Sales Management Blog

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

Is it Consultative or Just Insultative Selling?

Posted by Gretchen Gordon on Thu, Aug 20, 2015 @07:00 AM

Anyone who seeks knowledge about selling has likely heard the term “Consultative Sales” or “Consultative Selling.” I don’t know what the technical definition of the word consultative is, but in essence it means to operate like a consultant. Unfortunately the term gets bantered around a lot and I fear can become a gimmick or a tactic rather than a mindset.

When pretending to be consultative, ineffective salespeople sound scripted, trite and risk being insulting to prospects and clients. To use my newly-coined term, it's insultative.

Read More

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

Your Salespeople Need to Have Their Own Personal Marketing Plan

Posted by Gretchen Gordon on Thu, Aug 21, 2014 @08:08 AM

In today’s cluttered world of advertising and social media message bombardment, buyers are seeking personal connection.  As the leader of your company’s growth vision, hopefully you have a marketing plan along with a sales strategy.  Most companies have some sort of marketing effort.  They want the brand to stand for something.  However, it can’t stop there.

Your salespeople need to take ownership of their own personal marketing plan as well.  While we want them supporting the company brand, each individual on your team will be more successful if they take some ownership in their own personal brand as well.   It is easy to get wrapped up in the belief that a robust marketing effort on behalf of the company will enhance the salesperson’s individual success.  Now, granted, marketing to increase brand awareness and marketing campaigns to increase interest regarding a particular product or service should increase leads, it is a mistake to let that be the end of the marketing plan. 

Encourage your salespeople to have a personal marketing plan to go along with their selling efforts.  For instance, salespeople need to be thoughtful about how they use LinkedIn.  Encourage them to have a well thought-out plan for their page and the image they want to portray.  Also help them to understand the power of using the network they create on LinkedIn and the ability to be at a virtual networking event 24/7.

Read More

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

Teflon® Man Improves Success in Sales

Posted by Gretchen Gordon on Thu, May 22, 2014 @03:15 PM

Have you ever had a sales rep who was emotionally volatile?  Okay maybe you are saying, “Is there any other kind?”  We find it to be a problem that is not necessarily acknowledged or respected.  Instead we tend to accept volatile behavior from salespeople as part of the territory.  If you do, you are doing your reps a disservice and you are allowing them to miss out on sales that they otherwise might make. 

I get it.  We expect our salespeople to be animated, charismatic, even emotional.  The reality is that if they are emotionally volatile, then they are likely missing opportunities with prospects and customers because they are too wrapped up in their emotion and not focused enough on the prospect.  The symptoms are jumping to conclusions, assuming they know what the prospect is thinking, accepting at face value what the prospect says.  The outcome is that they don’t ask enough pertinent questions and, therefore they don’t learn enough about the prospect.  Frequently this lack of emotional control gets intensified when the person is in a stressful situation or selling to people that are intimidating to them.  

Read More

Tags: Sales Management, Sales Development, Sales Force Effectiveness, For Sales Managers, By Gretchen Gordon

Systematic On-boarding Programs Predict Success

Posted by Gretchen Gordon on Thu, Apr 24, 2014 @10:15 AM

As part of our work with clients, we sometimes help them improve their hiring effectiveness and efficiency by introducing an assessment into their hiring process. I have found that hiring managers occasionally get lulled to sleep believing that because the candidate was recommended by the assessment, and HR screened them that they will just step into the position and be a superstar. I wish it worked that way, but it doesn’t. As I discussed in this recent article there are six steps to successful sales talent hiring, and on-boarding is one of those steps.

Read More

Tags: Sales Development, Sales Hiring, For Sales Managers, For CEOs, By Gretchen Gordon

The Six Steps to Effective Sales Talent Hiring

Posted by Gretchen Gordon on Thu, Apr 10, 2014 @01:40 PM

One of the services we provide our clients is training to improve their sales talent hiring effectiveness.  The facts are stark.  Without a good process most companies have excessively high turnover rates, and the cost of that turnover is great.  National statistics indicate that it costs the employer between 3x and 5x the salesperson’s total annual compensation for each bad hire.  Fortunately there is a repeatable process that if the hiring managers will follow, will produce predictably great results. Here are the steps. 

Read More

Tags: Sales Development, Sales Force Effectiveness, Sales Hiring, For CEOs, By Gretchen Gordon

Sales Managers Aren’t Spending Enough Time Holding Salespeople Accountable

Posted by Gretchen Gordon on Thu, Jan 16, 2014 @02:00 PM

Last time I talked about the area of accountability and what causes sales managers to be ineffective in holding salespeople accountable.  In case you missed the list of traits that competent sales managers possess I list it here. 

Read More

Tags: Sales Management, Sales Development, By Gretchen Gordon

Can Your Salespeople Provide a Disney Experience?

Posted by Gretchen Gordon on Thu, Oct 24, 2013 @12:50 PM

I had the privilege of hearing Doug Lipp present at a recent conference where I was also a speaker.  He is the former Disney University trainer for Disney.  While his message was mostly about customer experience and satisfaction, he made a specific point that resonated with me and applies to sales.

Read More

Tags: Sales Performance, Sales Development, Sales Force Effectiveness, For CEOs, By Gretchen Gordon

Does Your Sales Team Have the Elements of a World Class Sales Organization?

Posted by Gretchen Gordon on Thu, Aug 29, 2013 @11:00 AM

In a recent article, "The Sales Leadership Challenges to Having a World Class Sales Force" published by Dave Kurlan of Objective Management Group, he described the elements of a world-class sales organization.  I agree with the list he compiled.  He listed the following points:

  • Sales Leadership 
  • Sales Architecture
  • Sales Infrastructure
  • Sales Talent Management
  • Sales Enablement
  • Sales Human Capital
Read More

Tags: Sales Management, Sales Performance, Sales Development, Sales Force Effectiveness, For CEOs, By Gretchen Gordon

Onboarding Salespeople is Critical to Success

Posted by Gretchen Gordon on Thu, Aug 22, 2013 @09:17 AM

There are many sales managers and business leaders who believe that if you hire the right salesperson you can just turn them loose and they will excel.  Not true. 

The first 90 days (if not longer) are nearly as critical as following a solid recruiting and hiring process.   First, “A” players will not settle for “B” management so you need to have a disciplined approach to onboarding and ramping up.  Second, you need to be able to articulate why customers buy from you, and how you are differentiated (or not) from your competitors.   Then be able to equip them with a massive list of great questions.  Not good questions, but great questions.  Help them quickly learn how to get inside the prospect’s mind and heart.  Do this with good, thought-provoking questions.  Share with them what the typical obstacles are and how to discuss that.

Read More

Tags: Sales Development, Sales Hiring, For CEOs, By Gretchen Gordon

Loyal Customers Are Always Best, Right?

Posted by Guest Blog on Thu, Feb 21, 2013 @04:09 PM

I wanted to share this document written by Michael Smith of The Ohio State University’s Fisher College of Business. Smith is the Director of Corporate Partnerships and is a Senior Lecturer in Marketing and Logistics. I welcome you to read this article and take a look into the details of loyal customers.

Read More

Tags: Sales Development, Sales Force Effectiveness

Subscribe to Email Updates

Search Braveheart's Blog:
 

Connect with Braveheart

Most Popular Posts

Recent Posts