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.Read More
Sales Management Blog
Sales management tips and advice on how to improve your sales team.
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.Read More
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.Read More
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.Read More
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.
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.
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.
As I have watched the coverage of his playing and coaching career over the last 48 hours, I am again in awe of his authenticity. And I believe that this is what has made him so special. He has always been true to himself and has been laser focused on the goal, even when the goal seemed scary or unrealistic to outsiders. I believe that we, as business leaders and as sales leaders, could take a page from his playbook and ascend to higher levels of success by learning from his example.
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.
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.