Contrarian Sales Techniques

NOVEMBER 8, 2024

Why Every Sales Manager Needs a Development Plan Feeling like your career’s on autopilot, just cruising along? But here’s the truth: If you’re serious about becoming a stronger sales leader, you need a map—a plan that keeps you moving toward your big goals. It’s like GPS for your growth as a sales manager.

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Sales Management Management Sales Sales Strategy 52

Spotio

DECEMBER 5, 2022

It doesn’t matter what industry you’re focused on – If you want your field sales team to succeed, you need to exhibit strong field sales management skills. Few people understand the complexities of the field sales process. Challenges in Field Sales Management. Monitoring Sales Rep Activity.

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Sales Management Sales Management Sales Strategy 52

The Brooks Group

MARCH 22, 2020

Virtual Sales Management. In our new normal of Zoom calls and Slack messages, sales managers are grappling with an essential truth: How do I keep my now-remote employees productive and engaged? 5 Virtual Sales Management Best Practices. 5 Virtual Sales Management Best Practices.

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Management Sales Sales Management Training 105

PharmExec

APRIL 22, 2024

In an interview with Pharm Exec Associate Editor Don Tracy, Alessandro Zannini, Global After-Sales Manager, Stevanato Group discusses the benefits of generative artificial intelligence.

Sales Management 52

Sales Management Management Sales 52

Spotio

JANUARY 15, 2023

In most verticals, competition is at an all-time high, and top sales organizations are looking to get the most value from their teams. Effective sales territory management ensures that each outside sales rep is focused on the activities that will have the most impact. What is Sales Territory Management?

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Sales territory Management Sales Prospecting 98

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

The Brooks Group

JANUARY 13, 2020

How you manage your lowest performing sales team members has a significant impact on the overall effectiveness of your sales organization. Sales managers often wonder where they should spend their coaching time. Here are 9 ways to help low performers win more deals and better meet their goals.

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Sales Management Training Sales process 87

Integrity Solutions

JUNE 14, 2021

Particularly when it comes to sales, coaches help reps move past their mental boundaries and perform at higher levels than they even realized were possible for them. They gravitate to levels of productivity they think their manager will accept, and soon enough, those levels become fixed beliefs and habits. This isn’t news.

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Sales Sales Management Management Training 104

MedReps

JUNE 20, 2022

In order to achieve the goals described in the quote above, you need to manage your remote sales team incredibly effectively. Although doing this remotely, instead of having all of your virtual sales team members in the same office, can be tricky, managing them and keeping them on track to meet their goals is completely doable.

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Management Sales Product sample Medical 88

Integrity Solutions

DECEMBER 15, 2020

In the world of sales, coaching is seen as critical for driving growth and developing excellence within sales teams. What’s more, sales managers who coach, and especially those who are effective at it and coach consistently, see measurable performance increases with their teams. The Sales Coaching Paradox.

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Sales Sales Management Management CRM 90

Spotio

DECEMBER 6, 2022

Since the dawn of time, getting sales reps to better organize and manage their days has been plaguing teams from reaching optimum efficiency. In addition to what you should be doing, sales time management often comes down to what you shouldn’t be doing. Manage Your Inbox. Learn to Say No. Dial in The Process.

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Sales Management Prospecting Leads 97

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? In successful sales cultures, managers are committed to coaching and growing both the skillsets and mindsets of their reps.

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Sales Sales Management Management Training 88

Medical Device Success

AUGUST 9, 2020

Part 1 – A Guide to Medical Marketers (Sales management should pay attention too!). Part 1 – A Guide to Medical Marketers (Sales management should pay attention too!). And, we discuss the cost issues. Some societies are charging crazy virtual exhibiting fees. Finally, we look at future trade show models.

Medical 100

Medical Marketing Sales Management Doctors 100

PharmaTech

OCTOBER 9, 2024

Zaim Gashi, area sales manager of Steriline, discussed the evolution of aseptic processing equipment in line with current regulatory requirements at CPHI Milan.

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Sales Management Sales Management 69

Spotio

OCTOBER 5, 2023

A mobile CRM is any customer relationship management (CRM) tool used on a mobile device. It allows field sales professionals to access key data from outside the office. Get your field sales team a mobile CRM. More Clarity For Sales Managers Mobile CRMs aren’t just for sales reps. What Is A Mobile CRM?

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CRM Sales Management Sales Management 52

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.

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Management Sales Sales Management Training 52

Medical Device Success

JUNE 21, 2020

I am looking for 10 to 15 medical device sales managers to participate in a beta project related to a professional community. This beta project is about a real community where you get to know other sales executives, share ideas, solve problems, enhance your skills and grow professionally. What can you do to fireproof yourself?

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Sales Sales Management Medical Management 100

Integrity Solutions

JULY 22, 2021

When your people feel understood and appreciated, they will be intensely loyal to the manager who has demonstrated care and interest in their development. Studies from the Sales Executive Council, Gallup Research and Harvard Business Review has shown that employees who have had manager coaching: ? hours per manager per week.

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Sales Sales Management Management Sales goal 103

Spotio

JULY 27, 2023

One of the biggest challenges in field sales management is that most of the sales process happens outside the office, beyond the view of sales managers. So when sales revenue is lagging, or deals are slow to close, it can be difficult to understand what’s causing those problems.

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Management Sales Sales territory CRM 52

Integrity Solutions

JUNE 18, 2021

Salespeople who receive consistent sales coaching outperform their peers and hit their quotas much more often, are more engaged, apply more discretionary effort and stay with their organizations longer. The Link Between Coaching Skills For Sales Leaders and Sales Coaching Maturity.

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Sales Sales Management Management Training 96

Spotio

JANUARY 16, 2024

In the fast-paced arena of field sales, the demand for cutting-edge and productive account management tools is at an all-time high. With our latest features, SPOTIO is redefining field sales account management. Traditional methods often fall short in addressing the complex needs of modern sales teams.

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Management Sales Sales territory B2B Sales 52

Spotio

DECEMBER 29, 2022

Sales pipeline management is extremely important. Manage your pipeline correctly and your reps will connect with more prospects and close more deals. But here’s the thing: managing one’s pipeline is anything but easy. What is a sales pipeline? Why is Sales Pipeline Management Important?

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Sales pipeline Management Sales Prospecting 52

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.

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Sales Sales Management Training Management 114

Integrity Solutions

MAY 12, 2020

When we say ‘sales enablement’, many people immediately think of tools: technology, data, research, marketing content, product information and other elements that help sales get closer to the client. Those tools, along with things like managing activities, processes and training, are all part of it.

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Sales Sales Management Management Training 120

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.

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Recruitment Sales Sales Management Management 128

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?

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Management Sales Competition Sales process 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.

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Healthcare Sales Sales Healthcare Healthcare 108

Storyvine

FEBRUARY 2, 2023

Reach out to Rich Ryan, Sales Manager - Healthcare: , Rich@Storyvine.com or 720-449-7077 *111. Get started now with our Healthcare subscription, which includes PHI protection, an approval system, and customizable workflow. Please allow 3-6 months lead time ahead of the event. Interested?

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Doctors Sales Management Media Competition 94

MaBiCo

JULY 10, 2024

Sales Manager’s Role: Sales managers play a pivotal role in candidate selection since they are responsible for evaluating potential hires and making informed decisions about who joins the sales team. Therefore, the quality of the management matters a lot. Second-rate people hire third-rate people”.

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Medical sales reps Recruitment Medical sales Sales 96

Spotio

SEPTEMBER 12, 2023

There are few things in sales more important than the sales pipeline. Manage it correctly and your team will close deals consistently. Fortunately, there are plenty of sales pipeline management tools out there to help you in this regard. What is Sales Pipeline Management Software?

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Sales pipeline Management Sales CRM 52

Spotio

JANUARY 24, 2023

Ask any sales manager what their biggest frustration is, and they’ll invariably refer to the sales reps who fail to follow up with leads. Even though sales reps know how important it is to follow up, most of them find it’s a turn-off. It’s a huge pain point.

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Sales Management Prospecting CRM 52

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.

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Healthcare Sales Sales Healthcare Healthcare 93

Quantified

SEPTEMBER 12, 2023

Most sales managers have a considerable number of tools at their disposal designed to help predict customer behavior, automate sales processes, and improve overall conversion rates. However, although nearly 93% of sales leaders believe sales coaching positively impacts performance, only 34.8%

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Sales Sales Management Management Training 52

Quantified

MAY 2, 2024

In response, forward-thinking corporate decision-makers nationwide are turning to cutting-edge pharma sales AI training to optimize the impact of every human interaction. How Artificial Intelligence Amplifies the Benefits of Pharma Rep Role-Play The role of the pharma sales rep is clearly evolving. That’s a lot of information.

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Training Sales Pharma Sales Management 52

Cesare Ferrari

AUGUST 24, 2023

Already, some sales managers think that international selling is challenging, while others think it is somewhat easy. However, most who have tried it, see international sales as simply different and no more demanding than selling in the home market. What is the culture of a country?

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Sales Medical Sales Management Management 52

Integrity Solutions

SEPTEMBER 23, 2024

There’s one final, critical success factor in this equation and it’s another one that often gets overlooked: the role of the manager. Managers play a critical role in coaching their reps in order to develop their potential to execute those conversations with confidence.

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