Improve the quality and frequency of conversations between reps and managers with calibrated leadership teams How do you spend an entire day in a room with sales enablement, sales operations, and sales leaders? In constructive conflict of course! Throughout 2017, my team and I hosted a series of Sales Manager Effectiveness Workshops across the country.…
How Core Drives Can Deplete Or Increase Sales Manager Motivation This guest post was originally published on yukaichou.com: Why Sales Manager Motivation Needs A Makeover Previously, we explored the core drivers of motivation in the sales organization and why our traditional coin-operated, compliance-driven sales culture may finally be ripe for disruption in Why Seller Motivation…
Three key insights into sales manager enablement that will help your sales organization reach (or exceed!) 2018 goals. There is a deep-rooted problem in today’s sales organizations. Frontline managers are trapped in a vice created by the traditional approach to sales: Hit the number at all costs. The status quo has sales organizations lurching from…
Why Do Sales Leaders Make Resolutions That Are Bound To Fail? How did 2017 end for you? Did your team smash their goal, barely squeak by, or fall apart? As a sales leader, your success is based entirely on your team’s performance. So, no matter what happened in the past year, I’m willing to bet…
Formalize your deal review in 7 simple steps. As David Brock notes in his book, Sales Manager Survival Guide, sales managers spend their lives in reviews. So it might come as a shock that it’s likely that the majority of the time you spend in reviews is wasted. The core reason is that most sales…
It’s a fact: well-defined sales processes lead to more productive sales performance. In a study conducted by CSO Insights, this fact was validated—companies with defined sales processes won 53% of their forecasted deals vs. 43% with ad hoc processes. This essentially means that a defined sales process yields 23% more output from sales. The numbers…
Google observed and analyzed 10,000 manager interactions and found out what makes a good sales manager. Google is the gold standard when it comes to using data-driven insights to make decisions. Constantly on the lookout for ways to optimize their business based on data, Google executives wanted to find out if there was a way…
Our C.O.A.C.H. Sales Manager Coaching Methodology integrates actionable sales coaching into your day. Recent research has proven that the number one skill that separates average managers from highly effective ones is coaching. While the leadership and management world at large has known this for quite some time, sales management specifically has largely been left out…
Activate Your Sales Managers To Start Converting More Qualified Opportunities Into Revenue. Tweet this: Qualified opportunities are the lifeblood of your company’s existence. The dirty secret of most sales organizations is that many qualified opportunities are wasted by sales organizations that are relying on ad hoc management processes. Sales leaders in these organizations are living…
Develop your sales manager effectiveness program to improve efficiency and increase revenue. You have a lot on your plate when you think about your enablement priorities for this year. Sales enablement teams are being tasked with a broad range of services and responsibilities, yet continue to have to negotiate for the resources they need to…