Strategic Account Management Association

FEBRUARY 3, 2022

But as a provider of a robust set of sales management and methodology capabilities , our teams work with some of the biggest sales organizations in the world. And we ask these questions beyond the sales team. We all know it: There is no sale more valuable than one made to an existing customer. What’s in motion?

Account Planning 400

Account Planning Supply Chain Prioritization Digital Transformation 400

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. By collaborating and aligning with sales leaders, managers, and the sellers themselves, we can study best practices and act as catalysts for change. But it’s all about behavior change.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

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

PandaDoc

MAY 9, 2024

Sales velocity is a robust metric used by sales managers for good reason. It presents a snapshot of how your entire sales process is performing. This guide will explain the sales velocity formula and what it means for your business. Sales enablement tools like CRM platforms help increase sales velocity.

B2C 52

B2C Sales e-Learning Software 52

Mike Kunkle

NOVEMBER 21, 2023

Custom System Design: Engineering tailored filtration systems to meet the unique requirements of each client. Training and Education: Training programs for staff on system operation, maintenance, and best practices for air quality management. Sales manager readiness: Oh, you thought the above was just about the sellers?

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Apptivo

JANUARY 27, 2022

There are two types of sales detractors whom you will come across when selling your products or services. In either case, effective sales management deals with strengthening your social relationship skills and understanding how to tackle dire situations that might cost a lot for your business. Sales Plan. Be Prepared.

CRM 98

CRM Sales Sales Management Financial Services 98

Hubspot Sales

APRIL 12, 2023

When assessing your team’s performance, sales activities offer crucial metrics. That includes the number of sales calls, VP-level meetings, new qualified opportunities, and so on. With proper sales activity management, you can influence sales objectives and business results.

Management 121

Management CRM Sales Software 121

Nutshell

FEBRUARY 6, 2024

A clearly defined sales process: Next-action sales strategies involve a structured and documented sales process. Adaptability: Next-action selling involves well-defined sales processes, but adaptability is also an essential element. This process provides consistency and guidance for which actions your team takes.

CRM 62

CRM Sales Prioritization Decision-making 62

Mike Kunkle

MARCH 31, 2023

Sales Competencies Sales competencies, on the other hand, refer to the specific knowledge, skills, mindsets, and behaviors that are necessary for success in a sales role. A competency model is a documented collection of that knowledge, skills, behaviors, traits, and mindsets. You need to be a master behind the wheel.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

PandaDoc

APRIL 3, 2023

With a defined and clear structure, staff can make useful decisions without the constant supervision of their manager. It can also offer insight into automating sales processes to free up more of your team’s time. Improve sales team productivity Simplify the sales doc process and free your teams time back in their day to sell more.

Sales Training 98

Sales Training Management e-Learning Sales 98

Account Manager Tips

JULY 13, 2022

The researchers conducted 35 interviews between sales people, sales managers and buying decision makers following failed key account sales proposals. They identified three drivers of sales failure: Lack of adaptability. How did our solution align with the business challenge and meet their needs?

Key Account Management 130

Key Account Management Sales Account Management B2B 130

Hubspot Sales

JUNE 16, 2020

Good sales performance is highly valued but it can also be elusive to achieve for many salespeople and organizations. The key to good sales performance is consistency. First, let’s discuss ways sales reps can improve their individual performance. Find a sales coach or mentor. Document your success.

Sales 117

Sales Sales Management Negotiation Meetings 117

Miller Heiman Group

FEBRUARY 20, 2020

Only about one-quarter of sales leaders believe that their managers effectively coach and develop their sellers. In part, that’s because sales managers spend less time coaching—14%—than they do on selling, forecasting and administrative tasks, according to our latest study, 2020 Trends in Sales Management.

Sales Management 80

Sales Management Sales Management Organization 80

Upland

FEBRUARY 29, 2024

It’s a living document from one year to the next,” says Eric. Lose any one of these, and you’re bound to veer off course: Simplicity Belief and trust from your sellers Effective and recurring enablement Tools and methods that meet the needs of the full team. Frontline sales managers were less convinced.

Account Planning 195

Account Planning Management Leadership Organization 195

Brooks Group

JUNE 2, 2023

Follow this 4-step sales action plan for target achievement: Step 1- Analyze the Past Analyzing trends in your results up to this point in the year allows you to pinpoint challenge areas and determine the next steps for improvement. (It Ideally, your team is regularly conducting post-sale analyses and documenting the findings.

Sales Training 70

Sales Training Sales Negotiation Meetings 70

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

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

Hubspot Sales

MAY 5, 2020

For many leaders, when we hear the term remote sales management, our blood pressure starts to rise. Sales teams are hard enough to manage already, let alone remotely.". Sales Enablement Strategies for Inside Sales Teams. Divide and conquer in weekly meetings. There is no need to fear.

Sales 106

Sales Sales Leadership Leadership Remote Working 106

SalesPop

DECEMBER 23, 2021

If you streamline your sales process, team members can quickly and easily close deals. Let hybrid sales team members utilize digital versions of commonly used documents. For instance, digital contracts, invoices, and bills of sales can help team members speed up the sales process.

Sales 98

Sales Digitalization Communication Meetings 98

Mike Kunkle

AUGUST 8, 2023

One of the most effective ways to do this, is to: Document the mindsets and sales competencies that are required for success in each role. Have your sales managers assess the sellers on their teams. Tailor your products, services, and sales strategies to meet these needs authentically.

Sales 188

Sales Prioritization Innovation Leadership 188

Hubspot Sales

MAY 25, 2021

As a Black small business owner, I took a closer look at the biggest obstacles I faced while building a team – such as finding talent, trusting team members, and managing the administrative tasks that come with contracts, payroll, and other documentation – and created the ultimate guide to building a team so you can focus on growing your business.

Finance 126

Finance Small Business Meetings Onboarding 126

Quip

NOVEMBER 17, 2020

Salesforce Anywhere – a real- time interface that extends the power of Salesforce – is here to give sales leaders more visibility into what’s going on inside Salesforce, help sales managers stay connected to their team’s deals, and sales reps stay on task within each deal. Customer meeting notes. Territory plans.

Stakeholders 52

Stakeholders Account Planning Decision-making Sales 52

Hubspot Sales

APRIL 24, 2019

He offers a few tips to keep in mind when creating a commission structure: Sales Commission Tips. Sales management should be supportive of their team and want individuals to make as much as possible in return for their hard work. If they meet 85% of the quota, they'll receive 85% of the commission. Documentation.

Sales 129

Sales Insurance Financial Services Manufacturing 129

Showpad

MARCH 19, 2020

In this way, the company’s sales representatives may receive training no matter where they are while sales managers are able to assess team performance through quizzes, tests and surveys that help identify learning gaps and highlight potential team weaknesses.

Cybersecurity 71

Cybersecurity Manufacturing Construction Stakeholders 71

Zendesk

SEPTEMBER 20, 2021

Remote sales have become increasingly common, but it took a pandemic to truly establish virtual selling as the new normal. A McKinsey survey conducted in the wake of Covid-19 found that over 75 percent of buyers and sellers alike now prefer virtual sales meetings over face-to-face interactions. Prioritize process over speed.

Virtual Selling 96

Virtual Selling Sales Decision-making Meetings 96

Hubspot Sales

JULY 15, 2019

From understanding their pipeline and key metrics to recruiting, hiring, and firing -- a sales manager has a lot on their plate. One of the biggest sources of turnover and missed opportunity comes from a lack of understanding of what each sales person is doing well and what activities they're doing poorly. Below Expectations.

Sales 77

Sales CRM Sales Management Acquisition 77

Jeffrey Gitomer

JUNE 8, 2011

Come Meet, Tweet, and Eat with Jeffrey Gitomer, Noah Rickun, and Joe Sorge. Sales Management. Sales Videos. Dont let your next sales meeting suck! Dont even think about reproducing this document or its contents without written permission from Jeffrey Gitomer. Online Training. See Jeffrey Live!

Meetings 56

Meetings Media Leadership Sales Management 56

SalesPop

MAY 7, 2021

This tool will be highly beneficial for our customers, as it won’t only apply to account management, but can be applied to project management in general. Numerous parts of project management will be part of this tool. These documents must be accessible for anyone looking into or involved in the project. How are we doing?

Account Management 98

Account Management Management Innovation Account Planning 98

Hubspot Sales

OCTOBER 2, 2019

Having a sales performance management process in place is crucial for your team’s overall success. There is often a disconnect between the level of effort sales reps put into their work and the tangible outcome seen by sales management and the company at large. Helps predict future sales trends.

Management 127

Management Performance Review Sales Software 127

ProlifIQ

NOVEMBER 15, 2022

This is the bare bones of a truly strategic account management process. Expansion potential – document this in the account object ideally. Even if you don’t have direct access to this information, your account manager should. If not, it’s important to schedule a meeting with the client company to get a general idea.

Account Management 52

Account Management Stakeholders CRM Key Account Management 52

PandaDoc

MAY 26, 2022

Is my sales strategy clear? Without a clear and documented plan to help your sales team position your products and services directly to buyers, the risk of misinterpretation, miscommunication, and costly errors increases dramatically. Build more effective sales documents with PandaDoc! What is a sales strategy?

Sales 52

Sales Business Planning Acquisition Small Business 52

Janek Performance Group: Account Planning

MARCH 12, 2019

It can mean account executives conducting individual account reviews with each separate client or it can mean sales managers meeting with individual reps to discuss the latter’s current accounts, opportunities for growth within presently existing clients, and targets for outreach into new prospects and clients.

Construction 52

Construction Sales CRM Sales Management 52

Hubspot Sales

OCTOBER 19, 2020

Expectations are a fact of life — especially for sales professionals. A lot is expected of a sales rep. They're expected to meet a quota, conduct themselves professionally, and consistently make good on several other promises, benchmarks, and standards. But expectations in sales go both ways.

Negotiation 89

Negotiation Leadership Sales Leadership Sales Management 89

Hubspot Sales

MAY 24, 2019

Recruiting is a commitment; it should consume about a fifth of the sales leader's time, and the process should be as well organized as the company's sales methodology and forecasting systems. The following mini tutorial is taken from my online video training program for sales managers. How to Build a Sales Team.

Decision-making 102

Decision-making Sales Sales Management Meetings 102

Miller Heiman Group

JANUARY 23, 2020

Miller Heiman Group research finds that fewer than 20% of sales organizations have forecast accuracy of 75% or greater, which causes plenty of trouble when it comes to predicting sales performance and meeting revenue goals. What sales leaders can do: Employ a data strategy. Lack of Sales Management Rigor in the Process.

Sales Technology 72

Sales Technology CRM Sales Sales Management 72

PandaDoc

APRIL 24, 2023

Your sales team should be able to instantly access the right content from anywhere and at any time. It’s much easier to pull together such disparate content if you use a document management solution like PandaDoc. Training and coaching Training and coaching are also vital pieces of the sales enablement puzzle.

Sales 52

Sales e-Learning Onboarding Software 52

Showpad

MAY 13, 2021

With this, you can dive into specific KPIs by “manager” and/or specific “team” to compare sales readiness across teams. Specifically, user engagement reports show: Marketing content performance and sales readiness metrics. Data aggregated by sales manager, user group and individual sales reps up to complete company divisions.

Sales 52

Sales Sales Management Stakeholders Management 52