Sales Readiness Group

FEBRUARY 12, 2021

It’s no secret that the COVID-19 pandemic has dramatically impacted B2B sales teams, but what happens next? As we begin to see the light at the end of the COVID-19 tunnel, is the significant move to virtual selling going to accelerate? Or will things revert back to the pre-pandemic “normal” of primarily in-person selling?

Virtual Selling 104

Virtual Selling B2B Sales Sales Management 104

CoSell

FEBRUARY 9, 2021

Let's look at 3 big reasons why the next big thing in co-selling is optimism. Virtual selling and co-selling are creating an optimistic outlook. Lower The Cost Of Sale In sales, we're always looking at the profit and loss equation. Simply, the question is, "how can we lower the cost of the sale?"

Virtual Selling 98

Virtual Selling Profitability Digitalization Innovation 98

Miller Heiman Group

DECEMBER 16, 2020

How has COVID-19 impacted virtual selling practices? Korn Ferry surveyed sales organizations around the world to find out, uncovering how companies are working to achieve stability in the midst of ongoing crisis. Working in a remote environment has changed sales manager engagement levels with sellers.

Virtual Selling 109

Virtual Selling Prioritization Sales Organization 109

Chally

MARCH 4, 2021

These changes present both an opportunity and a challenge for sales leaders: The changing structure of sales will require different skills and behaviors for salespeople to be successful. Those sales leaders who embrace virtual selling and adjust quickly have a competitive advantage.

Virtual Selling 52

Virtual Selling Remote Working Onboarding B2B 52

Hubspot Sales

NOVEMBER 17, 2020

This was a difficult decision for sales leaders in traditional industries and an even tougher implementation challenge. They had to figure out how to enable their team with the right technology, adapt processes to fit virtual selling, and so on. Recognizing that sales managers are the most stressed.

Virtual Selling 126

Virtual Selling Shareholders Decision-making Communication 126

Chally

AUGUST 13, 2020

There are many nightmare memes dominating social channels describing the way most of us feel about the impact of the global pandemic on the world of work and how we sell. Quite simply, they are exhausted by the demands of the new normal of virtual selling. Sales managers need to stop acting as if nothing has changed.

Virtual Selling 52

Virtual Selling Sales Management Management Sales 52

Brooks Group

JULY 14, 2023

An effective sales leader has the professional and personal qualities needed to guide their sales professionals through uncharted waters. Key Characteristics of a Successful Sales Leader You could argue that the sales profession has changed more in the last few years than during any other era.

Sales Training 52

Sales Training Virtual Selling Sales Decision-making 52

ACT

APRIL 16, 2024

A CRM also simplifies your team’s sales activities. For example, you can use it to automate follow-ups, check in with prospects, and organise one-on-one sales meetings. Train and develop employees Most employees still require guidance and sales training to effectively manage their time and resources in a remote setting.

Sales 52

Sales CRM Virtual Selling Communication 52

ACT

APRIL 16, 2024

A CRM also simplifies your team’s sales activities. For example, you can use it to automate follow-ups, check in with prospects, and organise one-on-one sales meetings. Train and develop employees Most employees still require guidance and sales training to effectively manage their time and resources in a remote setting.

Sales 52

Sales CRM Virtual Selling Communication 52

SalesGlobe

FEBRUARY 3, 2021

In a year of virtual selling, virtual coaching, and virtual meetings in virtual offices, you don’t need a soothsayer to tell you that communicating during a lockdown is a challenge. This year more than ever, sales reps will need coaching, especially around new sales processes.

Virtual Selling 52

Virtual Selling Communication Media Organization 52

Mike Kunkle

OCTOBER 24, 2021

And the last three core blocks are Sales Technology & Tools , Sales Compensation & Recognition , and Sales Manager Enablement. Manager enablement is critical, too often ignored, and far larger than the block size conveys. It also has an entire system dedicated to it – the Sales Management System.

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

Mike Kunkle

JUNE 12, 2022

Another rep might work in an office and sell virtually, without every leaving HQ. It should come as no surprise that some people are better suited than others for remote work and/or virtual selling. Selling virtually requires mastering selling by phone and email, as well as mastering web conference technologies.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Brooks Group

JANUARY 5, 2021

For example, our research found that 46 percent of leaders had completed or were advancing efforts to adapt their people and processed to the virtual selling techniques demanded in today’s sales landscape. Pay attention to every member of your sales team. The Ultimate Guide to Hiring Quota-Smashing Sales Reps.

Sales Leadership 87

Sales Leadership Leadership Sales Virtual Selling 87

SalesPop

JUNE 15, 2022

In addition, these tools eliminate obstacles to engagement through automation, creating more time for sales. In conclusion, you might understand the benefits brought about by virtual selling but do not know how to make the switch in your business.

Artificial Intelligence 98

Artificial Intelligence Sales Virtual Selling Digitalization 98

Showpad

JUNE 29, 2021

Sales readiness should always be closely connected to the sales content management domain, as all your internal training content has to be managed and communicated as well. This domain should also be closely connected to sales effectiveness. Selling challenges directly linked to sales readiness.

Onboarding 66

Onboarding Sales Leadership Sales Leadership 66

Brooks Group

JUNE 26, 2023

Your sales professionals may have the same job titles as teams at other companies —account executive, business development rep, sales manager—but have a diverse set of professional and personal experiences. The best sales training and development programs are tailored to the unique needs of your organization and sales force.

Sales Training 52

Sales Training Sales Onboarding Profitability 52

Miller Heiman Group

MARCH 25, 2020

Today, sellers spend less time selling—only 32% of their time each week—than in the past. That’s time they can now invest in value-added virtual selling activities that improve results rather than administrative tasks, like forecasting and reporting. But they also allocated 10% of their time to travel. Get the Whitepaper.

Sales 80

Sales Virtual Selling Decision-making Meetings 80

Showpad

APRIL 2, 2021

Like any skill, perfecting your approach to selling requires practice, feedback and careful coaching. Sales managers and business leaders know and appreciate this fact, so sales coaching is often a central component of training new hires and providing ongoing support for long-time agents. What do all sales managers want?

Remote Working 52

Remote Working Onboarding Sales Logistics 52

Chally

MARCH 18, 2021

These factors can be quantified as: Ramp time – The time it takes for a newly hired salesperson to reach proficiency Tenure – How long the salesperson stays with the company Promotability – The potential to grow into more senior sales roles or sales management. Most organizations struggle with all three factors.

Onboarding 52

Onboarding Decision-making Virtual Selling Sales Leadership 52

SBI

JANUARY 12, 2022

Second Nature creates a judgment-free training and practice space that is ideal for WFH or hybrid teams, and also provides unique team skill visibility and insights to sales managers. CSOs should evaluate conversation intelligence vendors to improve sales velocity, pipeline generation and sales outcomes.” [1]

Investors 31

Investors Virtual Selling Sales Communication 31

The Center for Sales Strategy

JANUARY 12, 2021

We’ve heard this a lot from sales managers over the years, pre-COVID and during COVID. Finding time to watch sellers in the field is a challenge to time-starved managers. "I see the value in spending time with my sellers in the field coaching them, but I just don't have the time.".

Sales 85

Sales Sales Management Meetings Management 85

PartnerTap

JANUARY 26, 2022

It wasn’t long after the trip to Monaco that their sales manager from ADP pulled the two over to SAP Concur to work there. Everything has been moving towards a digital future, and channel sales is no different. The global pandemic quickened the pace of the transition to virtual selling. Search for Success.

Computers and Electronics 97

Computers and Electronics Meetings Virtual Selling Remote Working 97

Zendesk

OCTOBER 12, 2021

While sales reps use a CRM to connect with customers, sales managers use the tool to monitor and improve their team’s performance. The tool allows managers to understand each rep’s activities, complete sales forecasting, and create data-driven reports that highlight areas of opportunity.

CRM 98

CRM Software Software Virtual Selling 98

Arpedio

MAY 23, 2023

T he overall goal of sales coaching is to help salespeople achieve their sales targets , improve their sales skills, build confidence, and ultimately drive revenue growth for the organization. It can be provided by internal sales managers or external sales coaches who are experienced in sales and possess coaching expertise.

Sales 52

Sales Account Management Stakeholders CRM 52

SBI

MAY 14, 2021

Content Management: Enablement and Marketing teams can mine meeting recordings for messaging accuracy and content effectiveness, and produce or recommend appropriate follow-up content based on call topics and objections expressed by buyers.

Artificial Intelligence 35

Artificial Intelligence Construction Onboarding Virtual Selling 35

Zendesk

SEPTEMBER 28, 2021

Teaching is a particularly crucial sales manager skill. In sales management , you must train new agents and coach them to their fullest potential. Of course, this skill is helpful for sales agents, too. Use workflow tools like a sales CRM to automate manual tasks (such as data entry and outreach) to save time.

Sales 52

Sales Decision-making Virtual Selling Communication 52

Zendesk

JUNE 28, 2022

Led by Robbie Baxter, LinkedIn Learning’s course covers a typical day in B2B sales, provides insights into the skillset and demeanor of a successful salesperson, and offers advice about how to find a job in B2B selling if you’re trying to break into the business. The Inbound Sales Course can benefit both sales reps and sales managers.

Sales Training 52

Sales Training B2B Sales Profitability 52

PandaDoc

OCTOBER 3, 2023

As AI evolves, sales processes will become more predictive and proactive. Virtual selling, role evolution, ethical practices, and immersive technologies will also emerge. Sales managers then organize training sessions focused on these features, improving the teams’ pitches.

Artificial Intelligence 52

Artificial Intelligence Sales CRM e-Learning 52

SBI

MARCH 1, 2021

An industrial controls company became a resource by providing a virtual selling platform and training so their partners could adapt and remain effective and engaged with customers. the other lines they might otherwise spend their time selling).

Manufacturing 37

Manufacturing Decision-making Meetings Onboarding 37