Force Management

MARCH 16, 2023

One high-impact area where leaders are choosing to invest is manager enablement. Emerging sales technologies can optimize opportunity reviews and coaching to increase front-line manager effectiveness.

Sales Management 78

Sales Management Management Sales Technology Sales 78

Zendesk

MARCH 13, 2024

For human agents, it means focusing more time on building relationships, resolving complex challenges, and applying front-line customer expertise to become strategic partners in the business. “AI This acquisition builds on the launch of Zendesk AI , the fastest-adopted product in the company’s history.

Acquisition 138

Acquisition Customer Experience Innovation Business Growth 138

Force Management

JULY 27, 2021

One of the key ways sales leaders can improve sales performance is by helping their managers coach their teams. Ensure your managers are spending the right amount of time coaching the right people all while taking into account their skills and level of motivation.

Management 91

Management Sales Management Sales 91

Customer Think

DECEMBER 16, 2022

Everyday, I have conversations with a wide variety of people, whether senior corporate executives, sales/marketing leaders, sales enablement/sales ops, front line sales managers, sellers, marketers. Related Posts: Let's Start Talking About Sales Manager Enablement What Is The Role Of Sales Enablement?

Onboarding 111

Onboarding Sales Management Marketing Management 111

Upland

SEPTEMBER 21, 2023

Third, winning sales teams (like those highlighted in the book) have unparalleled deal execution and management. They need to focus on the deals they can win and not waste that precious resource on deals that have no right being in front of them in the first place. “We call this the revenue team,” says Nigel.

Software 221

Software Software Account Planning Account marketing 221

Sales Outcomes

APRIL 22, 2024

When organizations need to improve sales results, they often focus on enhancing salesperson skills and competencies rather than sales manager enablement. Traditional thinking tells us to focus on salesperson investments because they represent the larger population and are the front line of customer and prospect interactions.

Prioritization 52

Prioritization Sales Management Management Sales 52

Mike Kunkle

JULY 4, 2022

There’s another alignment and partnership opportunity that gets a lot less airplay yet has equal or greater potential to drive sales results: the alignment and partnership between Sales Enablement and Front-line Sales Managers (FLSMs). Sidebar: Recognize That Sales Enablement is Change Management. Gain FLSM Buy-In.

Sales Management 130

Sales Management Management Sales Sales Training 130

Mike Kunkle

JULY 2, 2022

It’s a function or department, a practice, a profession, a title, and a growing body of knowledge about how to support sales forces (sellers and managers) to achieve the highest-possible level of sales effectiveness. Supporting effective sales coaching and sales management. So, what is sales enablement?

Sales 130

Sales Sales Training Leadership Decision-making 130

Upland

SEPTEMBER 21, 2023

Third, winning sales teams (like those highlighted in the book) have unparalleled deal execution and management. They need to focus on the deals they can win and not waste that precious resource on deals that have no right being in front of them in the first place. “We call this the revenue team,” says Nigel.

Account Planning 195

Account Planning Account marketing Innovation Marketing 195

Force Management

JANUARY 6, 2022

Your front-line managers and reps can implement these actions into their daily activities to ensure consistent application of desired sales skills or methodologies. Peruse each episode and share them with your front-line managers and your reps.

Sales 89

Sales Management 89

Kainexus

NOVEMBER 16, 2022

Those that overcome this challenge often start by reimagining the role of middle managers, evolving them from "enforcers" to enablers and coaches of front-line workers and supervisors. This management shift boosts Lean efforts and strengthens the organization's leadership pipeline.

Management 90

Management Leadership Organization 90

Red Star Kim

NOVEMBER 1, 2023

Data – CRM (Client Relationship Management) and CDP (Client Data Platforms) are often lacking. Processes and skills for managing opportunities and pipelines can be lacking. Time and capacity – Many fee-earners are stretched and compelled to manage large amounts of client work under heavy time pressures.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Whetstone

MARCH 14, 2024

In the dynamic realm of high-end selling and strategic account management, the role of coaching often takes a back seat. Let’s shed some light on the transformative power of managers as proactive coaches. Front-line managers are crucial to the success of change efforts because they hold the key to behaviour change in the sales team.

Management 52

Management Account Management Meetings Sales 52

Mike Kunkle

MAY 30, 2023

It’s organizational behavioral change management, for sure, and requires both smart and hard work. As with most things, on the front lines of the real world, it’s a bell curve. Use John Kotter’s change management advice and “Build a Guiding Coalition.” Therefore, enablement is hard work. See what I did there?

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Customer Think

DECEMBER 1, 2022

Managers spend time helping them become productive. Ironically, we provide very little in the way of onboarding new managers, particularly new front line sales managers. The post Onboarding New Managers first appeared on Partners in EXCELLENCE Blog -- Making A Difference.

Onboarding 75

Onboarding Management Sales Management Sales 75

Kainexus

FEBRUARY 23, 2023

For ideas and actions that support safety to be widespread, they need to be embraced and practiced from the C-suite to the front line. Committed leadership and management demonstrate which behaviors will be rewarded, allowed, or punished by example. Like all other aspects of culture , success depends on leadership from the top.

Organization 71

Organization Leadership Management 71

Sales Readiness Group

JULY 19, 2022

Leadership and management skills often get confused and interchanged when talking about developing more effective front-line sales managers (FLSMs). But there are some key differences.

Leadership 62

Leadership Sales Management Management Sales 62

Brooks Group

OCTOBER 25, 2023

Exceptional sales management is key to an organization’s success—yet the role of a sales manager is one of the most challenging. It’s not that sales managers don’t want to lead effectively. Consistently focusing management attention on negatives can lead to tension between sales managers and their team members or even turnover.

Sales Management 52

Sales Management Management Sales Artificial Intelligence 52

Kainexus

AUGUST 23, 2022

Hoshin Kanri, also known as policy deployment, is the Lean management approach for aligning strategy, tactics, and improvement work organization-wide. The words Hoshin Kanri mean "management compass." The keys to the success of Hoshin Kanri are communication and structure.

Software 84

Software Software Leadership Organization 84

Force Management

MAY 26, 2021

With timely front-line sales tips and a guest appearance for ELAC Men's Basketball Coach, John Mosley Jr. (as Tune in and share with your sales reps, managers and other leaders in your organization. This month's episodes packed an extra punch. Here's a rundown of what each episode covers.

Organization 98

Organization Management Sales 98

Force Management

MARCH 30, 2022

With this month's podcasts, there's no shortage of educational insights and quick tips for sales reps, managers and leaders. Share the episodes with your front-line managers to help them improve their coaching skill set.

Management 73

Management Sales 73

Sales Gravy

JULY 11, 2012

All companies want to win more sales. More sales equals greater profits. So why has winning more sales become the unreachable dream? The first place to start is by looking at your sales people and discerning why they are not performing.

Sales Management 40

Sales Management Management Sales Profitability 40

Zendesk

OCTOBER 6, 2023

From handling basic account management issues to tackling complex technical problems, your team is busy on the front lines ensuring customers reach successful resolutions. Today’s technical support engineers have their hands full.

Software 52

Software Software Account Management Management 52

Sales Outcomes

SEPTEMBER 18, 2023

These lines from the movie “Money Ball” capture the spirit of this post: Scott Hatteberg: I’ve only played catcher. Change is often necessary, but change needs managing. Salespeople are unlikely to embrace durable change if the sales leaders are not yet competent in managing the new motions and processes.

Organization 52

Organization Leadership Prioritization Sales 52

Sales Outcomes

MAY 1, 2023

The first step is an outside-in approach guided by a 3rd party that can assess the organization’s process and change management needs. CRM “Get-Well” plans focus on change management and streamlining processes rather than training efforts. Listen and manage expectations.

CRM 52

CRM Leadership Prioritization Finance 52

Sales Outcomes

OCTOBER 4, 2022

Front-line sales managers are the key to enabling behavior change in salespeople. To that end, changes in sales manager behavior must come first; however, front-line sales managers live in a hectic environment – pressures from leadership, their teams, and other functions such as marketing, sales operations, HR, etc.

Account Planning 52

Account Planning Sales Sales Leadership Leadership 52

Force Management

MARCH 23, 2022

Sales managers are charged with training, motivating and coaching sales professionals on a daily basis. Your salespeople look to your front-line managers for professional development and expect to be provided the necessary resources, guidance and knowledge to be successful in their role.

Management 62

Management Sales Sales Management 62

Holden Advisors

SEPTEMBER 21, 2021

More deals that travel all the way to the win/loss finish line, less wasted sales time, more essential customer needs resolved, and a higher share of wallet. Top-performing strategic account managers get this. Imagine if you could banish “no-decision” from your sales funnel. What’s standing in your way? They sell potential.

Decision-making 435

Decision-making B2B Profitability Account Management 435

Force Management

MARCH 2, 2022

Listen to each episode and share them with your front-line managers and reps. Enable your salespeople to differentiate not just what they sell but also how they sell to help them win more opportunities this year. Find our show on your favorite podcast player, so you can easily download, listen and share.

Management 75

Management Sales 75

Force Management

JANUARY 27, 2022

Each of these episodes share the critical actions sales leaders can take to ignite momentum around new sales initiatives, help managers make an impact, and ultimately, have a great year. To get your organization headed in the right direction, listen to each episode and share them with your front-line managers and reps.

Sales 71

Sales Organization Management 71

CMOE

JUNE 23, 2021

A deep-dive analysis by Gallup unearthed a finding that they identified as “the single most profound, distinct, and clarifying finding” in 80 years, something that directly impacts an organization’s profitability: the factor that had the greatest impact on the overall success of an organization is effective middle managers.

Management 59

Management Construction Profitability Facilitation 59

Flevy

SEPTEMBER 20, 2023

Depict extra lines. Determine line of visibility. Manage divergence and complexity. Identification is carried out after establishing a comprehensive customer service encounter and incorporating sections to the customer actions such as: Front-stage activities. Depict extra lines. Backstage activities. Timeframes.

Digital Transformation 52

Digital Transformation Innovation Customer Experience Organization 52

Force Management

MARCH 31, 2021

Listen, and share with your managers, front-line reps and BDR/SDR organization to help them improve front-line execution over the next few sales cycles. Help your salespeople improve their ability to execute on selling fundamentals like, influencing decision criteria and selling higher.

Organization 57

Organization Management Sales 57

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.". Weekly feedback from direct management. There is no need to fear. An initial training and onboarding period (typically two weeks for new employees).

Sales 101

Sales Sales Leadership Leadership Remote Working 101

Force Management

MARCH 3, 2021

Here is a list of some of our most popular content that may be worth passing along to your front-line managers, account reps, and your BDR/SDR team. Whether you’re reinforcing a recent training or trying to get your teams to up their game in certain areas, you may find some of the resources helpful.

Sales 89

Sales Management 89

Red Star Kim

SEPTEMBER 26, 2023

Support the go-to-market strategy – The M&BD team structure must support market sectors, products/service lines (typically in a matrix of both), international scope and key strategic themes that the firm prioritises. In this case, account managers liaise with the fee-earners. Former fee-earners with technical product knowledge?

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

Hubspot Sales

NOVEMBER 16, 2021

The lines are increasingly blurring between B2B and B2C, which means that companies are having to adapt quickly to shifting buyer expectations. The good news is that there’s a way around this, and that’s making sure that you’re using systems that connect your back and front office data to create a more streamlined customer experience.

CRM 96

CRM B2C Digital Transformation Customer Experience 96