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

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

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

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

Louise Collins Associates

NOVEMBER 24, 2017

My observation across multiple organisations is that KAM often lacks the leadership required to make it work. In most organisations KAM sits within the sales directorate and the responsibility for leading key account teams sits with the first line sales manager. This is not the role of the first line sales manager.

Leadership 52

Leadership Sales Leadership Key Account Management Account Management 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

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

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

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

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

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

Hubspot Sales

MARCH 2, 2018

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Check out my book on running a human-centric sales process that'll win more customers.

Sales Management 109

Sales Management Management Sales Leadership 109

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

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

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

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

NOVEMBER 6, 2020

A lot of the tactics and responsibilities effective sales leaders need to understand and fulfill aren't exactly intuitive. 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. Sales leadership is a personal game.

Management 98

Management Sales Leadership Leadership Sales 98

Showpad

JUNE 29, 2021

Sales readiness should always be closely connected to the sales content management domain, as all your internal training content has to be managed and communicated as well. This domain should also be closely connected to sales effectiveness. Selling challenges directly linked to sales readiness.

Onboarding 66

Onboarding Sales Leadership Sales Leadership 66

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

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

Miller Heiman Group

JULY 8, 2019

Last year, the average sales organization saw revenue attainment of 101%, according to CSO Insights, the research division of Miller Heiman Group. While that seems like good news, it’s a lagging indicator—and looking backward, rather than forward, won’t help sales leadership see their future. Of that fact, we’re certain.

Sales Management 82

Sales Management Management Sales Sales Training 82

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

Sandler Training

SEPTEMBER 16, 2019

Mike Montague interviews Kevin Kemerer on How to Succeed at Sales Management Without Selling.In this episode: Attitudes to have and avoid as a sales manager Why coaching your salespeople is so important How often should you meet with your team and what should you discuss?

Sales Management 58

Sales Management Management Sales Meetings 58

Brooks Group

JULY 15, 2022

What do we, as business leaders and sales leaders, need to be thinking about to combat these macro headwinds we’re facing and really these rapidly changing times? . This idea of recession resilience came out of a Vistage meeting I was in yesterday. The first of these is to focus on revenue, not just sales.

Sales Leadership 52

Sales Leadership Manufacturing Leadership Sales Training 52

SBI Growth

APRIL 18, 2013

3 Dimensions of Sales Leadership Competency. Role – Can the candidate meet the challenges of the specific open position? In the case of a sales manager, these include: pipeline management, negotiating and coaching. Building a new sales team is very different from managing an established team.

Sales Management 109

Sales Management Management Sales Prioritization 109

Hubspot Sales

MAY 30, 2019

A sales process is consultative when the stages and actions align with the customer’s buying experience and are defined in terms of the customer relationship. It's only successful when sales leadership and the sales force execute with dedication and competence. Let's dig into each. Consultative Salespeople.

Procurement 108

Procurement Negotiation Sales Leadership Sales 108

Hubspot Sales

OCTOBER 19, 2020

Expectations are a fact of life — especially for sales professionals. A lot is expected of a sales rep. They're expected to meet a quota, conduct themselves professionally, and consistently make good on several other promises, benchmarks, and standards. But expectations in sales go both ways.

Negotiation 89

Negotiation Leadership Sales Leadership Sales Management 89

Brooks Group

JULY 27, 2022

As we pass the half-way point of the year, sales managers may start to hear a few grumblings that quotas are too high. While it’s wise to reassess sales targets to make sure they are realistic, assuming they are too high might be a mistake. Forbes reported that in 2017 that 57% of sales reps failed to meet quota.

Supply Chain 75

Supply Chain Sales Sales Training Negotiation 75

Brooks Group

JUNE 26, 2023

Your sales professionals may have the same job titles as teams at other companies —account executive, business development rep, sales manager—but have a diverse set of professional and personal experiences. The best sales training and development programs are tailored to the unique needs of your organization and sales force.

Sales Training 52

Sales Training Sales Onboarding Profitability 52

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

Hubspot Sales

OCTOBER 26, 2017

Professional conferences are not only an opportunity to meet industry leaders -- and maybe do a little prospecting -- they’re also a way to break yourself out of your usual routine and pick up new skills. Sales Acceleration Technology Summit. AA-ISP Digital Sales World 2018. Sandler Sales & Leadership Summit.

Artificial Intelligence 111

Artificial Intelligence Sales Leadership Leadership Sales 111

Hubspot Sales

JUNE 8, 2021

They rely on email, phone calls, videos, and virtual meetings—instead of face-to-face interaction—to build relationships and move people through the sales funnel. Inside sales reps need a number of skills to land clients from afar. Sales Manager Careers. Regional Sales Manager. Account Executive (AE).

Finance 110

Finance Sales Account Management Leadership 110

Jeffrey Gitomer

MARCH 3, 2011

Relate | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Get Sales Blog Updates. Leadership. Sales Management. Sales Videos. Dont let your next sales meeting suck! Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Speak Your Mind Cancel reply.

Leadership 88

Leadership Sales Media Sales Training 88

Insightly

JULY 26, 2023

In the example above, the following percentages may be associated with each stage: 10% – Prospecting 20% – Qualification 30% – Needs Analysis 50% – Proposal 65% – Negotiation 100% – Close Won These percentages help sales managers with forecasting. Will that person be in sales leadership?

CRM 52

CRM Management Sales Decision-making 52

SalesPop

MAY 25, 2021

There are a lot of people in sales, leadership, management, and marketing that are going to have to pivot and adjust to the circumstances at hand, and ensure that they can approach these changes in the best way possible, without getting overwhelmed. In order to make agility work, you must have both. A Hallmark of Agility.

Decision-making 98

Decision-making Sales Leadership Leadership Organization 98

Hubspot Sales

MAY 21, 2021

It’s one of the most important components of sustained sales success over time. As a sales manager or director, you can only influence your team’s sales performance in two dimensions: Their skill set (what they can do) and their motivation (how repeatedly or passionately they do it). What type of feedback do you prefer?

Sales 136

Sales Leadership Communication Meetings 136