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Sales Management Blog Posts

Run your team like a machine with proven strategic and tactical advice.

Sales / March 23, 2017 4 Proven Ways Sales Managers Can Make Their Reps Grittier
4 Proven Ways Sales Managers Can Make Their Reps Grittier

By Ray Makela

coaching-grit-sales-team-879579-edited.jpg

To be successful, a salesperson needs both passion and perseverance.

A rep who’s enthusiastic but unwilling to put in the necessary effort and do less glamorous work will ultimately fizzle out. A rep who works hard but doesn’t have passion, on the other hand, will never be able to demonstrate the value of her product convincingly to buyers.

Psychologist and recipient of a MacArthur Genius grant Angela Duckworth defines this Read More

Sales / March 7, 2017 The Sales Manager’s Guide to Running a Successful Sales Role Play
The Sales Manager’s Guide to Running a Successful Sales Role Play

By Julie Hansen

While as children most of us engaged in some form of role play, sales has managed to turn this experience into an awkward, high-pressure test of a rep’s ability to correctly articulate product knowledge, messaging, or sales methodology. Expectations are high and circumstances are vague: "Okay, Bob, you’re the salesperson. Carla, you’re the customer … Go!"

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Sales / February 22, 2017 How I Finally Got My Sales Team to Follow a Sales Process [+ Free Download]
How I Finally Got My Sales Team to Follow a Sales Process [+ Free Download]

By Sanjoe Tom Jose

Just like every scientific activity requires a process, so does sales. And while there are umpteen versions of sales processes you can follow, the biggest challenge in sales management from my perspective is not figuring out which process to use, but to ensure that your team actually follows it.

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Sales / December 12, 2016 5 Things Every Salesperson Should Know About Their Customers
5 Things Every Salesperson Should Know About Their Customers

By Robert Brodo

Over the past few years, many business organizations have invested in a new selling methodology that has evolved the sales approach from strategic selling to “challenging” customers. One of the difficulties these organizations have in implementing this new approach is that sales professionals lack the business acumen skills needed to ask challenging questions and more importantly to understand the answers that come back from customers.

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Sales / November 11, 2016 102 Sales Metrics Every Manager Should Be Tracking [Infographic]
102 Sales Metrics Every Manager Should Be Tracking [Infographic]

By Emma Brudner

We all know the business adage "what can be measured can be managed." Unfortunately, this rule of thumb doesn't tell managers what they should be measuring in the first place. And determining what metrics to focus on is often the hardest part of leading a team.

If you're a sales manager who's grappled with this quandary, I have good news for you.

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Sales / November 8, 2016 What Does It Take to Successfully Train Modern Sales Professionals? [New Research]
What Does It Take to Successfully Train Modern Sales Professionals? [New Research]

By Mark Bashrum

The changing demographic makeup of the modern sales force has created an opportunity for sales managers and learning and development professionals to rethink their approaches to sales training. According to Pew Research, millennials became the largest segment of employees in the nation in 2015. 

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Sales / October 6, 2016 How to Build and Manage a Top-Performing SDR Team
How to Build and Manage a Top-Performing SDR Team

By Aja Frost

Splitting your sales team into prospectors and closers can have many advantages. By dedicating sales development reps (SDRs) to researching, prospecting, and qualifying buyers, and account executives to closing, organizations can maximize efficiency and output.

Employing a team of SDRs also creates a training ground for future sales reps who will live and breathe your personas and process before they ever carry a quota.

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Sales / September 20, 2016 How to Overcome the 6 Most Common Sales Coaching Challenges [Infographic]
How to Overcome the 6 Most Common Sales Coaching Challenges [Infographic]

By Aja Frost

As a sales manager, you have a major impact on your reps’ ability to meet quota. In fact, a study from the Sales Management Association found that companies that spent more than half of their overall training budget on managers rather than salespeople were 15% more likely to hit their revenue goals.

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Sales / September 2, 2016 How to Effectively Manage & Inspire Millennial Sales Reps [Infographic]
How to Effectively Manage & Inspire Millennial Sales Reps [Infographic]

By Leslie Ye

The subject of millennials can be a controversial one. Millennials have been the subject of a great deal of news coverage, sometimes flattering, sometimes not.

But whether you think millennials are lazy narcissists or the “best generation of workers we’ve ever seen,” it’s simply a fact that they are steadily becoming a larger and larger part of the workforce.

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Sales / August 15, 2016 How Has Sales Changed in the Past Few Decades? Let Us Count the Ways
How Has Sales Changed in the Past Few Decades? Let Us Count the Ways

By Aja Frost

Imagine if your sales manager came in tomorrow and announced your team was going old school. No more sales process -- now, everyone will be on their own. No more collaboration -- going forward, every salesperson will do their own prospecting, qualifying, demoing, and closing. No more tools -- unless you count phones.

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Sales / June 15, 2016 Sharing Sales Fails: How to Hold an Effective Postmortem
Sharing Sales Fails: How to Hold an Effective Postmortem

By Claire Murdough

Ever get a terrible feeling in the pit of your stomach when you remember a deal you just lost? It’s only a matter of time before the “If only…” thoughts start bubbling up.

If only I’d just called sooner. If only we’d had this feature at the time. If only I’d been less pushy. If only [insert detail] -- then we would have won.

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Sales / June 14, 2016 5 Ways You're Making Your Sales Team Hate You (& 5 Ways to Win Them Back)
5 Ways You're Making Your Sales Team Hate You (& 5 Ways to Win Them Back)

By Matt McDarby

A shared objective of sales managers all over the world is to develop teams of appropriately effective and efficient salespeople who are able to meet their performance goals.

Sales management is the most challenging job in a sales organization, and the manager plans a pivotal role in the success of any organization that seeks to grow.

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Sales / May 17, 2016 The Right and Wrong Ways to Handle Midyear Sales Compensation Plan Changes
The Right and Wrong Ways to Handle Midyear Sales Compensation Plan Changes

By Mark Donnolo

It’s rare that sales compensation plans are presented to cheering crowds of salespeople, vibrating with excitement about their new incentives and performance measures. That’s probably never happened. It may be more truthful to say a successful rollout involves the sales team confirming they understand the new plan, offering lukewarm acceptance, and reluctantly changing their behavior.

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Sales / May 9, 2016 The 19 Best Sales Development Rep Interview Questions
The 19 Best Sales Development Rep Interview Questions

By Emma Brudner

If your sales team has grown large enough to warrant role specialization, you'll not only need to shake up the organization's structure -- you must also revamp the hiring process. Prospecting and closing are two distinct tasks, so it doesn't make sense to ask the same interview questions to both sales rep and business development candidates. Different jobs require different skills which necessitate different interviews.

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Sales / April 26, 2016 What Do You Have to Say About Sales?
What Do You Have to Say About Sales?

By Lauren Hintz

Editor's Note: In July 2016, we selected all speakers for the INBOUND sales track. You can learn more about all the chosen speakers here

In years past, sellers controlled all the product information, and buyers were at reps’ mercy if they had questions. But now, the internet has turned the buyer-seller relationship completely upside down.

Today, the information that buyers need to make a purchasing decision is just a click away. The power has completely shifted from the seller to the buyer.

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Sales / April 4, 2016 How I Use Horrible Cold Calls to Teach New Sales Reps to Leave Perfect Voicemails
How I Use Horrible Cold Calls to Teach New Sales Reps to Leave Perfect Voicemails

By Dan Tyre

I could be the only person in the United States who still listens to cold calls.

Well, that’s not entirely true. Lots of managers and directors who are in charge of hiring salespeople listen to cold calls to try and identify good talent -- at least the first 15 seconds of the cold call.

But I might be the only buyer in America who still picks up cold calls.

Read More

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