Spotio

JUNE 13, 2023

At the end of every month, sales managers may be asking themselves a single question: Why is my sales team falling short of their selling quota? Sales metrics might answer that question, but too often, sales managers look at metrics that are outside of their control. What is Sales Activity Management?

Sales 92

Sales Management Sales Management Sales territory 92

Integrity Solutions

SEPTEMBER 23, 2024

Effective sales enablement strategies are intended to provide salespeople with the support they need to address critical sales goals, from converting more prospects and increasing win rates and deal size to shortening the sales cycle, strengthening customer relationships and achieving revenue targets.

Sales 253

Sales Training Management Sales Management 253

MedReps

JUNE 12, 2023

However, these things can only be achieved when the medical sales representatives hear particular information from the company’s leaders, rather than their sales managers. So, what exactly do sales reps need to hear from leaders? These goals need to be shared by company leaders.

Sales Management 85

Sales Management Sales Management Medical sales 85

Sales Talent

JULY 16, 2020

Don’t leave the hiring manager wondering if you also fail to follow up with customers and prospects. We would be surprised if that figure wasn’t higher with B2B sales leaders. A short, sweet “Thank you” email fits situations where the hiring manager expressed their desire to move forward, and you are the clear front runner.

B2B Sales 162

B2B Sales Sales Prospecting Management 162

Medical Device Success

SEPTEMBER 2, 2013

If you are a medical device sales manager, are you getting the most out of your team? A Sales Plan is a good start. The Sales Plan should consist of the following: Four Month Sales Goal by Key Products: Product Category One Touch Cure-All. Monthly Sales Goal by Total Revenue per Month: September.

Sales 100

Sales Sales goal Sales Management Doctors 100

Integrity Solutions

JULY 13, 2020

Sales Quota Achievement. Research consistently shows that more than half of sales representatives are expected to fall short of their quota each year. When salespeople fail to meet their sales goals, it’s the result of a series of unproductive actions occurring throughout the pipeline. Retaining Top Performers.

Sales 257

Sales Training Sales process Competition 257

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

MaBiCo

NOVEMBER 23, 2017

Vacancy Management for Pharmaceuticals. Coping with sales force attrition and its effects is a major challenge for many pharmaceutical companies in Greece and in Europe. Even in the face of recession effective sales reps move from one company to another in hopes of a better salary, improved work environment and better prospects.

Management 52

Management Pharmaceutical Sales Sales goal 52

Integrity Solutions

APRIL 20, 2023

To foster that kind of excellence, leaders may set ambitious goals for their team members, offer them training or “stretch assignments” and tell them what they need to do to get to that next level. How Fear of Failure in Sales Impacts Success Particularly over the past few years, the sales role hasn’t been an easy one.

Sales 181

Sales Management Training Sales goal 181

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

MedReps

NOVEMBER 8, 2022

When it comes to medical sales, there’s one place every sales rep wants to go: up. They envision themselves as the leader of their team, the manager in charge of the whole sales group or even the company’s CEO. Volunteer for Extra Tasks to Develop You Medical Sales Career. Meet Those Sales Goals.

Medical sales 78

Medical sales Sales Medical Medical sales reps 78

Spotio

JUNE 30, 2022

A territory sales manager is an individual contributor that executes the sales process for an organization in a defined geographic area (or territory). They’re required to develop effective sales strategies, meet territory sales quotas, and maintain excellent customer relationships.

Sales Management 52

Sales Management Management Sales Prospecting 52

Spotio

OCTOBER 7, 2023

If you’re a sales manager, you must dedicate yourself to sales performance management. As we’ve discussed, sales performance management is “A data-driven approach to planning, managing, and analyzing your company’s sales performance.” And how are they all performing?

Management 52

Management Sales Sales process Competition 52

MedReps

NOVEMBER 7, 2022

Every medical sales team needs a good leader. These leaders are not only in charge of the team, helping their employees meet their sales goals and putting together effective sales pitches, but they also work as a liaison between upper management and the sales representatives. Follow a Clear Strategy.

Medical sales 82

Medical sales Sales Medical Sales pitches 82

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

Quantified

JUNE 1, 2023

That’s why your top sales reps, the champions of your business, can make terrible managers. As the founder of RevDimensions, LLC a specialty consulting firm that helps SaaS companies grow and optimize their sales teams, Eric Nelson has seen this play out at companies repeatedly. And promoting them can have dire consequences.

Management 52

Management Sales Sales Management Training 52

Spotio

OCTOBER 10, 2022

Since most sales reps already use a mobile phone or tablet to keep in touch with their manager and prospects, it’s easy to install mobile sales apps. Plus, managers have the latest data at their fingertips as real-time field updates keep the sales pipeline in sync with the office. What is a mobile sales tool?

Sales tools 52

Sales tools Sales Management CRM 52

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

Medical Device Success

FEBRUARY 2, 2011

Their planning consisted of who is going, what instruments to ship, scheduling some sales training, hotel arrangements, etc. It did not include setting objectives and goals. Actually, some members of the team were reluctant to take a stand and set a sales goal. Overall sales of $XYZ,000. We changed that.

Sales 100

Sales Sales goal Marketing Leads 100

pharmaphorum

NOVEMBER 9, 2022

.* However, medical innovations over recent decades have significantly improved the length and quality of life for people with the condition, transforming what was once a devastating disease into a condition that can be mostly well-managed. When you manage to treat yourself for the first time, it’s a big milestone.”. References.

Management 98

Management Patients Sales goal Medical 98

The Brooks Group

MARCH 13, 2014

We're constantly being asked by our clients about where sales managers should be spending their time. No matter what one’s position in life may be, whether it’s a CEO, Vice President of Sales, Regional Sales Manager, President of a country or the general of an army, there is one common characteristic.

Sales Management 40

Sales Management Management Sales Regional sales 40

Contrarian Sales Techniques

MAY 1, 2023

In addition, personal development can help you identify and address any personal or professional roadblocks that may be holding you back from achieving your sales goals. By taking a proactive approach to self-improvement, you can continually improve your skills, knowledge, and mindset to become a better sales professional.

Sales 52

Sales Sales goal Prospecting Management 52

Spotio

OCTOBER 26, 2023

Field sales managers have a lot of responsibilities. They have to devise sales strategies, cut and assign territories, motivate their reps, analyze sales metrics, generate reports for company leadership teams… The list goes on and on. Rep satisfaction Finally, sales coaching platforms lead to rep satisfaction.

Sales Management 52

Sales Management Sales Management Training 52

Medical Sales News

OCTOBER 12, 2021

With hiring managers skimming through many resumes, using powerful words can bring your experience to life, quickly illustrate your skills and qualifications, and allow you to stand out from the pile of applicants. The following are a list of words from A to Z you can use in your medical sales resume. D: direct, directive.

Medical sales 52

Medical sales Sales Medical Interpersonal Skills 52

The Brooks Group

OCTOBER 28, 2019

Effective sales funnel management is a key tool in optimizing your sales team’s performance. A well-managed sales funnel will move prospects through the sales process faster, reduce unnecessary losses, and help your team win more deals. What is a Sales Funnel?

Sales 40

Sales Management Sales process Prospecting 40

The Brooks Group

JUNE 19, 2018

Managing a remote sales team used to be a situation faced only by sales leaders at large multinational corporations. Today, more and more sales managers and sales leaders are charged with leading geographically dispersed teams. Your Annual Sales Meeting is key for building team spirit and collaboration.)

Management 40

Management Sales Sales Management Training 40

Integrity Solutions

APRIL 8, 2024

These interventions typically emphasize sales tactics, activities and other techniques for hunkering down and finding new strategies of outreach to help the rep regain momentum. Unfortunately, managers and salespeople alike usually end up frustrated when the needle still won’t seem to budge.

Sales 176

Sales Training Product Knowledge Management 176

MedReps

FEBRUARY 20, 2023

It’s the job of your managers to keep you from being in this constant state of panic, and if you express your frustration, only to find that they do nothing, then it’s time to move on. 4) You Don’t Get Along with Your Managers When it comes to management, there needs to be a level of mutual respect involved.

Medical sales 81

Medical sales Sales Medical Sales goal 81

Integrity Solutions

NOVEMBER 1, 2023

Focusing on smaller accomplishments can bolster positive feelings, motivating us to take on larger goals. The point of setting sales goals isn’t just to set out a target; the process should also motivate you to make progress toward the target, day in and day out. Reinvigorate or advance a stuck opportunity?

Sales 227

Sales Sales goal Prospecting Training 227

The Brooks Group

SEPTEMBER 18, 2018

Step 1: Take Measure of the Sales Target. Before your rep can begin creating an effective business plan, they need to be comfortable with the sales target you've set for them. Then, meet individually with each salesperson to review their previous performance data, and present them with their new sales quotas. Conclusion.

Sales 79

Sales Sales territory Sales Strategy Sales Management 79

MedReps

AUGUST 30, 2022

After all, your goals won’t plan themselves. Time Management for Your Career Goals. Time management is extremely important. By breaking your workday down into chunks and using a strategy like the Pomodoro method, you can better focus on your goals. Manage Distractions. You have to put in the work.

Medical sales reps 79

Medical sales reps Medical sales Sales Medical 79

MedReps

MARCH 14, 2023

Cover letters are designed to not only get a human resources representative or hiring manager interested in your application, but also to highlight how you’re perfect for the job. If you don’t know the name of the person receiving the letter, it’s fine to use something a little generic, like “company representative” or “hiring manager.”

Medical sales 90

Medical sales Sales Medical Sales goal 90

Contrarian Sales Techniques

FEBRUARY 1, 2023

This article provided several valuable insights that I believe will be extremely beneficial in helping me meet my sales goals. The author emphasized the need for salespeople to understand the unique needs and goals of their clients, and to tailor their approach accordingly.

Sales 52

Sales Sales goal Sales process Competition 52

Integrity Solutions

MAY 13, 2021

No wonder sales managers are worried about whether they have the teams in place to recapture lost ground and take advantage of a rebounding economy. Trust, that building block of relationship sales, comes down to integrity. The buying process has gotten much more complex. Customer expectations are higher than ever.

Ethics 203

Ethics Sales Sales process Training 203

The Brooks Group

MARCH 22, 2019

Leading Indicators Over Lagging Indicators - Focus on “In-Process” measurements like “Appointments Booked”, which allow you to coach your reps while they are working towards their sales goals. Do away with the black and white “End-Process” measurements that don’t foster growth in a sales force and only tell you the end result.

Sales 70

Sales Sales goal Sales territory Leads 70

Integrity Solutions

APRIL 8, 2024

These interventions typically emphasize sales tactics, activities and other techniques for hunkering down and finding new strategies of outreach to help the rep regain momentum. Unfortunately, managers and salespeople alike usually end up frustrated when the needle still won’t seem to budge.

Sales 152

Sales Training Product Knowledge Management 152

Evolve Your Success

JANUARY 31, 2023

We’re not having people achieve their sales goals. From a management perspective, what happens is that you see managers who begin to believe that they can lead their team from behind their desks. Our sales managers are not out in the field working side by side collaboratively with our sales teams.”

Medical sales 162

Medical sales Sales Medical Training 162