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.

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Sales Management Management Sales Sales Training 130

Brooks Group

OCTOBER 3, 2024

You’ve just been promoted to sales management. Here’s some helpful advice for new sales managers to help you thrive in your new role and turn those butterflies into fuel for success. What Is a Sales Manager Responsible For? This may involve directly managing some high-priority customers.

Sales Management 105

Sales Management Management Sales Training Sales 105

RAIN Group

AUGUST 31, 2022

How much control do sales managers have over the performance of their teams? A RAIN Group Center for Sales Research study found that Elite and Top-Performing Sales Organizations prioritize sales coaching significantly more than other organizations, and they have more skilled and motivating sales managers.

Sales Management 116

Sales Management Management Prioritization Sales 116

Sales Gravy

DECEMBER 4, 2023

On this episode of the Sales Gravy Podcast, I dive into part two of my conversation with sales leadership expert Mike Weinberg on what new sales managers need to do to get off to a successful start. He credits Mary Gardner, the Area Vice President of his group, for fundamentally shaping his approach to sales leadership.

Sales Management 115

Sales Management Management Sales Leadership Leadership 115

The Center for Sales Strategy

OCTOBER 21, 2024

Think for a moment about a manager in your career who made you a better professional. What was it about them that helped you grow and uplevel? While they surely had some expertise to share, no doubt it was their ability and commitment to give you their attention and coaching.

Sales Management 126

Sales Management Management Sales 126

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

The Center for Sales Strategy

MARCH 27, 2023

Sales management is an art that requires a delicate balance between the present and the future. This means managing your current deals while also prospecting for new ones. Whether you are a seasoned sales professional or a newbie in the game, read on to learn how to master the art of sales management.

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Sales Management Management Prioritization Sales 111

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

Sales Readiness Group

JANUARY 8, 2024

While we would all like to find the “secret sauce” to achieve or exceed our revenue goals and increase sales revenue, the reality is that planning for success and executing against our plan is the only way to increase sales as a manager. Let’s dive into the four strategies to do this.

Sales Management 117

Sales Management Management Sales 117

Account Manager Tips

AUGUST 14, 2022

21 free courses for key account managers to boost your skills now A key account manager has to grow and retain their clients. Find out what those skills are, along with 21 free courses to help you become a better key account manager. Need more help to improve your key account management skills? Table Of Contents.

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Key Account Management Account Management Emotional Intelligence Management 246

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 113

Sales Management Management Sales Leadership Leadership 113

Force Management

MARCH 16, 2023

The recent economic downturn has most sales organizations looking for ways to achieve even greater cost efficiency and support revenue-driving activities. One high-impact area where leaders are choosing to invest is manager enablement.

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Sales Management Management Sales Technology Sales 117

The Center for Sales Strategy

JULY 20, 2022

One of the most difficult things in leadership, and in life, is to recognize and admit when we have made mistakes or might have done things differently. As we develop more skills in leadership, we begin to see mistakes as opportunities for growth, improvement, and innovation when we can look at them through a lens without judgment or blame.

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Sales Management Management Leadership Innovation 129

Sales Readiness Group

FEBRUARY 21, 2023

Whether you're a seasoned sales coach or just starting, focusing on your mindset and asking the right questions can transform your coaching sessions. To have the most productive coaching sessions, start with these two elements - the right mindset and powerful questions.

Sales Management 127

Sales Management Management Sales 127

Brooks Group

MARCH 4, 2025

5 Best Practices of High-Impact Sales Coaching for Managers Sales coaching is the practice of evaluating and instructing sales professionals to improve productivity, reinforce sales skills, and ensure consistent performance and success. Manager coaching is a best practice for driving sales process adherence.

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Management Sales Meetings Sales Training 75

The Center for Sales Strategy

OCTOBER 26, 2023

In these conversations, sales managers and sellers have a unique chance to learn about potential clients, understand their challenges, and present solutions tailored to their needs. For sales managers, it provides insights into sharpening your skills in this area.

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Meetings Sales Management Management Sales 90

The Center for Sales Strategy

JULY 26, 2023

If you’ve ever been in sales, you know first-hand that one of the most powerful ways to go from good to great is having a strong sales manager. The best sales managers are active listeners and innovative thinkers. So, is there a secret that only these superstar managers know? Of course not.

Sales Management 108

Sales Management Management Innovation Sales 108

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.

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Account Planning Management Leadership Organization 195

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. Today, a joint call can be in-person or virtual.

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Sales Management Management Sales Meetings 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 88

Sales Management Management Sales Prioritization 88

Force Management

AUGUST 8, 2024

The answer is the Management Operating Rhythm (MOR). The MOR is a major way that organizations support their sales managers, outlining the actions necessary for repeatable success and holding them accountable to perform them consistently and at a high level. How do they do that?

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Sales Management Management Sales Organization 82

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.

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Sales Sales Training Onboarding Sales Management 269

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 108

Sales Management Management Meetings Sales 108

Force Management

APRIL 18, 2024

Making the move from sales rep to manager is a common career pathway. Support your entire team by using the following tips to identify management potential and lay the foundation for new manager success. Here are six attributes to look for in sales manager candidates:

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Management Sales Management Organization Sales 125

Engage Selling

MARCH 5, 2021

They fixate on managing data rather than on managing their relationships with people. That must change because now—more than ever—the quality of your outcomes in sales are … Read More » The post How Managing Is Done Now first appeared on The Sales Leader.

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Management Sales Sales Management 164

The Center for Sales Strategy

FEBRUARY 10, 2025

Sales managers, lets talk about the lifeblood of your teams success your sales funnel. If its weak, your sales will be inconsistent. If its strong, your team will have a steady stream of deals to close. Make sure its built for success. Heres how you can strengthen your teams funnel and keep revenue flowing.

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Sales Management Management Sales Sales Leadership 83

Sales Readiness Group

JUNE 19, 2023

Effectively managing the progression of opportunities and accurately predicting future sales performance is critical for success. Sales pipeline management and forecasting are essential practices that help sales teams achieve these objectives.

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Management Sales Sales Management 133

The Center for Sales Strategy

APRIL 19, 2021

As a sales manager, image how much better your life would be if you had access to the following: Better forecast accuracy. Improved sales performance. Both are easy to achieve when you have a healthy sales pipeline. These elements are important, and delivering one or the other is not an option these days.

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Management Sales Sales Management 146

Hubspot Sales

OCTOBER 18, 2022

These figures — ones used to measure how active and engaged salespeople are day-to-day basis — are central to the success and direction of most sales orgs. In HubSpot's recent Sales Strategy Survey of over 1,000 salespeople, we asked real sales managers about the metrics they track to gauge their reps' activity and effectiveness.

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Management CRM Leadership Sales 135

Hubspot Sales

JULY 26, 2023

This enables sales teams to make data-driven decisions and spot emerging opportunities and threats more effectively than ever before. Here's an example: poor inventory management results in billions of lost dollars every year. Balancing agility with strategy is key, and AI can bridge this gap by offering real-time insights.

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Sales Management Management Decision-making Sales 98

The Center for Sales Strategy

JUNE 19, 2024

Sales leadership is not just about driving numbers and closing deals; it's fundamentally about people management. The success of any sales team hinges on the ability of its leader to manage, motivate, and mentor their team effectively.

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Management Sales Leadership Leadership Sales 144

SBI Growth

FEBRUARY 10, 2025

Senior sales leaders become frustrated when their sales managers, many of whom were promoted from the sales ranks , focus their responsibilities on selling as opposed to managing their sales teams.

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Sales Management Management Sales Sales Training 62

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.

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Sales Onboarding Publishing Transportation 57

RAIN Group

SEPTEMBER 20, 2023

Assume you’re a sales manager for a mid-sized enterprise. Sales have been consistent, but there are so many variables at play and it’s hard to predict what the future holds. You pull up your spreadsheet and start reviewing the numbers, but the forecast just doesn’t look right.

Management 116

Management Sales Sales Management Marketing 116