Sales Management Blog

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

Free Link to Sales Talent Hiring Secrets Webinar

Posted by Gretchen Gordon on Thu, Nov 15, 2012 @10:56 AM

Last week I conducted a free webinar entitled Sales Talent Hiring Secrets.  We had a tremendous response to this topic, and I believe it is because so many companies struggle with hiring sales talent.  If you missed the webinar here you go.  It lasts about an hour so get comfy and get ready to learn something new about hiring sales talent.

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Tags: Sales Management, Sales Performance, Sales Hiring, By Gretchen Gordon

Sales Hiring Mistake Calculator

Posted by Gretchen Gordon on Thu, Nov 08, 2012 @05:43 PM

 

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

Free Webinar: Sales Talent Hiring Secrets

Posted by Gretchen Gordon on Thu, Nov 01, 2012 @10:25 AM

I am conducting a free webinar November 8, 2012 at 12:00pm (EST), and I would like to officially invite you to join in as we explore the difficulties associated with effectively hiring sales talent.

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Tags: Sales Management, Sales Performance, Sales Hiring

How Do You Know if Your Salespeople Have the Key Sales Competencies?

Posted by Gretchen Gordon on Thu, Oct 25, 2012 @12:19 PM

I recently read Sales Competence, How Do We Know? By David Brock, and the premise was sound to the point that I even wrote down a couple notes.  The article spoke about making lists of competencies, and talked about a sales competency model or framework.  It all made perfect sense.  The example the author gave was of a particular client who listed 150 competencies.  (Whew!  That is a LOT of competencies.)   The general idea is to help aid in hiring the right salespeople, as well as in creating a development path for existing salespeople.

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Tags: Sales Management, Sales Performance, Sales Development, Sales Hiring, By Gretchen Gordon

Do Your Salespeople Have Executive Presence?

Posted by Gretchen Gordon on Tue, Oct 09, 2012 @04:46 PM

This topic of executive presence has been front and center with me lately, and has come up in a wide variety of contexts.  If your sales force sells to consumers or sells products and services to lower level end users in a B2B environment, then executive presence may not be necessary, but it certainly would not hurt.  If your team sells to the C-suite, or has to gain the trust of high level influencers in a complex selling situation, then the concept of executive presence is key.

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Tags: Sales Management, Sales Performance, Sales Development, Sales Hiring, By Gretchen Gordon

Sales People are Not Entrepreneurs

Posted by Gretchen Gordon on Thu, Sep 27, 2012 @11:21 AM

This is one of the single most important things entrepreneurs need to understand when they hire salespeople to grow and scale their business. During a first meeting with an entrepreneur, I often ask what is the profile of the ideal salesperson for their business, and I usually hear the following:

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

Five Mistakes to Avoid in Building Your Sales Force: Fourth in a Five Part Series

Posted by Gretchen Gordon on Thu, Aug 23, 2012 @03:45 PM

In my experience as a sales performance expert, I have learned that mistakes are better teachers than successes.  With that in mind, it is my hope that there will be some valuable lessons for you as we review some of the most common mistakes to building a successful sales force:

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Tags: Sales Development, Sales Hiring, By Gretchen Gordon

Five Mistakes to Avoid in Building Your Sales Force: First in a Five Part Series

Posted by Gretchen Gordon on Thu, Aug 02, 2012 @11:56 AM

In my experience as a sales performance expert, I have learned that mistakes are better teachers than successes. With that in mind, it is my hope that there will be some valuable lessons for you as we review some of the most common mistakes to building a successful sales force:

Mistake #1:  Using the same techniques to hire salespeople that you use to hire everyone else.  Salespeople are different. In fact, you, as the manager, owner, or president, want them to be different so they can effectively do their job.  Consequently, you must hire them differently.

Do not be so stuck on hiring directly from your industry. Too many hiring managers feel that it will be easier to hire salespeople from the same industry. It may be easier, but make absolutely certain that they are a successful salesperson selling your way. They must have had success in a similar environment, selling to the title of the person you want them to sell to; selling in a consultative fashion if that is called for; selling a higher priced option if you are higher priced, and on and on. Without fail, whenever I ask hiring managers to tell me whether they think it is easier to train someone on their products or services, or whether it is easier to train an industry expert to sell, they always say it is harder to teach someone to sell. And, they are right. Decide to hire the best salesperson that is appropriate for the position first, and then determine if their industry experience will be a benefit.

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Tags: Sales Hiring, For CEOs, By Gretchen Gordon

Spend 80% of Your Time on These Five Areas and Watch Your Salespeople Excel: Fourth of a Five Part Series

Posted by Gretchen Gordon on Thu, Jun 21, 2012 @10:39 AM

RecruiterWould you know what to do if your best salesperson left? Do you have a plan to grow the team? Effective sales managers are always recruiting. Here are a couple of quick tips:  1) When you have a positive experience with a salesperson outside your company, get to know that person to determine whether there would be a fit with your company. 2) Field all the inbound sales calls to your company so you talk with a variety of salespeople calling on your company – you may find a star.  3) Use all the electronic tools available including job posts and LinkedIn to search for potential salespeople.  In spite of the fact that the employment rate is high, it is not high with respect to good salespeople.  You must find them before they are actively searching job postings.

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Tags: Sales Management, Sales Hiring, By Gretchen Gordon

Sales Force Turnover: Good or Bad?

Posted by Gretchen Gordon on Thu, May 24, 2012 @09:37 AM

I was reading a short article the other day where the topic of sales force turnover was mentioned.  The article indicated that sales force turnover was always a bad thing.  Well, I am here to say that some sales force turnover is a good thing.  Anytime someone leaves, it affords you the opportunity to upgrade your talent.  I suppose most employers look at it differently, though, if they don’t have a predictive tool to hire salespeople correctly.  And, the negative statistics are staggering. 

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Tags: Sales Hiring, By Gretchen Gordon

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