It doesn’t take long for a first time sales manager to realize they’re playing a whole new ballgame, which is why they need a new rulebook.
Just because you have an impeccable driving record doesn’t mean you can get under the hood and figure out the intricacies of the motor. But that’s exactly what you’re asking of a first time sales manager. He or she has excelled at their original responsibilities, but without the proper training, they’ll find it difficult to handle an entire team. Norman Behar offers the tools they’ll need to succeed in this post at Selling Power.
You can have all the systems and safeguards in place, but in order to truly embrace this shift, you need a customer-centric staff.
If it doesn’t go without saying that you should be focused on your customers first and foremost, it ought to. But even if you have the best intentions, you might not be sure exactly how to put them into practice. As Rob Markey points out in this post at Net Promoter System, it starts with a customer-centric staff.
Whether you’re starting from scratch or looking to inject a little life with a few new ideas, this new ebook on sales management from Lattice has it all.
If you want to be the best leader you can for your sales team, you’ve got to keep up with the times. With strategies, tactics, and styles in constant turnover, it’s more important than ever that you monitor the pulse of sales management developments across the industry. Lucky for you, Lattice consulted with an array of experts and put all their insights into this new ebook.
Whether it’s the calm before the storm or a flurry of activity, pre-call sales rituals have an enormous impact on your conversations.
Every sales person will take their own approach, but those last few minutes before a call have to be filled somehow. Trusted pre-call sales rituals can be an enormous help to nervous newbies and validated veterans alike. Salesforce sat down with 5 sales experts, and Matt Wesson shares each of their processes in this post.
You wouldn’t be the first sales rep to be blinded by the lure of a signed contract, but being able to recognize a poor prospect can save you a big headache.
In retrospect, there are always warning signs. When a deal falls apart or when a prospect proves to be a terrible fit after the paperwork has been signed, you can look back and see that things were wrong all along. In this post at A Sales Guy, Keenan 411 lays out signals that will help you recognize a poor prospect.
As distractions pile up, it’s easy for sales manager priorities to pull away from what’s truly important – new sales.
How are you going to generate new sales if you’re constantly focused on operations, committee meetings and customer service? A lot of great business falling right in your lap would certainly help, but that seems unlikely. With executive leadership stretching them too thin, it’s impossible for sales manager priorities to remain where they belong, says Mike Weinberg in this post at The New Sales Coach.
One of the most important things a sales manager can do for their team is help to develop a thorough and actionable sales deal strategy.
Do you think Peyton Manning ever steps foot on the field without a detailed gameplan? Heck, he likely has one for the fake games he does in SNL sketches. Much of his incredibly successful career (minus this last Super Bowl) is owed to his diligent preparation. As a sales manager, you can set your team up for big wins by teaching them the 3 steps towards an effective sales deal strategy, which George de los Reyes lays out in this post at Sales Benchmark Index.
A user’s devotion to you isn’t a qualitative measurement. In order to increase customer loyalty, it’s important to know where people stand in these 5 key areas.
You might think that loyalty is abstract. After all, your dog seems pretty loyal, but you it’s not like you tally how often he prefers playing with you to chasing squirrels. If you want to increase customer loyalty, you can’t simply go off of feel and offhand observations. As Joanna Lord explains in this post at ExactTarget, there are key metrics to track that can help you keep users coming back.