Sales Management Related Topics 
Spotio
SEPTEMBER 21, 2022
Looking to improve your sales management process? Sales management describes the full spectrum of activities that help companies maximize the value of their sales team. Why is Sales Management Important? – Speeds up the sales cycle.
Quantified
AUGUST 30, 2022
Without a successful sales team , an organization can’t thrive. The sales team turns leads into customers, guiding prospects through their concerns until they arrive at the sale. Before hiring a sales manager, know what a sales manager does.
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Spotio
JULY 7, 2022
Success in sales is all about process. Easier said than done, we know, which is why we want to take a few minutes to talk about sales management software. What is Sales Management? Sales management is the process of managing a sales department.
Spotio
DECEMBER 5, 2022
It doesn’t matter what industry you’re focused on – If you want your field sales team to succeed, you need to exhibit strong field sales management skills. Few people understand the complexities of the field sales process. Monitoring Sales Rep Activity.
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Spotio
JUNE 17, 2022
Sales management is one of the most critical roles in a sales organization. Sales managers are asked to manage the entire sales cycle, ensuring all tools, processes, and of course, people work in unison toward a common sales target.
Contrarian Sales Techniques
APRIL 25, 2022
Self-development for sales manager focuses on developing of attitudes, skills and knowledge that help the manager grows personally and professionally. Learning from managers’ mentors is one of the best ways to gain valuable experience and life skills. You can manage this.
Medical Sales Authority
JUNE 21, 2022
In this article we cover the career progression of a medical device sales manager. Related: How To Get Into Medical Device Sales. Is Medical Sales A Stable Career? Yes, medical sales offers a stable career path. Sales Career Path. B2B Sales Experience.
Quantified
JUNE 28, 2022
Pinpointing the difference between sales managing, training, and coaching can be difficult. Training focuses on a specific set of skills and isn’t necessarily a 1:1 approach between a manager and employee. Sales training is learning something new.
Evolve Your Success
SEPTEMBER 28, 2022
Listen to your host Samuel Gbadebo as he sits down for a conversation with Jacob McLaughlin about the medical sales industry today. Device Rep To West Sales Manager – The 2 Year Sprint With Jacob Mclaughlin Part 1. Take us before you even knew about medical sales.
Integrity Solutions
JUNE 23, 2020
All tech companies want to build a world-class culture, and front-line managers play a pivotal role. What kind of conversations are your front-line managers having with their customer-facing teams? Beyond Management 101, Sales Coaching Builds Company Culture.
Quantified
SEPTEMBER 29, 2022
Being a successful sales manager certainly means leading a team that converts many prospects into customers. High-growth organizations understand that sales managers do far more than oversee sales operations. Talent Manager.
The Brooks Group
SEPTEMBER 20, 2017
Should your sales managers be responsible for meeting their own individual quota? Or is the “Selling Sales Manager” function flawed? If you look towards the sports world, however, you’ll see that few teams use “player-managers.” There is inherent conflict if a sales manager is required to supervise, coach, and mentor people while also carrying a separate quota. Reason 2: It Sacrifices the Quantity and Quality of Sales Coaching.
The Brooks Group
MARCH 11, 2020
Keeping Your Sales Team Focused. Remaining strong – and in fact, stalwart – in the face of this uncharted new landscape represents a generational challenge for many in positions of sales management. Sales Management Strategies. Sales Coaching
Integrity Solutions
JUNE 29, 2018
Sales Effectiveness Often Starts by Understanding Why Your Sales Managers Still Aren’t Coaching Their Teams. It’s about sales coaching- and sales effectiveness. Sales managers have a stressful job. But here’s where things get a little strange: Despite that high level of awareness, that same percentage told us that they’re doing little — if any — sales coaching. Sales Coaching Isn’t Necessarily What They Think It Is.
The Brooks Group
FEBRUARY 10, 2020
For every salesperson who has had to sit through a performance review, it would seem to be a dream scenario -- an anonymous, unfiltered, and direct opportunity to tell your sales management exactly how you feel about them. Leadership Development Sales Team Motivation
The Brooks Group
SEPTEMBER 20, 2017
Should your sales managers be responsible for meeting their own individual quota? Or is the “Selling Sales Manager” function flawed? If you look towards the sports world, however, you’ll see that few teams use “player-managers.” There is inherent conflict if a sales manager is required to supervise, coach, and mentor people while also carrying a separate quota. Reason 2: It Sacrifices the Quantity and Quality of Sales Coaching.
Evolve Your Success
OCTOBER 4, 2022
I sat down for a conversation with Jacob McLaughlin about the medical sales industry. He shares the value of attainment programs for medical sales and his role in helping people live their best lives. We also have a lot of people here that are in medical sales.
Integrity Solutions
JANUARY 7, 2020
Your sales culture is the sum-total of the attitudes, values and behaviors that permeate your team. The question is, will the sales culture you have today help you meet your goals going forward? What a Successful Sales Culture Looks Like.
Integrity Solutions
JUNE 14, 2021
Saying there’s no time for coaching or that someone has already reached their potential are just two of the prominent misconceptions around sales coaching. Whether in sports, in sales or in life, a great coach helps people reach their full potential. Sales Coaching Myths Debunked.
The Brooks Group
SEPTEMBER 25, 2017
Time management is one of the most important priorities for a sales manager. The best sales managers know they need to be dedicating a significant amount of their time each week coaching their salespeople—but which group will bring in the best return on coaching investment? Which salespeople should sales managers spend time coaching? Top producers – Sales superstars who repeatedly knock their sales quotas out of the park.
The Brooks Group
JANUARY 17, 2018
The transition from salesperson to sales manager can be tough ( and doesn’t always work out in the end.) Overnight, someone who is used to being responsible for only their own performance, is suddenly responsible for the performance of an entire sales team. Some sales managers struggle for the remainder of their management careers, until they return to a sales role—or worse—get burned out and leave the company. Sales coaches shouldn’t either.
The Brooks Group
MARCH 25, 2014
The 12 Universal Sales Management Truths were developed by the late Bill Brooks, founder of our company and my father. He was a student of his craft and distilled his experience of the way the most successful sales coaches grew top-performing sales teams. and developed the 12 Universal Sales Management Truths. The 12 Universal Sales Management Truths. Sales Management Truth #3: A sales organization cannot be led from behind a desk.
Integrity Solutions
NOVEMBER 12, 2019
Regardless of the changes on the horizon, organizations with sales leaders that can adapt to change and cultivate their sales culture through learning will be the ones able to keep pace and stay productive through any business cycle. We joined two hundred senior sales leaders gathered last month in Atlanta for the Sales Management Association (SMA) Conference to explore emerging trends and research affecting all facets of the sales organization.
MedReps
JUNE 20, 2022
In order to achieve the goals described in the quote above, you need to manage your remote sales team incredibly effectively. Strategies to Manage Your Remote Sales Team. Each member of your remote sales team needs to know exactly what their responsibilities are.
Integrity Solutions
JANUARY 15, 2020
It’s within their reach, you think, if only they’d increase their sales activity. And until you get to the root of the issue- their sales mindset- both of you will continue to be frustrated. To get those numbers where they need to be, managers typically focus on sales activity levels.
The Brooks Group
AUGUST 18, 2015
The sales manager plays a critical role in determining a sales organization’s success or lack thereof, and that pressure and responsibility requires a unique personality and the willingness to wear many hats. Leading a sales team to high performance levels isn’t a “one size fits all” task, as successful leadership in one company’s culture may not produce the same result in another. 5 Things High Performing Sales Managers Should Be Doing (And Doing Well).
The Brooks Group
JANUARY 17, 2018
The transition from salesperson to sales manager can be tough ( and doesn’t always work out in the end.) Overnight, someone who is used to being responsible for only their own performance, is suddenly responsible for the performance of an entire sales team. Some sales managers struggle for the remainder of their management careers, until they return to a sales role—or worse—get burned out and leave the company. Sales coaches shouldn’t either.
The Brooks Group
APRIL 24, 2017
My brother and I were chatting in the Atlanta airport on our way to a meeting in Phoenix a few weeks ago and I jokingly asked him, “What are the top 10 things a sales rep should never say to a sales manager?” The Top 10 Things a Sales Rep Should Never Say to a Sales Manager. . I know I can close the sale if we're just willing to cut our price. Maybe sales reps SHOULD say to us a lot of the above comments?
Medical Device Success
AUGUST 9, 2020
Part 1 – A Guide to Medical Marketers (Sales management should pay attention too!). Part 1 – A Guide to Medical Marketers (Sales management should pay attention too!). Reading time: 2 – 4 minutes How does a life sciences company succeed in a world of virtual congresses and tradeshows? We address this problem in a 3-part series of podcasts/video casts. We decided to offer a video cast because we use a lot of slides to communicate valuable information.
Integrity Solutions
APRIL 21, 2020
What follows are some of the tips my colleague Mike Fisher and I shared on a recent webinar exploring how top sales performers deal with a crisis. Proactive Selling During A Pandemic: Advice for Sales Leaders.
The Brooks Group
JUNE 10, 2014
Perhaps the most common error made by organizations trying to fill sales management slots is the tendency to promote a strong sales performer into a sales management role. In some cases, the salesperson who is appointed to be sales manager is the last one standing after the smoke has cleared. With those having lower turnover it may not be the last one standing who becomes the sales manager, but the one with the most tenure or highest sales volume.
The Brooks Group
JULY 8, 2014
Today’s sales managers need to lead and coach their sales force instead of managing and directing the team. Unfortunately, when sales managers aren't coaching - because they don't know how - they tend to get caught up with blaming their reps for failures on the part of the sales team instead of looking at themselves. 3 Reasons Your Sales Managers Aren’t Coaching Their Reps. Driving sales focus on high gain activities.
Medical Device Success
SEPTEMBER 17, 2020
Reading time: 2 – 3 minutes Kelly Clark and Relentless Recruiting conducted a survey with 60 life science executives and sales executives to better understand if there is an overall recruiting and hiring issue in obtaining Super Star Sales Reps. . How valuable are super stars reps to sales leaders? In this video cast, Kelly Clark and Barry Rogers share the results of the survey and we discuss the implications of these findings for MedTech leaders and sales executives.
The Brooks Group
SEPTEMBER 23, 2014
How to Manage Underperforming Salespeople Who are Close to the Owner. When considering how to deal with underperforming salespeople who are close to the founder, it is important that you make the issue known and begin planning a course of action; otherwise, red circle sales professionals can lead to grave issues. The first step in the process of how to manage the boss's son is making sure that the problem is known to them personally.
Cesare Ferrari
JUNE 17, 2022
As mentioned in this post , I think medical device distributors are not commodities ; on the contrary, they are key assets on which a company’s profitability is built, and this is the essence of medical device distributor management. 2 Provide adequate sales support.
Integrity Solutions
DECEMBER 13, 2019
Sales organizations that are not only meeting but surpassing their annual goals are relentlessly focused on two core principles: purpose and values. Sales teams now have more technology than ever to support their efforts. Sales Success is Built on Purpose.
Medical Device Success
APRIL 26, 2020
We discuss what may change in the sales process. The post Episode 6 – Selling in a Covid-19 World – New Sales Practices appeared first on Medical Device Success - Ideas You Can Put To Work Today! We discuss what may change in the sales process. Reading time: 2 – 3 minutes The Medical Device Success podcast series has been downloaded in 65 countries! This was an eye-opening discovery when I was poking around my download statistics.
Integrity Solutions
DECEMBER 13, 2019
Sales organizations that are not only meeting but surpassing their annual goals are relentlessly focused on two core principles: purpose and values. Sales teams now have more technology than ever to support their efforts. Sales Success is Built on Purpose.
Medical Device Success
APRIL 19, 2020
Marketing Marketing Management Medical Device Marketing Medical Device Sales Sales Sales Management Medical device sales medical devices Virtual PowerPointReading time: 3 – 5 minutes The response to the last podcast about the future of the medical device industry in the Covid era was immense! Thank you! Is a Virtual PowerPoint presentation the same as a face to face PowerPoint? No way.
Medical Device Success
APRIL 12, 2020
I am a marketing and sales guy. And, marketing and sales personalities are typically optimistic. Finally, I share my predictions as to the economic recovery, the impact on medical device business and how marketing and sales will change. I am a marketing and sales guy. And, marketing and sales personalities are typically optimistic. Reading time: 2 – 3 minutes Let me start out by saying that I am biased.
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