Sales Management Blog

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

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.

Read More

Tags: Sales Performance, Sales Hiring

Mastering the Art of Questioning is Not Just for Salespeople

Posted by Gretchen Gordon on Thu, Sep 24, 2015 @06:00 AM

Managers: Improve your sales management effectiveness . . . and minimize your burden

Just as we teach salespeople to be awesome question-askers, as sales managers, we also need to be experts in the art of questioning. The questions asked may just need a little tweaking.

All too often, sales managers feel the burden of directing their sales team. If your salespeople come to you with questions throughout the day, you may feel pressure to respond as an authority. I don’t believe it's a conscious thought; still, the burden is squarely on the sales manager's shoulders to tell the sales team how to act.

Read More

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

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.

Read More

Tags: Sales Performance, For CEOs

Be an Exception to the Latest Depressing Stats on Consultative Selling

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

Hello. Are There Any Consultative Salespeople Out There?

I read a fantastic, albeit depressing article that was published yesterday by Dave Kurlan, founder of Objective Management Group (OMG).

Periodically, OMG mines the data on the thousands of salespeople that are assessed using their tools each year (now over 1 million salespeople in total). What they have learned is that the average consultative seller competency has not improved much over the last four years. Despite so much more information out there about sales effectiveness. And despite the hundreds of training and development companies that exist to try and improve sales skills of sales teams.

In 2011, the salespeople in the research group exhibited, on average, only 47% of the consultative seller skill set. Now, with the most recent data (on 350,000 salespeople) they exhibit, on average, 48% of the consultative seller skill set. Big whoop. A 1% increase.

Read More

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

Sales Digest: Make Your Pipeline More Effective

Posted by Gretchen Gordon on Tue, Sep 15, 2015 @09:33 AM

Braveheart Sales Digest

Focus On: Improving Your Sales Pipeline

The inaugural edition of our sales digest was well-received, so we are doing it again around a new theme: the sales pipeline. If you follow Braveheart's Sales Management Blog, you have likely heard me refer to the "fluffy pipeline syndrome." It's a real thing that can seriously undercut sales performance.

In 2013, The TAS Group reported that only 46% of sales reps feel their pipeline is accurate. Find out what leading sales experts have to say now about building and maintaining an effective sales pipeline.

 

Read More

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

CEOs: What Should You Do About Your Sales Managers?

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

What does your sales manager do? What is he or she supposed to do?

If you are like many other CEOs and business owners, you have two different answers for those questions. My colleague, Karen Brown, recently blogged about the widespread misperceptions over sales managers’ value. We often witness a baseline misunderstanding about what role the sales manager should be playing in the organization.

Read More

Tags: Sales Management, For CEOs, By Gretchen Gordon

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.

Read More

Tags: Sales Performance

Sales Managers: How to Win at Joint Sales Calls

Posted by Gretchen Gordon on Thu, Sep 03, 2015 @06:30 AM

I had a great conversation with a highly talented VP of Sales of a successful sales organization the other day. We had a spirited debate about the role that a sales manager should play in joint calls with their sales reps. So this got me thinking more deeply about how to best approach those joint calls for the greatest success. (Do you have an opinion about it? Weigh in on Twitter, or in the comments).

Read More

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

Sales Digest: How Old-School Salespeople Can Stay Relevant

Posted by Gretchen Gordon on Tue, Sep 01, 2015 @10:26 AM

Braveheart Sales Digest

Focus On: How Old-School Salespeople Can Stay Relevant

Headlines periodically appear to predict total doom and gloom for old-school salespeople. Earlier this year, Hubspot's Emma Snider blogged about Forrester’s prediction that a full million “traditional” sales jobs will be lost before 2020 (Forrester also predicted growth for sales consultants). But Snider more recently reassured us sales folk that we are still relevant after all, based on new Gartner research published in the Harvard Business Review.

In fact, Gartner’s research indicates salespeople are “more important than ever,” ranking them the single most influential factor for B2B sales (above references, events, white papers, sales presentations, work-related communities, provider websites, marketing literature, press publications, advertising or social media). There is every indication that the future of sales belongs to those who can bridge the best of old-school sales methods with future technology and consultative selling to best meet customers' needs.

This is a curated list of blog posts about salespeople who have been in the sales game long enough to earn their stripes many times over. They may be called “veterans,” “old-school,” “traditional,” “experienced,” “senior,” or “seasoned.” Read what people are saying about their perceived strengths and weaknesses and how they can stay relevant in a rapidly-evolving sales environment.

Read More

Tags: Sales Performance, By Gretchen Gordon

4 Myths (Busted) About the Value of Sales Managers

Posted by Karen Brown on Thu, Aug 27, 2015 @06:30 AM

What’s so important about having a Sales Manager?  After all, isn’t their job really about herding cats?  To save the day? You know what I mean . . . micromanaging so that sales representatives never fail?

You may have heard questions to this effect — questions which reflect a devaluation of the role of Sales Manager, and the idea that a Sales Manager is a "Nice to Have," not a "Need to Have." (Read on to see that myth busted).

  Read More

Tags: Sales Management, For CEOs, By Karen Brown

Subscribe to Email Updates

Search Braveheart's Blog:
 

Connect with Braveheart

Most Popular Posts

Recent Posts