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Sales Management Blog Posts

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Sales / June 19, 2017 The Salesperson's Ultimate Guide to Tony Robbins
The Salesperson's Ultimate Guide to Tony Robbins

By Aja Frost

Tony-Robbins-914870-edited.jpg

Tony Robbins is an author, speaker, businessman, and life coach. He’s written six best-selling books, coached everyone from former President Bill Clinton and Oprah to Serena Williams and Aerosmith, acted as a founder or partner in more than 30 companies (with combined annual sales of $5 billion), and presented to more than four million live seminar attendees.

To learn more about Robbins, read through the following mini-guide. You can also visit his official website.

Sales / May 4, 2017 5 Ways to Guarantee 87% of Your Sales Training Isn't Forgotten Within a Month
5 Ways to Guarantee 87% of Your Sales Training Isn't Forgotten Within a Month

By Christopher Tiné

The first hurdle for any sales training program is to capture and keep your sales reps’ attention. If you bore them, you will lose them. According to Xerox, 87% of sales training content is forgotten within one month of the training. 

The good news is that sales training doesn’t have to be boring and unforgettable. 

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Sales / April 20, 2017 The 16-Minute Exercise That Turns New Sales Hires into Top Performers 3X Faster
The 16-Minute Exercise That Turns New Sales Hires into Top Performers 3X Faster

By Dailius R. Wilson

I always have lived by the motto, “Time and pressure make diamonds.”
In business, we always have enough pressure but never enough time.

This being said, when new hires start in sales, marketing, or any department, I do something with everyone which is extremely unconventional -- yet always yields amazing results.

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Sales / April 10, 2017 The Ultimate Guide to Sales Metrics: What to Track, How to Track It, & Why
The Ultimate Guide to Sales Metrics: What to Track, How to Track It, & Why

By Aja Frost

You can’t manage what you don’t measure.

While metrics are important in every aspect of business, they’re especially critical in sales. Sales leaders can’t use their intuition to guide their decisions -- not only are they dealing with a huge amount of information, the risk of failure is too high.

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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

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.

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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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