The Center for Sales Strategy

MARCH 7, 2024

In this episode, we’re once again consulting the latest Media Sales Report by The Center for Sales Strategy. Today, we’re asking the question, “Why are so many media sales managers lacking superstar talent?”

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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.

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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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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.

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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). Sales Enablement initiatives ARE Change Management projects. Next Steps.

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Customer Think

JULY 30, 2024

It might be as simple as stepping back and evaluating what made you a great salesperson AND applying those same tactics and strategies to your role as a sales leader. Stop making sales management so hard! Take a look at three areas of the […]

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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.

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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.

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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.

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The Center for Sales Strategy

FEBRUARY 9, 2022

Sales managers are responsible for overseeing the success of a company’s sales department. However, unless sales managers can cooperate with the production/service delivery teams, it will be difficult for sales to back up their promises and/or fulfill the customer’s needs.

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The Center for Sales Strategy

AUGUST 25, 2021

And as a sales manager, you’re finding innovative ways to address these issues. However, to become more effective in your role and provide a better overall direction for the entire team, it’s important to know the current challenges that sales managers face as well.

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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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Nutshell

MARCH 31, 2023

As a sales manager, you want to stay up to date with the latest sales trends, keep up with your sales skills and knowledge, and continually build your management and leadership expertise. In this post, we’ll share some of our favorite resources for sales managers. Here are some of our favorites.

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The Center for Sales Strategy

JULY 11, 2023

Sales management is a tough job. I googled why sales managers fail and got “About 206,000,000 results (0.40 About 60% of new managers fail within the first 24 months in their new role”, according to research from CEB Global.

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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.

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Sales Outcomes

APRIL 22, 2024

When organizations need to improve sales results, they often focus on enhancing salesperson skills and competencies rather than sales manager enablement. Here’s why sales manager enablement should be the priority: 1. Sales managers and leaders are typically recruited from within.

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The Center for Sales Strategy

OCTOBER 6, 2021

Assuming a sales manager does need a training plan can be a costly mistake. Here are four areas that should be included in a sales manager training plan: People. Too often this element is overlooked, and revenue suffers.

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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.

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Engage Selling

SEPTEMBER 25, 2020

Often, the obvious pick for a sales manager is also the wrong one. You have an opening for a sales manager position in your organization. The obvious pick is your top performing sales rep, right? Picture this. Not necessarily. Contrary … Read More »

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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.

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Hubspot Sales

NOVEMBER 26, 2020

Every sales manager has some degree of legitimate dedication to both their company and professional development. That's a big part of how you get to be a manager in the first place. The best sales managers lead by example. That's why exemplary sales managers never stop trying to improve.

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Sales Management Plus -- SMP

JUNE 13, 2024

This is an exciting day for SMP and our clients,” said Joe Raventos, CEO of Sales Management Plus. Media Contact Helen Piña, VP of Marketing White Cup Solutions 281-661-5819 helen.pina@whitecupsolutions.com The post White Cup Acquires Sales Management Plus, Strengthening Its Commitment to Distribution Industry appeared first on SMP.

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The Center for Sales Strategy

MAY 5, 2022

I know what you’re thinking… NO, I do not think sales managers should close deals for their salespeople. Doing that (consistently) only causes more issues, but that's not what this is about. The reality is, while pending business is great, what we need to see is salespeople closing business.

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Hubspot Sales

JULY 9, 2019

Although factors like your product line, buyer personas, and brand awareness are important, sales managers are also critical to the success of any business as they have the potential to unlock huge returns that impact the business's bottom line. Onboarding and training new hires is another sales management responsibilities.

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Hubspot Sales

MAY 2, 2019

In many ways, technology, like Google Maps, is similar to sales management software. Sales management software provides streamlined tools for data entry and management to speed up this process. And they often include some of the most popular sales tools (e.g., Free Sales Management Software.

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Sales Outcomes

APRIL 1, 2024

Achieving consistent and reliable sales forecasts depends heavily on the sales manager’s competencies in conducting 1:1 sales pipeline reviews with their team. Pipeline management and forecasting are different , yet many firms focus most of their attention on the forecast at the expense of pipeline management.

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SBI Growth

MARCH 18, 2024

2023 presented a unique set of challenges for sales managers. Economic uncertainty, cautious buyers, and reliance on existing customers contributed to longer sales cycles and pipeline woes. However, 2024 brings new opportunities, and with these five lessons, sales organizations can get on track for a fast start in 2024.

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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.

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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.

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Sandler Training

JULY 8, 2022

Here are five ways we can inspire and support the people on our team who have it in them to become true sales leaders. . The post Five Ways To Develop A Strong Sales Manager appeared first on Sandler Training.

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Sales Readiness Group

MARCH 31, 2021

Last week, I surveyed 53 sales managers, asking them, among other things, what essential skills their top-performing salespeople possess. Okay, it wasn’t an actual survey.

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Brooks Group

AUGUST 8, 2023

For sales teams, understanding each sales professional’s personality can help align strengths and weaknesses to create a high-performing sales force. Here are 12 recommendations for sales managers. The DISC personality assessment has become a popular tool for understanding behavior and communication styles.

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Sales Readiness Group

APRIL 30, 2022

Now that you’ve hired a new sales manager for your team (or you’ve been hired as a sales manager), you can relax and take it easy. Research suggests that the average sales leader’s tenure is less than two years, much shorter than the average tenures of most other management positions.

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RAIN Group

AUGUST 13, 2021

Frank Cespedes, senior lecturer at Harvard Business School, discusses his latest book, Sales Management That Works: How to Sell in a World that Never Stops Changing (Harvard Business Press, 2021) in this Q&A with RAIN Group.

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