Sales Management Blog

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

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

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

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

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 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

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