Can you think of any profession other than sales management that provides so little training to such an important role in an organization? Sandler Training President and CEO Dave Mattson told us this is one of the major issues in modern sales management: People are thrown into the job with no real training. “Think about...Read More
Do you ever get tired of using the same old sales incentives? Your sales team probably does. That’s why it’s important to utilize various sources of sales motivation. And no, that doesn’t mean spending even more money on incentives. You have to get creative. Take inspiration from national holidays, company initiatives or local happenings. In...Read More
Sales team management is difficult. So much so that the average tenure of a sales leader is less than two years. A big reason that so many sales leaders struggle is that their organizations promote them from the role of an individual contributor, but then provide no management training. Sales management requires a very different...Read More
According to research from Vantage Point Performance, effective sales coaching can increase win rates. However, many sales leaders don’t understand what “effective coaching” actually entails. A report from Aberdeen found that the most effective sales coaching is proactive, consistent and data-driven. But how exactly do you achieve that? LevelEleven CEO Bob Marsh recently hosted a...Read More
Congratulations! You’ve been promoted to sales management. You hold a vital role within your organization, so it’s imperative that you take your new responsibilities very seriously. As Jason Jordan and Michelle Vazzana say in “Cracking the Sales Management Code,” frontline sales management is the most powerful point of leverage in any sales organization. Your first...Read More
Managing sales teams is not as easy as it seems. Not only does it require defining key selling activities and aligning a team around them, while simultaneously monitoring and course-correcting performance, but it also means effectively managing and motivating an entire team of sellers. That last part, alone, is a full-time job. And it’s not...Read More
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