Brooks Group

DECEMBER 1, 2023

Whether your organization has a dedicated Account Management team, or your salespeople are in charge of managing their own accounts, it’s important to establish account management KPIs to measure performance and effectiveness. Those objectives will help you decide which metrics make the most sense for your team to track.

Account Management 93

Account Management Management Account Planning Sales Training 93

Zendesk

NOVEMBER 16, 2023

Through strategic questions and steps, an organization can evaluate the current status of its employees and identify opportunities for training, hiring, succession planning, and more. These templates can help with retirement planning initiatives, identify individual and departmental skill gaps, and shine a light on customer service metrics.

Organization 52

Organization Software Software Stakeholders 52

MDI Training

FEBRUARY 27, 2023

One Size Fits None: An Appeal for Better Leaders According to Deloitte University Press, 86% of companies have identified developing new leaders as an “urgent” need. Incompetency as a Norm When it comes to managers’ performance, alarmingly, the norm seems to be incompetence. Who is your Leadership Inspiration?

Leadership 98

Leadership Shareholders Digital Transformation Prioritization 98

Chally

AUGUST 30, 2022

Figuring out how to develop the right talent in an organization and assemble the right team can be a complicated equation. But in some cases, it can be more beneficial to acquire outside talent. But in some cases, it can be more beneficial to acquire outside talent. Talent Acquisition.

Acquisition 59

Acquisition Onboarding Advertising Decision-making 59

Mike Kunkle

AUGUST 27, 2019

In the first post in this series , I defined Learning, Training, Development, and Education. Training: Training is job-related learning about what, why, and how (and maybe when and where) to do something (or multiple things), to be successful in a specific role. Sales onboarding for new sales reps and new or promoted sales managers.

Sales 130

Sales Onboarding Leadership Sales Training 130

Flevy

AUGUST 20, 2023

After identifying a customer group, organizations have to decide which of them they should target and how. It’s time to decide if there is a need to add a new feature to an existing product, develop a less expensive version of a product, or take an alternative path altogether.

Value Proposition 94

Value Proposition Digital Transformation Profitability Innovation 94

Arpedio

MAY 23, 2023

Sales Coaching – Make Every Sales Rep a Top Performer ← Back to blog Coaching sales reps is vital! And therefore, this blog post is going to be all about sales coaching: What is it, what’s the value, and what does it take to make every sales rep a top performer. How to Enable Every Sales Rep to Become a Top Performer?​

Sales 52

Sales Account Management Stakeholders CRM 52

Brooks Group

OCTOBER 18, 2023

Unfortunately, many sales leaders may be aware that their managers need to spend more time coaching, but formal programs tend to be poorly executed or non-existent. Just 42% say sales managers at their organization are actually held accountable for providing good coaching. Anticipate nerves.

Sales Management 79

Sales Management Management Sales Meetings 79

Chally

APRIL 4, 2023

This can be because of their work output, how well they interact with clients or many other reasons. However, figuring out how to identify high-potential employees, even among some of your best workers, can be difficult. How do you know who to invest in for your company?

Leadership 52

Leadership Decision-making Communication Organization 52

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Lay a robust foundation.

Sales Management 98

Sales Management Management Energy and Utilities Emotional Intelligence 98

Miller Heiman Group

FEBRUARY 25, 2020

Though sales organizations hire more sellers than ever to grow their business and compensate for losing salespeople, studies show that they may not be following hiring best practices: 84% of sales leaders say they lack the sales talent they need to succeed in the future. How Hiring Affects the Bottom Line. What’s the problem?

Sales Management 97

Sales Management Management Emotional Intelligence Sales 97

Upland

NOVEMBER 27, 2023

Before you strategize how you’re going to sell, therefore, you have to understand the organization you’re selling to. Before you strategize how you’re going to sell, therefore, you have to understand the organization you’re selling to. They aren’t in the market for products or services. They aren’t buying just to buy.

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Chally

OCTOBER 10, 2022

Talent assessments are an excellent tool for recruitment, hiring, or or identifying coaching and development opportunities. Talent assessment tools can help by putting the most qualified and engaged candidates at the top of your list – and on the path to success with professional development.

Organization 52

Organization Acquisition Decision-making Onboarding 52

Hubspot Sales

JANUARY 15, 2018

While I agree you should never read from a script when selling , a sales script can greatly improve your results by preparing you with the best questions and lines to say and ask. How to write a sales script. Identify the specific buyer persona for that product/service. Develop three or so benefits of your product/service.

Sales 138

Sales Meetings Management 138

CMOE

JUNE 21, 2021

Supervising can be extremely rewarding but also challenging—there are varying personalities, communication styles, skill sets, and roadblocks to manage, all while trying to maintain high-quality output. The good news is, there are development opportunities for supervisors that can help you succeed in your role.

Onboarding 98

Onboarding Leadership Emotional Intelligence Communication 98

CMOE

OCTOBER 18, 2023

Creating a learning culture encourages employees to refine old skills and develop new ones to help them perform their jobs better and contribute to the organization’s success. This guide explores the benefits of creating a learning culture in the workplace and provides actionable tips on how to establish and maintain it.

e-Learning 59

e-Learning Digitalization Organization Meetings 59

Hubspot Sales

APRIL 4, 2023

Here, we'll cover 15+ questions that will likely come up in consulting interviews — and discuss best practices for nailing them. Here, we'll cover 15+ questions that will likely come up in consulting interviews — and discuss best practices for nailing them. Here's how it works: Situation: Start by describing the situation.

Supply Chain 100

Supply Chain Leadership Construction Artificial Intelligence 100

Zendesk

OCTOBER 25, 2023

Increase expansion with customer development reps (CDRs) At ZoomInfo, innovation, problem-solving, and ensuring the right people are in the right roles prompted a new title: customer development rep (CDR). The CDR is a team member in the account management organization.

Prioritization 52

Prioritization Marketing Account Management Innovation 52

Flevy

MARCH 21, 2024

They allow us to cut through noise, zero in on the key issues, and facilitate the development of insightful recommendations. They accelerate the problem-solving process, as they allow consultants to apply proven methods and best practices, rather than reinventing the wheel each time or wasting time and effort pursuing dead ends.

Energy and Utilities 52

Energy and Utilities Innovation Stakeholders Decision-making 52

Flevy

MARCH 20, 2024

They allow us to cut through noise, zero in on the key issues, and facilitate the development of insightful recommendations. They accelerate the problem-solving process, as they allow consultants to apply proven methods and best practices, rather than reinventing the wheel each time or wasting time and effort pursuing dead ends.

Digital Transformation 52

Digital Transformation Digitalization Artificial Intelligence Government 52

Hubspot Sales

MAY 18, 2023

Having the right certification can put you at the top of the list for potential clients. In this article, we'll share why consulting certificates are so valuable and how you can choose the right program for your needs. Here are some top benefits of consulting certificates. Consulting certificates can help.

Negotiation 76

Negotiation Leadership CRM Insurance 76

MDI Training

AUGUST 17, 2023

Promoting Cohesion and Retaining Talent: Leadership in Focus In a changing world of work, where motivation and employee retention are crucial, leaders are increasingly in the spotlight. Current statistics send alarming signals: 60% of leaders receive no leadership development at all.

Leadership 52

Leadership Digital Transformation Digitalization Artificial Intelligence 52

SalesGlobe

MARCH 21, 2023

We also understand that creating a top-tier sales compensation program is essential for companies that want to retain high-performing salespeople and boost sales growth. This article is designed to walk you through some of the steps we take when helping companies design best-in-class sales compensation programs.

Sales 52

Sales Acquisition Innovation Profitability 52

Hubspot Sales

APRIL 25, 2023

A career in management consulting is glamorous. Its perks include lots of traveling, generous compensation packages, interactions with top-level management, exposure to learning opportunities, and the pleasure of working on complex business problems. Identify opportunities for improving the bottom line. Claire’s goal?

Healthcare 90

Healthcare Insurance Shareholders Interpersonal Skills 90

Miller Heiman Group

AUGUST 12, 2019

More than 80% of sales leaders believe they don’t have the right talent to succeed in the future, according to CSO Insights’ 2018 Sales Talent Study—a talent gap that’s disrupting most sales organizations. Looking to ensure that continuous development becomes a core element of your company’s culture?

Organization 82

Organization Sales Onboarding Digitalization 82

OnStrategyHQ

DECEMBER 21, 2023

A gap analysis examines the key gaps in your organization’s current state – like capability , resources , or talent – that you need to overcome to achieve your desired future state. Keep reading as we break down the various elements of a gap analysis report and outline how this tool is used in different sectors of business.

Software 52

Software Software Construction Organization 52

KAM With Passion

OCTOBER 7, 2020

The terms Account Management (AM) and Key Account Management (KAM) appear in a lot of business conversations and articles. Account Management: A necessity for all organisations. We define Account Management (AM) as the set of methods, processes and practices to manage existing customers.

Key Account Management 130

Key Account Management Account Management Management Account Planning 130

Openview

JANUARY 18, 2018

Every sales manager wants their team to close bigger deals. How much would revenue go up if your entire team was closing deals like your best sales rep? Let’s talk about how to become the manager of a sales team where every rep performs at their absolute best. Your team’s success starts with you.

B2B 104

B2B Negotiation Sales Leadership 104

Arpedio

MARCH 20, 2024

Common challenges faced in account-based selling Strategic planning and analysis ABS starts with identifying the most promising accounts to target. Yes, and I would love to hear how we can implement our preferred methodology in Salesforce with ARPEDIO. Are you already using Salesforce?

Government 52

Government Innovation Prioritization Facilitation 52

Chally

JANUARY 6, 2022

In small amounts, turnover keeps the organization fresh with new talent and ideas. By identifying candidates likely to thrive in any given role, companies can improve the job match of managers and subordinates, reducing unwanted turnover and continually engaging employees. How Much Does it Cost to Replace an Employee?

Onboarding 52

Onboarding Advertising Insurance Management 52

Zendesk

APRIL 14, 2023

Building a team of talented employees is already a challenge. You can avoid this by investing in your employee experience management. In this guide, we’ll cover: What is employee experience management? Benefits of employee experience management What is an employee experience manager?

Management 52

Management Onboarding Communication Meetings 52

Brooks Group

OCTOBER 25, 2022

We’re going to look at ways to add a talent assessment process before any hiring decisions and provide hiring managers with a way to make an organization’s hiring process much leaner and more effective. This is the primary reason to implement pre-employment assessments in your hiring process. Higher Quality Hires.

Acquisition 52

Acquisition Decision-making Sales Training Negotiation 52

CMOE

FEBRUARY 13, 2024

How to Write a Team Vision Statement Consider these four steps when crafting a team vision statement: 1. How Qualitative Data Initiate regular team and one-on-one conversations with team members. How Qualitative Data Initiate regular team and one-on-one conversations with team members. Where do you see our team in five years?

Shareholders 52

Shareholders Suppliers Manufacturing Prioritization 52

SBI Growth

JULY 2, 2013

I don’t have the talent on my team to make the number. This is the top complaint we hear from Sales Leaders. Attracting and keeping top talent is a highly competitive battleground. How a manager approaches acquiring that talent will make the difference. We can’t hire the best. He develops it.

Sales 124

Sales Onboarding Marketing Management 124

MDI Training

FEBRUARY 27, 2023

Keynote speaker Karen McCullough talks about such generation management in an interview. How do generational biases impact employee engagement and employee retention? Greater employee retention through generational diversity Over the last few decades, generational diversity in the workplace has increased significantly.

Leadership 97

Leadership Digital Transformation Meetings Innovation 97

SalesGlobe

MARCH 30, 2023

In the first part of our series on Mergers and Acquisitions, we talked about the importance of role definition and how roles that appear the same on the surface, when you really get down to it, are very different from one company to another. The best method that we have found to address this is using clear and transparent communications.

Acquisition 52

Acquisition Shareholders Communication Investors 52

CMOE

NOVEMBER 9, 2021

This allows leaders to invest in essential areas such as career development, coaching, and mentoring that can sharpen a business’ competitive edge and reputation. This allows leaders to invest in essential areas such as career development, coaching, and mentoring that can sharpen a business’ competitive edge and reputation.

Onboarding 98

Onboarding Construction Organization Software 98