Sales blog

Six Common M.O.T.I.V.E.S of Salespeople

Posted by David Jacoby

As a sales leader, you want your salespeople to be motivated about the sales goal, to work toward the goal, and to go the extra mile to reach beyond goals.

You also want them to be motivated about their overall performance on an ongoing basis.  The hard part is identifying what will motivate them to do those things.  There are a number of obstacles to overcome when influencing others through motivation.

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Tags: Sales Management

3 Characteristics of High Performing Sales Teams

Posted by Norman Behar

I’ve found three consistent characteristics within top performing sales teams. 

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Tags: Sales Management

3 Steps to Improve Your Sales Forecast Accuracy

Posted by Ray Makela

Forecasting can be a challenging task. As a Sales Manager, we’re asked to look into the future, predict the probable behavior of numerous sales team members and countless customers, and commit “a number” to your management team. 

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Tags: Sales Management

What's Different About Sales Pipeline Management Today?

Posted by Norman Behar

The nearly universal adoption of CRM solutions (Salesforce, Microsoft Dynamics, Sugar…) has led to an emphatic requirement by senior sales leaders that their sales managers must become much better at managing the sales pipeline. But what does this really mean?

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Tags: Sales Management

Five Components of an Effective Sales Training Program

Posted by Marlaina Capes

 

There are many sales training programs to choose from and the investment is not insignificant.

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Tags: Sales Training

How to Create a Highly Collaborative Sales Coaching Environment

Posted by David Jacoby

 

When most of us think of great coaches, the picture that frequently comes to mind is that of tough, no nonsense “field generals” – Vince Lombardi, John Wooden, or Joe Torre – screaming at players, officials and opponents.

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Tags: Sales Management, Sales Coaching

What's the Best Way to Deliver Sales Training Programs?

Posted by Norman Behar

There is an ongoing, evolving debate about the best way to deliver sales training programs.  At the center of this debate is the ongoing tension among traditional instructor-led classroom training (ILT), virtual instructor-led training (VILT), and self-paced eLearning (eLearning).

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Tags: Sales Training

6 Critical Sales Management Actions to Ensure Sales Training Sticks

Posted by Ray Makela

Organizations engage in sales training programs for numerous reasons. Despite best intentions, these programs too often fall short of the mark and fail to deliver the business results that the executive sponsors were originally looking for.
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Tags: Sales Training

How to Identify an Effective Sales Management Training Program

Posted by Ray Makela

Too often we see sales leaders procure their sales management training program only to find out that it is just a reconfigured version of the sales training curriculum that includes “managers” in the title.
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Tags: Sales Training

How to Deal with Sales Reps Who Don't Want To Be Coached

Posted by David Jacoby

 

One of the most frustrating aspects of sales coaching is dealing with sales reps who don’t want to be coached. We all have managed these types of sales people before. They get defensive when you provide feedback, deny they have a development need or try to deflect the blame for performance challenges.

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Tags: Sales Management, Sales Coaching

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