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? But remember, becoming an effective manager is a journey. Congratulations!

Sales Management 101

Sales Management Management Sales Training Sales 101

The Center for Sales Strategy

DECEMBER 7, 2022

If you are like me, the idea of your sales team working remotely was beyond your imagination. Every once in a while, you might hear a rumor about a salesperson that worked from home a couple of days of the week, but they were more like myths than reality. Oh, sure, they are "working from home," and I saw "Big Foot" run across my backyard.

Sales Management 156

Sales Management Management Sales Leadership 156

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

Sales leaders today face a common problem: how to drive increased productivity from their sales teams. Let’s dive into the four strategies to do this.

Sales Management 117

Sales Management Management Sales 117

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.

Sales Management 100

Sales Management Management Prioritization Sales 100

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

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.

Meetings 90

Meetings Sales Management Management Sales 90

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 94

Sales Management Management Sales Leadership Leadership 94

Force Management

AUGUST 22, 2024

Here are three ways to support your front-line sales managers before the sales kickoff that will help maximize the impact of your event: Getting them onboarded early and preparing them to lead during and after your event can transform the outcome of your SKO.

Sales Management 90

Sales Management Management Onboarding Sales 90

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.

Sales Management 122

Sales Management Management Leadership Innovation 122

The Center for Sales Strategy

OCTOBER 11, 2023

As a sales manager, you are faced with competing priorities and objectives that you would like to emphasize with your team. Successful sales managers are aware that business development is a key ingredient to account and organizational growth and should prioritize it with their account executives.

Prioritization 90

Prioritization Sales Management Management Sales 90

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 114

Sales Management Management Sales 114

Mike Kunkle

AUGUST 19, 2024

Furthermore, the Sales Coaching System is a subset of the Sales Management System. It should go without saying (but I’ll say it anyway) that front-line sales managers should always know what is being trained and be prepared to support it. Sales Management System [Click the image to view a larger version.]

Sales 269

Sales Sales Training Sales Management Onboarding 269

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. Joint sales calls are an opportunity for a sales manager to observe behavior during a live-selling scenario.

Sales Management 90

Sales Management Management Sales Meetings 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 95

Sales Management Management Innovation Sales 95

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 81

Sales Management Management Sales Prioritization 81

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 87

Sales Management Management Sales Leadership Leadership 87

Hubspot Sales

JULY 26, 2023

Is AI the future of sales forecasting? 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. It's no secret that modern selling produces a lot of data.

Sales Management 98

Sales Management Management Decision-making Sales 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

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. Where you start and how you go about things, however, will certainly vary.

Sales 57

Sales Onboarding Publishing Transportation 57

Sales Readiness Group

JUNE 7, 2023

For many sales managers focusing on short-term day-to-day results, it is often challenging to think like a leader and focus on achieving a long-term vision. But that is exactly what a sales manager must do to maximize their team's performance.

Sales Management 139

Sales Management Sales Management Sales Leadership 139

RAIN Group

JULY 20, 2022

Sales managers tend to believe they do a good job helping sellers solve problems and coaching them to build their capabilities. However, only 32% of sales managers are effective in getting maximum performance from sellers.

Sales 133

Sales Sales Management Management 133

Sales Readiness Group

MAY 15, 2023

As a sales manager, you want your sales team to be motivated and work toward achieving business goals. While there’s no one-size-fits-all approach, understanding the six common factors that motivate salespeople can help you increase your sales team's motivation to achieve sales goals.

Sales 133

Sales Sales Management Management Sales Leadership 133

Engage Selling

NOVEMBER 5, 2021

I recently worked with a client on a new program and got the opportunity to interview a few of their sales managers. I wanted to identify what differentiated top performing managers from poor performing managers.

Sales 143

Sales Sales Management Management Sales Leadership 143

Sales Readiness Group

MARCH 1, 2023

Sales coaching is crucial in improving sales reps' performance and selling skills. However, many managers don't prioritize this essential task. Why aren't sales managers spending enough time coaching, and what can be done about it? These are important questions to answer.

Prioritization 127

Prioritization Sales Sales Management Management 127

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.

Management 135

Management CRM Leadership Sales 135

Sales Readiness Group

APRIL 12, 2023

Today, many sales managers and their teams are almost constantly connected to their screens, apps, and online tools. While sales technology is designed to improve effectiveness, I see two potential pitfalls in the proliferation of technology and selling.

Sales Technology 133

Sales Technology Sales Sales Management Management 133

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.

Management 133

Management Sales Sales Management 133

The Center for Sales Strategy

JANUARY 6, 2022

All sales managers know that it’s important to have a full staff of salespeople in order to hit your goals. When searching for the right talents, skills, and experience , strong sales managers recognize that talent is primary. But you know how risky and ineffective it is simply to hire anyone who can fog a mirror.

Sales Management 128

Sales Management Management Sales Sales Training 128

Mike Kunkle

AUGUST 8, 2023

One of the most effective ways to do this, is to: Document the mindsets and sales competencies that are required for success in each role. Have your sales managers assess the sellers on their teams. This allows managers and reps to sync up, and discuss where they are aligned, and where they have perceptual differences.

Sales 221

Sales Prioritization Innovation Sales Training 221

SBI Growth

JANUARY 28, 2024

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. Let’s look at what you can do as a sales manager to create an environment where your team actively participates, embraces new ideas, and emerges with a renewed sense of purpose.

Meetings 114

Meetings Sales Sales Management Management 114

Mike Kunkle

MAY 30, 2023

Be as cunning as the serpent yet as gentle as the dove.” ~ Adapted from Matthew 10:16 (in the Bible) An example: If you don’t have top-down support to hold front-line sales managers accountable to reinforce the qualification methodology you’ve implemented, and you don’t see a performance lift from the effort, you know why.

Decision-making 311

Decision-making Sales Training Sales Sales Management 311

Software Sales Guru

APRIL 11, 2022

95% of salespeople and sales managers believe salespeople have to “give to get.” A review of recorded buyer/seller interactions debunks this sales myth. Do salespeople have to “give” to “get”? Why do we feel the need to “give to get?” This widely held belief is based on the idea of “qualifying” the buyer.

Software 147

Software Software Sales Management Management 147

The Center for Sales Strategy

DECEMBER 14, 2022

As I grew from a salesperson to a sales manager to an executive at an advertising agency, my business acumen and expertise increased. When I started working straight out of college, I sold advertising for a local radio station. I was 22 years old, so my real-world business experience was limited.

Advertising 154

Advertising Sales Management Management Sales 154