DemandFarm

DECEMBER 27, 2024

Behind every high-performing sales team is a manager who doesnt just oversee but inspires, strategizes, and drives impactful results. Sales management today demands more than ever beforeits a delicate balance of leadership, technology, and insight. What sets exceptional sales managers apart?

Sales Management 40

Sales Management Management Decision-making Negotiation 40

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 116

Sales Management Management Energy and Utilities Emotional Intelligence 116

Miller Heiman Group

APRIL 13, 2020

Sales managers normally face a trifecta of shifting demands from buyers, their direct reports and their organization. The COVID-19 pandemic gives sales managers the perfect opportunity to work toward transforming into more capable leaders. Shift From a Sales Manager’s Mindset to Sales Leader’s Mindset.

Sales Management 110

Sales Management Management Sales Decision-making 110

Hubspot Sales

DECEMBER 8, 2022

One of my first customer visits as a young sales manager was in support of a salesperson — with a client I hadn't met before. It taught me some key lessons I still apply today — shedding light on five of the main traps several sales managers fall into. 5 Traps to Avoid as a Sales Manager.

Sales Management 98

Sales Management Management Decision-making Negotiation 98

Hubspot Sales

FEBRUARY 1, 2021

In fact, one of the most expensive mistakes you can make is hiring the wrong rep. In other words, as a hiring manager you want to do everything you can to bring the right candidates on your team. We asked HubSpot sales managers for their tips for avoiding costly hiring mistakes. Here’s what they had to say.

Sales Management 102

Sales Management Management Energy and Utilities Sales 102

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? What does a sales manager do?

Sales Management 98

Sales Management Management Sales Leadership 98

Sales Gravy

SEPTEMBER 27, 2021

Jeb Blount, author of People Follow You and Frank Cespedes, a Harvard Business school professor and author of the new book Sales Management That Works, discuss modern sales leadership challenges in a world that never stops changing. Listen to more episodes of the Sales Gravy Podcast

Sales Management 86

Sales Management Sales Leadership Management Leadership 86

Mike Kunkle

MAY 30, 2023

They know that the place they choose to work (the environment, especially the attitudes and behaviors of senior leaders) will radically influence their ability to make an impact with enablement. Finding yourself in one of these situations does not excuse you from working as hard and as smart as possible to make an impact with enablement.

Decision-making 311

Decision-making Sales Training Sales Sales Management 311

Brooks Group

SEPTEMBER 10, 2024

Then you know the transition from sales professional to sales manager can be tough. Overnight, you’ve gone from someone who was responsible for your own performance to running an entire sales team. There are a lot of new sales manager skills to learn. Sometimes this will make them unhappy with you.

Sales Management 88

Sales Management Management Sales Prioritization 88

Account Manager Tips

AUGUST 14, 2022

You'll learn behaviours and techniques that will make your natural creativity shine. This proven method will make you more open-minded and productive. This proven method will make you more open-minded and productive. Making Creativity and Innovation Happen. Key account managers have authority, but they don't have power.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Zendesk

AUGUST 18, 2021

As a company grows, its ever-expanding sales team needs a capable CRM system to keep track of prospects and customers. Sales management software is used by many salespeople to organize their contacts, manage their pipeline, and streamline workflows and organizational processes for maximum efficiency—allowing small businesses to get bigger.

Small Business 97

Small Business Software Software Sales Management 97

PandaDoc

SEPTEMBER 2, 2020

This disparity isn’t surprising, as a number of factors have come together in recent years to make B2B sales more challenging than ever: That same HubSpot report also found that 38% of salespeople say getting a response from prospects is getting more difficult. Because every sale starts with a connection. Sales Gravy.

Sales Management 98

Sales Management Management Sales Publishing 98

Brooks Group

OCTOBER 18, 2023

Only 40% of sales professionals report a well-established coaching culture at their organization. Just 42% say sales managers at their organization are actually held accountable for providing good coaching. The best coaching simply adjusts what they’re already doing to help make them more effective and to close more deals.

Sales Management 97

Sales Management Management Sales Meetings 97

Strategic Account Management Association

FEBRUARY 3, 2022

But as a provider of a robust set of sales management and methodology capabilities , our teams work with some of the biggest sales organizations in the world. The foundational principles that move the needle are ones familiar to any sales leader: relationships and insights.

Account Planning 400

Account Planning Supply Chain Prioritization Digital Transformation 400

Hubspot Sales

JULY 26, 2023

73% of sales professionals seem to think so, agreeing that AI can help them pull insights from data they otherwise wouldn't be able to find. AI offers an opportunity to transform this data into actionable insights, enabling sales teams to make better decisions, future-proof their strategies, and keep a competitive edge.

Sales Management 98

Sales Management Management Decision-making Sales 98

Upland

MAY 4, 2023

When used correctly, this formula can help organizations with their sales forecasting for a specific period of time and bolster their sales efforts. It also allows sales leaders to measure impact and make adjustments using the four levers, enabling them to create effective strategies to improve revenue growth.

Sales 356

Sales Decision-making Organization Negotiation 356

Brooks Group

AUGUST 8, 2023

For sales teams, understanding each sales professional’s personality can help align strengths and weaknesses to create a high-performing sales force. Here are 12 recommendations for sales managers. The DISC personality assessment has become a popular tool for understanding behavior and communication styles.

Sales Management 90

Sales Management Management Sales Sales Training 90

Hubspot Sales

JULY 22, 2024

Why would you need a script for making a cold call? Before the end of the day, you need to make 100 calls. Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. In many cases, prospects need to be compelled to act, and digital channels may not be enough to close the sale.

Value Proposition 111

Value Proposition Decision-making Software Software 111

Mike Kunkle

AUGUST 30, 2023

To firmly establish the function as required and themselves as integral players in their companies, enablement experts must be equipped to prove their worth by improving sales results and bolstering profitability. They must show that they can make an impact with enablement and move the needle on the metrics that matter most.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Hubspot Sales

JANUARY 8, 2025

Nevertheless, once youve identified your prospects intrinsic motivation and can understand their desired future state, Keenan suggests that all thats left is to make sure they not only believe that that future state can happen, but that you can make it happen better than anyone else. Con #1: Getting good at gap selling takes some time.

Sales 113

Sales Decision-making Negotiation Sales Environment 113

Hubspot Sales

NOVEMBER 18, 2020

Sales leaders who did not invest in remote selling fell behind — 50% of this subgroup did not hit their sales targets this year. 70% of sales managers say a manager’s ability to navigate change is more important now than it was five years ago. 51% of sales leaders rely on data to measure sales rep performance.

Sales Leadership 142

Sales Leadership Leadership Sales B2B 142

Hubspot Sales

MARCH 21, 2019

This quote, from marketing guru Seth Godin, sums up the importance of good data in making better decisions. Think about the last time you made a quick decision that yielded disappointing results. Did you use data to inform that decision? Analytics inform decisions, lead to new ideas, and unveil opportunities for growth.

Decision-making 138

Decision-making Sales CRM Sales Management 138

Brooks Group

JUNE 13, 2024

Sales Leader Benefits of Sales Conflict Resolution There are definite benefits to trying to resolve disagreements within a sales team, even on seemingly mundane topics. The short-term effort of settling disputes pays off with a more focused, aligned, and productive sales team and a stronger company culture in the long term.

Energy and Utilities 112

Energy and Utilities Decision-making Sales Construction 112

Mike Kunkle

AUGUST 8, 2023

This abundance of data can lead to analysis paralysis, where decision-makers are overwhelmed without the insights to drive action. Without a laser focus on the metrics that truly matter, sales leaders can find themselves rudderless. Have your sales managers assess the sellers on their teams. Dashboards become mash-boards.

Sales 221

Sales Prioritization Innovation Sales Training 221

QYMATIX

NOVEMBER 18, 2024

Every company is made up of countless logical decisions. And these decisions are rational, aren’t they? Every successful managing director or sales manager of a component manufacturer or specialized wholesaler should know how valuable their customers are. But who cares about that?

Profitability 52

Profitability Decision-making Manufacturing Software 52

Hubspot Sales

FEBRUARY 21, 2018

But the real question is: Can you afford not to read sales blogs? Whether you’re a rep, a sales manager, or an executive, your ability to reach your goals grows exponentially when you incorporate others’ wisdom, experiences, and strategies. HubSpot Sales Blog. These anecdotes make his posts both engaging and memorable.

Sales 145

Sales Sales Management B2B Leadership 145

Hubspot Sales

OCTOBER 12, 2020

It’s the same as anticipating the likely outcome of a sales opportunity while there’s still time to influence it. Sales managers are like tornado watchers. Unfortunately, most managers are horribly ineffective at running deal reviews. Whatever those leading indicators are, make them part of your deal review.

Procurement 131

Procurement Sales Management Decision-making Publishing 131

Hubspot Sales

JANUARY 25, 2021

You want to make sure they’re good at what you’re hiring them to do, fit into the company culture, and have the experience necessary to be successful. However, if you’re a brand new sales manager, say, someone who was just promoted for excellent performance in sales, you might be wondering exactly how to go about finding the right person.

Sales 145

Sales Decision-making Media Communication 145

The Center for Sales Strategy

FEBRUARY 23, 2023

It’s becoming apparent that you have a decision to make. He wants out of the cart and promptly begins pulling things off the shelves, so you put him back in the cart, and he begins throwing a temper tantrum. You look at your watch – it’s getting close to lunchtime, which is closely followed by naptime.

Sales Management 15

Sales Management Management Decision-making Sales 15

ProlifIQ

NOVEMBER 7, 2024

These KPIs can be visualized through interactive dashboards, providing real-time insights into account performance and helping sales teams make data-driven decisions. Org management – Try Our Interactive Demo Below Stakeholder Mapping is the process of visually representing the potential stakeholders you need to work with.

Account Planning 52

Account Planning Account Management Decision-making CRM 52

Upland

JANUARY 26, 2023

Large B2B sales deals are not done one-on-one. One function that plays a fundamental role in ensuring sales can win the deals that matter is marketing. Marketing can help produce complex, tailored marketing plans that use precision targeting to make sure their campaigns and content are targeting key accounts.

Account Planning 195

Account Planning B2B Decision-making Acquisition 195

QYMATIX

MARCH 25, 2025

Sales managers define this situation as churn or customer attrition. Managing and reducing customer churn is one of the most important, yet sometimes overlooked job of the sales leader. Managing and reducing customer churn is one of the most important, yet sometimes overlooked job of the sales leader.

B2B 52

B2B e-Learning Manufacturing Telecommunications 52

Hubspot Sales

DECEMBER 15, 2020

According to recent HubSpot research, 65% of sales leaders who outperformed revenue targets in 2020 reported having a dedicated person or team working on sales enablement efforts instead of making it an initiative someone works on off the side of their desk. How to Improve Sales Enablement for Your Team.

Sales 139

Sales Leadership Sales Management Decision-making 139

Upland

MARCH 13, 2023

The ‘art’ aspect of sales forecasting doesn’t need to be an educated guest. In fact, having the right methodologies and best practices in place throughout the entire sales process, married with the right technology, can make sales forecasting look a lot more like an exact science. What is a Sales Forecast?

Prioritization 195

Prioritization Account Planning Sales Decision-making 195

ACT

FEBRUARY 20, 2025

The value of negotiation skills for small businesses Research shows that businesses with a systematic sales negotiation process experience 42.7 percent more growth in the bottom line than those without a concrete sales strategy. With the right skills, you can still excel at sales and drive favourable outcomes for your company.

Negotiation 52

Negotiation Small Business Profitability Sales 52

Hubspot Sales

SEPTEMBER 12, 2018

Certain prospects may even skip stages in your pipeline -- for example, if a buyer proactively introduces you to the budget authority before you’ve asked, you’d move the deal straight from “initial connect” to “meeting with decision maker.”. Sales Pipeline vs. Sales Forecast.

Sales 145

Sales Negotiation Decision-making CRM 145

Nutshell

AUGUST 30, 2024

As a sales manager, you’re no stranger to reports and monitoring specific metrics to measure your team and company’s success. But what particular metrics are you focusing on, and are you leveraging the difference between net sales vs. gross sales to your advantage? FREE DOWNLOAD What is gross sales?

Cybersecurity 114

Cybersecurity Profitability Sales Decision-making 114