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

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

Walk Me

JULY 19, 2022

Change is there to help drive profits through sales efficiency. But effective change management can also support every staff member within sales departments to fulfill their roles more quickly. Change can also help avoid the dreaded low quota and, once new change processes become embedded, do sales tasks more efficiently.

Change Management 52

Change Management Sales Sales Manager 52

Vantage Circle

JANUARY 19, 2023

Senior management, HR, and other relevant departments must be responsible for managing and carrying out the plan. When you are managing a team it is a given that you know what it takes to incentivize your team members. They are generally used to simplify and manage goals to increase the probability of success.

Sales 105

Sales Sales Compensation Travel 105

LSA Global

SEPTEMBER 8, 2022

People Managers Are Overwhelmed Being a people manager has always been a tough job. The challenges caused by COVID have made it even more challenging to lead and manage people. especially for middle managers. How can you help managers combat a lack of resources?

Manager 36

Manager Staffing Sales Management Project Management 36

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.

Sales 36

Sales Sales Sales Management Education 36

LSA Global

JUNE 17, 2024

Is everyone on the same page about the ways of working and thinking required to meet sales targets? Get Senior Leadership Buy-In Expecting sales reps to change without full support and involvement from sales managers is just wishful thinking.

ROI 47

ROI Sales Sales Sales Management 47

LSA Global

MARCH 14, 2019

Impact of Managers on the Transfer of Training. What is the true impact of managers on the transfer of training? Manager coaching is directly linked to skill application on-the-job. The Coached Group scores were nearly 20% higher than those who did not receive coaching from their manager. 20% Higher Skill Adoption.

Manager 28

Manager Revenue Sales Management Sales 28

LSA Global

MARCH 16, 2023

What Top Leaders Do Better We have seen many companies promote top salespeople into sales management roles that have failed miserably. Being a high performing solution seller does not always translate into being an effective sales leader. Is your sales culture high performing ? Circumstantial excuses carry little weight.

Sales 36

Sales Sales Sales Management Revenue 36

AIHR

FEBRUARY 26, 2024

Beware of unconscious bias: Train hiring managers to recognize and mitigate unconscious biases throughout the process. 25 cultural fit interview questions to ask (with sample answers) Let’s take a look at questions hiring managers can ask to establish a candidate’s cultural fit: Commitment cultural fit interview questions 1.

Recruitment 69

Recruitment Manager Diversity Sales 69

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

LSA Global

DECEMBER 12, 2017

Few employees like being micromanaged…but most sales reps particularly resent being over-controlled. High performing sales reps like to be able to manage their own time and activities while feeling empowered to make decisions that are in their customers’ best interests. #3. But a sales manager who cares and listens can help.

Sales 28

Sales Sales Sales Management Revenue 28

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. Time Management Achieving more goals is directly related to how you spend your time.

Sales 36

Sales Sales Sales Management Accounts 36

Asana

MARCH 28, 2022

Welcome to our blog series, Asana Voices! Meet AJ Kamara, a Commercial Sales Manager on the Business & Marketing team. Apply today to join AJ on our Sales team, or check out all our open roles across the globe. The post Asana Voices: Meet AJ Kamara, Commercial Sales Team appeared first on The Asana Blog.

Sales 52

Sales Sales Onboarding Sales Management 52

LSA Global

DECEMBER 6, 2022

Sadly, the research also found that less than one-third of respondents behave in ways that align with the desired culture and even fewer manage business practices that support the culture they profess should be adopted.

Culture Change 36

Culture Change Organizational Change Sales Sales 36

Peter Winick

NOVEMBER 14, 2022

Right, there’s a sales manager who’s really close, but that person’s are our head of sales now, has been here for almost two years working on this problem and he’s able to overhear these things and go to them. You know what? And the beauty is, as a new rep comes on.

Sales 242

Sales Sales Small Business Marketing 242

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.

Sales 29

Sales Sales Sales Management Manager 29

LSA Global

DECEMBER 21, 2022

Manage their time effectively by focusing on high priority client items. To meet growth targets, most sales organizations need the right combination of sales hunting and sales farming. Can navigate internal and external workplace politics. Always follow through on client requests. What Works Best for You?

B2B 36

B2B Sales Sales Accounts 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.

Sales 36

Sales Sales Sales Management Manager 36

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

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 28

Sales Sales Sales Management Manager 28

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.

Sales 36

Sales Sales Sales Management Benefits 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.

Sales 36

Sales Sales B2B Sales Management 36

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

JANUARY 19, 2021

Salespeople need to have a solid grounding in how their sales activities affect other functions in the organization and vice versa. Training on how to conduct the initial sales meeting, for instance, may not be relevant or immediately applicable if the salesperson does not know how to get the meeting in the first place.

Sales 36

Sales Sales Revenue ROI 36

LSA Global

MARCH 18, 2024

But a few of the “low trust” behaviors seem less intuitive — what is it about touching your hands together, touching your face, or leaning back that could create distrust with a new prospect?

Sales 36

Sales Sales Sales Management Accounts 36

LSA Global

JULY 15, 2024

That means making sure that the sales culture is healthy enough to fully engage, motivate, and retain top sales reps. pricing, contracting, marketing, product developing, territory planning, account managing, rewarding, and recognizing) supports and drives sales success. Define Your Ideal Sales Rep Not all sales reps.

Sales 36

Sales Sales Implementation Sales Management 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

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

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.

Sales 28

Sales Sales Revenue Sales Management 28

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

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.

Sales 36

Sales Sales Sales Management Manager 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

DECEMBER 8, 2019

If you want your sales team to change on-the-job behavior and performance, then you need your sales leaders to not only understand what is being asked of their teams (i.e. put them through the same sales training) but to also become effective sales coaches. Reinforce the Sales Training. Model the New Way.

Sales 36

Sales Sales Metrics Implementation 36

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

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

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