Spotio

JULY 7, 2022

Success in sales is all about process. Easier said than done, we know, which is why we want to take a few minutes to talk about sales management software. Keep reading to learn what this software does, why it’s beneficial, specific features to look for, and the best sales management software available.

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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. This is a shame because sales coaching is incredibly beneficial.

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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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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.

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Contrarian Sales Techniques

APRIL 25, 2022

Self-development for sales manager focuses on developing of attitudes, skills and knowledge that help the manager grows personally and professionally. The purpose is to increase your potential for management success, better performance and to take advantage of your growth opportunities. So, let’s start shall we with.

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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?

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Medical Sales Authority

JUNE 21, 2022

In this article we cover the career progression of a medical device sales manager. Related: How To Get Into Medical Device Sales. Is Medical Sales A Stable Career? Yes, medical sales offers a stable career path. The medical device industry has a variety of roles and positions for sales professionals.

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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.

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Quantified

JUNE 28, 2022

Pinpointing the difference between sales managing, training, and coaching can be difficult. Training focuses on a specific set of skills and isn’t necessarily a 1:1 approach between a manager and employee. Finally, sales managing is the management of the day-to-day responsibilities of managing a sales team.

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Quantified

SEPTEMBER 29, 2022

Being a successful sales manager certainly means leading a team that converts many prospects into customers. High-growth organizations understand that sales managers do far more than oversee sales operations. So what roles will you, as a sales manager, need to embody to put your team in the optimal position?

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Integrity Solutions

JUNE 23, 2020

With sales booming, several top salespeople were promoted to manager roles, and the expectations were high. In their new roles as sales managers, these individuals’ success would now depend on how well they could rally their teams. Beyond Management 101, Sales Coaching Builds Company Culture.

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The Brooks Group

MARCH 11, 2020

Keeping Your Sales Team Focused. Remaining strong – and in fact, stalwart – in the face of this uncharted new landscape represents a generational challenge for many in positions of sales management. Sales Management Strategies. This is not the time to manage based on instinct, or to allow hubris to take the wheel.

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Spotio

OCTOBER 21, 2024

Designing sales territories has never been more important for door to door and field sales teams. Unfortunately, designing sales territories is a process that the majority of sales managers rush through. Done properly, a good amount of legwork goes into sales territory design.

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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.

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The Brooks Group

SEPTEMBER 20, 2017

Should your sales managers be responsible for meeting their own individual quota? Or is the “Selling Sales Manager” function flawed? If you look towards the sports world, however, you’ll see that few teams use “player-managers.” Reason 2: It Sacrifices the Quantity and Quality of Sales Coaching.

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The Brooks Group

SEPTEMBER 20, 2017

Should your sales managers be responsible for meeting their own individual quota? Or is the “Selling Sales Manager” function flawed? If you look towards the sports world, however, you’ll see that few teams use “player-managers.” Reason 2: It Sacrifices the Quantity and Quality of Sales Coaching.

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Integrity Solutions

SEPTEMBER 23, 2024

Sales enablement has become an integral component of the modern sales organization, yet there is still confusion around what sales enablement actually is and, crucially, how to really make it deliver results for your salespeople and your business. This is not unlike the situation many sales leaders are finding themselves in.

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The Brooks Group

FEBRUARY 10, 2020

For every salesperson who has had to sit through a performance review, it would seem to be a dream scenario -- an anonymous, unfiltered, and direct opportunity to tell your sales management exactly how you feel about them. If we can help you set your team up for consistent sales success, let’s start a conversation.

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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?

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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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Integrity Solutions

JUNE 14, 2021

Saying there’s no time for coaching or that someone has already reached their potential are just two of the prominent misconceptions around sales coaching. But some simple and very effective sales coaching techniques- when applied consistently and with sincerity and skill- can greatly raise the game of individuals and your entire sales team.

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Evolve Your Success

SEPTEMBER 28, 2022

Listen to your host Samuel Gbadebo as he sits down for a conversation with Jacob McLaughlin about the medical sales industry today. Device Rep To West Sales Manager – The 2 Year Sprint With Jacob Mclaughlin Part 1. He is a podcaster, medical sales expert, business owner, entrepreneur and enterpriser.

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Spotio

JULY 22, 2024

In both inside and outside sales environments, a lot of emphasis is placed on nurturing leads and closing deals. Sales appointment setting is a vital part of any sales strategy. It’s a direct line between lead generation and the rest of the sales process.

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The Brooks Group

SEPTEMBER 25, 2017

Time management is one of the most important priorities for a sales manager. The best sales managers know they need to be dedicating a significant amount of their time each week coaching their salespeople—but which group will bring in the best return on coaching investment? The Great Debate.

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Quantified

MAY 2, 2024

Pharmaceutical sales opportunities are notoriously high stakes. With current trends suggesting that healthcare practitioners (HCPs) will continue to cut back on the amount of time devoted to one-on-one meetings with sales reps, every nuance of each interaction carries significant weight. That’s a lot of information.

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Cesare Ferrari

OCTOBER 19, 2024

Not surprisingly pharma and MedTech sales reps are often victims of misconceptions. Having worked in medical sales for many years I think this unfavorable view is unjustified and this attitude to medical sales derives from misconceptions about selling. Sales force training in my opinion is a key investment.

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Integrity Solutions

DECEMBER 15, 2020

Effective sales coaching yields results, and sales leaders intuitively seem to understand this. In the world of sales, coaching is seen as critical for driving growth and developing excellence within sales teams. The Sales Coaching Paradox. So where’s the disconnect?

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Contrarian Sales Techniques

OCTOBER 6, 2024

So, you're eyeing a sales job but worried about not having any experience? Landing a job in sales, even with zero experience, is possible. Trust me, many of the best salespeople didn’t start out with a traditional sales background. Show You’re Hungry to Learn Sales managers don’t just look for experience.

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Integrity Solutions

JUNE 29, 2018

Sales Effectiveness Often Starts by Understanding Why Your Sales Managers Still Aren’t Coaching Their Teams. It’s about sales coaching- and sales effectiveness. Sales managers have a stressful job. If it’s so important, why aren’t more sales managers in your organization coaching their people?

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Quantified

MARCH 13, 2024

Your organization likely invests in a considerable amount of technology designed to track and monitor sales processes and individual performance metrics. AI sales training software uses the latest in artificial intelligence and machine learning to evaluate individual skill sets and provide actionable feedback.

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Quantified

SEPTEMBER 28, 2023

While sales leader and sales manager are often used interchangeably, management is not the same as leadership. However, most organizations consider leadership part of a sales manager’s role. Today, many companies are using ChatGPT to enhance sales productivity, along with other advanced AI platforms.

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The Brooks Group

APRIL 24, 2017

My brother and I were chatting in the Atlanta airport on our way to a meeting in Phoenix a few weeks ago and I jokingly asked him, “What are the top 10 things a sales rep should never say to a sales manager?” The Top 10 Things a Sales Rep Should Never Say to a Sales Manager. . Wait until next month.

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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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Integrity Solutions

JUNE 18, 2021

Being a coach for sales teams has never been more important. Here are 10 sales coaching articles that can inspire new thinking, motivate your sales leaders and ultimately move the needle on your sales team’s performance. When your sales leaders hear the word “coach”, what comes to mind for them?

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Spotio

OCTOBER 7, 2022

Sales teams should be able to access knowledge, tools, and processes whenever — and wherever — they need them. Field sales reps, who may be out of the office meeting with clients, need access to product information and resources that they can pull up on their mobile devices or laptops. What Is B2B Sales Enablement?

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Spotio

APRIL 16, 2024

If you want your team to succeed in the industrial sales sector your reps need to become more than order-takers. Thankfully, there are plenty of effective industrial sales training programs available. In this article we’ll explain why industrial sales training will benefit your sales team. Let’s dive in!

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