Categories: Front-line Managers | Sales Coaching Tools
Your front-line managers can be one of the most valuable assets for any sales organization. Top sales leaders should always be looking for ways to support and enable these critical team players. Our own Paddy Mac (In official terms, Force Management’s Senior Director of Consulting and Facilitation Patrick McLoughlin) is loud and proud when it comes to enabling managers. You may have caught his “Manager Thought of the Day” on his LinkedIn. It’s a great list so we’re sharing it with you here.
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Categories: Front-line Managers | Sales Leadership
You may know the reason why a specific deal was won or lost, but can you and your account teams reverse engineer that process to improve results on the next deal? Is your team currently leveraging those insights to repeat successes and avoid known setbacks? Don’t scream at the scoreboard, or just tell your people what to do. Help your managers provide the how. Define exactly what’s working and what isn’t so you can focus on the best opportunities to support your salespeople in improving win rates. First, you need to equip your managers to get beyond the data of why deals are won and lost.
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Categories: Front-line Managers | Sales Coaching Tools
One of the key ways sales leaders can improve sales performance is by helping their managers coach their teams. Ensure your managers are spending the right amount of time coaching the right people all while taking into account their skills and level of motivation. A Skill/Will matrix can help your front-line sales managers account for differences on their team and coach individuals to success. We cover this matrix and how to use it in a special series on The Audible-Ready Sales Podcast.
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Categories: Front-line Managers | Sales Kickoff | Sales Messaging | Sales Process
Cracking into new accounts is the top challenge of sales leaders in the current environment. Sales Mastery just released new data after asking 200+ sales leaders for their top sales objective moving forward. While new accounts topped the list, selling more in existing accounts, optimizing lead generation and conversion, and decreasing churn rounded out the top challenges for sales leaders and managers. as they plan to hit their numbers in 2020. At the same time, these challenges are driving key sales enablement priorities. Below are the top three sales enablement initiatives CROs are using to move the needle, according to Sales Mastery, and how to use them to right the course in your sales organization.
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Categories: Company Alignment | Front-line Managers | Sales Messaging
If you're a sales leader, it can be helpful to hear from others in your role to know how they’re dealing with similar challenges and where they’re finding success. We recently talked sales challenges with a group of sales leaders in the high-tech industry, as part of an event with Modern Sales Pros. The organization leads several peer-to-peer discussions and virtual events throughout the year. Not surprisingly, other company leaders are focusing on improving their organization’s ability to compete and perform. Here were our top three takeaways from the conversation:
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Categories: Buyer Alignment | Company Alignment | Front-line Managers
The main goal right now for many organizations, including Force Management, is to effectively lead through the turnaround while supporting customers, employees and communities in the best way possible. That’s why we wanted to share some of the insights in this recent article by McKinsey & Company on how marketing and sales leaders can shape the next normal.
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