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.

Sales Management 130

Sales Management Management Sales Sales Training 130

Hubspot Sales

DECEMBER 30, 2020

If sales is a journey, your strategic plan is the roadmap you'll provide your team to help them reach their destination. It is one of the most important activities you will ever do as a sales manager because, without it, your sales team will have no direction and no instruction manual to follow in order to achieve their targets.

Sales Management 137

Sales Management Management Shareholders Sales 137

The Center for Sales Strategy

MAY 19, 2021

As such, they are often impatient when it comes to their time and meetings with superiors are no exception. One-on-one sales meetings need not be inefficient. Sales managers that want to maximize the effectiveness of their sales team can do so with Individual Focus Meetings.

Meetings 112

Meetings Management Sales Management Sales 112

Hubspot Sales

APRIL 12, 2021

As a sales manager, ensuring that your team's communication with prospects is tight and effective is in your best interest. That process — making sure your team's communications aren't erratic — is most commonly referred to as implementing consistent sales messaging. Managers have to be closely involved.

Sales Management 134

Sales Management Management e-Learning Sales 134

Hubspot Sales

DECEMBER 8, 2020

Luckily, some major companies, like LinkedIn, have discovered a way to improve sales relationships, customer trust, and — ultimately — sales numbers. Recently, HubSpot sat down with Kwesi Graves , Regional Sales Manager at LinkedIn, to learn more about how he centers his team's sales approach completely around the ideal buyer.

Sales Management 140

Sales Management Management Sales Prioritization 140

Hubspot Sales

JANUARY 10, 2024

As a sales manager, I’m sure you have pipeline meetings often. But, do you ever ask yourself, “How can pipeline meetings be a coaching opportunity?” Similarly, if a sales manager is only spending 30 minutes a month coaching each of their reps, it’s unreasonable to think that manager is going to improve rep performance.

Meetings 116

Meetings Construction Sales Management Management 116

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

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. Only 40% of sales professionals report a well-established coaching culture at their organization. Follow these four tips for productive one-on-one sales meetings.

Sales Management 93

Sales Management Management Sales Meetings 93

Mike Kunkle

AUGUST 19, 2024

Furthermore, the Sales Coaching System is a subset of the Sales Management System. Role-specific criteria also play a part, as technical sales roles may require specific industry knowledge and technical skills assessments, whereas generalist roles might focus more on communication and relationship-building capabilities.

Sales 269

Sales Sales Training Sales Management Onboarding 269

Upland

FEBRUARY 29, 2024

Sales leaders often find that commitment to change is the single most important ingredient in a successful account planning practice. A lthough change can be scary, difficult and potentially costly if not managed correctly, it is ultimately the key to achieving higher win rates, championing large buying groups, and growing revenue.

Account Planning 195

Account Planning Management Leadership Organization 195

Hubspot Sales

JUNE 16, 2022

The role of a sales team is to sell. The sales manager is responsible for creating, advancing, and managing the people, processes, and systems for their team to be successful. While this job routinely requires setting goals for the team, sales managers must set goals for themselves as well.

Sales Management 98

Sales Management Management Sales Construction 98

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. As a result, the customer had researched other supply sources — and as we sat down for the meeting, he told us that he could buy the same product for half the price. 5 Traps to Avoid as a Sales Manager.

Sales Management 98

Sales Management Management Decision-making Negotiation 98

The Center for Sales Strategy

DECEMBER 4, 2023

If you are a manager who does weekly individual focus meetings with your AE's or if you are a manager managing managers, these four things will help you keep the focus of the individual and the team on things that are crucial in moving the needle.

Sales Management 97

Sales Management Management Meetings Sales 97

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.

Sales Management 83

Sales Management Management Sales Prioritization 83

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. The effectiveness of traditional methods like phone calls and face-to-face meetings remains significant.

Sales Management 87

Sales Management Management Sales Leadership Leadership 87

Hubspot Sales

AUGUST 25, 2020

Personal motivation is a powerful foundation of sales success. What role does a manager play in a rep’s personal motivation, especially when you have a new or discouraged rep? Sales has one of the highest voluntary turnover rates compared to other industries. By 2018, the average sales rep tenure was 1.5

Management 128

Management Sales Sales Management Meetings 128

The Center for Sales Strategy

SEPTEMBER 13, 2021

"4 out of 5 Sales Managers admit appointments, whether in-person or virtual, are more challenging to secure than five years ago.". This nugget of information came from The Center for Sales Strategy 2020 Media Report. I'd like to speak with the one manager who thinks getting a first time appointment is "easier" than 5-years ago.

Meetings 104

Meetings Media Sales Management Management 104

Hubspot Sales

MAY 11, 2020

Remote work is the new normal for many professionals, and salespeople are being tasked with meeting and exceeding their sales quotas while making a swift transition to working from home. Stellar sales work is possible outside of a traditional company office. Remote Sales Management Challenges.

Management 132

Management Remote Working Energy and Utilities Sales 132

Hubspot Sales

OCTOBER 2, 2019

You can achieve it with a structured sales performance management process. Now that you're clear on what sales performance management entails, let's talk about why it is so important to implement it into your standard operating rhythm. Why Sales Performance Management Matters.

Management 142

Management Performance Review Sales Software 142

Hubspot Sales

NOVEMBER 4, 2019

For sales reps, a client management software or customer relationship management system ( CRM ) can do the trick. CRM is a software that manages all your relationships with clients and potential customers. That's why CRM software is important for your sales team. This helps your rep plan meetings and activities.

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Software Software Management CRM 134

Hubspot Sales

APRIL 12, 2023

That includes the number of sales calls, VP-level meetings, new qualified opportunities, and so on. With proper sales activity management, you can influence sales objectives and business results. When building your strategy, you’ll need to set sales activities goals and track how your team measures up.

Management 122

Management CRM Sales Software 122

Upland

MAY 4, 2023

Biggest Benefits of Using the Sales Velocity Equation There are several benefits to using a sales velocity formula, and many organizations consider it their most important metric. From helping leaders define areas of focus, to helping sellers meet realistic quotas, the sales velocity equation is integral to your team’s success.

Sales 356

Sales Decision-making Organization Negotiation 356

RAIN Group

OCTOBER 23, 2024

Ask your sellers if they enjoy attending sales team meetings and you may hear things like, “They’re a waste of time,” “The meetings are monotonous,” “I’m sick of being talked at,” and “I don’t understand why I have to attend.” Most sales team meetings miss the mark.

Meetings 104

Meetings Sales Sales Management Management 104

Hubspot Sales

JANUARY 11, 2021

If you're looking for another article about why your sales team should only hire ESFJs, you've come to the wrong place. While it's true that not everyone is a perfect fit for the sales profession, most people just need the right motivation and management to thrive. Managing and Motivating Salespeople Based on Personality Type.

Management 138

Management Decision-making Sales Management Publishing 138

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. We all know it: There is no sale more valuable than one made to an existing customer. These complex operations alone would be enough to keep anyone’s head buzzing.

Account Planning 400

Account Planning Supply Chain Prioritization Digital Transformation 400

Mike Kunkle

FEBRUARY 27, 2023

Once you arrive, then you can lead and manage your practice. Organization Effectiveness, Organization Behavior, Business Process Management, Six or Lean Sigma, Total Quality Management, and Change Management. Managers are “super-sellers” and coaching is nonexistent.

Sales 57

Sales Onboarding Publishing Transportation 57

Hubspot Sales

OCTOBER 13, 2020

That's why training is so important for your sales team. Below, let's learn HubSpot sales managers' top tips for training your SDR team. Use a sales training template. Brian Bennett, a sales manager at HubSpot, says, "Plan where you want to go and what you want to achieve, and then work backward.

Management 126

Management Sales Management Sales Training Meetings 126

Hubspot Sales

NOVEMBER 18, 2020

The ability to share information with other leaders, or to ask "how are you managing?" If you don’t have the time or resources to commission your own data, you’re in luck because we’ve compiled a list of important data points sales leaders need to know. 51% of sales leaders rely on data to measure sales rep performance.

Sales Leadership 142

Sales Leadership Leadership Sales B2B 142

PandaDoc

APRIL 3, 2023

Instead of focusing on assigned reading and sporadic training sessions, concentrate on effective sales training techniques that stick. The best sales training can make a big difference to morale and performance, and motivate sales leaders and sales professionals on the frontline alike to move out of their comfort zones.

Sales Training 98

Sales Training Management e-Learning Sales 98

Mike Kunkle

AUGUST 30, 2023

Enablement professionals don’t market, they don’t sell, and we don’t directly manage front-line sellers nor sales managers. Some might question the efficacy of these enablement professionals, even though they can’t personally direct the course of the front-line sellers and their managers.

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Leadership Stakeholders Decision-making Sales Training 293

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 116

Management Construction Sales Sales Leadership 116

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

JUNE 16, 2020

Good sales performance is highly valued but it can also be elusive to achieve for many salespeople and organizations. The key to good sales performance is consistency. First, let’s discuss ways sales reps can improve their individual performance. The great part about a sales career is that there is a lot to learn at every stage.

Sales 142

Sales Sales Management Negotiation Meetings 142

Mike Kunkle

AUGUST 8, 2023

Barrier 4: Resistance to Change (And Lack of Change Management) It’s human nature to resist change, and this resistance can be a formidable barrier to growth. So can the absence of purposeful change leadership and management. Have your sales managers assess the sellers on their teams.

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Sales Prioritization Innovation Sales Training 221

Brooks Group

OCTOBER 8, 2024

Effective sales funnel management is important for optimizing your sales team’s performance. A well-managed sales funnel will move prospects through the sales process faster, reduce stalled opportunities, and help your team win more business. What Is a Sales Funnel? Meet regularly.

Management 91

Management Sales Sales Training Communication 91

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.". Sales Enablement Strategies for Inside Sales Teams. Divide and conquer in weekly meetings. Weekly feedback from direct management.

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Sales Sales Leadership Leadership Remote Working 134

Hubspot Sales

SEPTEMBER 20, 2019

Research from the Sales Executive Council (SEC) examined thousands of salespeople and found receiving quality coaching helped them improve long-term performance by upwards of 19%. of reps meet quota. In other words, no other productivity investment is nearly as impactful as sales coaching. Benefits of Sales Coaching.

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