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 225

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? Some things need to be conveyed by those in charge so important questions can be answered.

Sales Management 85

Sales Management Sales Management Medical sales 85

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.

Sales 221

Sales Sales Management Management Training 221

Integrity Solutions

APRIL 19, 2019

Across the board, in numerous organizations, people are producing almost exactly what managers or leaders expect them to produce. They gravitate to levels of productivity that they think their manager will accept. Sales Coaching Tips to Raise Expectations and Beliefs. People fall into ruts and habits.

Sales Management 216

Sales Management Management Sales 216

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

Spotio

FEBRUARY 25, 2025

Hiring a Sales Manager? Start Here A great sales manager can make or break your sales team. The right leader will drive revenue growth, coach reps to exceed targets, and create a thriving sales culture. Personal Interview Questions for Sales Managers Can you tell me a little bit about yourself?

Sales Management 59

Sales Management Management Sales Training 59

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 259

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.

Sales 240

Sales Sales Management Management Training 240

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

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 304

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

NOVEMBER 12, 2019

We joined two hundred senior sales leaders gathered last month in Atlanta for the Sales Management Association (SMA) Conference to explore emerging trends and research affecting all facets of the sales organization. This year’s event shed light on some of the more pressing challenges of sales today.

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Sales Sales Management CRM Management 138

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

Spotio

AUGUST 4, 2024

Let’s be honest, managing a high-performance sales team is hard. Especially when you consider that 91% of sales reps missed their sales quotas last year. The average annual turnover rate for sales teams is a whopping 35%. No wonder upper management is always trying to raise sales quotas.

Sales 98

Sales Management Sales Management Training 98

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

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.

Sales Management 52

Sales Management Management Sales 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.

Management 105

Management Sales Sales Management Training 105

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.

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Sales Sales Management Management Training 122

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.

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Sales Sales Management Training Management 194

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

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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Sales Training Management Sales Management 253

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

Integrity Solutions

AUGUST 28, 2019

You’re losing out on sales revenue, of course, but also think about the other costs: engagement, morale, turnover , manager productivity and focus, market position and possibly long-term organizational viability. If 80% aren’t selling at their full potential, it’s clearly costing your organization.

Training 45

Training Sales Sales Management Management 45

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

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

Evolve Your Success

NOVEMBER 13, 2024

Join me for a fascinating conversation with Greg Olson, a seasoned expert from Medtronic, as we uncover the intricate world of medical sales, specifically focusing on cardiac rhythm management (CRM). I’m a senior district service manager. And so, as a service manager, I am almost a daily operations manager.

Management 130

Management Medical sales Sales Medical 130

Integrity Solutions

JANUARY 15, 2020

To get those numbers where they need to be, managers typically focus on sales activity levels. The reason managing activities and numbers doesn’t solve the problem is simple: These areas fall within the realm of “skillset,” and while skills matter, sales success is very much also a factor of mindset —of will.

Sales 202

Sales Sales Management Management Pharma Rep 202

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

Integrity Solutions

MARCH 6, 2019

It happens to nearly every sales manager at some point. As their manager, you start to wonder, Is that all there is? A manager sets a goal that’s beyond anything a salesperson has achieved in the past, and they tell themselves, “No way – I can’t do that.”. That’s where great sales coaches come in.

Sales Management 142

Sales Management Sales Management Engineering 142

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.

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Sales Training Sales Management Management 182

Integrity Solutions

NOVEMBER 29, 2022

For the metrics to give you a full picture of what’s going on, you need to make sure everyone who would benefit from having a common language around account management, strategy and behaviors is included in the sales training efforts. Lastly, there are two additional important questions every sales leader needs to ask.

Training 216

Training Sales Sales Management Management 216

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 Sales process Training 87

Integrity Solutions

AUGUST 13, 2021

Another way successful team coaches use EQ to improve coaching results is by aligning behavior, culture and strategy in the way they manage team conversations. A Sales Coaching Model That Expands Belief Boundaries. For example, they: Emphasize strengths, not shortcomings.

Sales 269

Sales Management Sales Management Training 269

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.

Sales 88

Sales Management Product sample Medical 88

Integrity Solutions

MAY 1, 2023

Being able to navigate relationships and social networks, influence people and manage your own emotions will have a direct impact on your productivity and sales success. Self Management Once you have awareness, regulation of your emotions is the next step in emotional intelligence. And it’s worth the effort.

Sales 215

Sales Training Management Relationship management 215

Integrity Solutions

NOVEMBER 14, 2018

Many managers who say they understand the value of coaching still manage to find other things to do instead. But even for those managers who do coach their employees, the questions remain: Is it effective? One of the biggest problems is actually one of the most basic: Managers simply don’t know what it means to coach.

Management 179

Management Sales Sales Management 179