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

APRIL 21, 2025

Are you fostering a growth mindset during new hire orientation to build an adaptive and high-performing sales culture ? Collaboration Across Functions In most B2B sales environments, selling is a team sport. Are you teaching your sales reps how to think beyond their own self-interests and toward aligned organizational success?

Sales 59

Sales Sales Balance Sheet B2B 59

LSA Global

FEBRUARY 19, 2024

Top 10 Key Sales Management Skills: Mastering the Art of Sales Leadership Sales leaders must routinely navigate high stakes internal and external relationships while meeting ever-increasing revenue targets and demands from their sales team. They coach their sales team through barriers and roadblocks.

Sales Management 28

Sales Management Sales Sales Manager 28

LSA Global

JUNE 17, 2024

Create the Right Sales Culture The next step is to ensure that your sales culture is healthy enough, accountable enough, and aligned enough with the sales strategy to help, and not hinder sales performance. Do not underestimate the impact of sales culture.

ROI 62

ROI Sales Sales Sales Management 62

Vantage Circle

JANUARY 19, 2023

This program has the benefit of creating a sense of social accountability for team members. Presales When selling enterprise software, incentives should be based on achieving smaller goals rather than finalizing sales. There are several ideas to incentivize your sales team. Only the top 5 have been mentioned in this blog.

Sales 105

Sales Sales Compensation Travel 105

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 ?

Sales 36

Sales Sales Sales Management Metrics 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. Stage One: Planning For Change.

Change Management 52

Change Management Sales Sales Manager 52

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. The Bottom Line Do not take goals and accountabilities for granted.

Sales 36

Sales Sales Sales Management Accounts 36

LSA Global

JULY 15, 2024

The good news is that when a sales force puts the customer first , adds meaningful value, and builds trusted advisor relationships , they grow revenues, margins, deal sizes, and relationships. That means making sure that the sales culture is healthy enough to fully engage, motivate, and retain top sales reps.

Sales 51

Sales Sales Implementation Sales Management 51

LSA Global

SEPTEMBER 23, 2022

They demonstrate how sales leaders drive growth. 8 Levers to Pull for Sales Growth Here is a list of how top sales leaders drive growth: Create Strategic Sales Clarity Our organizational alignment research found that strategic sales clarity accounts for 31% of the difference between high and low performing sales teams.

Sales 36

Sales Sales Sales Management Revenue 36

LSA Global

MARCH 18, 2022

Savvy sales managers and leaders invest heavily in growing current strategic accounts. 3 Sales Context Tips to Increase Revenue from Existing Customers Outperforming B2B sales organizations ensure that their sales strategy and sales culture are defined and aligned to grow existing strategic accounts.

Revenue 36

Revenue Sales Sales Accounts 36

LSA Global

JULY 16, 2021

Because often the biggest difference between the highest and lowest sales performers is not based solely on what they do and how they do it, but also to whom they were selling. Clarifying sales territories and forecasting their anticipated revenue give your sales reps meaningful and attainable sales targets to achieve.

Sales 36

Sales Sales Accounts Sales Management 36

LSA Global

DECEMBER 21, 2022

Typically, B2B sales hunters focus on new customer acquisition while B2B sales farmers are responsible for nurturing and growing current accounts. What Makes a Good B2B Sales Hunter? Effective B2B sales hunters love going after and winning new business. Are very likeable.

B2B 36

B2B Sales Sales Metrics 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.

Manager 36

Manager Staffing Sales Management Project Management 36

LSA Global

DECEMBER 6, 2022

Our organizational alignment research found that workplace culture accounts for 40% of the difference between high and low performing companies. 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.

Organizational Change 36

Organizational Change Culture Change Sales Sales 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.

Sales 33

Sales Sales Sales Management Operations 33

LSA Global

JANUARY 19, 2021

The content of your sales training may be fine; it’s when and how you deliver it that’s the problem. We believe that for sales training to work you need to begin with Relevance, ensure Practice, and then be accountable for the Impact through measurement and reinforcement. Are sales managers involved, supportive, and reinforcing?

Sales 36

Sales Sales ROI Revenue 36

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. Leaders who play favorites lose trust and decrease accountability. 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.

Sales 31

Sales Sales Sales Management Accounts 31

LSA Global

OCTOBER 5, 2017

Sales Leadership Techniques To Tell if You Have Realistic Sales Targets. Sales strategy accounts for 31% of the difference between high and low performing sales teams. Setting realistic sales targets that drive higher performance is no easy task. Track Sales Rep Engagement and Turnover.

Sales 31

Sales Sales Revenue Sales Management 31

LSA Global

JANUARY 20, 2023

A sales meeting with an executive is always high stakes; your odds of winning go up when your sellers are prepared to meet them at the right altitude and pace. A sales meeting with an executive can give you that inside track on the sales opportunity or at least help build an important relationship on a major sales account.

Sales 36

Sales Sales Balance Sheet Sales Management 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. .” Describe the best and worst management styles you have encountered and explain why.

Recruitment 69

Recruitment Diversity Manager Sales 69

LSA Global

DECEMBER 8, 2019

Follow these four sales training design best practices to set the stage for sustainable behavior and performance change before sales training. Ensure Your Sales Strategy is Clear, Believable, and Implementable Enough. Strategic sales clarity accounts for 31% of the difference between high and low performing sales teams.

Sales 36

Sales Sales Metrics Implementation 36

LSA Global

MARCH 18, 2024

Nor is there much evidence that buyers across the board look for body language “tells” or take them into account during the solution selling process. But research does show there are behaviors and gestures that play a role in whether a new prospect considers you to be a trustworthy solution seller or sales presenter.

Sales 36

Sales Sales Sales Management 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. If you want to increase the confidence of your sales team, ensure that they understand and believe in your sales plan to win.

Sales 36

Sales Sales Sales Management Accounts 36

LSA Global

OCTOBER 1, 2022

Helping on a Sales Call with a Key Client Sales leaders are often asked to step into a previously scheduled sales call with a potential new client or to help with a major sales account.

Sales 28

Sales Sales Deliverables Staffing 28

LSA Global

MARCH 11, 2024

But measuring training adoption and impact levels to reinforce coaching and accountability for change can provide a major boost. That allowed the client to target the sales processes and solution selling skills that had the greatest impact to their specific situation.

Metrics 36

Metrics Sales Sales Retention 36

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

Harvard Business Review

SEPTEMBER 19, 2012

We recently blogged about the importance of knowing what characteristics (innate traits and abilities) and competencies (learned skills and knowledge) salespeople need to be successful. But how do you identify which attributes (characteristics and competencies) belong in your sales success profile?

Sales 15

Sales Sales Sales Management Recruitment 15

Harvard Business Review

AUGUST 3, 2012

One reason is that sales managers don't identify with them. At many companies the managers are former rainmakers, so they pay the current rainmakers an undue amount of attention. As a consequence, core performers are often passed over for promotion and neglected at annual sales meetings.

Sales 16

Sales Sales Compensation Sales Management 16

Harvard Business Review

JULY 31, 2012

A lower-growth market where the company has significant share would require "defensive farming" — that is, fewer reps, but with strong skills in account management. Changes like these increased the firm's growth rate of new accounts from 15% to 25% in just one year. Create sales plays for each type of opportunity.

Sales 15

Sales Sales B2B B2C 15

Harvard Business Review

NOVEMBER 28, 2012

There's no better place to get a sense of the potential downside of social media for business than in B2B sales environments. Sales managers are under a lot of pressure to get their reps to exploit interactive online technologies to the max, but that's a lot easier said than done. Here are a few: Generating content.

Media 11

Media Sales Sales Benefits 11

Harvard Business Review

NOVEMBER 2, 2015

A review of hundreds of studies about sales productivity finds that “[t]he results of this research have simply failed to identify behavioral predispositions or aptitudes that account for a large amount of variance in performance for salespeople. ” Common stereotypes about a “good” salesperson (e.g.,

Sales 15

Sales Sales Recruitment Marketing 15

Peter Winick

NOVEMBER 14, 2022

Because I promise you, when people hear SMB and working capital and accounting, nobody gets excited. I guarantee you every single one of on ramps, customers and the business owners that we support, they have passions that are not working capital accounting. The accountants have intel of small businesses use QuickBooks.

Sales 242

Sales Sales Small Business Marketing 242

Harvard Business Review

MAY 31, 2016

He asked the consultant, who was an exceptional writer, to focus on managing the firm’s blog, writing articles, and updating its marketing collateral — a shift that would reduce his travel by 25% and allow him to work from home two days a week. The employee, an account manager, “contributed unique skills to the team.

Performance Review 15

Performance Review Travel Compensation Retention 15

Chris LoCutro

DECEMBER 4, 2024

Chris AI turns evaluations into opportunities for growth: Prompt: “Chris, help me outline a performance review framework for my team, focusing on growth opportunities and accountability.” Result: Chris AI generates a detailed framework, including self-assessment questions, performance metrics, and coaching prompts to guide your conversations.

Performance Review 52

Performance Review Sales Management Metrics Sales 52