oft-coveted “seat at the table” with executive leadership can’t be taken for granted. Organization Effectiveness, Organization Behavior, Business Process Management, Six or Lean Sigma, Total Quality Management, and Change Management.

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Sales Leadership Transportation Sales Training 200

Revenue Storm

MAY 24, 2022

Having talked to sales leaders of late, I was surprised to see how many common themes have emerged. Staff management issues! I have always said that Sales Leadership is the toughest job in leadership. You have sales targets that must be hit regardless of the situation and typically stretch targets at that.

Management 78

Management Supply Chain Sales Brainstorming 78

Mike Kunkle

JULY 2, 2022

So, what is sales enablement? It’s a function or department, a practice, a profession, a title, and a growing body of knowledge about how to support sales forces (sellers and managers) to achieve the highest-possible level of sales effectiveness. Sales training and supporting materials and elements.

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Sales Sales Training Leadership Decision-making 130

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 »

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Revenue Storm

FEBRUARY 21, 2023

The list that pops into your team’s minds if they are in a conversation about the best leaders they have ever known or when reading an article about leadership. We all aspire to be seen by our team as outstanding in our craft, but why don’t we spend more time thinking about our leadership legacy? He instantly said: “That’s easy.

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Acquisition Leadership Sales Profitability 78

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 »

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Sales Management Management Sales Account Management 48

Louise Collins Associates

NOVEMBER 24, 2017

So when organisations have tried, and failed, to introduce Key Account Management (KAM) it is no different. My observation across multiple organisations is that KAM often lacks the leadership required to make it work. Effective Key Account Management (KAM) requires organisational leadership and specific coaching.

Leadership 52

Leadership Sales Leadership Key Account Management Account Management 52

Jeffrey Gitomer

MAY 30, 2013

Tweet It occurred to me that most people who write about leadership are no longer leaders. I just read an article in a business magazine written by a well-known “former leader.” To me, leadership is multifaceted. ” Just empty leadership-created words and phrases. The post Define leadership.

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Leadership Sales Leadership Profitability Sales Management 83

Customer Think

AUGUST 2, 2021

“If I Had a Lever Long Enough…” — Archimedes A question that often comes up from sales leaders during workshops or advisory services is: “What’s the most effective lever for me to improve my organization’s performance?” ” Not me.

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SBI Growth

AUGUST 1, 2023

As sales managers, it's easy to get caught up in the day-to-day hustle of achieving immediate results. However, true leadership requires adopting a long-term vision that can propel your team to new heights of success.

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CMOE

FEBRUARY 24, 2023

Building Champions Building Champions offers podcasts, books, and a leadership blog to enable professionals to be educated and motivated to consistently improve. Performance Consultants Performance Consultants is comprised of a global team of coaches, facilitators, and project managers across 23 languages.

Small Business 52

Small Business Leadership Profitability Publishing 52

Customer Think

OCTOBER 13, 2023

This article was first published (as “Addressing Underperformance” in the October 2023 edition of the always excellent International Journal of Sales Transformation (link below). Sometimes the causes appear to […]

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Publishing Sales Sales Management Management 59

Hubspot Sales

APRIL 27, 2023

In this article, you’ll learn some positions you can consider in SaaS sales, expert tips for getting into the industry, and how to succeed in your first sales role. Table of Contents Is SaaS sales a good career? In fact, at the time of writing this article, there are over 100,000 open SaaS sales roles on LinkedIn.

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Sales Account Management Communication Sales Management 109

Revenue Storm

SEPTEMBER 21, 2021

Your top sales talent is being head hunted and after what everyone has been through, there are an increasing number of salespeople willing to listen to the pitch of greener pastures. Anthony Klotz, Professor of Management, Texas A&M University, 2021). Mental wellness is now a prevalent leadership issue. You can’t afford it.

Leadership 78

Leadership Management Organization Sales 78

Mike Kunkle

MAY 11, 2022

In my experience, the potential for improvement in most sales organizations is significant. Will an approach limited to sales force effectiveness (SFE) maximize that potential? That depends on a variety of factors, which I will share in this article. Figure 2: The Sales Force Effectiveness Fundamentals. Business Acumen.

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SBI Growth

MARCH 3, 2020

Go-to-Market success requires leadership and input from a multitude of functions within a company. Senior leadership provides strategic guidance. Sales management has the pulse of the customer and prospect. Marketing executives understand market trends. Finance heads determine where to make.

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Finance Leadership Sales Management Marketing 87

Zendesk

JANUARY 24, 2022

But before they can even get to that point, they need to make their biggest sale ever: themselves. When you’re applying for a sales job, you’re essentially selling your value to a hiring manager. The hiring process is almost like a “sales funnel” if you think about the application stage through the onboarding stage.

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Sales Acquisition Sales Management Leadership 98

Revenue Storm

JANUARY 18, 2022

As a Sales Leader, you hopefully have your business goals mapped out, your business plan completed, and are charged up for the new year. Is it company or leadership recognition, extrinsic motivation – such as money or incentives, or peer competition? Leadership Self-Reflection. Spend time with each seller on their plan.

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Leadership Decision-making Business Planning Meetings 78

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.

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Brooks Group

JULY 15, 2022

We talk a lot about this in our Sales Leadership Accelerator , which is our sales management program. Learn More About The Sales Leadership Accelerator. This term, recession resilience, was one that was used quite a bit yesterday. Setting effective KPIs, and measuring and coaching back to those KPIs.

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Sales Leadership Manufacturing Leadership Sales Training 52

Mercuri International

JUNE 10, 2020

It’s still too early to choose the precise term for the predicted economic environment of Q3 and Q4 2020 – many people are arguing the semantics of slowdown, downturn, recession, or depression – but one thing is certain: it’s going to be a challenging year for sales. Remote selling, leadership, and training. Go for the no”.

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Remote Working Key Account Management Finance Banking 98

Jeffrey Gitomer

MARCH 3, 2011

Relate | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Get Sales Blog Updates. Leadership. Sales Management. Sales Videos. Deepen your understanding of how to attract, engage, and connect with value and create your own leadership philosophy. Online Training.

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