SBI Growth

DECEMBER 24, 2012

Bad decisions can cause your company to miss the number. When the decision is made at the top, the collateral damage is multiplied. Below are six of the worst decisions we’ve seen senior sales leaders make. It will help your team better understand how your Customers make a decision. Bad decision.

Decision-making 130

Decision-making Sales Internet Profitability 130

Brooks Group

MARCH 6, 2023

Technical Sales Manager Skills The sales manager plays an important role in any organization. Besides having soft skills, communication skills, and other common skills to boost sales performance, some technical skills are required for consistent success. Customer Satisfaction 10.7%

Sales Management 52

Sales Management Management Suppliers Sales 52

Brooks Group

JULY 13, 2023

There are hundreds (if not thousands) of blog posts about the most important sales manager skills. Others discuss how to coach and the need for data-driven decisions. Still more provide readers with tips and tricks for getting sales teams to take action toward desired outcomes. But, really, I have no idea what I’m doing.”

Sales Management 52

Sales Management Management Sales Leadership 52

DemandFarm

MAY 22, 2023

Is a key account manager the same as a sales manager? Meet Anna, a diligent Sales Manager at Brilliant Solutions , a thriving software company specializing in cutting-edge automation tools. Her daily tasks revolve around driving sales, managing the sales team, and ensuring sales targets are met.

Key Account Management 52

Key Account Management Account Management Digitalization Sales Management 52

Miller Heiman Group

APRIL 13, 2020

Sales managers normally face a trifecta of shifting demands from buyers, their direct reports and their organization. The COVID-19 pandemic gives sales managers the perfect opportunity to work toward transforming into more capable leaders. Shift From a Sales Manager’s Mindset to Sales Leader’s Mindset.

Sales Management 110

Sales Management Management Sales Decision-making 110

Hubspot Sales

DECEMBER 30, 2020

Have you ever felt like your sales team is doing an okay job, but you know they could be doing better? Or, alternatively, perhaps you're second-guessing some of your hiring decisions — could you have found a rep who would've sold more? Here, let's dive into what a strategic sales plan is, plus how to make one for your own team.

Sales Management 111

Sales Management Management Shareholders Sales 111

Zendesk

AUGUST 18, 2021

As a company grows, its ever-expanding sales team needs a capable CRM system to keep track of prospects and customers. Sales management software is used by many salespeople to organize their contacts, manage their pipeline, and streamline workflows and organizational processes for maximum efficiency—allowing small businesses to get bigger.

Small Business 97

Small Business Software Software Sales Management 97

Hubspot Sales

FEBRUARY 12, 2018

Questions for Interviewing a Sales Manager. Why do you want to be a sales manager? Pretend I'm a sales rep who has missed quota three months in a row. What do you think makes for a successful rep coaching session? What do you like and dislike about the sales process? Tell me about yourself.

Sales Management 143

Sales Management Management Sales Decision-making 143

Nutshell

FEBRUARY 4, 2020

An effective sales management system can help your business reach or exceed its long-term goals. Sales management software encourages cooperation between sales reps and streamlines common activities. What Is Sales Management? What Is a Sales Management System? Want to be a better leader?

Sales Management 86

Sales Management Management CRM Sales 86

Miller Heiman Group

JUNE 18, 2019

In the latest episode of Move the Deal , CSO Insights Chief Research Officer Seleste Lunsford previews the upcoming World-Class Sales Practices Report and talks with host Greg Moore about shifts in buyer behavior, how sellers should respond and what it takes to be a world-class sales organization. Episode Highlights. [1:20]

Organization 81

Organization Sales Publishing Decision-making 81

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

QYMATIX

NOVEMBER 1, 2022

By 2025, 75% of B2B organizations will use AI-powered sales solutions for hyperautomation, according to Gartner. There is keen interest in artificial intelligence (AI) and machine learning specifically for sales management in the B2B market. But other factors are making hyper-automation in sales inevitable.

Artificial Intelligence 40

Artificial Intelligence Sales Management Management B2B 40

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. Increasing quotas by 2% will lead to an increase in sales performance.

Sales Management 52

Sales Management Management Finance Supply Chain 52

Upland

MAY 4, 2023

What is sales velocity? Sales velocity is the speed at which deals move through your pipeline and start to generate revenue. A sales velocity equation or formula uses four metrics to help organizations calculate their own sales velocity. Why does sales velocity matter?

Sales 356

Sales Decision-making Negotiation Organization 356

Mike Kunkle

NOVEMBER 23, 2023

Then, the rest of this makes sense and can be really valuable. Targeted Performance: meaning a specific effort focused on a KPI in need of improvement, such as decreasing Closed-Lost or No Decision rates and improving Closed-Won rates, or improving overall profitability in a certain product line where deep discounting is rampant.

Sales 258

Sales Finance Decision-making Profitability 258

Miller Heiman Group

MAY 14, 2019

Sales managers influence what salespeople sell, where they sell, who they sell to and even how they sell. These factors make the sales manager role one of the most influential and demanding jobs in any company engaged in complex B2B sales. How many direct reports do sales managers have in your company?

Sales Management 73

Sales Management Management Sales Decision-making 73

Upland

JANUARY 26, 2023

Large B2B sales deals are not done one-on-one. 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.

Account Planning 195

Account Planning B2B Decision-making Acquisition 195

Mike Kunkle

AUGUST 30, 2023

To firmly establish the function as required and themselves as integral players in their companies, enablement experts must be equipped to prove their worth by improving sales results and bolstering profitability. They must show that they can make an impact with enablement and move the needle on the metrics that matter most.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Upland

MARCH 13, 2023

The ‘art’ aspect of sales forecasting doesn’t need to be an educated guest. In fact, having the right methodologies and best practices in place throughout the entire sales process, married with the right technology, can make sales forecasting look a lot more like an exact science. What is a Sales Forecast?

Prioritization 195

Prioritization Account Planning Sales Decision-making 195

Brooks Group

MARCH 28, 2024

As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Gone are the days when you could simply sell to a mid-level manager. C-level roles can vary depending on the size and structure of the organization.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Mike Kunkle

AUGUST 8, 2023

Let’s dive into the key barriers that often hinder sales leaders from reaching the full potential for their sales forces and explore strategies to break through these limitations. When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost.

Sales 188

Sales Prioritization Innovation Leadership 188

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. Almost half of all sales teams don’t have a playbook.

Sales Management 109

Sales Management Management Sales Leadership 109

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. Which, earlier, we said wasn’t easy either.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Upland

OCTOBER 21, 2022

In this definitive guide to account planning, we’ve compiled everything you need in order to understand the importance of account planning, what it is, and why a complete mindset shift is critical to success for any sales organization looking to grow and retain revenue in their key accounts in 2023 and beyond. . These include: .

Account Planning 195

Account Planning Leadership Software Software 195

SBI Growth

MAY 15, 2013

"Should we hire an external Sales Manager or promote from within?". Open Sales Management positions are bad for sales organizations. Having the wrong Sales Manager (SM) is worse. This post helps you decide between hiring an internal or external Sales Manager. It depends.

Sales Management 120

Sales Management Management Sales Value Proposition 120

Hubspot Sales

NOVEMBER 18, 2020

Sales Performance. 65% of sales leaders that outperformed against revenue targets have a dedicated sales enablement person or team. 61% of over-performing leaders use their CRM to automate parts of their sales process , vs. 46% of underperforming leaders. 51% of sales leaders rely on data to measure sales rep performance.

Sales Leadership 142

Sales Leadership Leadership B2B Sales 142

SBI Growth

JANUARY 5, 2014

Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ‘A’ players on the team. Reps struggling to get in front of Decision Makers. Every sales manager is time starved. Sales Managers should be spending 75% of their time coaching their team.

Sales Management 124

Sales Management Management Prioritization Decision-making 124

Sales Readiness Group

NOVEMBER 12, 2023

Sales forecasting is not just another corporate chore. It is the cornerstone of informed decision-making and the financial roadmap that keeps your organization on course. However, many managers wonder if they need to take on this responsibility.

Sales 118

Sales Decision-making Organization Management 118

SBI Growth

FEBRUARY 1, 2014

It’s a tough question that every sales leader faces. Losing a sales manager can disrupt your sales organization. As a sales leader, you need to focus on getting to your number. Keeping a mediocre sales manager because you don’t have a replacement hurts you. Forecast accuracy. Employee turnover.

Sales Management 102

Sales Management Management Sales Decision-making 102

SBI Growth

FEBRUARY 7, 2014

Most organizations believe that their most successful sales people will make great sales managers. A recent study showed that only 11% of organizations train their sales managers. If you are a new manager, you are asking, “What do I do now?”. Sales Manager Killers.

Sales Management 115

Sales Management Management Sales Decision-making 115

Brooks Group

DECEMBER 20, 2023

In the dynamic world of sales, where every decision can make or break a deal, harnessing the power of data is critical. As a sales leader or sales manager, your ability to navigate the complex terrain of market trends, team performance, and individual contributions hinges on a crucial tool—sales metrics.

Sales 93

Sales Decision-making Sales Training Sales Management 93

Nutshell

AUGUST 28, 2023

Table of Contents What is a sales process? Why is it important to have a structured sales process? A sales process is a set of repeatable steps that your sales team takes to convert prospects into customers. A sales process is a set of repeatable steps that your sales team takes to convert prospects into customers.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

SBI Growth

AUGUST 28, 2013

I spent last week at a Sales Management training event with a client. As a Sales Operations leader, you must be allocating the right resources to training. They set the organization up to hit their objectives now. Turn managers into leaders. Demand Sales Force Automation adoption. Gamify the training.

Sales Management 120

Sales Management Management Sales CRM 120

SBI

JANUARY 28, 2020

6 Ways Sales Enablement Leaders can Gain Sales Management Support. Sales Enablement is generally focused on assisting individual sellers with less focus placed on others in the organization. “ Sales Enablement supports the sales team to move buyers to a decision point. Sales technology.

Sales Management 52

Sales Management Management Sales Stakeholders 52

Arpedio

APRIL 11, 2024

AI refers to the use of advanced algorithms and machine learning techniques to automate and optimize various aspects of sales processes. The adoption of AI in sales is paramount due to its profound impact on enhancing productivity, improving decision-making, and driving revenue growth.

Artificial Intelligence 52

Artificial Intelligence Prioritization Sales Innovation 52

Account Manager Tips

AUGUST 14, 2022

You'll learn behaviours and techniques that will make your natural creativity shine. This proven method will make you more open-minded and productive. This proven method will make you more open-minded and productive. Making Creativity and Innovation Happen. Key account managers have authority, but they don't have power.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Hubspot Sales

DECEMBER 11, 2017

How Do I Get Promoted to Sales Manager? Make use of coffee & lunch breaks. But sales is a labor-intensive job. 5 Ways to Get Promoted to Sales Manager. Former HubSpot Director of Sales and current Director of Product Michael Pici shares his path to leadership in a great post here. Help others.

Sales Management 96

Sales Management Management Leadership Sales 96