Sales Management Blog

Sales management tips and advice on how to improve your sales team.

Gretchen Gordon

Gretchen is the President of Braveheart Sales Performance, a sales optimization firm that guarantees improvement in profitable sales for its clients through sales team transformation. She speaks to business groups across the country, delivering expert insights on revenue growth through sales performance in her engaging, funny and self-deprecating style. Her “top 50” ranked Sales Management Blog is syndicated internationally.

Recent Posts

20 Sales Management Practices You Should Leave in 2015 - For Good!

Posted by Gretchen Gordon on Thu, Dec 17, 2015 @06:30 AM

The New Year approaches and here at Braveheart, our thoughts are filled with visions of the sales transformations to come. With that in mind, I've put together a list of poor sales management habits you should ditch as we start gearing up for an amazing sales year in 2016.

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Tags: Sales Management, For Sales Managers, By Gretchen Gordon

Sales Digest: What Should You Be Doing for Sales This December?

Posted by Gretchen Gordon on Tue, Dec 15, 2015 @07:00 AM

Tips! Fresh ideas! Data! Good reasons to overcome your (internal) holiday season selling objections!

Here’s our round-up of what you should be doing this holiday season to grow your sales, plus how to do it, according to people who know. Convinced your particular sales situation is beyond hope during the month of December, no matter what anyone says? Don’t worry, we have ideas for you too…read on.

 

From the Women Sales Pros network:

 

Read this if: You want quick, accessible tips you can use right now.

Title: 12 Tips to Close Your Deals in December

Author: Kendra Lee

Source: Sales Gravy Blog

Published: unknown

Time to Digest: 3 minutes

The Gist: Twelve straightforward, actionable ideas to generate some new business before year end. One example: “Review all the proposals you closed this year and make a list of things customers decided to ‘wait to do.’ Close them now.” Read it here.

 

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Tags: Sales Performance, By Gretchen Gordon

For CEOs: What You Need to Know About Sales AND Marketing

Posted by Gretchen Gordon on Thu, Dec 10, 2015 @06:30 AM

We work with a lot of mid-sized companies with sales teams of roughly 10 to 30 salespeople.  We focus most specifically on helping those sales teams execute at the highest possible level.  It is typical that these companies also invest in marketing efforts.  However, it seems more common than not that marketing is off doing their thing, and sales is off doing their thing.  And there is not as much synchronization of the two efforts as one would like.

I also find that it is not unusual to expect salespeople to be both marketers and salespeople.  The two roles do not necessarily go hand-in-hand.  And, if salespeople are paid base salaries, they tend to be very expensive marketers.  

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Tags: Sales Force Effectiveness, For CEOs, By Gretchen Gordon

Is Your Pipeline a Pipe Dream? How to Tame Your Sales Pipeline

Posted by Gretchen Gordon on Fri, Dec 04, 2015 @06:30 AM

I facilitated a Sales Swap Meet™ this week with a collection of business owners.* If you aren’t familiar with a Sales Swap Meet, it is where business owners and CEOs bring their questions, concerns, and problems regarding their sales organization and swap them for ideas, suggestions and answers.

The topic we spent the most time on was what to measure and how to measure it. I thought I would recap for you what we discussed since it is of high importance for any business. What I heard was that the majority of the folks keep track of a pipeline and some grade the pipeline (calculating how much business will actually spit out the back end based on the probabilities associated with the deals in the pipeline) and make some projections based off of those. Nobody indicated their projections were accurate, unfortunately. So let’s start there.

A pipeline frequently is just a list of deals that salespeople are working on. The less disciplined you are about what goes into the pipeline and how opportunities are rated, the bigger, fatter and more unrealistic the pipeline becomes. If you place too much emphasis on the pipeline, it will continue to grow until it is a total waste of time.

Here Are Two Tips to Tame Your Sales Pipeline

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Tags: Sales Performance, Sales Force Effectiveness, By Gretchen Gordon

Our Top 5 Sales Management Blog Posts of All Time

Posted by Gretchen Gordon on Tue, Dec 01, 2015 @06:30 AM

Some of our readers have been loyally following our posts from the beginning, way back in 2012. Others have discovered Braveheart’s Sales Management Blog more recently. If you stumbled upon us in the past year or two, you likely missed some of our most popular posts.

Here are our top five most widely-read posts of all time (plus three of our favorites). If you haven’t read these Braveheart classics yet, I think you will find them still relevant and full of useful insights.

 

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Tags: Sales Management, By Gretchen Gordon

How to Cure 3 Pervasive Sales Management Ills

Posted by Gretchen Gordon on Thu, Nov 12, 2015 @07:00 AM

Are you overwhelmed by an incessant barrage of questions from your sales team? Frustrated because they aren’t doing the things you did automatically as a salesperson? Perhaps you are exhausted from hounding them about meeting their obligations.

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Tags: Sales Management, For Sales Managers

Sales Digest: How to Effectively Manage Millennials in Sales

Posted by Gretchen Gordon on Tue, Nov 10, 2015 @06:30 AM

A while ago, we curated content for a sales digest on “Old-School Salespeople.” This week, we tackle the opposite end of the generational spectrum: Millennials in Sales. What do sales experts have to say about Millennial salespeople? What are their strengths and weaknesses? Read on to see the range of viewpoints.

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Tags: For Sales Managers, By Gretchen Gordon

Why the Name Braveheart?

Posted by Gretchen Gordon on Thu, Nov 05, 2015 @06:30 AM

We frequently get asked “Why the name Braveheart?” Here is the story.

I have owned a couple other businesses, but none that had appropriate names for what we wanted to accomplish with this business. When the business was formed, we immediately had a need to produce a proposal for a potential client. We needed to form the business first, and we needed a name. Our attorney persuaded me not to use any personal names and another friend and mentor also insisted that one should never put her name in the business name. Our attorney urged us to use my Scottish heritage.

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Tags: By Gretchen Gordon

Sales Digest: Scary Useful Reads for Sales This Halloween

Posted by Gretchen Gordon on Tue, Oct 27, 2015 @06:30 AM

Looking for scary useful reads for sales? From “scary good” advice to “scariest sales blunders,” we’ve rounded up the best in Halloween-themed content for your sales team.

 

Scary Good Idea to Connect with Decision Makers:

If you act RIGHT NOW, you can still take advantage of Lori Richardson’s “Skeleton Strategy” to reach your prospects via snail mail with a memorable Halloween twist. Here’s why it’s worth your time: a 79% response rate in the past three years that she has tracked her results with this strategy. It works best with buyers you have reached at least once previously. Read more about it on the ScoreMoreSales Blog.

 

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Tags: Sales Performance, For Sales Managers, By Gretchen Gordon

Why Your Hot New Sales Tips Will Fail to Deliver

Posted by Gretchen Gordon on Thu, Oct 22, 2015 @06:30 AM

I recently responded to a reporter’s query about the best new tips and tricks for sales coaches to help their sales teams increase annual revenue by a factor of ten. Reflecting on where the most powerful opportunities lie, I concluded the best path to exponentially boost revenue for most companies is not through “hot new sales tips and tricks.” Rather, it will be found by going back to the basics. Only organizations that already have a functional sales foundation in place are well-poised to benefit from new strategies and techniques. Sustainable performance can’t be achieved via shortcuts. What follows is an expansion of my response to the reporter.

 

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Tags: Sales Performance, Sales Force Effectiveness, For Sales Managers, By Gretchen Gordon

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