Sales Management

QUICK TAKES ON LEADERSHIP+MANAGEMENT

October 18, 2020

Manage Smarter 144 — Jason Reichl: Improving Your Revenue Operations

Jason Reichl co-founded Go Nimbly, the first revenue operations consultancy with the goal of allowing high-growth companies to increase the revenue of each of their customers by 26% through eliminating operational silos. In this episode, we discuss: the definition of SalesOps or revenue operations; why now is a great time to tackle revenue operations in today’s COVID-19 climate; how to get people to buy more or expand their spend in COVID-19; and creating customer experiences to promote repeat purchases.

October 10, 2020

Manage Smarter 143 — Mitchell Levy: The New Definition of Credibility

Mitchell Levy is a TEDx speaker, Global Credibility Expert and international bestselling author of over 60 books — including his latest "Credibility Nation." He is an accomplished Entrepreneur who has created twenty businesses in Silicon Valley including four publishing companies that have published over 850 books. In this episode, we discuss: the new definition of credibility in today’s COVID-19 climate; the 3 Pillars of Credibility; specific steps and strategies to build your credibility; Lee's new book, SalesCred, and the importance of credibility in buyers qualifying sellers.

shifthiringfocustoskills
October 7, 2020

Why You Should Shift Hiring Focus to Skills

When was the last time you reviewed the position description you use to hire sales reps for your organization? If it’s been awhile, you might want to consider rewriting the description to increase focus on skills, instead of college degrees.

October 3, 2020

Manage Smarter 142 — Sophie Chiche: Helping Your Team Deal with Stress and Find Happiness

Sophie Chiche is the founder of Life by me, Shape House and her latest adventure, becurrent. She is also the co-author of The Power of Personal Accountability: Achieve What Matters to You. In this episode, we discuss: implementing active choices daily in COVID-19 to make the happiest, best experience you can have moment to moment; how to avoid stress eating in the pandemic; how to embrace feelings and use them to find a way to happiness; and how to help your team deal with anxiety during this challenging time.

whatsyourmagicmetric
October 1, 2020

Managers – What’s Your Magic Metric?

What’s different about today’s business world? Shane Metcalf, co-founder of 15Five and a recent guest on Manage Smarter reminds us that “we’re not just working from home, we’re operating in a pandemic,” and that new reality requires us to find the magic metric.

September 29, 2020

Are You The Best Sales Coach In Your Company?

Sales professionals have long resisted attempts to standardize practices which means you may have never asked if you are the best sales coach in your company. After all, many of us believe that much of what happens in sales depends on the buyer’s whims and the sales rep’s relationship with the prospect.

PODCASTS FOR SALES MANAGERS

MAKING THE CASE FOR SALES MANAGER ENABLEMENT

Most sales teams are over-reliant on their top talent with the top fifth bringing in almost 60% of revenues

CSO Insights

High ranking salespeople promoted to management average a 7.5% decline in their subordinates' performance

Harvard Business Review

87% of high-performing reps say sales manager competency is a top decision driver when considering a new job

SiriusDecisions

40% of sales reps only get coaching once or twice a month. And 18% get no manager meetings at all.

Voice of the Sales Rep Study, SalesFuel, 2020

45% of high-performing sales managers say they received inadequate training to prepare them for the role

SiriusDecisions

61% of new managers do not receive management training and 69% do not receive coaching

Blanchard

Less than 30% of managers strongly agree that someone at work encourages their development

Gallup

70% of the variance in team engagement is determined solely by the manager

Gallup

Training budgets for managers and supervisors has increased for 6 straight years

Training Industry Report

79% of sales leaders think they are good coaches, yet only 38% of reps agree

Harvard Business Review

The number one detail reps say would make the team more successful is if co-workers were more proficient (26.42%)

Voice of the Sales Rep Study, SalesFuel, 2020

Most sales managers invest less than 8% of their time coaching their salespeople

"The Sales Manager's Guide to Greatness," Kevin F. Davis

ON-DEMAND WEBINARS FOR SALES MANAGERS

EXECUTIVE INTERVIEWS ABOUT SALES MANAGEMENT

C. Lee Smith Shares How to Hire Smarter to Sell More in Challenging Times

C. Lee Smith Featured on Breakfast Leadership Podcast

C. Lee Smith Talks Behavioral Analytics on the Lorne Epstein Radio Show

'Leadership Strategies for Tomorrow's Leaders' Features SalesFuel CEO

C. Lee Smith Leads Off New Season of All Business Podcast with Jeffrey Hayzlett

SalesFuel CEO Featured on The Bob Pritchard Radio Show on VoiceAmerica Business

Topics covered on this page: Sales Coaching, Independent Sales Coaching, Customized Sales Coaching, Sales Coaching Strategies, Sales Coach, Sales Manager Help, Sales Management Training, Sales Increase, Revenue Increase, Sales Rep Improvement, Sales Improvement, Sales Time Management, Adaptive Sales Coaching, Accountability, Compensation Plans, Sales Commission, Closing Sales, Sales Assessment, Sales Rep Assessment, Sales Motivators, Personalized Sales Coaching, Sales Engagement, People Skills, Adaptive Learning, Learning Sustainment, QuickCoaching, Quick Coaching, Microlearning, Sales Candidate, Sales Candidate Assessment, Sales Turnover, Toxic Employees, Sales Success, Sales Recruitment, Sales Recruiter, Sell Smarter, Hire Smarter, Sales Aptitude, Sales Technology, Sales Traits, Sales IQ, Sales Tech

High-performing sales teams start with high-performing sales managers.

— C. Lee Smith