LSA Global

JANUARY 10, 2018

Do You Know What Stops Sales Managers from Coaching? If you are responsible for the performance of your sales team, you must first identify what stops sales managers from coaching so you can systematically remove the big obstacles to their acting as effective coaches. Why Sales Coaching Matters.

Sales Management 34

Sales Management Sales Sales Manager 34

LSA Global

APRIL 1, 2021

The problem with hiring salespeople is the very fact that they’re salespeople – they are good at persuading sales managers in job interviews that they can do things they can’t. The Results of Hiring Too Fast Too often sales managers end up hiring unqualified or unsuitable candidates that they have to replace within a few months.

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Sales Sales Sales Management Education 36

LSA Global

MARCH 16, 2023

According to research by the University of Southern California Marshall School of Business, almost 70% of salespeople who exceeded their yearly quota graded their sales leader as excellent or above average. So, what is it that top sales leaders do better? Are you fostering a culture of continuous learning and improvement ?

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Sales Sales Sales Management Manager 36

LSA Global

SEPTEMBER 23, 2022

Define sales processes that align with how your clients buy, follow proven solution selling methodologies, and ensure that sales and marketing are aligned and supported by customer support, product development, and everyone else responsible for customer success.

Sales 36

Sales Sales Sales Management Revenue 36

Walk Me

JULY 19, 2022

Communication and relationships are key to sales employees understanding the benefits of change management processes within their organization, leading them to buy in to change. Sales managers can easily express the advantages of change management when these elements are in place. Assess, Evaluate & Improve.

Change Management 52

Change Management Sales Sales Manager 52

Vantage Circle

JANUARY 19, 2023

There are several ideas to incentivize your sales team. Only the top 5 have been mentioned in this blog. To find out about more incentive ideas Check out our blog, 20 Incredible Sales Incentives That Aren't Cash. Incentives are bonuses that you work for that recognize your hard work and effort.

Sales 105

Sales Sales Compensation Travel 105

LSA Global

JUNE 25, 2021

The key is to identify sales goals that matter to you, your boss, and your sales team that are also achievable with reasonable but sustained effort. Goal Setting Let’s assume that overall sales goals are set by your sales manager. List the personal tangible and intangible benefits to you of reaching that goal.

Sales 36

Sales Sales Sales Management Accounts 36

LSA Global

DECEMBER 12, 2017

As independent as many sales reps are, they also want their sales managers to understand and appreciate their contribution. It is difficult for sales reps to stay motivated and engaged when a deal falls through or a tanking economy undermines their success. But a sales manager who cares and listens can help.

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Sales Sales Sales Management Revenue 34

LSA Global

MAY 24, 2023

When a Sales Prospect Says No Most sales managers teach their salespeople to be persistent. However, salespeople are human, and when a sales prospect says no — to a sales meeting , to a demo, or to the sale itself — they may be tempted to think that “no means no” and stop or delay pursuing their ideal target client.

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Sales Sales Sales Management Benefits 36

LSA Global

SEPTEMBER 8, 2022

Here are three suggestions that can help managers combat a lack of resources: Prioritize Clients and Stakeholders Similar to projects, not all clients or stakeholders are of equal importance. Then ensure that sales managers focus most efforts on your most strategic accounts.

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Manager Staffing Sales Management Project Management 36

LSA Global

DECEMBER 6, 2022

For example, one recent client had the abstract cultural goal of increasing sales team collaboration to win bigger deals faster while playing to people’s strengths.

Culture Change 36

Culture Change Organizational Change Sales Sales 36

Kevin Eikenberry

JANUARY 8, 2011

Consulting Speaking Training Products KevinEikenberry.com About Blog Home Blogs I Like Leadership Learning Subscribe What is the Price? Five Keys to Better Decision Making in Meetings Nine Steps for Creating and Maintaining Team Ownership of Ideas and Goals Blogs I Like Get Uncomfortable!

Leadership Development 74

Leadership Development Media Sales Sales 74

LSA Global

JULY 19, 2022

The Truth about Sales Success Most seasoned sales managers know that it’s easier to sell more to current accounts than it is to establish new ones. But do you realize just how effective cross- and up-selling existing customers can be? And how do you expand current accounts?

Accounts 36

Accounts Sales Sales Sales Management 36

LSA Global

NOVEMBER 16, 2022

Product-Oriented versus Customer-Oriented Experienced sales managers know that their team’s sales presentations should orient their messages toward the customer rather than the product. Yet research shows that salespeople regularly stumble headlong into a product-oriented approach when making sales presentations.

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Sales Sales B2B Sales Management 36

LSA Global

DECEMBER 21, 2022

To meet growth targets, most sales organizations need the right combination of sales hunting and sales farming. Top sales managers understand the value of each role and structure their sales force in alignment with their unique value proposition , ideal target client profile, and sales plan.

B2B 36

B2B Sales Sales Accounts 36

LSA Global

JUNE 16, 2023

Unless you make your unique value visible in a way that matters most to your buyer, the chances are high that you will get commoditized during the sales process because you have given your buyer price leverage. They act and are treated like a commodity by prospective buyers. Top solution sellers behave differently.

Sales 36

Sales Sales Sales Management Manager 36

LSA Global

JANUARY 20, 2023

To truly engage the executive, Executive Sales Training experts know that you need to quickly identify what matters most, link your offering to their priorities, and articulate value in a concise and compelling manner.

Sales 36

Sales Sales Balance Sheet Sales Management 36

LSA Global

AUGUST 18, 2022

The Problem In a recent sales management training program, sales leaders heard firsthand how buyers are besieged by an overload of information, an expanding range of buying options, and an increase in the number and clout of stakeholders involved in the final decision. But are we succeeding?

Sales 36

Sales Sales Sales Management Manager 36

LSA Global

FEBRUARY 25, 2023

So how does this apply to being able to better qualify stalled sales prospects? But here’s the kicker: The greater the regret, the more likely that they’d try to avoid further regret, by sticking with safer choices in the future.

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Sales Sales Sales Management Manager 36

LSA Global

APRIL 24, 2017

They are able to prioritize opportunities and manage accounts to the benefit of both parties. Managing the Team for Success. To have a truly effective sales team, you need a truly effective sales manager. This should be someone with both sales and management skills. This is their competitive edge.

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Sales Sales Sales Management Manager 37

LSA Global

JULY 16, 2021

This ensures that sales managers help reps to smartly maintain accounts with high levels of performance and potential and more aggressively go after accounts with strong potential.

Sales 36

Sales Sales Accounts Sales Management 36

LSA Global

MARCH 11, 2024

At another client that wanted to increase sales win rate, we measured pre- and post-training win rates and compared the results to a control group that did not receive business sales training or sales management training.

Metrics 36

Metrics Sales Sales Revenue 36

AIHR

FEBRUARY 26, 2024

Sample answer: “In my first sales management role, I trusted that my team of sales reps would accurately update their pipeline metrics – data which I needed to prepare my own management sales forecasting reports.

Recruitment 69

Recruitment Manager Diversity Sales 69

LSA Global

OCTOBER 20, 2022

Two Starkly Different Calls – Which Has the Mindset for a Better Sales Call? Here are two very different sales calls from our sales management workshop. Top sales leaders understand both perspectives. Can you tell why they illustrate how to close more deals with a better mindset?

Sales 36

Sales Sales Sales Management Benefits 36

LSA Global

MARCH 18, 2022

Savvy sales managers and leaders invest heavily in growing current strategic accounts. Want a Proven Way to Increase Revenue and Margin?

Revenue 36

Revenue Sales Sales Accounts 36

LSA Global

JUNE 21, 2022

Confidence in Sales Experienced sales managers know that their sales teams need competence and confidence to succeed. Sales team confidence needs to be high. Nothing new or surprising there. And most salespeople are quite confident that they’re, well, confident.

Sales 36

Sales Sales Sales Management Accounts 36

LSA Global

MARCH 14, 2019

Are your sales managers coaching their direct reports to help meet revenue targets? We asked, “What difference did the coaching conversations with your manager make in your success? These were verified to include the situation, specific coaching, and results over the last three months. It could double your revenue.

Manager 28

Manager Revenue Sales Management Sales 28

LSA Global

JANUARY 28, 2019

Secondly, underperforming sales teams do not invest enough upfront time or money researching prospects or asking insightful questions – two necessary ingredients to build rapport and set yourself apart from the competition. Not Knowing How and When to Coach.

Sales 28

Sales Sales Sales Management Accounts 28

LSA Global

APRIL 11, 2018

It is not a “sales at all costs” effort but, instead, a sales where it makes the most long-term sense effort. Managing Sales Performance. And then there is the responsibility of the sales manager to set clear expectations, establish agreed-upon sales goals , manage sales team performance and hold sales reps accountable.

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Sales Sales Sales Management Manager 34

LSA Global

OCTOBER 5, 2017

Take a hard look at your sales strategy , your sales culture and your sales targets. #2. Track Sales Rep Engagement and Turnover. Any good sales manager will keep track of sales team engagement and attrition. But when 50% or more fall short, you can assume the problem lies elsewhere.

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Sales Sales Revenue Sales Management 34

LSA Global

JANUARY 19, 2021

Are sales managers involved, supportive, and reinforcing? The Bottom Line To achieve measurable results from sales training, you must invest the time and energy to treat it like a sales change initiative, not a training event. What is and is not working? Are salespeople using the new knowledge, skills, and processes?

Sales 36

Sales Sales Revenue ROI 36

LSA Global

OCTOBER 1, 2022

Based upon data from our sales leader simulation assessments for high stakes roles, we have identified seven common high stakes sales leadership situations that should be part of every sales management training program : Creating a Winning Sales Strategy You need to devise a winning go-to-market sales strategy to profitably grow sales that align with (..)

Sales 28

Sales Sales Deliverables Staffing 28

LSA Global

AUGUST 2, 2021

In fact, one sales management training study found that sales reps with a leaner and more rigorously qualified pipeline made 50% more on average than those with a bloated pipeline.

Sales 36

Sales Sales Sales Management Energy 36

LSA Global

AUGUST 20, 2019

This means not only providing the kind of consultative sales training that closes critical sales skill gaps but also keeps you ahead of the pack.

Sales 28

Sales Sales Revenue Implementation 28

LSA Global

AUGUST 28, 2019

Capture and transfer sales best practices unique to their industry, unique value proposition , and target market from “A” players to the rest of the team. Train their sales managers in how to effectively manage and coach their reps. Designate resources to support sales reps when certain subject matter expertise is needed.

Sales 28

Sales Sales Revenue Employee Engagement 28

LSA Global

OCTOBER 11, 2018

Meet with the sales manager so you have as complete a picture as possible about what caused the poor performance and what you can do better. A Poor Performing Predecessor. When you inherit a territory that was poorly served, you have a steeper hill to climb. And, if possible, meet with the former salesperson.

Sales 28

Sales Sales Metrics Revenue 28

Mind Tools Team Management

FEBRUARY 3, 2022

Nominated by Katie Danes, Custom Sales Manager at Mind Tools for Business. appeared first on Mind Tools Blog. She now has multiple products and has even expanded her line to include menswear.” ” Mary Jackson, Katherine G. Johnson and Dorothy Vaughan – NASA “Computers” and Engineers. Katherine G.

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Engineering Hospitality Travel Marketing 52