Mike Kunkle

AUGUST 19, 2024

Furthermore, the Sales Coaching System is a subset of the Sales Management System. A startup might prioritize agility and entrepreneurial spirit over experience, whereas an established company would look for individuals with a proven track record in specific sales processes and methodologies.

Sales 269

Sales Sales Training Onboarding Sales Management 269

Hubspot Sales

JUNE 29, 2018

One-on-One Meeting Questions. A few years ago, I wrote the book 1-on-1 Management: What Every Great Manager Knows That You Don’t. In my experience, one thing great managers understand that their ineffective counterparts do not is the value of one-on-one meetings. Tell me about last week.". What about this week?

Meetings 111

Meetings Construction Sales Management Management 111

SBI Growth

APRIL 18, 2013

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. Select and prioritize the critical competencies.

Sales Management 109

Sales Management Management Sales Prioritization 109

Hubspot Sales

OCTOBER 28, 2020

If you’re still leading the same way you have been for years, now is the perfect time to adapt your leadership style to better meet the needs of your organization during challenging times. Continue reading to learn what sales leaders should prioritize in 2021. Sales Leader Priorities for 2021. Support your sales managers.

Prioritization 103

Prioritization Leadership Sales Sales Leadership 103

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

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. Assigning a number helps to ensure clarity and will help you prioritize the skills development and training needed.

Sales Management 97

Sales Management Management Sales Meetings 97

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 111

Sales Management Management Sales Leadership 111

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

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

Nutshell

FEBRUARY 4, 2020

An effective sales management system can help your business reach or exceed its long-term goals. Sales management software encourages cooperation between sales reps and streamlines common activities. What Is Sales Management? What Is a Sales Management System? Want to be a better leader?

Sales Management 86

Sales Management Management CRM Sales 86

Hubspot Sales

JULY 22, 2024

Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. Here's a hypothetical positioning statement: “I work with sales managers in hospitality with five to eight reps on their team. Then, I follow up with, “My sales rep asked me to start a conversation with you.” Consider this.

Value Proposition 111

Value Proposition Decision-making Software Software 111

Mike Kunkle

AUGUST 8, 2023

It’s easy to prioritize quick wins over sustainable growth initiatives. Without a laser focus on the metrics that truly matter, sales leaders can find themselves rudderless. Solution: Embrace a data strategy that prioritizes quality over quantity. Have your sales managers assess the sellers on their teams.

Sales 221

Sales Prioritization Innovation Sales Training 221

Brooks Group

MARCH 4, 2025

Our survey of hundreds of sales leaders reveals that coaching is critical when your strategy is to build opportunities with new accounts. We found successful teams prioritize coaching conversations, including joint calls with sellers, opportunity/deal coaching, and funnel coaching/pipeline reviews. Try not to focus solely on numbers.

Management 75

Management Sales Meetings Sales Training 75

Mike Kunkle

FEBRUARY 27, 2023

It will be interesting, though, since there is no common language or approach for methodology, little attention paid to sales process, and front-line sales managers operate more like individual fiefdoms than a unified sales management team. Managers are “super-sellers” and coaching is nonexistent.

Sales 57

Sales Onboarding Publishing Transportation 57

The Center for Sales Strategy

MAY 1, 2023

As the second quarter continues to move in quickly, sales managers and business leaders may feel pressured to balance their short-term goals with long-term initiatives. The complex demands often result in burnout as leaders attempt to juggle competing priorities while meeting deadlines and preparing for upcoming tasks.

Prioritization 103

Prioritization Sales Management Meetings Management 103

SBI Growth

JANUARY 27, 2014

As a sales manager, your team looks to you for coaching and strategic help. Most reps struggle with prioritizing their accounts and prospects. Either way, establishing the account potential helps a rep prioritize their time. A tactical plan should include items such as: Meeting the Decision Maker. ACCOUNT PLANNING.

Account Planning 121

Account Planning Stakeholders Decision-making Prioritization 121

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. By collaborating and aligning with sales leaders, managers, and the sellers themselves, we can study best practices and act as catalysts for change. But it’s all about behavior change.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

CoSell

AUGUST 7, 2020

Looking for a killer sales territory plan? When it comes to Territory Planning, some sales managers roll their eyes and groan, “Not that again!” He loves seeing a fast path to help his sales reps save time, save effort, and prioritize Co-Selling Partners. Here’s the fast and smart way to get it. Flash forward.

Prioritization 52

Prioritization Decision-making Profitability Brainstorming 52

Miller Heiman Group

DECEMBER 16, 2020

Prioritize existing accounts over chasing new logos. Sales organizations—including World-Class organizations—overwhelmingly continue to prioritize “protecting their core” customer base (60% of respondents) ahead of focusing on cross-sell/up-sell opportunities (21%) or pursuing new accounts (19%).

Virtual Selling 109

Virtual Selling Prioritization Sales Organization 109

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 more people involved, the more variables to successful sales performance.

Sales 142

Sales Sales Management Negotiation Meetings 142

Hubspot Sales

JULY 17, 2019

A full 21% of their day is spent writing emails, 17% is spent entering data, 12% is going to internal meetings, and another 12% is spent scheduling calls. There are two primary ways to ensure that sales teams actually have time to sell: Make sure the right teams own the right tasks. Sales lead automation. Lead comes in.

CRM 111

CRM Sales Prioritization Insurance 111

Hubspot Sales

JULY 22, 2020

Sales always has been, and always will be, about closing the deal. But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. This tool allows sales managers to analyze the email productivity of their reps.

Account Planning 131

Account Planning Sales CRM Prioritization 131

Nutshell

MARCH 8, 2023

As a sales manager, you want to make sure your team has everything they need to succeed. The answer is resource management skills—a crucial but often overlooked skill in the sales manager’s toolkit. Table of Contents What is resource management for sales?

Sales Management 62

Sales Management Management Sales CRM 62

SBI Growth

DECEMBER 4, 2012

A Chief Sales Officer is meeting with Sales VPs and the VP of Sales Operations. They are trying to decide between keeping and scrapping the recently-implemented Sales Comp Plans. Ultimately, Sales Managers are the crucial key to any kind of Sales force adoption. So, prioritize this accordingly.

Sales 117

Sales Communication Prioritization Construction 117

Brooks Group

MARCH 6, 2023

Technical Sales Manager Skills The sales manager plays an important role in any organization. Besides having soft skills, communication skills, and other common skills to boost sales performance, some technical skills are required for consistent success. Customer Satisfaction 10.7%

Sales Management 52

Sales Management Management Suppliers Sales 52

Hubspot Sales

DECEMBER 15, 2020

"We leverage that data to inform us where each individual rep needs to spend the most time, and where managers need to spend time training individual contributors.". Two examples of enablement content Crayon leadership has provided to their sales team include: Call Recordings. Make sure sales managers feel supported.

Sales 139

Sales Leadership Sales Management Decision-making 139

Hubspot Sales

JULY 30, 2020

These 10 motivational techniques will engage both junior reps and their senior counterparts, ensuring they continue to work to meet their sales goals throughout the summer: Tips to Raise Sales Motivation at the End of Summer. Invest in sales management coaching. Plan a sales contest.

Sales 132

Sales Brainstorming Decision-making Communication 132

Hubspot Sales

MAY 6, 2018

How to Meet Quota. Prioritize Your Time. In stage two, reps have developed the right systems and honed their sales skills. In stage two, reps have developed the right systems and honed their sales skills. They’re meeting quota almost every month or quarter. focus on meeting your yearly targets.

Prioritization 112

Prioritization Decision-making Meetings Sales Management 112

SBI Growth

NOVEMBER 22, 2012

The meeting was just about over and there’s still little common ground. The third of four regional stops to nail down 2013 budgets for the Sales EVP and the CFO. As a sales operations leader, how often have you had similar meetings? Otherwise, these budget meetings could be counterproductive. Make it Pay Off.

Decision-making 115

Decision-making Sales Management Prioritization Meetings 115

Hubspot Sales

AUGUST 8, 2019

Activity Sales Metrics. These sales metrics show what salespeople are doing on a daily basis. Activity metrics are “manageable,” meaning sales managers can directly influence them. Number of meetings scheduled. Number of demos or sales presentations. Activity sales metrics are leading indicators.

Acquisition 145

Acquisition Sales Media Meetings 145

Hubspot Sales

MARCH 19, 2022

Goal driven sales is different from simply requiring your sales team to hit certain numbers. Instead, goal driven sales requires you to bake your goals into every step of your sales playbook — so that each activity your sales reps conduct, from phone calls to meetings to closing deals, aligns with your larger organizational goals.

Sales Environment 133

Sales Environment Sales Prioritization Organization 133

Hubspot Sales

OCTOBER 19, 2020

How should an organization approach sales coaching to achieve these outcomes? Is it up to managers to provide all the coaching reps need, or are they better off bringing in outside support? Now that you’re clear on what traits make a great sales coach, let’s review some common sales coaching mistakes to avoid.

Construction 132

Construction Sales Sales Training Communication 132

Hubspot Sales

OCTOBER 5, 2017

Decision-maker: The person in charge of making a final decision on the sale. Goal: Schedule next meeting. Discovery call: The first contact a sales rep makes with a prospect with the aim to qualify them as a lead for the next step in the sales cycle. Qualify and begin prioritizing prospects. Step 2: Prioritize.

Sales 145

Sales Decision-making Prioritization Media 145

Hubspot Sales

NOVEMBER 17, 2020

As digital channels have improved and buyers’ preferences have changed, sales organizations have adopted hybrid models: where more teams are selling both in-person and remotely to meet buyers’ needs. This year, however, many organizations were forced to implement a fully remote or hybrid sales model.

Virtual Selling 126

Virtual Selling Shareholders Decision-making Communication 126

Hubspot Sales

NOVEMBER 4, 2019

After using sequences for some time, sales managers can track which sequences perform best, and which have the best open, click, and reply rates. Once you've learned what works, you can scale sales efficiency. Map View: For sales reps that work based on territory, the map view shows exactly where prospects are located.

Software 134

Software Software Management CRM 134

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

Hubspot Sales

AUGUST 5, 2019

Delivering value, making the ROI case, retaining customers, growing accounts, recruiting top talent, forecasting, implementing a sales process, using sales technologies, winning against the competition, developing sales managers, coaching sales teams, generating leads, onboarding, productivity, compensation.

Procurement 109

Procurement Sales Sales Management Negotiation 109