Miller Heiman Group

FEBRUARY 11, 2020

Sales organizations undergo constant change initiatives. Managers sit squarely at the intersection of these trends, yet for most organizations, sales management strategies have hardly changed. For all of its promise, technology hasn’t yet led to greater seller efficiency for many sales organizations.

Sales Management 65

Sales Management Management Sales Sales Leadership 65

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? Download it today! What Is a Sales Management System?

Sales Management 86

Sales Management Management CRM Sales 86

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

SBI Growth

JUNE 14, 2013

I sat across the desk from Mike, the new VP of Sales. Before his promotion Mike was the can’t-miss Sales Manager. Now he was just another VP of Sales in the crosshairs. 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.

Sales Management 130

Sales Management Management Sales CRM 130

Nutshell

MARCH 11, 2019

Adjusting to a new sales manager can be difficult, especially if the last person in charge was well-liked by the team. If you’ve been promoted to a manager position from within your organization, you might even encounter some jealousy or hostility from your former peers on the sales floor. Download it today!

Sales Management 103

Sales Management Management Leadership Sales 103

Miller Heiman Group

JULY 21, 2020

But the need for sales organizations to change is nothing new; it’s just more urgent now. In our 2019 World-Class Sales Practices Study , sales leaders said an ineffective sales methodology or process was the second-most debilitating hurdle to sales success, finishing behind only inefficient internal operations.

Organization 100

Organization Sales Technology Sales CRM 100

SBI Growth

JANUARY 16, 2014

As a Sales Manager, you have great results and outstanding performance reviews. You can download the Succession Readiness Guide. Ask your organization for a sales manager scorecard. Spend Time- Statistics show that most managers spend 80% of their time with low performers. Revenue decline.

Sales Management 110

Sales Management Management Leadership Sales 110

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. Forecast accuracy.

Sales Management 102

Sales Management Management Sales Decision-making 102

Brooks Group

SEPTEMBER 7, 2023

The hiring manager said, “As soon as you get the orders, we can negotiate what type of development team you’ll have supporting you.” The same is true for implementing a new strategic account management plan. This is the type of change that can potentially lengthen the sales cycle and confuse your consultative sales professionals.

Account Management 52

Account Management Management Account Planning Sales 52

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

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

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. But they are lacking in 3 ways: Not specific to Sales. These are all worthy attributes.

Sales Management 109

Sales Management Management Sales Prioritization 109

Nutshell

JANUARY 19, 2018

Even though they have to juggle a lot of responsibilities in the way of meetings and reporting, the best sales leaders spend most of their time working with their salespeople, training, teaching, and coaching. They know that their success as a manager requires that they develop their salespeople to be their very best.

Sales Management 73

Sales Management Management Sales Profitability 73

Showpad

JULY 25, 2019

A coach sets the tone for success, creates a strategy, and provides continuous sales training and support so the team can reach its full potential. In Sales, front line Sales managers take on the role of coaches, supporting and developing team members day in and day out in their sales execution.

Sales Management 53

Sales Management Management Sales Leadership 53

Nutshell

SEPTEMBER 18, 2023

Keep reading to learn how to manage a sales pipeline for an industrial company. How to manage a sales pipeline for an industrial company There are many different ways you can go about managing an industrial company pipeline. DOWNLOAD THE FREE WORKSHEET 2. Well, that’s just what we’re going to discuss.

Management 62

Management CRM Sales Prioritization 62

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. Every sales manager is time starved. Sales Managers should be spending 75% of their time coaching their team. Travel is another area where managers waste valuable hours.

Sales Management 124

Sales Management Management Prioritization Decision-making 124

SBI Growth

FEBRUARY 25, 2013

The loss of a talented sales manager is troubling. Unfortunately, there’s no time to dwell on the pain it may cause your organization. Learn more about the right way by downloading the Exit Interview Tool. We’ve also written on Sales Rep Exit Interviews. So far we’ve covered: Signs your Sales Team Isn’t Happy.

Sales Management 107

Sales Management Management Sales Construction 107

Brooks Group

JANUARY 24, 2024

This is good news for B2B sales teams that have faced economic headwinds, shrinking customer budgets, and delayed or canceled purchasing decisions. But even throughout this tough period, some sales organizations have found a way to meet or exceed targets—and feel confident in their ability to do it again this year.

Supply Chain 97

Supply Chain Negotiation Sales CRM 97

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. NEED SUPPORT?

Sales 258

Sales Finance Decision-making Profitability 258

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

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

Nutshell

MARCH 25, 2024

DOWNLOAD Is your business ready for a CRM? DOWNLOAD Ready to become a better sales leader? Get 70+ expert strategies for sales management success in our Sales Manager’s Survival Guide. They should also have the chance to ask questions and enlist your help to get them set up. Find out here.

Client Onboarding 127

Client Onboarding Onboarding Customer Experience CRM 127

SBI Growth

JANUARY 16, 2014

As a Sales Manager, you have great results and outstanding performance reviews. You can download the Succession Readiness Guide. Ask your organization for a sales manager scorecard. Spend Time- Statistics show that most managers spend 80% of their time with low performers. Revenue decline.

Sales Management 59

Sales Management Management Leadership Sales 59

Nutshell

MARCH 19, 2024

DOWNLOAD Ready to become a better sales leader? Get 70+ expert strategies for sales management success in our Sales Manager’s Survival Guide. FREE DOWNLOAD Why is sales productivity important? DOWNLOAD Need to create a roadmap that can guide your team toward more sales?

CRM 71

CRM Sales Software Software 71

Nutshell

JUNE 20, 2023

When your pipeline is efficiently managed, you can significantly increase the number of sales your business generates. What does it take to improve a retail and ecommerce sales pipeline? On this page, we’ll explore how to manage a sales pipeline for a retail and ecommerce company like yours.

eCommerce 62

eCommerce Retail Management CRM 62

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

Arpedio

MARCH 27, 2023

Sales Pipeline Management Software – Manage Your Opportunities With Ease ← Back to blog Sales pipeline management is an effective tool for converting leads into sales. This article will unpack everything sales leaders and sales reps need to know about sales pipeline management.

Software 52

Software Software Management Sales 52

Arpedio

MARCH 27, 2023

Sales Pipeline Management Software – Manage Your Opportunities With Ease ← Back to blog Sales pipeline management is an effective tool for converting leads into sales. This article will unpack everything sales leaders and sales reps need to know about sales pipeline management.

Software 52

Software Software Management Sales 52

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. Forecast accuracy.

Sales Management 48

Sales Management Management Sales Decision-making 48

Brooks Group

OCTOBER 24, 2023

Follow these 4 keys to maximize the ROI of your sales training reinforcement program and improve the performance of your sales team. Immediately following your sales training, however, it’s a good idea to have an expert sales coach (who closely understands your sales strategy and business objectives) lead the reinforcement program.

Sales Training 74

Sales Training Sales Decision-making Sales Management 74

Brooks Group

FEBRUARY 1, 2024

Ramping new sales reps quickly is a pivotal factor separating successful sales organizations from those that underperform. Data from our 2024 Sales Leader Trend Report shows that 87% of successful teams have extensive, structured onboarding. In this research report, we share what the best sales teams do differently.

Onboarding 77

Onboarding Sales Sales Training Communication 77

SBI Growth

JANUARY 24, 2013

It is now a critical attribute of successful B2B sales and marketing organizations. Because Sales and Marketing organizations are adjusting to the new B2B buyer behavior. Stitch the sales and marketing organizations together by making data meaningful via a robust sales performance management system.

Organization 118

Organization Marketing Leadership Facilitation 118

Hubspot Sales

OCTOBER 13, 2020

That's why training is so important for your sales team. Below, let's learn HubSpot sales managers' top tips for training your SDR team. Use a sales training template. Download This Template for Free. You can use it to build out a more detailed and specific onboarding plan for your organization.

Management 123

Management Sales Management Sales Training Meetings 123

SBI Growth

FEBRUARY 7, 2014

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

Sales Management 48

Sales Management Management Sales Decision-making 48

Brooks Group

NOVEMBER 8, 2023

In addition there are internal factors such as company resources, budget allocation, technology needs, sales training needs, and whether you have the personnel to support these needs. For example, organizations that shift from account management to a prospecting mindset must validate that incentives are designed to drive new business growth.

Supply Chain 74

Supply Chain Sales Sales Training Organization 74

Nutshell

MARCH 15, 2024

The prospect may have shown interest, which means they’ve entered your sales funnel as a lead. But there’s work to be done before passing the lead on to your sales team. This includes getting to know the prospect, their organization, role, wants, needs, and pain points. DOWNLOAD Ready to become a better sales leader?

CRM 71

CRM Software Software Communication 71

Miller Heiman Group

FEBRUARY 13, 2020

It’s challenging to work in sales management today. Sales managers often resemble Atlas, tasked with holding up the world as their areas of responsibility are ever-increasing: managing their team and market. delivering stronger sales results. Sales Organizations Continuously Reinvent Themselves.

Sales Leadership 80

Sales Leadership Leadership Sales Sales Management 80