A bad sales management hire can cost your company a lot of money. $3.5 million, to be exact. So identifying strong candidates is no trivial task. Many organizations prefer to promote one of their own reps to sales management, keeping the process internal. That makes a lot of sense. Your current sales team already understands...Read More
Managing sales teams is very different than being a salesperson. And yet, high-performing sellers are often promoted to management roles with little or no leadership training. This creates a problem: Because they’ve never been trained on teaching people how to sell, many sales managers end up just selling. According to a study of global B2B...Read More
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
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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