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

NOVEMBER 6, 2023

The Sales Manager Training Workshop results were: 98% job relevance 98.4% net promoter score This global and growing Integrated Technology Company wanted a customized sales management training program to meet the unique needs of their marketplace. The Sales Manager Training Workshop results were: 98% job relevance 98.4%

Sales Management 36

Sales Management Sales Sales Manager 36

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

Vantage Circle

AUGUST 21, 2022

Sales professionals' skills and productivity strongly impact an organization's ROI and reputation. So, hiring the right resources and managing sales talent is crucial to winning and retaining customers, thereby building a successful business model. Understand their challenges and existing sales strategy.

Human Resources 105

Human Resources Sales Sales Compensation 105

LSA Global

MARCH 18, 2022

Want a Proven Way to Increase Revenue and Margin? Savvy sales managers and leaders invest heavily in growing current strategic accounts. You will know you are on the right path when everyone agrees that your sales culture is helping, and not hurting, the team’s ability to meet sales targets.

Revenue 36

Revenue Sales Sales Accounts 36

Walk Me

JULY 19, 2022

Companies depend on the success of salespeople, which is why the public often views sales departments as one of the highest-stress environments within a company. When change leaders throw the uncertainty and discomfort of a drastic transformation strategy into this mix, it can seem like a sadistic act upon sales employees’ heads.

Change Management 52

Change Management Sales Sales Manager 52

AIHR

JULY 6, 2023

Time management: Ability to manage time effectively and meet deadlines. Let’s take a look at how skills and responsibilities support each other within two very specific job roles—a software developer and a sales manager. HR may not use RACI templates as frequently as project managers need them.

Sales 98

Sales Sales Software Sales Management 98

Alison Green

JULY 22, 2024

This post was written by Alison Green and published on Ask a Manager. My managers fully support me pushing back and are willing to take calls if things escalate, but currently I just end up sputtering incoherently in rage. As a manager, you shouldn’t be meting out punishments — that’s not the job. Here we go… 1.

Sales 110

Sales Sales Sales Management Manager 110

Eric Jacobsen Blog

JANUARY 19, 2014

"Most companies do not know that the old “selling” game is now obsolete," says Chief Revenue Strategist Michael Combest of The Third Door. Eric Jacobson on Leadership and Management Leadership Sales Sales Management' It could have been due to his years of experience. The younger minded Jobs brought it back to life.

Sales Management 75

Sales Management Sales Sales Revenue 75

LSA Global

JUNE 17, 2024

Before you invest in the sales skills to boost performance, make sure that you remove any cultural barriers related to the way people think, behave, and work that could impede sales performance. Is everyone on the same page about the ways of working and thinking required to meet sales targets?

ROI 64

ROI Sales Sales Sales Management 64

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. Most sales people measure their careers by how many deals they get done or how many quarters they made quota.

Sales 59

Sales Sales Talent Development SaaS 59

Eric Jacobsen Blog

OCTOBER 27, 2020

A successful sales force transformation can mean increased revenue, increased sales productivity, and reduced cost of sales. But, up to seventy-five percent of attempted transformations fail, according to the authors of the book, 7 Steps To Sales Transformation - Driving Sustainable Change In Your Organization.

Sales 52

Sales Sales Sales Management Onboarding 52

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. It could double your revenue.

Manager 28

Manager Revenue Sales Management Sales 28

LSA Global

SEPTEMBER 23, 2022

Top Sales Leaders Drive Growth If you find a sales leader who Is not up to the challenge of accelerating revenue growth, you have not found a high performing sales leader. But you need more from a sales leader than simply a desire to grow the top line.

Sales 36

Sales Sales Sales Management Revenue 36

Eric Jacobsen Blog

FEBRUARY 2, 2016

A successful sales force transformation can mean increased revenue, increased sales productivity, and reduced cost of sales. But, up to seventy-five percent of attempted transformations fail, according to the authors of the new book, 7 Steps To Sales Transformation - Driving Sustainable Change In Your Organization.

Sales 53

Sales Sales Sales Management Onboarding 53

Eric Jacobsen Blog

MARCH 28, 2021

A successful sales force transformation can mean increased revenue, increased sales productivity, and reduced cost of sales. But, up to seventy-five percent of attempted transformations fail, according to the authors of the book, 7 Steps To Sales Transformation - Driving Sustainable Change In Your Organization.

Sales 52

Sales Sales Sales Management Onboarding 52

Zenefits

FEBRUARY 7, 2023

The C-suite, human resources department, and departmental managers may be key stakeholders in or responsible for a company’s incentive compensation management strategy. In addition to salary and commissions, individual and sales team incentives may be offered as part of the total sales compensation plan.

Compensation 52

Compensation Sales Sales Retention 52

Chief Executive

AUGUST 8, 2022

The problem is that these challenges are rooted in pervasive, thorny management issues, and many AI initiatives focus largely on its technical viability. Managers who fail to address these critical issues from the start are in danger of simply optimizing bad processes (i.e. Getting the Targets Right. This is true in most companies.

Revenue 52

Revenue Implementation Advertising Marketing 52

Peter Winick

MARCH 16, 2023

Hey, here’s a resource On how his eyes, maybe as a sales manager or real estate sales manager can teach others in the organization how to do this. Revenue is going to be saying, whatever. And here’s a video on how to do this and do the cards and do the nametags and all this other sort of stuff.

Scaling 130

Scaling Real Estate Sales Sales 130

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 strategy good enough ? Is your sales culture high performing ?

Sales 36

Sales Sales Sales Management Metrics 36

LSA Global

DECEMBER 12, 2017

Most studies peg average sales attrition between twenty-five and thirty percent split fairly evenly between voluntary and involuntary attrition. The Costs of High Sales Attrition. Few employees like being micromanaged…but most sales reps particularly resent being over-controlled. Lack of Autonomy. Lack of Reward and Recognition.

Sales 34

Sales Sales Sales Management Recruitment 34

Harvard Business Review

JANUARY 21, 2015

How well is your company managing its sales pipeline? Research conducted by Vantage Point Performance and the Sales Management Association revealed that 44% of executives think their organization is ineffective at managing theirs. companies with effective pipeline management had an average growth rate of 5.3,

Revenue 15

Revenue Sales Sales Sales Management 15

LSA Global

JULY 15, 2024

Sales leaders know that an underperforming sales force misses opportunities, loses deals, and negatively impacts customer loyalty. 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.

Sales 56

Sales Sales Implementation Sales Management 56

LSA Global

MARCH 17, 2025

Leverage CRM tools to track engagement and prioritize follow-ups Perfect the Sales Pitch and Personalization Generic sales presentations do not set you apart from the competition especially with selling to executives. High performing sales reps spend less than 10% of their time on non-sales related activities.

Sales 36

Sales Sales B2B Revenue 36

Peter Winick

AUGUST 21, 2023

But I sell if I selling a program for ten or 15 or $20,000, I have to sell a lot of books to generate the same sort of amount of revenue and profit. Peter Winick But you’re doing that not because you woke up one day and say and said, I think I’m under the coaching habit for sales managers. Peter Winick Right.

Marketing 130

Marketing Sales Sales Revenue 130

Eric Jacobsen Blog

AUGUST 25, 2017

A successful sales force transformation can mean increased revenue, increased sales productivity, and reduced cost of sales. But, up to seventy-five percent of attempted transformations fail, according to the authors of the book, 7 Steps To Sales Transformation - Driving Sustainable Change In Your Organization.

Sales 40

Sales Sales Sales Management Onboarding 40

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

LSA Global

OCTOBER 5, 2017

Track Sales Rep Engagement and Turnover. Any good sales manager will keep track of sales team engagement and attrition. Of course, the worst people to lose are the “A” sales players you and your customers count on most. Challenging and possible sales targets can help to raise revenue. The Bottom Line.

Sales 34

Sales Sales Revenue Sales Management 34

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.

Organizational Change 36

Organizational Change Culture Change Sales Sales 36

Peter Winick

NOVEMBER 10, 2022

360 would be I take the assessment to determine how I see myself and my behaviors, and then I send it out to a representative group of other people, which could be if I’m in the company, it could be my my direct manager, my peers and my direct reports. That’s a 360 where they tell me how they see my performance. And then I.

Sales 130

Sales Sales Scaling Marketing 130

LSA Global

JANUARY 19, 2021

Less than 20% of sales leaders rate their current sales training programs as highly effective. That is not the ROI sales leaders, sales reps, or sales trainers should expect or accept. Sales training should directly improve sales performance (e.g., revenue, margin, win-rate, cycle time, etc.)

Sales 36

Sales Sales ROI Revenue 36

LSA Global

DECEMBER 21, 2022

In general, the roles represent two different, and often related, approaches to selling with each having an important part to play in sales growth. The roles differ mainly in how they go about generating revenue. What Makes a Good B2B Sales Hunter? Manage their time effectively by focusing on high priority client items.

B2B 36

B2B Sales Sales Metrics 36

Harvard Business Review

SEPTEMBER 6, 2013

But even as I observe their individual differences, I have recognized patterns of behavior, which have allowed me to catalog their styles of sales management. I have found that seven management styles are most prevalent: mentor, expressive, sergeant, Teflon, micromanager, overconfident and amateur. Expressives.

Sales Management 8

Sales Management Sales Sales Manager 8

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.

Sales 36

Sales Sales Accounts Sales Management 36

LSA Global

AUGUST 28, 2019

Sales training reinforcement. While most organizations invest in business sales training with good intentions to improve sales skills, grow profitable revenue, and improve customer loyalty, most are wasting their time and money. Train their sales managers in how to effectively manage and coach their reps.

Sales 28

Sales Sales Revenue Employee Engagement 28

LSA Global

OCTOBER 11, 2018

Be crystal clear about what defines high performance for your sales territory in terms of revenue, margin, win rate and portfolio mix. Assuming the metrics are fair and achievable, this sets the stage for you to create a sales territory management plan that makes sense. Ideal Target Client Profile. Value Proposition.

Sales 28

Sales Sales Metrics Revenue 28

LSA Global

MARCH 11, 2024

According to a Forrester report, about 40% of employees and managers are unsatisfied with their current on-the-job training. Examples of desired Level 4 outcomes from training include: — Increased sales revenue, margin, win rate, portfolio mix, deal size, and cycle time. Achieved project cost, quality, and time targets.

Metrics 36

Metrics Sales Sales Retention 36