criteria for success

MAY 17, 2022

If you’re in the process of building a winning sales training program for your team, you've come to the right place. Here at Criteria for Success, we help companies strengthen their sales teams and build out training processes that ensure sales best practices are being put to use. Acceleration. Acceleration.

Sales 98

Sales Follow-up Growth Pipeline 98

The 5% Institute

MAY 15, 2020

Effective sales management training can be the difference between keeping your Sales Managers performing at the status quo or reaching new heights that’ll leave the competition behind. But what should you include in your sales manager training? Why sales manager training is important?

Sales 98

Sales Technique Promote Up-sell 98

Membrain

APRIL 8, 2020

Sales managers can be a major multiplier for sales performance, but too often this critical role is overlooked when it comes to training. Not so at Indiana University’s Kelley School of Business.

Sales 152

Sales 152

The 5% Institute

FEBRUARY 6, 2020

Sales training for Managers is crucial for not only your Managers success – but also for their reporting sales staff too. In this article, you’ll learn the various sales training for Managers topics required for learning, so you can close more sales, and serve more people in an elegant and non-pushy fashion.

Objectives and Key Results 98

Objectives and Key Results Clients Objection handling Sales 98

criteria for success

APRIL 7, 2021

If you're in the market for some DIY sales management training, you've come to the right place. We've compiled 5 checklists for you to use with your sales managers in any organization. We often talk about the importance of process in selling, but good sales management is a process too.

Strategic planning 85

Strategic planning Territory Sales Meeting 85

Hubspot

JULY 5, 2021

Exemplary sales managers don't just pop up out of nowhere. And very few — if any — reps can assume a management role and thrive, based strictly on intuition. No, it takes thorough, thoughtful training to get there, and that process is rarely self-explanatory. Let's take a look at what they came up with.

Teamwork 80

Teamwork Inside sales Sales Start-ups 80

Anthony Cole Training

FEBRUARY 9, 2024

Many companies are struggling with finding talent in today’s environment, and it is particularly difficult to find top-notch sales management talent. Unfortunately, most sales managers have no formal training in leadership, management and coaching skills, so how do you find the right person?

Drivers/motivators 263

Drivers/motivators Sales Clients Technology 263

The 5% Institute

AUGUST 2, 2019

Often, you’ll find that high performing sales professionals will be promoted into sales manager roles. Although at times this can be a wise idea – however; it can also without intending to, backfire if the new sales manager isn’t aware of what training they need to focus on. 1 – Managing Expectations.

Referrals 52

Referrals Sales Promote Trust 52

Sales Hacker

MARCH 28, 2019

To address the disparity between men and women in sales, a good start is to change your hiring practices , and update your company policies. In a recent survey by D2L , an online survey company, 64% of men said that they received access to training resources, while only 48% of women said they did. Are all of your sales coaches men?

Negotiate 80

Negotiate Sales Cold Call Promote 80

Anthony Cole Training

JANUARY 12, 2024

The sales performance management activities that we are performing today are creating the results we are achieving today. You must ask yourself, what activities are you, or your sales manager, doing now that are creating your current unsatisfactory results?

Drivers/motivators 288

Drivers/motivators Sales 288

Anthony Cole Training

MARCH 8, 2024

Most sales managers spend less than 10% of their time on coaching, and only one third of managers actually coach their people on a weekly basis. Yet, the Coaching Competency is the most critical part of a sales manager's responsibilities; it is also the most difficult skill set to learn and master.

Sales 260

Sales Process Drivers/motivators 260

Anthony Cole Training

JANUARY 19, 2023

The sales management activities that we are performing today are creating the results we are achieving today. In other words, what activities are you doing now that are creating your current unsatisfactory results?

Relationship Management 257

Relationship Management Drivers/motivators Sales 257

Veloxy

DECEMBER 28, 2023

The world of sales is vast, and if you’re a sales professional, you’ve likely been exposed to both inside and outside sales roles. However, if you’re considering a transition to outside sales or simply want to elevate your field selling game, you’re in the right place.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

STAR Results

APRIL 20, 2021

Sales Leaders’ Guide to Developing an Awesome Sales Management Team. Do you want to develop an awesome sales management team? Sales leaders have several options to achieve and exceed their sales numbers. Annually spending by companies: Sales training $20 billion on sales training.

Sales 271

Sales Sales Support CRM Networking 271

Anthony Cole Training

JANUARY 13, 2023

Today I will cover one of the ways we at Anthony Cole Training Group, LLC coach sales managers to help them coach their salespeople to have more and better initial sales calls: Your USA! USA is the terminology we use at Anthony Cole Training Group as part of our Effective Selling System (ESS).

Sales 218

Sales Sell 218

Veloxy

NOVEMBER 30, 2023

Despite discussions of outside sales dying, field sales are far from obsolete. Outside sales remain invaluable to companies, even as we move towards hybrid models. A 2023 study revealed that field sales teams outperformed their inside counterparts by 14%. In this guide, we’ll explore field sales enablement in-depth.

Objectives and Key Results 279

Objectives and Key Results Territory Inside sales Cross-sell 279

Veloxy

MARCH 15, 2023

As forward-thinking companies transition from traditional sales enablement to revenue enablement, it’s important to understand that 42% of businesses still don’t have a sales enablement program. That’s a HUGE problem. Let’s get started. What is revenue enablement?

Cross-sell 246

Cross-sell Objectives and Key Results Growth Teamwork 246

Iannarino

MARCH 8, 2023

There are several ways to improve the effectiveness of a sales force, and B2B sales training is the first way most sales organizations level up their sales teams.

B2B 304

B2B Sales 304

Iannarino

MAY 11, 2023

Every day we hear from individual sales reps that they get no support to improve their sales skills. We also hear from sales managers who have no budget to provide training for their sales team. And we hear leaders say that they expect the reps they hired to know how to sell.

Sales 244

Sales Sell 244

The Sales Hunter

JANUARY 27, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. 5 Sales Training Tips for Sales Managers AND Salespeople. Learn something from every sales call.

Negotiate 81

Negotiate Sales Drivers/motivators Price 81

Anthony Cole Training

MAY 12, 2022

In our sales management training, we have developed 10 keys and a framework of activities that provide a new or tenured sales leader with a roadmap they need to put in place to help lead their team to greater sales success.

Sales 236

Sales Sell 236

Iannarino

APRIL 2, 2023

Sales operations is the business function responsible for supporting the sales force by improving efficiency and effectiveness. Sales organizations may assign different tasks and outcomes to sales operations.

Sales 276

Sales Technology Technology Process 276

The Sales Hunter

FEBRUARY 19, 2016

Why do companies spend money training their salespeople, but fail to give any level of training and development to their sales managers? If I could only invest in one person, I would invest in my sales manager long before I invested in a salesperson. The gap I see is huge, and I don’t care […].

Sales 62

Sales 62

Veloxy

JANUARY 2, 2024

As a sales leader, your efforts directly impact the company’s stability and growth. However, with increasing competition combined with a limited budget and sales personnel, reaching your quotas can be challenging. However, it’s not due to a lack of effort by the sales team.

Product 246

Product Territory Objectives and Key Results Sales 246

Partners in Excellence

APRIL 17, 2024

But how many sellers have been trained on “change?” ” How many enablement programs include comprehensive training around change and change management? But, I can count on one hand, the number of sales enablement programs that include any significant training and development on change.

High impact 120

High impact Service Growth Conversion 120

Iannarino

MAY 4, 2023

It isn’t easy for a sales manager to run a sales team. There are always obstacles, including buyers and decision-makers who want a better B2B sales experience. Improving your sales force’s results requires training, development, and sales coaching.

B2B 247

B2B Sales Sales Experience 247

Iannarino

JUNE 3, 2022

The shift from being an individual contributor to leading a sales force isn't an easy transition. While it's helpful to have experience in a sales role, by itself, it's not enough to ensure success. Few sales managers are provided the training and development that would enable them to lead their team and reach their goals.

Sales 281

Sales 281

STAR Results

AUGUST 12, 2021

I believe there are two things that motivate most sales reps. If you want to differentiate yourself as a manager, handwriting personalized recognition cards are very motivating. If you want to differentiate yourself as a manager, handwriting personalized recognition cards are very motivating. Sales Management Training.

Drivers/motivators 160

Drivers/motivators Start-ups Sales 160

Iannarino

JUNE 3, 2023

Since forever, salespeople have been told, occasionally taught, and less frequently trained to use good questions. When sales managers talk about sales questions, they suggest more open-ended questions and fewer closed-ended questions.

B2B 244

B2B Sales Closing 244

STAR Results

JUNE 20, 2019

Second line sales managers (SLM) don’t coach their FLMs on their coaching. The role of the frontline manager (FLM) is to recruit, develop, and retain top sales performers. By doing these basics well you will consistently crush your sales objectives. Your company has rolled out sales manager coaching training.

Appointment 248

Appointment Follow-up Meeting Conversion 248

Veloxy

NOVEMBER 6, 2023

Many sales teams find themselves juggling multiple tools, each promising to be the silver bullet for sales success. Yet, instead of streamlining operations, this often leads to confusion, inefficiencies, and a longer sales cycle. Let’s start on this journey to simplify, consolidate, and elevate your sales process.

Sales 289

Sales Strategize Gaming Up-sell 289

Veloxy

SEPTEMBER 29, 2021

Salesforce Adoption Pain Point #1 : Sales representatives report spending 66% of their day performing tedious, non-selling activity in Salesforce. This is a conundrum for most sales managers, as sales productivity is one of the common selling points of the Salesforce CRM platform. The key is Salesforce automation.

Territory 342

Territory Represent Sales Lead generation 342

Closing Bigger

MAY 9, 2024

Unlike our regular sessions, these podcasts are a collaborative exploration rather than a conventional interview, focusing on how AI impacts sales and marketing through emotional intelligence. Develop AI-Enhanced Personalization: Use AI to analyze data and personalize marketing and sales efforts without losing the unique voice of the brand.

Strategic planning 111

Strategic planning Strategize Relationship building B2B 111

Veloxy

NOVEMBER 22, 2023

Imagine the impact of having a well-coordinated, highly skilled, and motivated field sales team driving your business growth. Mastering field sales management is essential to achieving this vision, and it all begins with understanding the role, building a high-performing team, and implementing effective sales processes.

Territory 130

Territory Objectives and Key Results Represent Drivers/motivators 130

Veloxy

FEBRUARY 15, 2024

Looking for the best sales podcasts to boost your numbers and master the art of the deal? Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game.

Gaming 233

Gaming Sell GTM Technique 233

Iannarino

JULY 1, 2023

Sales leaders and sales managers also play a role in losses. Too many companies train their salespeople to focus on two points in the sales conversation: 1) The sales organization is safe, and 2) the solution is best in class and better than anything else on the market.

Clients 206

Clients Conversion Sales 206