Openview

SEPTEMBER 27, 2018

I stopped selling gradually as I had more reps who became fully self-propelling and were managing deals entirely on their own. When considering how long a founder should stay directly involved in sales or sales leadership, several factors come into play: Company performance. Are the sales results strong?

Sales Leadership 89

Sales Leadership Leadership Sales Decision-making 89

Sales Gravy

NOVEMBER 27, 2023

On this episode of the Sales Gravy Podcast, I sit down with Mike Weinberg for Part One of our conversation on the state of the Sales Profession, sales leadership, and getting started as a new sales manager. This shift requires not only a change in skills but also a fundamental shift in mindset.

Sales Management 81

Sales Management Management Sales Leadership Leadership 81

SBI Growth

JANUARY 28, 2024

If you have ever run a sales meeting, you know that most salespeople aren’t thrilled to attend and prefer to spend time selling. However, with the right approach, sales meetings are an excellent opportunity to transform your team into high-performers fueled by a shared vision of success.

Meetings 114

Meetings Sales Sales Management Management 114

Account Manager Tips

AUGUST 4, 2022

B2B Book Club Selection (August 2022) A monthly selection of handpicked business books specifically to help key account managers get better results for their clients, companies and careers. Account Manager Tips · 1. Clash of the Generations: Managing the New Workplace Reality Why this book? Why Introverts Make Better Networkers.

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

Nutshell

MARCH 31, 2023

As a sales manager, you want to stay up to date with the latest sales trends, keep up with your sales skills and knowledge, and continually build your management and leadership expertise. In this post, we’ll share some of our favorite resources for sales managers.

Sales Management 62

Sales Management Management Sales Leadership Leadership 62

Sales Gravy

NOVEMBER 1, 2022

In her new book, Helen writes that the hybrid work revolution has made sales management the most pivotal role in the innovation economy. To be successful you must be adept at both implementing and executing a system of sales management AND winning the hearts of your sellers. Why sales leadership is personal.

Sales Leadership 109

Sales Leadership Leadership Sales Innovation 109

ProlifIQ

NOVEMBER 9, 2022

That means when a conversation begins with your selling team, it can be assumed that most of these people aren’t going into their first discovery meeting blind. Take the time to sync up around your top accounts with your manager, ask the aforementioned questions and begin to flesh out your accounts with their guidance.

Leadership 52

Leadership Account Planning Sales Leadership Stakeholders 52

Hubspot Sales

MAY 9, 2022

Taking the reins doesn't come naturally to everyone, and even born leaders might need a little guidance when transitioning into a sales management role. That's why we put together a list of some key tips aspiring sales leaders can refer to as they find their footing as managers. Let's dive in. Get to know your team.

Management 106

Management Construction Sales Sales Leadership 106

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. Leading a sales team has become more difficult due to an evolving business landscape, technological advancements, changing customer expectations, and a host of other factors.

Sales Management 52

Sales Management Management Sales Artificial Intelligence 52

Louise Collins Associates

NOVEMBER 24, 2017

So when organisations have tried, and failed, to introduce Key Account Management (KAM) it is no different. My observation across multiple organisations is that KAM often lacks the leadership required to make it work. Effective Key Account Management (KAM) requires organisational leadership and specific coaching.

Leadership 52

Leadership Sales Leadership Key Account Management Account Management 52

Hubspot Sales

NOVEMBER 6, 2020

While there's no be-all-end-all playbook for effective sales leadership, there are some tricks and strategies you can employ early on to set yourself on the right track. That's why we asked some HubSpot managers to offer their perspective on how new sales leaders can get the most out of their first six months.

Management 98

Management Sales Leadership Leadership Sales 98

Brooks Group

JULY 13, 2023

There are hundreds (if not thousands) of blog posts about the most important sales manager skills. Still more provide readers with tips and tricks for getting sales teams to take action toward desired outcomes. As any good sales manager will tell you, a skill is an ability that can be learned and improved through practice.

Sales Management 52

Sales Management Management Sales Leadership 52

Zendesk

OCTOBER 4, 2021

During the company’s all-hands meeting, you find out a sales manager role has opened up. As a seasoned sales rep, you naturally get excited—until you realize that you don’t know how to transition from a sales agent to a sales manager. What is a sales manager? Hire sales team members.

Sales Management 98

Sales Management Management Sales Leadership 98

Insightly

JULY 26, 2023

Sales pipeline management is a crucial aspect of successful sales strategies. It involves establishing, tracking and organizing the various stages of the sales process to ensure smooth and efficient conversion of prospects into customers. This means that the sales cycle for company A is shorter.

CRM 52

CRM Management Sales Decision-making 52

Revenue Storm

MAY 24, 2022

Having talked to sales leaders of late, I was surprised to see how many common themes have emerged. Staff management issues! I have always said that Sales Leadership is the toughest job in leadership. You have sales targets that must be hit regardless of the situation and typically stretch targets at that.

Management 78

Management Supply Chain Sales Brainstorming 78

Hubspot Sales

JULY 13, 2023

6 Tips for Addressing AI Fears So, how does sales leadership address raised concerns and promote AI adoption across their revenue teams? Help your sales team understand the potential benefits of AI. Whenever you’re implementing AI technologies, be transparent and involve the sales team in the process.

Leadership 81

Leadership Sales Cybersecurity Government 81

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

Planview

JUNE 6, 2022

As a SVP of Sales, what type of meetings do you prepare for? I spend about 90% of my meeting time interacting with internal (Planview) stakeholders. Sales leadership and account executives on closing business that leads to new revenue. Professional services leadership to improve pre and post sales engagements.

Leadership 98

Leadership Sales Sales Leadership Meetings 98

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

Hubspot Sales

MARCH 4, 2024

Each customer is different, and each sale is different, therefore each sales process needs to be different.” Effective leadership starts with caring about (and showing you care about) your people. She says: "In the year 2024, it shouldn‘t be a radical message for sales leaders to treat their people as people.

Leadership 111

Leadership Construction Prioritization Sales 111

Hubspot Sales

OCTOBER 28, 2020

How has your sales leadership style changed this year? As companies are facing uncertainty with their ability to operate and sell their products, effective leadership may have a whole new set of requirements. It’s time to rewrite the sales leadership rulebook. Sales Leader Priorities for 2021.

Prioritization 103

Prioritization Leadership Sales Sales Leadership 103

SOAR Performance Group

OCTOBER 21, 2021

The virtual meeting of the Sales Leadership Community hosted by the Chicago Chapter. The topic for the meeting was “Buyer Engagement in the New Reality”. A panel of senior executives […]. The post Episode 38: Buyer Engagement in the New Reality appeared first on SOAR Performance Group.

Sales Leadership 52

Sales Leadership Leadership Meetings Sales 52

SOAR Performance Group

OCTOBER 14, 2021

The virtual meeting of the Sales Leadership Community hosted by the Atlanta Chapter. The topic for the meeting was “Buyer Engagement In The Virtual World”. Senior executives share experiences, insights […]. The post Episode 37: Buyer Engagement In The Virtual World appeared first on SOAR Performance Group.

Sales Leadership 52

Sales Leadership Leadership Meetings Sales 52

Hubspot Sales

DECEMBER 19, 2019

According to HubSpot Sales Director Dan Tyre, sales leadership styles have evolved greatly over the past decade. "A A lot has changed in the time I’ve been working with sales leaders. When I first started my career, sales leaders were very authoritative and activity-based. Analytical. Empathetic. Servant leader.

Leadership 110

Leadership Sales Sales Leadership Decision-making 110

SOAR Performance Group

FEBRUARY 10, 2022

Recording of the virtual meeting of the Sales Leadership Community hosted by the Atlanta Chapter. The topic for the meeting was “What CEOs Look For In Their Sales Leaders”. The post Episode 39: What CEOs Look For In Their Sales Leaders appeared first on SOAR Performance Group. At this […].

Sales Leadership 52

Sales Leadership Leadership Sales Meetings 52

Engage Selling

MARCH 12, 2021

That means they are quick to conduct meetings and action important ideas. Conduct … Read More » The post The Critical Mistake Sales Managers Make | Sales Strategies first appeared on The Sales Leader. The most successful organizations I work with right now are nimble.

Sales Management 88

Sales Management Management Sales Meetings 88

Sales Readiness Group

AUGUST 9, 2022

Most sales leaders are hyper-focused on increasing the sales team performance and try anything to improve prospecting activities. They look to create more opportunities by adding new tools to the sales stack, retraining the team, automating processes, and even outsourcing meeting acquisition.

Meetings 62

Meetings Acquisition Sales Sales Leadership 62

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.". Let’s explore some crucial components you can keep in mind when constructing your own sales enablement strategy. There is no need to fear.

Sales 106

Sales Sales Leadership Leadership Remote Working 106

Showpad

JUNE 29, 2021

In case your enablement initiative also develops coaching skills in managers or even provides the actual coaching services for sales professionals, all these efforts are managed here in the sales readiness domain. This domain should also be closely connected to sales effectiveness.

Onboarding 66

Onboarding Sales Leadership Sales Leadership 66

Sales Readiness Group

JULY 14, 2020

Sales managers play a critical role in the psyche and success of their sales teams and that's especially true during the Covid-19 pandemic. Given that most teams are now completely virtual, this has introduced new complexities in terms of how sales reps connect with their customers, managers, and peers.

Meetings 108

Meetings Sales Sales Management Management 108

Sales Readiness Group

MAY 30, 2019

If you’ve ever run a sales meeting, you probably know that most salespeople aren’t thrilled to attend. Good sales reps prefer to spend their time selling, not sitting in a conference room. After all, they can’t make quota daydreaming their way through a boring meeting.

Meetings 112

Meetings Sales Sales Leadership Sales Management 112

Hubspot Sales

NOVEMBER 28, 2023

Naturally, the sales team can control their process with good time management, helpful follow-ups to prospects, creating value in a first meeting, and more. What makes things tricky for sales is if the customer journey preceding sales isn’t what it should be. Successful sales leaders care about their people.

Negotiation 104

Negotiation Sales Leadership CRM 104

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

SBI

APRIL 10, 2012

Tweet To stimulate your ongoing and by now thoroughly ravenous appetite for more delectable sales leadership fare, the name hovering up in the article heading will surely set this particular table in fine culinary style. Without demonstrating a clear sense of leadership from the top (that’s you!) even they will begin to falter.

Sales Leadership 48

Sales Leadership Leadership Sales Meetings 48

SOAR Performance Group

MAY 5, 2021

The virtual meeting of the Sales Leadership Community hosted by the Houston Chapter. The topic for the meeting was “Becoming More Strategic with Your Most Strategic Accounts”. At this live […]. The post Episode 36: Becoming More Strategic With Your Most Strategic Accounts appeared first on SOAR Performance Group.

Sales Leadership 52

Sales Leadership Leadership Meetings Sales 52

Revenue Storm

NOVEMBER 16, 2021

With selling and working mostly virtual now, Sales Leaders have been forced to step up and adopt new behaviors, both for themselves and for their teams. While this is an important aspect of any leadership role, your sales team may feel like you are somewhat disconnected and even indifferent to their success.

Supply Chain 78

Supply Chain Leadership Sales Sales Leadership 78

Mercuri International

JUNE 10, 2020

It’s no surprise that sales strategies are having to pivot to meet the changing demands and context of the current market. This is nothing new – adaptability and flexibility have always been key to sales success. Remote selling and remote leadership came in a close 4th and 5th. Learn more about Value Based Selling.

Remote Working 98

Remote Working Key Account Management Finance Banking 98