The Center for Sales Strategy

JANUARY 8, 2020

Recruiting top-performing sales leadership for your organization is harder than ever. The quality of the sales organization is directly associated with the quality of sales leadership. When looking for top-performing sales leaders, you can’t just look for great salespeople.

Sales Leadership 74

Sales Leadership Leadership Sales Sales Management 74

Miller Heiman Group

JUNE 25, 2020

Even before the rise of COVID-19, sales managers had what’s known as the “hardest job in sales.” They must simultaneously juggle three demanding tasks: finding new ways to attract buyers to their solution, improving their sellers’ performance and handling the demands of their organization.

Leadership 90

Leadership Sales Management Sales Leadership Management 90

Miller Heiman Group

FEBRUARY 13, 2020

It’s challenging to work in sales management today. Sales managers often resemble Atlas, tasked with holding up the world as their areas of responsibility are ever-increasing: managing their team and market. delivering stronger sales results. Sales Organizations Continuously Reinvent Themselves.

Sales Leadership 80

Sales Leadership Leadership Sales Sales Management 80

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 134

Sales Sales Leadership Leadership Remote Working 134

SBI Growth

JUNE 20, 2018

You require a change in sales leadership. Should you hire from within, specifically, from the existing sales team, or should you go outside the organization and hire from the market? What is the best path? The choice is tricky, you.

Organization 79

Organization Marketing Sales Leadership Leadership 79

Force Management

NOVEMBER 16, 2023

How do you help your organization to evolve and grow? The organizations that come out on top will be the ones who embrace this new era with a strategic plan to hit the ground running. Economic indicators suggest that the sluggish economy is taking a positive turn.

Organization 93

Organization Sales Sales Leadership Leadership 93

SBI Growth

JANUARY 9, 2013

Our 2012 sales leader research finds it is still a big fear for 2013. If your company isn’t looking for sales leadership today, just wait. The average tenure of a Sales VP is 19 months! This post explores what HR leaders can do to develop top internal sales leaders. Managing multi-generational sales forces.

Sales Leadership 124

Sales Leadership Onboarding Leadership Sales 124

Hubspot Sales

AUGUST 10, 2020

What does it really take to be successful in sales? A salesperson’s definition of success is often influenced by the environment they work in, the greater goals of their organization, and their own personal drives and tendencies. Core Competencies in Sales. Foundational Sales Knowledge. Communication Skills.

Sales 143

Sales Negotiation Communication Leadership 143

SBI Growth

SEPTEMBER 3, 2014

The process begins in much the same way it did last year for many organizations. Oftentimes the interchange between the senior management and sales leadership is the same. CEO CEO Resources sales planning' Annual planning is on the horizon. From year to year there is little to no change.

Sales Leadership 115

Sales Leadership Sales Leadership Organization 115

SBI Growth

JULY 12, 2013

The CEO may even be considering moving marketing under sales. At least the Sales team is carrying a number. She immediately assessed the current transformational state of the organization. This included leveraging a Sales Productivity Benchmark (SPB) conducted by Sales Benchmark index. Who’s Got the Leads?

Marketing 129

Marketing Sales Sales Leadership Leadership 129

Brooks Group

APRIL 4, 2023

Sales Leadership: Qualities Of A Sales Leader To be an effective leader, you need to make appropriate strategic decisions that fit within your organization’s vision and goals. What Are The Qualities of Successful Sales Leaders? Sales leaders have to be able to make tough decisions quickly and effectively.

Sales Leadership 52

Sales Leadership Leadership Emotional Intelligence Sales 52

Upland

OCTOBER 8, 2021

For even the best and most well-known brands, no reference means no sale. Few organizations are willing to believe you have done it before just because you say so. However, despite sellers’ best efforts, sales references and sales teams are often completely disconnected. The sales reference gray market.

B2B 195

B2B Sales Leadership Organization Customer Success 195

Hubspot Sales

JANUARY 21, 2021

Sales isn't always intuitive, so from time to time, you're bound to need a little guidance to set you straight — expert advice, everyday hacks, and different strategies to help you step up your game a bit. Morgan J Ingram is one of the foremost thought leaders in sales development. But where does that come from? Janice Mars.

Sales 136

Sales Publishing Leadership B2B 136

The Center for Sales Strategy

MAY 24, 2023

Sales leadership plays a crucial role in the success of any organization's sales efforts. As the driving force behind a sales team, sales leaders are responsible for setting targets, providing guidance, and motivating their team members to achieve their goals.

Sales Leadership 97

Sales Leadership Leadership Sales Organization 97

SBI Growth

JULY 21, 2013

The sales field is suffering. Sales forces lack buyer-centered tools for success. When will Sales catch up with Marketing? Sales field alignment with the modern day buyer requires more than lip service. This blog is focused on the transformation of Sales to incorporate buyer-centered tools. Customers are suffering.

Marketing 134

Marketing Decision-making Sales Facilitation 134

SBI Growth

JUNE 14, 2013

I sat across the desk from Mike, the new VP of Sales. Before his promotion Mike was the can’t-miss Sales Manager. Now he was just another VP of Sales in the crosshairs. After a quick conversation, we found he was committing 3 of the sales myths below. The majority of Sales VPs are guilty of at least one.

Sales Management 130

Sales Management Management Sales CRM 130

Hubspot Sales

APRIL 27, 2020

The sales field has a leadership gap in gender representation that is hard to deny. According to Gartner , though women account for 50% of the entry-level sales talent pool, only 30% of senior sales leadership, 23% of sales rep, and 15% of frontline sales manager roles are held by women.

Leadership 135

Leadership Sales Sales Leadership Organization 135

Hubspot Sales

OCTOBER 18, 2022

Any company's sales leadership needs to keep a pulse on how its salespeople are performing, both individually and on a broader organizational level — getting there often starts by understanding the degree of effort reps are putting in. That's where performance indicators known as sales productivity metrics come in. Calls Made.

Management 135

Management CRM Leadership Sales 135

Hubspot Sales

JANUARY 18, 2021

These companies are also discovering that placing women into sales leadership roles is good for business and critical for paving the way for them to ascent into the highest executive ranks. This statistic accounts for promotions across all industries, including sales. Unconscious Bias. Access To Opportunities for Growth.

Sales 128

Sales Sales Leadership Leadership Client Relationships 128

The Center for Sales Strategy

SEPTEMBER 7, 2021

Sales organizations have evolved over the years, and the old hierarchical structure just won’t do anymore. A successful sales organization structure allows you to maximize your profit. This article will help you get started.

Organization 75

Organization Profitability Sales Sales Leadership 75

SBI Growth

DECEMBER 18, 2013

If you’ve read our blog lately, you’ve noticed sales execution is a popular subject. Each of these articles focuses on your sales reps. Effective ways to enable your sales reps to make the number. Today’s post focuses on the missing link: Enabling your front-line sales managers. Why Sales Managers Fail. Onboarding.

Sales 122

Sales Sales Leadership Leadership Sales Management 122

SBI Growth

FEBRUARY 23, 2013

HR leaders ask themselves, “How can I make an impact with Sales?” At the same time, Sales leaders ask, “Who can help me to make The Number?”. They have the unique opportunity to share this expertise with Sales. This is a chance to build credibility and earn a seat at the sales leadership table.

Advertising 118

Advertising Sales Leadership Media Suppliers 118

Brooks Group

JUNE 13, 2024

Even the most cohesive organizations can experience sales team issues. Sales professionals (in general) tend to be confident, extraverted, and opinionated. Although some of these subjects might seem mundane to those who aren’t in a sales career , there are several topics sales professionals often have strong opinions about.

Energy and Utilities 107

Energy and Utilities Decision-making Sales Construction 107

Hubspot Sales

OCTOBER 26, 2017

So we’ve compiled a list (in chronological order) of the top sales conferences you should attend in 2017 and 2018. The Best Sales Conferences. Digital Sales Engine. Sales Acceleration Technology Summit. AA-ISP Digital Sales World 2018. Sandler Sales & Leadership Summit. TOPO Sales Summit.

Artificial Intelligence 112

Artificial Intelligence Sales Leadership Leadership Sales 112

Hubspot Sales

MAY 30, 2019

We know that best-in-class sales organizations use a consultative sales process. 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. Consultative Sales Process. But what does that really look like?

Procurement 109

Procurement Negotiation Sales Leadership Sales 109

SBI Growth

APRIL 15, 2013

You’ve trained the entire sales organization. The sales process is finally out in the field. Rolling out a new sales process is tough work. For Sales Operations, it’s one of the most important projects you’re responsible for. Download the Sales Process Evaluation Guide here. A methodology does not.

Sales 131

Sales Sales Leadership Leadership CRM 131

Hubspot Sales

DECEMBER 19, 2019

Do you think top sales leaders are just good sales reps who got promoted? While a successful track record driving sales can be a qualifier, being a high-performing sales rep does not necessarily equate to being an effective sales leader. A lot has changed in the time I’ve been working with sales leaders.

Leadership 111

Leadership Sales Sales Leadership Decision-making 111

SBI Growth

JUNE 8, 2013

I bet that two vital pieces are missing from your sales strategy. If you formalize them into your sales process, training and measurement, revenue will grow. Otherwise, your sales team will be eaten up. As the sales operations leader, you develop the sales strategy and support team performance. Social Selling.

Sales 124

Sales B2B Sales Leadership Leadership 124

Hubspot Sales

MARCH 27, 2019

In the film, Alec Baldwin's straight-talking sales manager arrives at a small business to motivate the sales team. For sales managers, "Glengarry Glen Ross" is a cautionary tale. Here's everything you need to know about setting successful sales quotas. Sales Quota. Are sales quotas and sales goals the same thing?

Profitability 143

Profitability Sales Sales Management Meetings 143

Mike Kunkle

JULY 4, 2022

There’s still a lot of talk these days in the sales enablement community and the market at large about the need for sales and marketing alignment. If it sounds as if I’m ignoring the need for top-down support for enablement from company executives and especially sales leadership – trust me, I’m not.

Sales Management 130

Sales Management Management Sales Sales Training 130

SBI Growth

JANUARY 18, 2013

Talent management is a top priority for HR leaders who support sales organizations. But a recent interview with a HR leader revealed another level of sales leader support. At first, it may not seem like an HR leader would be involved in shaping sales force structure. The sales organization must continually adapt.

Decision-making 117

Decision-making Sales Leadership Sales Leadership 117

Hubspot Sales

MARCH 10, 2020

Enter: the Chief Sales Officer. Ultimately, the Chief Sales Officer is in charge of all sales-related activities for your company. Before you run out and promote the first strong seller you see to the role of CSO, it is important to note that this individual is responsible for more than bringing in sales.

Sales 106

Sales Leadership Sales Leadership Acquisition 106

SBI Growth

JUNE 21, 2013

It’s June and you’re not sure your sales leader is going to last through the year. The secret to hiring a great sales leader is the ‘A’ Player Scorecard. The secret to hiring a great sales leader is the ‘A’ Player Scorecard. Get it free here and nail your next sales leadership hire. He’s missing the number.

Interpersonal Skills 128

Interpersonal Skills Sales Decision-making Leadership 128

SBI Growth

SEPTEMBER 2, 2013

We write frequently about aligning your sales process to your ideal customer''s buying process. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Learn why your team ignores your sales process and how to fix it. Team meetings are run by sales managers.

e-Learning 123

e-Learning Sales Leadership Decision-making 123

SBI Growth

JULY 3, 2013

World class B2B marketing organizations actively engage in Quarterly Business Review (QBR) meetings. For many marketing leaders the sales team’s QBR is an afterthought. Marketing typically provides updates to the sales team with a rear-view mirror approach. World Class CMO’s pursue involvement in sales QBRs.

Construction 120

Construction Sales B2B Decision-making 120

SBI Growth

FEBRUARY 14, 2014

Consider the largest problem that is hurting your sales organization. It’s so big that, with it festering, the organization will never hit its number. Or, however unlikely, it might be your sales leadership. You may have done an inventory of your organization. It could be a declining market. Operational.

Sales 106

Sales Sales Leadership Leadership CRM 106

Hubspot Sales

SEPTEMBER 2, 2020

Finding effective leadership in sales is every bit as difficult as it is vital. You need someone with the authority and experience to set and maintain an effective course for your sales efforts. The term that best captures the nature of a sales executive's responsibilities is guidance.

Sales 131

Sales Leadership Facilitation Decision-making 131