Sales Management Blog

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

Tough Questions Get You the Sale When Adorable Won't

Posted by Karen Brown on Thu, Oct 29, 2015 @06:30 AM

One sunny weekday afternoon in July, I decided to duck out of the office for a brief walk to enjoy the fresh air. A walking trail through a heavy grove of trees led me to a residential street where I heard music. There I saw two sisters operating what appeared to be a lemonade stand. Big sister, about six years old, earnestly waved her arms in the air to get my attention while little sister, about three years old, excitedly jumped up and down on her tippy toes.

Since I was across the street and completely void of money, I yelled over a greeting and asked what they were selling. Little sister excitedly bounced up and down on her toes while big sister confidently yelled back with a well-scripted and lengthy product description of some sort of vitamin and nutrient beverage with a complex name that I had never heard of. Her hard close was to say that she drinks it every day, and it makes her feel great! I was suddenly sentimental about Kool-Aid.

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Tags: Sales Performance, By Karen Brown

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).

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Tags: Sales Management, For CEOs, By Karen Brown

Sales Managers: Stop Fixin’ to Get Ready…Overcome Change Paralysis

Posted by Karen Brown on Thu, Jul 23, 2015 @07:00 AM

Editor's note: Today's post is from Karen Brown, a Sales Growth Specialist with Braveheart Sales Performance. Karen will be a regular contributor to the Sales Management Blog. She brings her unique insights from nearly 30 years of business management and sales leadership experience, which she applies to help sales teams achieve their goals and increase their profits.

Change is hard. That is a fact. Some would say it’s a statement of the obvious.

Talking about change is not hard. Creating a vision of change is a very engaging exercise that can consume what would otherwise be time filled with productive activities. It’s easy to get caught up in time spent “fixin’ to get ready” to execute.

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Tags: Sales Management, For Sales Managers, By Karen Brown

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