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? But here’s what it’s not: It’s not managing disguised as coaching. It’s about opportunity reviews and activity management.

Sales 221

Sales Sales Management Management Training 221

Integrity Solutions

JANUARY 28, 2021

This ramp-up time can vary depending on industry and the complexity of the sale, but as an example, at an SaaS company it can take between 12 and 18 months before the company breaks even on the new sales hire. In the meantime, the sales manager has to invest time in helping that new hire get ramped up.

Sales 287

Sales Sales Management Training Management 287

Integrity Solutions

DECEMBER 31, 2018

One way we do that is through our blog , podcast series , videos and research-based content. So here is a look back at just some of what we have seen and been told resonated most this year that could help you have your best 2019: Ethical sales cultures have always been central to everything we teach about selling.

Sales Management 114

Sales Management Sales Ethics Management 114

The Brooks Group

DECEMBER 4, 2017

Make the most of any downtime your team has this month to focus on improving sales effectiveness to hit the ground running in the New Year. We’ve rounded up the top 10 most popular posts from The Sales Leader blog in 2017 to give you a place to start when you’re looking to improve your team’s performance.

Sales 61

Sales Prospecting Sales Management Sales territory 61

Integrity Solutions

JANUARY 29, 2019

Our research revealed a few reasons: Lack of senior executive sponsorship : “Managers not held accountable for coaching” was one of the top obstacles to providing more coaching. Sales managers’ perspectives : “Managers are too busy” (67%) and “Managers don’t know how to coach” (55%) were other top obstacles.

Sales 192

Sales Sales Management Management Product Knowledge 192

Integrity Solutions

MARCH 18, 2021

Effective sales recruiting strategies start with a well-defined Sales Success Profile based on objective performance criteria. As a sales manager, it’s pretty frustrating when you spend a significant amount of time and energy coaching and developing someone only to discover in the end that, well, it’s not you, it’s them.

Recruitment 320

Recruitment Sales Sales Management Management 320

Integrity Solutions

JULY 22, 2021

In a Sales Management Association research report on Hiring Top Sales Management Talent , coaching ability (not surprisingly) ranked among the top 5 competencies companies consider when evaluating a salesperson’s qualifications for a management promotion. So the question becomes – why don’t people coach?

Sales 259

Sales Sales Management Management Sales goal 259

Integrity Solutions

MARCH 6, 2019

Originally published on the SellingPower.com Blog. It happens to nearly every sales manager at some point. That’s where great sales coaches come in. When salespeople don’t think they can do it, sales coaches show them they can. As a sales manager, you have the opportunity to be that person for your salespeople.

Sales Management 142

Sales Management Sales Management Engineering 142

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. This year’s event shed light on some of the more pressing challenges of sales today.

Sales 138

Sales Sales Management CRM Management 138

Integrity Solutions

MAY 12, 2020

The Sales Manager as Coach. According to a study we did with The Sales Management Association, organizations that reported they were effective in coaching outperformed all others in revenue terms by 15%. These kinds of questions are as much for the buyer’s benefit as they are for the salesperson.

Sales 304

Sales Sales Management Management Training 304

Integrity Solutions

NOVEMBER 2, 2018

The three most common SaaS sales challenges can be overcome and lead to breakthrough levels of success. Anyone who’s been in sales will tell you: The job comes with some unique challenges. Another factor is the coaching sales reps get around their beliefs and self-talk. by Boris Zecevic.

Sales 194

Sales Sales Management Training Management 194

Integrity Solutions

MARCH 4, 2020

Originally published as a guest blog contribution for SellingPower.com by Steve Schmidt. As they weigh purchase options and evaluate vendors, B2B buyers expect sales teams and their companies to behave in ethical ways. . Sales managers also need to be able to coach their salespeople to have those customer conversations effectively.

Ethics 167

Ethics Sales Sales Management Training 167

Integrity Solutions

SEPTEMBER 22, 2020

Don’t Forget the Sales Managers. Sales managers may be nervous about how to coach and support their teams, since many of them haven’t done a lot of virtual selling themselves. Companies need to make sure they’re equipping their sales managers to coach effectively for virtual selling.

Healthcare Sales 230

Healthcare Sales Sales Healthcare Healthcare 230

Integrity Solutions

AUGUST 13, 2018

Originally published on The Sales Management Association. Coaching is pivotal to maximizing sales potential. If you’ve been in a sales management position for any length of time, it’s not even news. Use coaching ability as part of their sales manager hiring criteria (+10%). By Mike Esterday.

Sales 122

Sales Sales Management Management Training 122

Medical Device Success

JULY 23, 2013

It is part of the science of selling and sales management. Is there a scientific component to the way your company addresses sales and sales management? It is surprising how many small to medium sized companies do not have any methodology to support their sales efforts. It is part of being methodical.

Sales 100

Sales Sales Management Customer Relationship Management Sales process 100

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. What is the Role of the Sales Manager?

Sales Management 52

Sales Management Management Sales Prospecting 52

Integrity Solutions

NOVEMBER 13, 2020

As we make our way to the end of this incredibly tumultuous and challenging year, sales teams in pharmaceuticals, biotech, medical device and diagnostic companies are looking to find a firm footing and build back sales. Sales managers are key to that.

Healthcare Sales 271

Healthcare Sales Sales Healthcare Healthcare 271

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.

Sales Management 40

Sales Management Management Sales Leads 40

Integrity Solutions

AUGUST 13, 2018

Originally published on The Sales Management Association. Coaching is pivotal to sales success. If you’ve been in a sales management position for any length of time, it’s not even news. In study after study, coaching is shown to play a key role in driving sales performance and revenue achievement.

Sales Management 107

Sales Management Sales Management Training 107

Integrity Solutions

AUGUST 28, 2019

Our research with The Sales Management Association uncovered what leading companies do that drives up to 20% greater sales performance. By connecting knowledge, skills and values in your sales training and coaching efforts, you can empower all of your salespeople to unlock their own personal leverage points of success.

Training 45

Training Sales Sales Management Management 45

Integrity Solutions

MARCH 6, 2019

Originally published on the SellingPower.com Blog. It happens to nearly every sales manager at some point. That’s where great sales coaches come in. When salespeople don’t think they can do it, sales coaches show them they can. As a sales manager, you have the opportunity to be that person for your salespeople.

Sales Management 100

Sales Management Sales Management Engineering 100

Integrity Solutions

JANUARY 15, 2020

In all cases, they’ll need the support of an effective sales manager who’s committed to coaching not just on skills and numbers but also on developing a sales mindset.

Sales 202

Sales Sales Management Management Pharma Rep 202

The Brooks Group

MARCH 22, 2020

Virtual Sales Management. As you are reading this blog, it is our hope that you are both safe and healthy, and also following the guidelines for helping to prevent the spread of the Coronavirus. 5 Virtual Sales Management Best Practices. 5 Virtual Sales Management Best Practices.

Management 105

Management Sales Sales Management Training 105

Integrity Solutions

MAY 2, 2019

As for the inside sales leaders, the challenges identified by the attendees were a little more spread out, but there was a clear winner: Managers don’t know how to properly coach, and they use “no time” as a justification not to coach. 3 Takeaways from the AA-ISP 2019 Leadership Summit.

Sales 182

Sales Training Sales Management Management 182

Medical Device Success

APRIL 26, 2020

Becca Kiel of the Bichsel Medical Marketing Group joins me to share some insights she gathered while researching the subject for a blog post. We discuss what may change in the sales process. BMMG video blog “The Art of Hosting Virtual Meetings” link . We discuss what may change in the sales process. Comments welcome!

Sales 100

Sales Sales process Medical Marketing 100

Integrity Solutions

AUGUST 13, 2021

Focus on fostering a culture that supports Emotional and Social Intelligence, since emotional skills are critical to the relationship aspects of sales, service and other functions. A Sales Coaching Model That Expands Belief Boundaries.

Sales 269

Sales Management Sales Management Training 269

Integrity Solutions

SEPTEMBER 13, 2018

It’s like they’re not hearing you during sales coaching sessions. If you’re a sales manager and coach, then you probably know this feeling. After some training, this sales manager had an epiphany. As a result, she utterly missed connecting with this sales rep in the most effective way.

Sales 145

Sales Sales Management Management Training 145

Integrity Solutions

OCTOBER 30, 2019

An essential component of that strategy is sales managers who are skilled at and committed to regular coaching. It also means you need a well-conceived strategy for continuous learning and development that includes virtual and asynchronous learning tools for reinforcement and to sustain new behaviors.

Training 178

Training Sales Product Knowledge Sales Management 178

Integrity Solutions

JULY 13, 2020

The fact the quota achievement rates are a continual challenge underscores the fact that organizations need to rethink the kind of support they’re providing to their sales teams. Retaining Top Performers.

Sales 257

Sales Training Sales process Competition 257

Medical Device Success

AUGUST 20, 2013

This blog post started with a call from a past client. A non-sales executive manages this salesperson. When I say “non-sales” executive, I mean an executive that does not have professional sales management training and experience. However, it is a fact of business life.

Sales 100

Sales Sales Management Management Medical 100

Integrity Solutions

FEBRUARY 15, 2020

There’s nothing quite like the feeling of accomplishment that comes off of a great year in sales. But then you realize that your sales manager is going to expect an even more spectacular year from you next year. Hitting that aggressive goal, or maybe even surpassing it — it’s exhilarating.

Sales 258

Sales Sales process Sales Management Education 258

Integrity Solutions

DECEMBER 14, 2018

Why a “healthy” sales pipeline isn’t always what it seems. And specific questions sales leaders should ask to get a more realistic view of what’s really going on. Originally contributed as a guest blog to SalesPop.net. By Bruce Wedderburn.

Sales pipeline 164

Sales pipeline Sales Sales process Training 164

Integrity Solutions

DECEMBER 18, 2019

Similarly, sales managers who take an honest assessment of the four areas above will be able to take steps to fully leverage the sales enablement investment and translate it into winning sales performance.

Sales 146

Sales Training Sales Management Management 146

Integrity Solutions

JULY 11, 2018

Mid-year is a good time to take stock and assess where you are in your progress to goals as well as how you feel about your performance to date, your motivation and engagement levels, and the efficiency of your operations. Here are 3 action steps you can take to make sure you’re well positioned for the remainder of the year.

Sales 120

Sales Sales Management Sales goal Product Knowledge 120

Integrity Solutions

JANUARY 6, 2021

While the salesperson has to have a strong belief in his or her own abilities, the manager’s belief in the person is also pivotal, because when they see potential, a promising salesperson will rise to the occasion. Most sales managers will tell you that they agree coaching is an important factor in a salesperson’s performance.

Sales 193

Sales Training Management Sales Management 193

CloserIQ

SEPTEMBER 11, 2018

If you want to bring sales enablement best practices into your organization, this is the right time to do it. A sales rep consistently exceeds quota, but when they’re promoted to a role in sales management, they flounder. The same goes for sales enablement. Click here for your free sales hiring interview rubric.

Recruitment 95

Recruitment Sales Sales Management Sales pipeline 95

The Brooks Group

APRIL 9, 2019

Follow these 7 secrets to make your transition as successful as possible and solidify not only your legacy, but lasting sales performance improvement for your organization. The first thing you must do as the newly appointed sales leader or sales manager is to understand exactly what is expected of you. download.

Sales 75

Sales Sales process Sales Management Management 75