Search Results for: front-line sales managers

Big data supports the importance of front-line sales managers

Sales managers are the pivotal job for sales success. Few companies would err by aggressively devoting more time, effort, and resources to developing of a superior cadre of front-line sales managers. Continue reading

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New sales managers – starting off on the right foot

New sales managers – best practices for jumpstarting when you find yourself to be a new sales manager. Continue reading

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Sales performance – average is over

What customers buy, how they buy, and what they are willing to pay for it is changing. This means that how companies train salespeople, how sales managers coach their sales teams, and the role that self-motivation plays in developing salespeople is more important than ever. Continue reading

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Sales productivity – time to push the more button

3 best practices to help companies improve sales productivity. Continue reading

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Sales management coaching training – necessary but not sufficient

Effective sales coaching is necessary, but it’s not all that’s needed for companies to have effective sales coaching initiatives. Continue reading

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Building sales management excellence: 12 questions for getting it right

Front-line sales managers are the pivotal job for building an effective sales team. This blog contains 12 questions to help sales managers build sales management excellence. Continue reading

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Transitioning to sales manager – a rubicon moment

4 best practices to help new sales managers succeed. Continue reading

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Sales training for meeting buyers’ expectations in 2016

Sales training initiative should be viewed as a process not a single event that are highly customized with sales management actively involved. Continue reading

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Sales managers – are you passing the leadership development test?

In today’s complex B2B sales environment waiting to develop leadership skills until one becomes a sales manager probably is a case of – too little, too late. You should begin in the beginning when you are in a sales rep position – leading sales teams, working with customer buying groups, leveraging training opportunities and seeking out mentors. Continue reading

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10 questions to help sales managers assess their performance and adapt! – An STC Classic

Sales managers should assess their performance last year and consider what worked, what didn’t and what they will do differently this year. This can be done anytime, but it is especially pertinent at the beginning of a new year. Yet, under the banner of getting off to a quick start, action often takes precedents over a few moments of self-assessment. Continue reading

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