Brooks Group

OCTOBER 25, 2023

This is a collaborative approach to sales leadership that facilitates communication and feedback, two crucial elements of success for managers. It is vital that sales managers recognize that what works for one salesperson may not work for everyone. Contact us at The Brooks Group to level-up your sales management skills.

Sales Management 52

Sales Management Management Sales Artificial Intelligence 52

Miller Heiman Group

FEBRUARY 11, 2020

In the past few years, three waves of change have rocked the sales industry: Sellers often play a smaller role in the buying cycle, as buyers wait later in the sales cycle to engage them. Sales organizations undergo constant change initiatives. of organizations agreed that this was a strength. Coaching Sellers.

Sales Management 65

Sales Management Management Sales Sales Leadership 65

Brooks Group

SEPTEMBER 27, 2023

Your sales professionals must add value and take a consultative approach. This requires upskilling for many sales organizations. At the same time, larger buying groups, slower sales cycles, and shrinking budgets mean you need more deals in the pipeline to achieve the same revenue growth.

Brainstorming 52

Brainstorming Sales Meetings Prioritization 52

SBI

JANUARY 28, 2015

What Separates High-Performing Sales Organizations From Average and Underperforming Sales Organizations? They asked 800 sales executives, managers and front-line sales reps a whole lot of questions—42 of them to be exact—to get at the answer. Differentiator #2: Team Mentality.

Organization 54

Organization Sales Sales Leadership Decision-making 54

Brooks Group

SEPTEMBER 8, 2022

I want to talk about some specifics around that, and I want to reference some ideas that Russ Sharer and Michelle Richardson pointed out in Chapter Six of their book, Agile and Resilient: Sales Leadership for the New Normal. One is that sales teams need to be agile – not fragile. I love that term.

Procurement 52

Procurement Decision-making Sales Sales Training 52

Miller Heiman Group

JANUARY 14, 2020

In “ Finding an Extra Gear: The 2 nd Annual CSO Insights Sales Operations and Technology Study ,” researchers from Miller Heiman Group lay out the sales operations best practices that companies need to pursue to grow this critical sales function. The Role of Sales Technology within Sales Operations Best Practices.

Sales Technology 58

Sales Technology CRM Sales Sales Leadership 58

Brooks Group

JUNE 26, 2023

The challenge is that there are no one-size-fits-all solutions for sales training. Every organization offers distinct products and/or services, has a specific go-to-market (GTM) strategy, and faces different competitors. What is Sales Training? The goal of sales training is to improve sales performance.

Sales Training 52

Sales Training Sales Onboarding Profitability 52

Nutshell

MARCH 11, 2019

You’ve probably just landed a new sales leadership role, and you want to make the transition as successful as possible. While this is an exciting time for you, it’s also a time of change for your sales reps. Adjusting to a new sales manager can be difficult, especially if the last person in charge was well-liked by the team.

Sales Management 103

Sales Management Management Leadership Sales 103

Miller Heiman Group

JUNE 25, 2018

Sales consultants are accountable to sales leadership not only for closing deals but also for reliable input on the status of all the deals in play. Salespeople are getting squeezed between a rock – the buyer – and a hard place: the data needs of their own sales organization. But it’s not for lack of trying.

Sales 66

Sales Sales Leadership Leadership Organization 66

SBI Growth

JULY 12, 2013

She immediately assessed the current transformational state of the organization. This included leveraging a Sales Productivity Benchmark (SPB) conducted by Sales Benchmark index. The one thing Sales and Marketing can both agree on; Marketing is undergoing transformational change! The complete list can be downloaded here.

Marketing 129

Marketing Sales Sales Leadership Leadership 129

SBI Growth

JANUARY 2, 2013

Talent Assessment of Sales Leadership and Sales Reps. Organization talent and people is often an emotionally charged area. Build specific competency and accountability based scorecards for Sales Leadership and Sales Reps. Download the Sales Manager Competencies and Example Accountabilities Here.

Sales Leadership 107

Sales Leadership Decision-making Sales Leadership 107

SBI Growth

FEBRUARY 14, 2014

Consider the largest problem that is hurting your sales organization. It’s so big that, with it festering, the organization will never hit its number. Or, however unlikely, it might be your sales leadership. You may have done an inventory of your organization. Download it and send it to sales ops today.

Sales 106

Sales Sales Leadership Leadership CRM 106

Miller Heiman Group

JULY 18, 2018

For example, one of the hallmarks of a formal sales process is the definition of when and how an opportunity gets moved from one phase of the sales cycle to the next. Having a clearly defined process creates a level of consistency that helps sales leadership and the entire organization make better, data-driven decisions.

CRM 81

CRM Sales Sales Leadership Decision-making 81

Nutshell

MAY 16, 2019

The arrangements may vary from company to company, but in general, most sales professionals would jump at the chance to assume a leadership role. In this article, we’ll explore the differences between sales associate and management positions, and what it takes to transition from one to the other. Download it today!

Sales Management 96

Sales Management Management Leadership Sales 96

SBI Growth

DECEMBER 18, 2013

How can you help your sales managers execute? Download the CEO’s Sales Manager Test to help with this. Perhaps you assumed their success as a rep would carry over into sales leadership. Almost 100% of sales training in B2B companies is focused on reps. Sales Process. Rep time allocation. Onboarding.

Sales 122

Sales Sales Leadership Leadership Sales Management 122

SBI Growth

FEBRUARY 23, 2013

They have the unique opportunity to share this expertise with Sales. This is a chance to build credibility and earn a seat at the sales leadership table. This post provides a checklist and a 6-step tactical program to start the HR-Sales social media collaboration. HR leaders are experts in social media. Follow @jdkenney.

Advertising 118

Advertising Sales Leadership Media Suppliers 118

SBI Growth

SEPTEMBER 2, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Learn why your team ignores your sales process and how to fix it. Get details on what best-in-class organizations are doing differently next year. Team meetings are run by sales managers.

e-Learning 123

e-Learning Leadership Sales Decision-making 123

SBI Growth

MAY 18, 2013

HR, sales leaders, and Sales o ps all measure it. Many sales organizations are proud that they have a low turnover metric. Download the Top 10 Ways to Prevent ‘A’ Player Turnover Checklist. Execute the 10 Sales Leadership Ideas in the tool - ‘A’ players won’t settle for an average leader.

Sales Leadership 121

Sales Leadership Leadership Sales Management Onboarding 121

SBI Growth

DECEMBER 13, 2012

B2B Sales organizations are rapidly transforming to compete in the world of Sales 2.0. But will the sales talent keep pace? HR leaders will play a major role in success of the Sales 2.0 But what about new HR metrics for sales organizations? These are essential to navigate the journey to Sales 2.0.

Sales 113

Sales Sales Leadership Decision-making Organization 113

SBI Growth

JANUARY 18, 2013

Talent management is a top priority for HR leaders who support sales organizations. But a recent interview with a HR leader revealed another level of sales leader support. At first, it may not seem like an HR leader would be involved in shaping sales force structure. The sales organization must continually adapt.

Decision-making 117

Decision-making Sales Leadership Sales Leadership 117

Aptology

DECEMBER 8, 2020

Known for their best-in-sales organizations and strong bench of women in leadership, Hubspot and Litmus have both earned recognition on Inc.’s So how are they moving the needle on Diversity, Equity and Inclusion (DEI) in sales? s 2020 Best Places to Work List. What changed their minds?

Leadership 52

Leadership Onboarding Sales Organization 52

SBI Growth

APRIL 24, 2013

There''s a good chance you''ll have a new VP of Sales within the next year. That new VP will have certain expectations of his Sales Ops leadership. The Top Sales Ops Leaders have mastered these skills. What thought leadership have you produced and who has shared it? Leadership & Development.

Leadership 103

Leadership Sales Acquisition Sales Leadership 103

SBI Growth

JUNE 14, 2013

After a quick conversation, we found he was committing 3 of the sales myths below. The majority of Sales VPs are guilty of at least one. Download our Fixing The Myths Action Plan to solve these problems. Here are the Top 5 Sales Management Myths we see in the field: 1. "I Mike was able to turn his organization around.

Sales Management 130

Sales Management Management Sales CRM 130

SBI Growth

APRIL 15, 2013

You’ve trained the entire sales organization. The sales process is finally out in the field. Rolling out a new sales process is tough work. For Sales Operations, it’s one of the most important projects you’re responsible for. Download the Sales Process Evaluation Guide here. The facts are there.

Sales 131

Sales Sales Leadership Leadership CRM 131

Miller Heiman Group

JULY 8, 2019

Because it takes six to 12 months for organizations to achieve meaningful sales transformation , now is the time for chief revenue officers and chief sales officers to improve sales performance to bring their companies to a position of strength before the downturn hits. What does retention look like on your sales team?

Sales Management 82

Sales Management Management Sales Sales Training 82

Hubspot Sales

JUNE 5, 2019

If you want your business to grow, you need a business development process that's organized and consistent. Having this information front and center makes your organization's intentions clear to the reader and present throughout the document. This will help your sales team maintain consistency when communicating with customers.

Sales 92

Sales Software Software Media 92

SBI Growth

MAY 1, 2013

How do you know it’s time to restructure your marketing organization ? Sales leadership continues to hammer marketing for support. At this point sales sees no value in marketing and why would they? Currently no leads provided to sales. Prior leadership didn’t think marketing should supply leads to sales.

Marketing 118

Marketing Account marketing Leadership Sales Leadership 118

SBI Growth

APRIL 18, 2013

This post is for those who are recruiting and hiring sales leaders. It provides an overview of how to conduct a competency assessment specifically for Sales. It includes a 2-part downloadable tool for scenario-based interviews. 3 Dimensions of Sales Leadership Competency. These must be sales scenario-based.

Sales Management 109

Sales Management Management Sales Prioritization 109

Miller Heiman Group

AUGUST 12, 2018

Sales forecasting challenges can be formidable, and they can persist even as sales organizations grow and evolve in other ways. The Sales Operations Optimization Study divides forecasting approaches into three categories: “Subjective and casual,” “consistent reviews” and “formal and structured.”.

Leadership 51

Leadership Sales Sales Analytics Sales Leadership 51

SBI Growth

JULY 21, 2013

Sales field alignment with the modern day buyer requires more than lip service. This blog is focused on the transformation of Sales to incorporate buyer-centered tools. CMO’s can help sales make the number in 2014. Download 8 Strategic Imperatives of Buyer-Centric Selling. The sales field is suffering.

Marketing 134

Marketing Decision-making Sales Facilitation 134

SBI Growth

JULY 3, 2013

World class B2B marketing organizations actively engage in Quarterly Business Review (QBR) meetings. For many marketing leaders the sales team’s QBR is an afterthought. Marketing typically provides updates to the sales team with a rear-view mirror approach. World Class CMO’s pursue involvement in sales QBRs.

Construction 120

Construction Sales B2B Decision-making 120

Miller Heiman Group

JULY 22, 2019

In “All That Glitters Is Not Gold: 2019 World-Class Sales Practices Study,” CSO Insights, the research division of Miller Heiman Group, shared the top 12 best practices that are aligned with world-class sales performance (download it here if you haven’t read it yet). How effective is your sales team’s sales strategy?

Sales 49

Sales Sales Analytics Sales Leadership Decision-making 49

Miller Heiman Group

AUGUST 12, 2018

Sales forecasting challenges can be formidable, and they can persist even as sales organizations grow and evolve in other ways. The Sales Operations Optimization Study divides forecasting approaches into three categories: “Subjective and casual,” “consistent reviews” and “formal and structured.”.

Sales 48

Sales Leadership Sales Analytics Sales Leadership 48

Chally

DECEMBER 1, 2021

A solid one-on-one coaching relationship opens the door for improved outcomes and is one of the keys to successful sales management. Transform your sales organization with a culture of growth and proven coaching practices. Improve your sales coaching. Download our guide to get started with sales coaching.

Sales 52

Sales Construction Value Proposition Communication 52

Showpad

JULY 25, 2019

In order to scale successfully, it’s critical for a Sales organization and its executives to support their front line Sales managers. The first step is to better understand the challenges front line Sales managers face on a daily basis. Three Top Challenges of Today’s Front Line Sales Managers.

Sales Management 53

Sales Management Management Sales Leadership 53

SBI Growth

DECEMBER 30, 2013

Requests from sales leadership will alter the plan. Proactively embrace sales kick-off to validate and generate momentum for the plan. For most B2B companies the annual sales kick-off occurs in January. The Top 3 Mistakes for Marketing at Sales Kick-off. This is done in the name of giving sales what they want.

Sales 120

Sales Leadership Sales Leadership Marketing 120

Miller Heiman Group

JULY 18, 2018

For example, one of the hallmarks of a formal sales process is the definition of when and how an opportunity gets moved from one phase of the sales cycle to the next. Having a clearly defined process creates a level of consistency that helps sales leadership and the entire organization make better, data-driven decisions.

CRM 51

CRM Sales Sales Leadership Decision-making 51