Sales Management Blog

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

Guest Blog

This is a bucket account for posts from guest bloggers. Please see the posts for names and contact info of individual authors.

Recent Posts

18 Critical Questions CEOs Need to Ask Their Sales Managers

Posted by Guest Blog on Tue, Dec 08, 2015 @06:30 AM

Written by Frédéric Lucas. This was originally posted by our OMG Partner affiliate in Canada, Prima Ressource and has been translated from French with minor adaptation.

As a CEO or business leader, you need to have regular conversations with your sales managers. This is true regardless of your managers’ skill level.

These conversations allow you to get an accurate understanding of the current state of your sales force while mentoring and coaching your sales managers. To get the answers you need, you have to ask the right questions at the right time. Here is our time-saving list of questions that every leader should ask of their sales managers at the specified intervals; by week, month, and quarter.

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Tags: Sales Management, For CEOs

What Are the Elements of a Quality Sales Conversation?

Posted by Guest Blog on Tue, Nov 17, 2015 @07:00 AM

Written by Frédéric Lucas. This was originally posted by our OMG Partner affiliate in Canada, Prima Ressource and has been translated from French with minor adaptation.

The ability to lead a quality sales conversation as a salesperson is more difficult than it seems. More than that, the bar for a quality sales conversation today is very different from what it was five or 10 years ago.

The current environment requires reprogramming a large part of the sales concepts that have prevailed in recent decades.

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Tags: Sales Force Effectiveness, For Sales Managers

How to Know if A Manager is Sabotaging Your Sales Transformation

Posted by Guest Blog on Tue, Nov 03, 2015 @06:30 AM

Written by Frédéric Lucas. This was originally posted by our OMG Partner affiliate in Canada, Prima Ressource and has been translated from French with minor adaptation.

When business leaders implement a sales force transformation program, they inevitably meet resistance within their organization.

A certain resistance to change on the part of company executives is common. On the other hand, if it is followed by closed business and increased accountability, this resistance should disappear within a few weeks.

What is problematic is when resistance to change comes from managers and sales directors of the company. Some of them might even want to derail the transformation program or discredit the consultant in charge of the project.

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Tags: Sales Force Effectiveness, For CEOs

Sales Coaching: 4 Strategies for More Questions

Posted by Guest Blog on Tue, Oct 20, 2015 @06:57 AM

Written by Frédéric Lucas. This was originally posted by our OMG Partner affiliate in Canada, Prima Ressource and has been translated from French with minor adaptation.

Effective implementation of a consultative sales approach means asking lots of questions. The art of query is a skill that sales managers should also develop to be more effective at coaching their sales team.

Asking lots of questions is rarely a natural ability in people, even among journalists! It's a skill that is developed through practice and learning.


Your role as manager should lead you to coach your team and ask questions. Here are four strategies to help you.

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Tags: Sales Management, For Sales Managers

Is Legacy Exposing You to a Devastating Black Swan Event?

Posted by Guest Blog on Tue, Oct 13, 2015 @06:30 AM

Written by Gary Delbridge. This was originally posted on The Sales Professor Blog by our OMG Partner affiliate in Australia, Objective Assessment and is reposted here with minor modifications.

I spend much of my time talking to CEOs about the importance of their organization having a powerful sales process and building sales capabilities within their teams. The problem is, the more time I spend looking into sales issues within organizations, the more apparent it is that the bigger problem is . . .

Legacy — the way we’ve always done things!

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Tags: Sales Force Effectiveness, For CEOs

How to Turn a Good Salesperson Bad: A Cautionary Tale

Posted by Guest Blog on Tue, Oct 06, 2015 @06:30 AM

Written by Gary Delbridge. This was originally posted on The Sales Professor Blog by our OMG Partner affiliate in Australia, Objective Assessment and is reposted here with minor modifications.

More than 20 years ago, while working in the area of corporate transformation, I came across a fascinating explanation of the nature of culture within companies. I, like many people, saw the culture of a company as something “inherent” in any organization. But until that time, I failed to understand how it came into being and underestimated the enormous impact it had on the performance of those within a company.

While studying “Total Quality Management” in 1992, I came to understand that a company’s culture is like a virus; good or bad it invariably infects all of those within the company, including all new people that join the company. It fascinates me that companies often seek to “bring in new blood” when they recognize that they have a problem with their culture — only to find that the anticipated changes and improvements are ineffective. Often, in fact, the resistance to change is so great that either the “new blood” leaves the company or succumbs to the path of least resistance  the existing company culture. In short, they are assimilated.



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Tags: Sales Force Effectiveness, For CEOs

3 Benefits of Continuous Recruitment for Sales

Posted by Guest Blog on Tue, Sep 29, 2015 @06:30 AM

Written by Frédéric Lucas. This was originally posted by our OMG Partner affiliate in Canada, Prima Ressource and has been translated from French with minor adaptation.

On the sales manager's list of tasks, recruitment ranks low among priorities. When there is a need for one or more salespeople, managers dive into recruitment and put all their forces into battle. Often, just to hire the "least worst" candidates at the end of the recruitment process. TWEET THIS

However, the trend is increasing that companies need to recruit salespeople continuously.

Obviously, the first benefit of continuous recruitment is the ability to hire more quickly when the sales organization needs it, BUT, this approach also offers other lesser-known benefits.

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Tags: Sales Performance, Sales Hiring

How Do CEOs Sell Effectively When They Lack Sales Skills?

Posted by Guest Blog on Tue, Sep 22, 2015 @06:00 AM

Written by Frédéric Lucas. This was originally posted by our OMG Partner affiliate in Canada, Prima Ressource and has been translated from French with minor adaptation.

Who is your company’s top seller? Is it by chance the CEO or business owner? Have you ever wondered why a CEO might sell more than a salesperson, despite having less finely-honed sales skills? (That generalization reflects the fact that salespeople are devoted full-time to sales while CEOs must wear many hats).

Who is the Top Seller at Many Companies? The CEO or Owner.

Business owners are often the best sellers of their company — NOT because they have developed special skills or because they have a talent that others do not. So how do CEOs sell effectively? Business owners are able to sell because they must sell! When they have good sales skills, it is easier for them, but when this is not the case, they may still succeed through so-called intangibles.

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Tags: Sales Performance, For CEOs

10 of the Most Harmful Questions Salespeople Still Ask

Posted by Guest Blog on Tue, Sep 08, 2015 @07:30 AM

Written by Frédéric Lucas. This was originally posted by our OMG Partner affiliate in Canada, Prima Ressource and has been translated from French with minor adaptation.

 

You've probably heard some absurd questions from vendors, and told yourself that it was not the way you were going to do business. There is no reason to repeat the mistakes of others.

I have assembled a list of the top 10 wrong sales questions that are frequently asked, despite their detrimental effect on the sales process.

 

 

If you are a salesperson and still use any of the questions listed below, it’s time to re-think your approach.

If you are a sales manager you can use these questions in your coaching interventions to help your sales force avoid these traps.

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Tags: Sales Performance

Implementing a Sales Process: 4 Classic Mistakes to Avoid

Posted by Guest Blog on Tue, Aug 25, 2015 @06:30 AM

Written by Frédéric Lucas. This was originally posted by our OMG Partner affiliate in Canada, Prima Ressource and has been translated from French.

The sales process is the backbone of a company's sales operations. 

In this article, we describe the mistakes made by sales managers in the implementation of the sales process. So it is assumed that the company has defined a procedure for formal and structured sales. 

 

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Tags: Sales Force Effectiveness

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