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I am often asked to explain what we look for when we evaluate Sales Managers. At this point, most experts agree that a good Sales Manager will spend half of their time coaching up the salespeople. Recently, I was asked to share some statistics about sales management coaching – the percentage of sales coaching skills that most Sales Managers have and the amount of time they spend. So let’s stop talking about the article and start sharing the statistics! 
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The sales landscape has changed dramatically over the past decade as modern and empowered buyers, new technologies and competitive pressures forge new realities. This confluence of factors has imperiled various sales roles, creating adapt-to-survive imperatives.
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It’s no secret. Often times the best sales people do not make for the best sales coaches, yet sales departments continue to promote their top performers into coaching roles.
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Building a world-class sales team doesn’t sound that hard, until you realize how many things can go wrong.
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Is it better to be lucky or good?
Should we trust our gut feelings or rely on probabilities and careful analysis when making important decisions?
In this quick 6 minute TED talk, professional poker player Liv Boeree shares three strategies she's learned from the game and how we can apply them to real life.
Ann Zaslow-Rethaber's insight:
Fantastic short TED talk, well worth the listen.
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Five managers, eight years, and a lifetime of valuable leadership lessons.
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How is a sales manager like a builder?
Find out.
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Some of the worst leadership moments are driven by too much passion.
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Regardless of the type of business you run, you need to have solid relationships with your bank and your banker. But what the bank should expect of you? Perhaps more importantly, what you should expect of the bank?
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An interview can be a terrifying thing.The only way to get better at them is practice, ...and making sure that you are practicing the right things.
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With Brexit looming and AI threatening to replace roles, assessment now has a broader role to play in resolving the key talent challenges in the financial services sector, says Andreas Lohff from Aon’s Assessment Solutions.
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An affiliate program can help you market more effectively.
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It can be difficult to devote the necessary time and due diligence it takes to make a great hire.
Ann Zaslow-Rethaber's insight:
Excellent article that offers 10 practical strategies for making your next hire, your best hire.
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The state of sales management in many companies is disturbing. Consider these stats from our Top-Performing Sales Organization study:
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If you seek to achieve greatness, stretching for amazing is a great way to start.”
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Conventional wisdom states that there are 7 types of sales reps that often exist in many mid-market or enterprise-level sales teams.
No matter how big your sales team, you'll probably recognize many of these bad actors, and especially their bad behavior.
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Managing salespeople is a difficult job. From understanding their pipeline and key metrics to recruiting, hiring, and firing, a sales manager has a lot on their plate. One of the biggest sources of turnover and missed opportunity comes from a lack of understanding of what each sales person is doing well and what activities they are doing poorly.
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Emotional intelligence is the ability to understand, manage, and express one’s personal feelings. High emotional intelligence is critical for establishing and maintaining close personal relationships, and it’s also important from a leadership and a team-building perspective.
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Even the most talented, hard-working, persistent salespeople only bring in so much revenue. They’re limited by their time. With a set number of selling hours in the day, a great rep can sell twice as much as an average performer -- probably no more.
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“There is nothing noble in being superior to your fellow man; true nobility is being superior to your former self.” Ernest Hemingway
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Bias to action results in drama, disappointment, and crisis apart from systematic self-reflection.
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It's common to hire managers from within the company. But it’s not enough to simply hire from within if you aren't growing leaders among your ranks.
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Hiring a sales manager? Check out this template job description and see a real HubSpot sales manager job listing to get inspired.
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From
foundr
Everyone is talking about artificial intelligence in business these days—the adoption of advanced tech like chatbots, complex algorithms, and robots is a scorching hot topic. While the evolution of machines in the workplace is as exciting as it is unsettling, the success of modern day enterprise...
Ann Zaslow-Rethaber's insight:
WE have all heard that research shows that having a good company brand is instrumental in being able to hire top talent.
But how do we create a positive company culture that will serve to attract peak performers?
Read on to learn how.
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Are there specific functions you wish LinkedIn had that could help you manage your network better?
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