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.

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Sales Management Sales Sales Manager 29

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.

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ROI Sales Sales Sales Management 53

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? To learn more about how to create high performing sales leaders, managers.,

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Sales Sales Sales Management Revenue 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. The post How Sales Leaders Drive Growth appeared first on LSA Global.

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Sales Sales Sales Management Revenue 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.

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Sales Sales Sales Management Education 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

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 post How to Set More Achievable Sales Goals appeared first on LSA Global.

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Sales Sales Sales Management Accounts 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. To learn more about changing business practices to change culture, download Changing Corporate Culture: 4 Do’s and 3 Don’ts.

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Culture Change Organizational Change Sales Sales 36

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

MARCH 18, 2024

To learn more about how to influence with integrity, download Organizational Savvy – How to Understand Workplace Politics to Influence Others The post Power of Body Language to Convey Trust at Work appeared first on LSA Global.

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Sales Sales Sales Management Accounts 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. To learn more about how to expand current accounts, download How to Identify and Meet the “Right” People in Your Strategic Accounts. 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.

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B2B Sales Sales 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 29

LSA Global

JULY 15, 2024

To ingrain new skills and behaviors, sales training must be reinforced through a culture of continuous learning that includes: — A sales coaching culture where frontline sales managers actively develop and coach their teams. Refresher training and learning opportunities aligned with evolving business needs.

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Sales Sales Implementation 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? appeared first on LSA Global.

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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. Do your homework, prepare your approach, and ask questions that demonstrate your in-depth understanding of their situation.

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Sales Sales Balance Sheet Sales Management 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.

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Sales Sales Sales Management Manager 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. Clarifying sales territories and forecasting their anticipated revenue give your sales reps meaningful and attainable sales targets to achieve.

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Sales Sales Accounts Sales Management 36

LSA Global

FEBRUARY 25, 2023

So how does this apply to being able to better qualify stalled sales prospects? While it may feel good to have a stalled deal in your sales pipeline, top solution sellers know when to move on and focus on better opportunities.

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. To learn more about how to increase revenue from existing customers, download 3 Critical Sales Warning Signs to Pay Attention to at Your Strategic Accounts. Want a Proven Way to Increase Revenue and Margin?

Revenue 36

Revenue Sales Sales 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? The post Impact of Managers on the Transfer of Training appeared first on LSA Global. It could double your revenue. 72% Difference.

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Manager Revenue Sales Management Sales 28

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. The post The #1 Mindset for a Better Sales Call appeared first on LSA Global.

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Sales Sales Sales Management Benefits 36

15Five

MARCH 16, 2017

Whether sales are stagnant or growing, many leaders of sales teams face the same challenges – they need to understand why their methodologies worked or didn’t work, so that insights and learnings can be shared throughout. Download Now! But some employees eventually want to develop their careers by managing people.

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Sales Sales Talent Development Sales Management 51

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. The post Top 4 Sales Leadership Mistakes to Avoid appeared first on LSA Global.

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Sales Sales Sales Management Accounts 28

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. To learn more about how to sell with more confidence, download The Top 30 Most Effective Sales Questions in the Eyes of Your Buyers.

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Sales Sales Sales Management Accounts 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 30

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 29

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 your business case for the changes you seek for your sales force?

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Sales Sales Revenue ROI 36

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. The list may seem long, but sales target are too important to get wrong.

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Sales Sales Revenue Sales Management 29

LSA Global

OCTOBER 1, 2022

To learn more about how to be a better sales leader, download The 4 Most Important Attributes to Look for When Sales Reps Miss Their Targets. The post 7 Sales Leadership Scenarios that High Performers Get Right appeared first on LSA Global.

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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. The Bottom Line When you shorten the sales cycle, your sales performance increases.

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Sales Sales Sales Management Energy 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. Don’t start with “How to Measure.” Start with “What to Measure and Why?”

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Metrics Sales Sales Revenue 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. Regardless of industry, these four ways to unlock high sales growth for your company are a great place to start if you want to outperform your peers.

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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. To learn more about how to start a new sales territory to beat the competition, download 4 Big Signs Your Sales Territories Need Redesigning. A Poor Performing Predecessor.

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Sales Sales Metrics Revenue 28

LSA Global

DECEMBER 8, 2019

Measure Sales Skill Adoption and Impact. Sales training measurement is important to determine if you are making an impact, to understand if people are using the new knowledge, skills and processes, to see if sales managers are involved, supportive, and reinforcing, and to provide feedback for coaching that is simple, relevant, and actionable.

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