Sales Readiness Group

JUNE 28, 2023

The role of a frontline sales manager (FLSM) is challenging. At the same time, sales managers are becoming even more overloaded with administrative responsibilities, reporting requirements, and countless internal meetings.

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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. Insert ominous music here.].

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Mike Kunkle

AUGUST 19, 2024

[This post was originally published here , in my Sales Enablement Straight Talk newsletter] Today, I want to delve into the nuances of the systems that support the Building Blocks of Sales Enablement framework. I recognize that this is part of what makes sales performance improvement work complex and overwhelming for some.

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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.

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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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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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Customer Think

JULY 30, 2024

How can you make your role as a sales leader easier? 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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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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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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Brooks Group

OCTOBER 18, 2023

Effective sales coaching can have a huge impact on your business. The biggest benefit of sales coaching is its contribution to revenue. Research shows that successful sales coaching programs increased average deal size, sales activity, win rates, and new leads by 25%-40%. Focus on specifics.

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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

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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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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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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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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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. Have you changed your management style to match the new reality of a hybrid sales team? Oh, sure, they are "working from home," and I saw "Big Foot" run across my backyard.

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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. How does DISC help sales professionals? Building a high-performing sales team requires more than just industry knowledge and a persuasive style.

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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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The Center for Sales Strategy

APRIL 18, 2023

As a former sales manager and c-suite executive leader, and now working alongside sales managers to help them grow their teams, I know that a sales management career can really make an impact. Sales managers are your frontline leaders.

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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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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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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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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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Nutshell

MARCH 8, 2023

As a sales manager, you want to make sure your team has everything they need to succeed. The answer is resource management skills—a crucial but often overlooked skill in the sales manager’s toolkit. Table of Contents What is resource management for sales?

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Hubspot Sales

JULY 9, 2019

Specifically, the managers who lead your sales teams — they oversee the reps who communicate directly with your prospects and customers daily. Think about it this way: If you're a sales manager and you help each of your 10 reps sell 20% more, you've essentially just "created” two new salespeople.

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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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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

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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