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.

Sales 225

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

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

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

APRIL 19, 2019

The managers’ expectations about what the person can accomplish then become fixed, creating a reinforcing loop of mediocrity. This is why it’s so critical that sales managers are not only consistently and effectively coaching their teams but that they expect and believe their people can continually achieve more.

Sales Management 216

Sales Management Management Sales 216

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

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

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. Don’t be That Boss! Be That Coach!

Sales 240

Sales Sales Management Management Training 240

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

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 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

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

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

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

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

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

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 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

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

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. Many don’t have endless hours to devote to mentorship.

Sales Management 52

Sales Management Sales Management Training 52

Integrity Solutions

MARCH 6, 2019

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. By Mike Fisher.

Sales Management 142

Sales Management Sales Management Engineering 142

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

SEPTEMBER 23, 2024

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 253

Sales Training Management Sales Management 253

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 reps 202

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

Integrity Solutions

DECEMBER 31, 2018

For the 2nd year in a row we conducted original research in partnership with The Sales Management Association. Our focus was on understanding the gaps between organizations committed to sales coaching and those that still have yet to systematically and culturally adopt it.

Sales Management 114

Sales Management Sales Ethics Management 114

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.

Sales 92

Sales Management Sales Management Sales territory 92

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

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

MARCH 4, 2020

Sales managers also need to be able to coach their salespeople to have those customer conversations effectively. Your sales team’s ability to meet the customer’s perception of sales ethics will depend on .

Ethics 167

Ethics Sales Sales Management Training 167

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

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

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.

Sales 105

Sales Management Sales Management Training 105

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.

Sales Management 69

Sales Management Sales Management 69

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

JULY 7, 2022

For sales performance and productivity to improve you need flexibility to coach to the individual while following some specific steps. Many sales managers are formerly successful individual sales contributors that simply don’t know what to do. It will increase revenue and productivity and reduce costly turnover.

Sales 45

Sales Sales Management Management Sales Strategy 45