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Categories: Adoption and Reinforcement  |  Front-line Managers

Accelerating Adoption: Tips for Front-line Managers

Let’s face it, the role of the front-line manager is not easy. They are responsible for salespeople, managing pipeline, interacting with other departments and ensuring that both they and their team are delivering on the expected results. It can be a lot to handle. When it comes to accelerating adoption of a sales initiative, one of the most important roles the front-line managers plays is to reinforce training concepts and skills in a seller's day-to-day activities. The front-line manager is a sales leader's "boots on the ground", helping to facilitate, inspire, coach and provide reinforcement. 

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Categories: Front-line Managers  |  Sales Transformation

Training For Managers: Providing The "How" To Improve Sales Performance

There's no time to waste in a sales organization. When you break a quarter down, there are a little more than 60 business days that can equate to selling days. Top leaders focus on (1) where they can deliver the most value to their sales teams during that short window of time and (2) how they can ensure everyone spends as much time possible on high-value selling activities. It's not enough to tell your managers what to do, you need to enable them with how to do it. One of the fastest ways you can provide impact as a sales executive is to provide processes, content and tools to help your managers succeed and improve sales performance. Here are some key steps to take:

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Digging Deep Creating the Right Questions Flow for Effective Discovery

Enable your sales team to uncover business pain.

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Categories: Front-line Managers

How to Lessen the Burden on Your Front-Line Managers

The Force Management team is passionate about enabling managers. I solicit content ideas repeatedly from our sales experts and the number one topic they always send back my way is manager enablement. The reason why? They see that challenge consistently in the marketplace. Too often, organizations align the executive team and then roll out initiatives at the rep level without investing in the managers.

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Categories: Adoption and Reinforcement  |  Front-line Managers  |  Sales Transformation

The Five Things You Don't Want to Shortchange if You Want to Be an Elite Sales Organization

There’s one thing elite sales organizations know. There are no shortcuts to success. If you don’t build the foundation for growth, you’ll struggle with the key tenets of a high-performing sales organization, which include: The ability to enable reps to be relevant and compelling at the customer-level Established cross-functional alignment that ensures everyone knows who does what and when Developed management cadence to accurately predict revenue and consistently achieve your number Build a process and tools so your managers can own their talent – hiring, retaining and coaching top salespeople to success.

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Categories: B2B Buyer  |  Front-line Managers

Key Focus Areas for Accelerating Growth

There’s not a sales leader out there who isn’t trying to accelerate growth. Even if you are working at a company that’s killing it in the marketplace, there’s a moment where that growth will stall and perhaps decline. How can you work to ensure that you are able to maintain your growth rate over time?

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Categories: Adoption and Reinforcement  |  Front-line Managers

How to Enable Your Sales Managers

When it comes to running a sales organization, no one can afford to waste time. High-performing leaders focus on where they can deliver the most value to their sales reps before, during, and after sales activities. One of the fastest ways you can provide impact as a sales executive is to provide processes, content and tools to help your managers succeed. 

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