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.” As the rest of their organization pivots to manage the challenges of the coronavirus and establish strategies for rebounding from the crisis, sales managers also must shift.

Leadership 90

Leadership Sales Management Sales Leadership Management 90

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

The Center for Sales Strategy

SEPTEMBER 8, 2021

What big rocks should sales managers focus on? On this episode of the Sales Leadership Series, Scott Sutherland, VP/Market Manager of the Phoenix Market at Bonneville International, joins host Matt Sunshine to answers these questions and discuss sales and executive leadership tips.

Sales Leadership 20

Sales Leadership Leadership Marketing Management 20

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? This may involve directly managing some high-priority customers.

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Sales Management Management Sales Training Sales 105

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 113

Sales Management Management Sales Leadership Leadership 113

The Center for Sales Strategy

SEPTEMBER 22, 2021

Straight from the Director of Sales at Zimmer Communications, Carrie Berkbuegler discusses sales leadership, sales performance tips, and answers a few questions that we all have. And how has sales management changed over the past few years? What are the big rocks that you’re focused on?

Sales Leadership 93

Sales Leadership Leadership Communication Sales 93

Brooks Group

JANUARY 5, 2021

As a sales leader, it’s never been more critical to be on the ball. Though a vaccine for COVID-19 is slowly being administered, you cannot wait to inoculate your sales team against the lingering effects that the pandemic had on your sales methodology. Make the quota discussion a collaborative effort.

Sales Leadership 92

Sales Leadership Leadership Sales Virtual Selling 92

Hubspot Sales

DECEMBER 8, 2020

Luckily, some major companies, like LinkedIn, have discovered a way to improve sales relationships, customer trust, and — ultimately — sales numbers. Recently, HubSpot sat down with Kwesi Graves , Regional Sales Manager at LinkedIn, to learn more about how he centers his team's sales approach completely around the ideal buyer.

Sales Management 140

Sales Management Management Sales Prioritization 140

The Center for Sales Strategy

MARCH 10, 2020

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Sales Leadership 142

Sales Leadership Leadership Sales Sales Management 142

Sales Gravy

SEPTEMBER 27, 2021

This hard-hitting and thought provoking episode of the Sales Gravy Podcast features a deep conversation on the state of sales leadership. With so much data coming at sales leaders these days, the failure to separate fact from hype, can create faulty assumptions leading to poor decisions.

Sales Management 86

Sales Management Sales Leadership Management Leadership 86

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 82

Sales Leadership Leadership Sales Sales Management 82

Openview

SEPTEMBER 27, 2018

As a founder and former sales leader, I get asked all the time how I decided to step back from my sales role and add a layer between me and my sales reps. When I founded ion interactive, I just sort of organically moved into the sales role. I had a strong sales background, and who knew the product better than me?

Sales Leadership 89

Sales Leadership Leadership Sales Decision-making 89

Sales Gravy

NOVEMBER 1, 2022

Top sales talent can walk out of your door to another career opportunity at any time. This puts more pressure on sales leaders than ever before to foster a sales culture and team environment that compels people to stay. Hiring the right salespeople is a huge challenge for sales leaders. Why sales leadership is personal.

Sales Leadership 128

Sales Leadership Leadership Sales Innovation 128

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

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.

Sales Management 105

Sales Management Management Sales Sales Training 105

Engage Selling

OCTOBER 18, 2019

Are you setting your sales managers up to fail? A few years ago, I met an executive running sales teams who had recently been promoted to the role. He gave new meaning to the term “hands off.” ” The entire time … Read More »

Sales Management 100

Sales Management Management Sales Sales Leadership 100

The Center for Sales Strategy

JUNE 19, 2024

Sales leadership is not just about driving numbers and closing deals; it's fundamentally about people management. The success of any sales team hinges on the ability of its leader to manage, motivate, and mentor their team effectively.

Management 144

Management Sales Leadership Leadership Sales 144

Zendesk

OCTOBER 4, 2021

During the company’s all-hands meeting, you find out a sales manager role has opened up. As a seasoned sales rep, you naturally get excited—until you realize that you don’t know how to transition from a sales agent to a sales manager. What is a sales manager? What does a sales manager do?

Sales Management 98

Sales Management Management Sales Leadership 98

PandaDoc

SEPTEMBER 2, 2020

Although 71% of companies say closing more deals is their top sales priority, further data from Forrester suggests that only 0.75% of leads generated become closed revenue. Compounding this issue is sales reps can spend up to 40% of their time looking for somebody to call, according to Insidesales. Adaptive Business Blog.

Sales Management 98

Sales Management Management Sales Publishing 98

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

Nutshell

MARCH 11, 2019

You’ve probably just landed a new sales leadership role, and you want to make the transition as successful as possible. While this is an exciting time for you, it’s also a time of change for your sales reps. Adjusting to a new sales manager can be difficult, especially if the last person in charge was well-liked by the team.

Sales Management 103

Sales Management Management Leadership Sales 103

Brooks Group

SEPTEMBER 10, 2024

Are you a new sales leader? 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

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

Nutshell

MAY 16, 2019

Do you dream of leaving your sales associate desk behind and stepping up to a sales management position? The arrangements may vary from company to company, but in general, most sales professionals would jump at the chance to assume a leadership role. Are you Sure You Want to Become a Sales Manager?

Sales Management 96

Sales Management Management Leadership Sales 96

Hubspot Sales

FEBRUARY 21, 2018

Best Sales Blogs: Sales Hacker. Jill Konrath's Fresh Sales Strategies. HubSpot Sales Blog. Sales Solutions Blog. Sales Gravy. Marc Wayshak's Sales Blog. Sales for Life. LinkedIn Sales Blog. The Sales Blog. The Sales Blog. Sales Benchmark Index. Sales Source.

Sales 145

Sales Sales Management B2B Leadership 145

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.

Sales Management 129

Sales Management Management Leadership Innovation 129

The Center for Sales Strategy

DECEMBER 8, 2021

In addition to resetting your priorities, recruiting and selecting the right talent, and managing people individually — there’s another aspect sales managers need to focus on. Great management begins and ends with YOU.

Sales Management 96

Sales Management Management Sales Sales Leadership 96

Engage Selling

MARCH 12, 2021

Conduct … Read More » The post The Critical Mistake Sales Managers Make | Sales Strategies first appeared on The Sales Leader. If you want to successfully come out of the economic crisis, you have to embrace nimbleness.

Sales Management 88

Sales Management Management Sales Meetings 88

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

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. Different types of sales quotas.

Profitability 143

Profitability Sales Sales Management Meetings 143

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.

Sales Management 62

Sales Management Management Sales Leadership Leadership 62

The Center for Sales Strategy

FEBRUARY 10, 2025

Sales managers, lets talk about the lifeblood of your teams success your sales funnel. If its weak, your sales will be inconsistent. If its strong, your team will have a steady stream of deals to close. Make sure its built for success. Heres how you can strengthen your teams funnel and keep revenue flowing.

Sales Management 83

Sales Management Management Sales Sales Leadership 83

The Center for Sales Strategy

FEBRUARY 3, 2025

As B2B sales leaders and managers, your role in guiding your sales teams to success is more critical than ever. With the ever-evolving sales landscape, it's essential to stay ahead by focusing on key areas that can significantly improve your team's performance.

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B2B Sales Management Sales Training 97

Miller Heiman Group

FEBRUARY 11, 2020

In the past few years, three waves of change have rocked the sales industry: Sellers often play a smaller role in the buying cycle, as buyers wait later in the sales cycle to engage them. Sales organizations undergo constant change initiatives. Managers should take the lead on driving adoption, but only 26.7%

Sales Management 65

Sales Management Management Sales Sales Leadership 65

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 112

Energy and Utilities Decision-making Sales Construction 112

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

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.

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Sales Leadership Leadership Emotional Intelligence Sales 52