sales manager Archives

21 07, 2023

Part 2: Navigating the Evolving B2B Sales Landscape: Insights from “The Present and Future of the B2B Sales Profession” Study
Part 2: Navigating the Evolving B2B Sales Landscape: Insights from “The Present and Future of the B2B Sales Profession” Study

Ethical Persuasion, Execution, General, Leadership, Sales Performance

Part 2: Navigating the Evolving B2B Sales Landscape: Insights from “The Present and Future of the B2B Sales Profession” Study

Nova Consulting2023-07-21T08:38:43-04:00

In Part 2, our two-part segment discusses the study “The Present and Future of the B2B Sales Profession”. We believe that learning and understanding what is happening with seller-buyer behavior is a critical factor in successfully applying data and skills when in conversations. In Part 1, we covered an interesting study found in the [...]

Part 2: Navigating the Evolving B2B Sales Landscape: Insights from “The Present and Future of the B2B Sales Profession” StudyNova Consulting2023-07-21T08:38:43-04:00

27 10, 2022

Looking for an End-Of-Year Forecast? Why Your Team is Likely to Give You an Inaccurate Forecast
Looking for an End-Of-Year Forecast? Why Your Team is Likely to Give You an Inaccurate Forecast

Leadership, Sales Performance

Looking for an End-Of-Year Forecast? Why Your Team is Likely to Give You an Inaccurate Forecast

Elli St. George2023-05-06T11:15:51-04:00

In 1951, Jay Gould wrote in the Journal of Marketing that "a sales forecast need not be merely the product of informed guesswork or hunches, but that such problems lend themselves to a systematic, quantitative appraisal in which the margin of error can be greatly reduced." So, not exactly a new challenge for sales [...]

Looking for an End-Of-Year Forecast? Why Your Team is Likely to Give You an Inaccurate ForecastElli St. George2023-05-06T11:15:51-04:00

20 10, 2020

What Is Under the Hood of Effective Expectations?
What Is Under the Hood of Effective Expectations?

Leadership, Sales Performance

What Is Under the Hood of Effective Expectations?

Elli St. George2023-05-06T10:39:34-04:00

“They should know, shouldn’t they?” On one hand, this is a valid question. On the other hand, it may highlight a missed step in your communication with your sales team members. The baseline expectation is that they will sell the product or service your company offers to the best of their ability. But beyond [...]

What Is Under the Hood of Effective Expectations?Elli St. George2023-05-06T10:39:34-04:00

20 01, 2017

Execute Like It’s the Playoffs
Execute Like It’s the Playoffs

Execution, Sales Performance

Execute Like It’s the Playoffs

Nova Consulting2023-05-06T16:39:34-04:00

Things are very exciting in New England! The Patriots are in the playoffs! I know; not a huge surprise, given the team's talent and coaching. But, one of the things they do well is executing their plan. For you, it's a new year. There is a new sales plan and new goals. But, despite [...]

Execute Like It’s the PlayoffsNova Consulting2023-05-06T16:39:34-04:00

28 03, 2016

How Engaged Is Your Sales Team?
How Engaged Is Your Sales Team?

Sales Performance, The Human Element

How Engaged Is Your Sales Team?

Nova Consulting2023-05-06T17:07:04-04:00

Employee engagement numbers remain pretty bleak. The Gallup State of the Global Workplace: 2022 Report noted that only 21% of all employees are engaged. The engagement level in 2022 is well below the 32.5% engagement we first reported in 2016. While these numbers refer to people across organizations, it does beg the question...what about sales [...]

How Engaged Is Your Sales Team?Nova Consulting2023-05-06T17:07:04-04:00