Sales Management Blog

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

20 Sales Management Practices You Should Leave in 2015 - For Good!

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

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.

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

18 Critical Questions CEOs Need to Ask Their Sales Managers

Posted by Guest Blog on Tue, Dec 08, 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.

As a CEO or business leader, you need to have regular conversations with your sales managers. This is true regardless of your managers’ skill level.

These conversations allow you to get an accurate understanding of the current state of your sales force while mentoring and coaching your sales managers. To get the answers you need, you have to ask the right questions at the right time. Here is our time-saving list of questions that every leader should ask of their sales managers at the specified intervals; by week, month, and quarter.

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Tags: Sales Management, For CEOs

Our Top 5 Sales Management Blog Posts of All Time

Posted by Gretchen Gordon on Tue, Dec 01, 2015 @06:30 AM

Some of our readers have been loyally following our posts from the beginning, way back in 2012. Others have discovered Braveheart’s Sales Management Blog more recently. If you stumbled upon us in the past year or two, you likely missed some of our most popular posts.

Here are our top five most widely-read posts of all time (plus three of our favorites). If you haven’t read these Braveheart classics yet, I think you will find them still relevant and full of useful insights.

 

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Tags: Sales Management, By Gretchen Gordon

How to Cure 3 Pervasive Sales Management Ills

Posted by Gretchen Gordon on Thu, Nov 12, 2015 @07:00 AM

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.

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Tags: Sales Management, For Sales Managers

Sales Coaching: 4 Strategies for More Questions

Posted by Guest Blog on Tue, Oct 20, 2015 @06:57 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.

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.

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Tags: Sales Management, For Sales Managers

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.

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Tags: Sales Management, 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.

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Tags: Sales Management, For CEOs, By Gretchen Gordon

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).

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Tags: Sales Management, For Sales Managers, 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).

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Tags: Sales Management, For CEOs, By Karen Brown

How to Fix the 5 Most Common Sales Team Defects

Posted by Gretchen Gordon on Thu, Jul 30, 2015 @07:00 AM

I wrote about this a few years ago in a series of blogs but I wanted to do an update that sums up the common causes of problems with sales teams — and their fixes  in a single article. This is not meant to be a comprehensive list.

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Tags: Sales Management, By Gretchen Gordon

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