Nutshell

MAY 16, 2019

Do you dream of leaving your sales associate desk behind and stepping up to a sales management position? The arrangements may vary from company to company, but in general, most sales professionals would jump at the chance to assume a leadership role. Are you Sure You Want to Become a Sales Manager?

Sales Management 96

Sales Management Management Leadership Sales 96

Mike Kunkle

MAY 30, 2023

There are also other factors at play, such as product-market fit, strategy, the chosen sales model, organization design, or lack of top-down support, that also influence our work. I’ve written about this challenge before in this post, There Are Limits to What Sales Enablement Can Fix. It’s not a surprise. I know it’s possible.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

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.

Sales 258

Sales Finance Decision-making Profitability 258

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.

Acquisition 78

Acquisition Leadership Sales Profitability 78

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. What You Should Know Before Getting into Sales Management.

Sales Management 108

Sales Management Management Sales Leadership 108

SalesGlobe

DECEMBER 5, 2021

Companies spend a lot of precious time and energy developing their sales strategies and programs for the coming year. For sales management what we tend to see are a less than effective methods that drive the quotas with less than effective results. Overlooking Sales Capacity. Evaluating 4 Quota Setting Mistakes.

Sales Management 52

Sales Management Management Finance Supply Chain 52

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.

Sales Management 95

Sales Management Management Leadership Sales 95

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. In addition, expand your awareness of the disciplines and practices of organizational performance improvement, such as Organization Development. Seek certifications where they make sense.

Sales 200

Sales Leadership Transportation Sales Training 200

Mike Kunkle

JULY 2, 2022

Sales training and supporting materials and elements. Sales technology and tools. Supporting effective sales coaching and sales management. Taking on the Managers’ Role: The use of sales enablement to “cover” aspects of the front-line sales managers’ role.

Sales 130

Sales Sales Training Leadership Decision-making 130

CMOE

FEBRUARY 24, 2023

By developing this culture, organizations reap long-lasting benefits, such as greater employee retention, and increased revenue. Here are 22 of the best business coaching websites that will offer different approaches to coaching in an effort to create and sustain a positive coaching culture in your organization.

Small Business 52

Small Business Leadership Profitability Publishing 52

Upland

JANUARY 26, 2023

This is where account-based selling really gets interesting. Account-Based Sales Takes a Revenue Team One of the top challenges organizations face in transitioning to an account-based sales model is the change in mindset necessary to succeed at account-based selling. The seller needs a revenue team.

Account Planning 195

Account Planning B2B Decision-making Acquisition 195

Revenue Storm

SEPTEMBER 21, 2021

To complicate things further, a power shift has happened and the difficulty of keeping or attracting people to the profession of sales is concerning. Not only are you having to focus on protecting and defending accounts, but now also protecting and defending your sales talent organization! This is leadership, not management.

Leadership 78

Leadership Management Organization Sales 78

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.

Leadership 78

Leadership Decision-making Business Planning Meetings 78

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. Most […].

Sales Management 98

Sales Management Management Sales Organization 98

Brooks Group

JULY 15, 2022

The first of these is to focus on revenue, not just sales. Again, in the Vistage meeting, I had a really interesting a-ha, as a number of the manufacturing members talked about how their top line sales are up, but the number of units they’re shipping is down. Learn More About The Sales Leadership Accelerator.

Sales Leadership 52

Sales Leadership Manufacturing Leadership Sales Training 52

Brooks Group

APRIL 19, 2023

This article is part of our Key Fundamentals of IMPACT Selling ® series. Access Do your customers’ leadership teams seek you out for meetings and insight, or do you work mostly with lower-level decision-makers? How Is Your Team Perceived? Let’s pause for a perception reality check. How busy are they right now?

Decision-making 83

Decision-making Sales Training Media Publishing 83

Mike Kunkle

MAY 11, 2022

I’ve been involved in sales transformations that were entirely focused on getting the best-possible performance out of the sales force (ranging from a 30 to 600 percent increase in sales), independent of retooling the rest of the organization. How to plan and organize effectively. Sales Manager Enablement.

Co-Creation 130

Co-Creation Sales Sales Training 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 »

Sales Management 48

Sales Management Management Sales Organization 48

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.

Finance 87

Finance Leadership Sales Management Marketing 87

Revenue Storm

MARCH 23, 2023

What new sales manager competency is creeping onto the scene? The competency is leading sales technology adoption. This responsibility was floating around and has now found its home with sales leaders. So, if your sales athlete has better equipment, why is it still sitting in the locker room?

Sales Technology 78

Sales Technology Sales Leadership Sales Leadership 78

Hubspot Sales

NOVEMBER 17, 2020

Our mission at HubSpot is to help millions of organizations grow better. And in addition to trying to hit revenue numbers, sales leaders needed to take care of their employees, and make sure they felt comfortable in this new selling environment. At HubSpot, the leadership team held weekly AMAs available for the full company to attend.

Virtual Selling 126

Virtual Selling Shareholders Decision-making Communication 126

Brooks Group

MARCH 6, 2023

There are no one-fits-all solutions for sales training. The best programs are the ones tailored to your organization and sales force. That is where role-specific sales training comes in. For a program to be effective, it must be tailored to the needs of your sales force; otherwise, it can be counterproductive.

Sales Training 52

Sales Training Sales Leadership Profitability 52

Hubspot Sales

SEPTEMBER 2, 2020

Finding effective leadership in sales is every bit as difficult as it is vital. You need someone with the authority and experience to set and maintain an effective course for your sales efforts. Sales executives are expected to put the right people and protocols in the right places.

Sales 99

Sales Leadership Facilitation Decision-making 99

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.

Management 105

Management Construction Sales Sales Leadership 105

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”.

Remote Working 98

Remote Working Key Account Management Finance Banking 98

Revenue Storm

FEBRUARY 15, 2022

For 20 years, I had a monthly sales quota. Even when I was leading a $400 million global accounts organization. Each and every month, I learned there are some critical actions every sales leader should be taking as we head towards the end of the first quarter. Start with the numbers. Scrub the Pipeline. Set Your Activity Plan.

Value Proposition 78

Value Proposition Sales Global Accounts Account Management 78

Hubspot Sales

AUGUST 25, 2018

A quick Google search or skim through your favorite sales blogs will show article upon article about how to hire the perfect reps, increase customer retention, and write the perfect sales job description -- for good reason. What Can Sales Managers Do About Sales Retention? Hire more experienced reps.

Sales 111

Sales Acquisition Account Planning Sales Management 111

Zendesk

JANUARY 24, 2022

The hiring process is almost like a “sales funnel” if you think about the application stage through the onboarding stage. And your sales resume is your value proposition—it has to be convincing if you want to keep moving through the “funnel” to reach the end and get hired. Sales resume parts. Sales manager resume.

Sales 98

Sales Acquisition Sales Management Leadership 98

Hubspot Sales

MAY 30, 2019

We know that best-in-class sales organizations use a consultative sales process. A sales process is consultative when the stages and actions align with the customer’s buying experience and are defined in terms of the customer relationship. Defining a sales process doesn’t take significant blocks of time.

Procurement 107

Procurement Negotiation Sales Leadership Sales 107

Hubspot Sales

APRIL 23, 2021

Tools help you start, sell, market, and manage your business so you can find customers, bring in sales, manage day-to-day tasks. Point of sale tools make it simple for customers to buy online or in-person, and marketing tools help you manage email marketing, Google Shopping campaigns, and Facebook ads.

Small Business 94

Small Business Finance Banking eCommerce 94

PandaDoc

MAY 13, 2024

Want to increase sales and boost your bottom line? This article will focus on the sales enablement process, what it means for your organization, and how you can benefit from the approach. Key takeaways Sales enablement equips sales and marketing teams with everything they need to succeed.

Sales 52

Sales Software Software Sales Training 52

Revenue Storm

NOVEMBER 16, 2021

The Corporate Suit – This leader spends their time engaged in the internal processes, reports, and politics of the organization, and believes creating the right perception is the key to success. You are probably wondering now which of the five sales leadership types are best suited to drive results.

Supply Chain 78

Supply Chain Leadership Sales Sales Leadership 78

SBI Growth

DECEMBER 18, 2013

Each of these articles focuses on your sales reps. Effective ways to enable your sales reps to make the number. Today’s post focuses on the missing link: Enabling your front-line sales managers. Without strong front-line sales managers, your chances of making the number are low. Sales Process.

Sales 122

Sales Sales Leadership Leadership Sales Management 122

Hubspot Sales

JUNE 29, 2022

Don't pull punches when it comes to your team's effectiveness or the quality of your leadership. Start figuring out how you're going to train your team to iron your problems out — and if worst comes to worst, consider bringing in a third party like a consultant or external training organization to help facilitate the improvement process.

Construction 82

Construction Decision-making Facilitation Prioritization 82

Showpad

MAY 25, 2020

But now sales enablement professionals must work in overdrive to not only support sellers across their organizations, but do so while navigating the pitfalls of remote work and a rapidly changing business landscape. This new reality has increased the urgency for sales enablement directors to embrace digital transformation.

Remote Working 52

Remote Working Onboarding Digital Transformation Digitalization 52

Revenue Storm

FEBRUARY 16, 2021

Our leadership responsibility is to ensure the best possible outcomes from client meetings. Consider the sales manager, executive, and salesperson… or even another colleague joining the meeting that will lead the conversation. Managing Emotions. Develop a sales culture of being prepared!

Value Proposition 78

Value Proposition Sales Meetings Decision-making 78

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. ENTJ (The Visionary). INTJ (The Intellectual).

Management 135

Management Decision-making Sales Management Publishing 135