Sales Management Blog

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

How to Know if A Manager is Sabotaging Your Sales Transformation

Posted by Guest Blog on Tue, Nov 03, 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.

When business leaders implement a sales force transformation program, they inevitably meet resistance within their organization.

A certain resistance to change on the part of company executives is common. On the other hand, if it is followed by closed business and increased accountability, this resistance should disappear within a few weeks.

What is problematic is when resistance to change comes from managers and sales directors of the company. Some of them might even want to derail the transformation program or discredit the consultant in charge of the project.

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Tags: Sales Force Effectiveness, For CEOs

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

Sales Digest: Scary Useful Reads for Sales This Halloween

Posted by Gretchen Gordon on Tue, Oct 27, 2015 @06:30 AM

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.


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

Why Your Hot New Sales Tips Will Fail to Deliver

Posted by Gretchen Gordon on Thu, Oct 22, 2015 @06:30 AM

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.


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Tags: Sales Performance, Sales Force Effectiveness, For Sales Managers, By Gretchen Gordon

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

Sales, Business and Life Lessons from the Head Ball Coach

Posted by Gretchen Gordon on Thu, Oct 15, 2015 @06:30 AM

Those of you that know me well know that I am a Florida Gator. You also may know that my husband had the pleasure of coaching for Steve Spurrier, and that my son is a quarterback at the University of South Carolina, where he has had the privilege of being directly coached by Coach Spurrier. So I am selfishly saddened by Coach Spurrier’s decision to resign. But I also feel blessed to know him and to have felt his impact on so many parts of my life. I even have a special picture of him holding my daughter when she was just a baby, which makes me smile when I look at it.

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.
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Tags: Sales Performance, For Sales Managers, For CEOs, By Gretchen Gordon

Is Legacy Exposing You to a Devastating Black Swan Event?

Posted by Guest Blog on Tue, Oct 13, 2015 @06:30 AM

Written by Gary Delbridge. This was originally posted on The Sales Professor Blog by our OMG Partner affiliate in Australia, Objective Assessment and is reposted here with minor modifications.

I spend much of my time talking to CEOs about the importance of their organization having a powerful sales process and building sales capabilities within their teams. The problem is, the more time I spend looking into sales issues within organizations, the more apparent it is that the bigger problem is . . .

Legacy — the way we’ve always done things!

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Tags: Sales Force Effectiveness, For CEOs

25 of the Best All-Time Sales Quotes

Posted by Gretchen Gordon on Thu, Oct 08, 2015 @06:30 AM

Looking for a quick shot of sales expertise? We've compiled 25 easy-to-digest, practical and motivational sales quotes from leading sales experts. It's a blend of oldies but goodies with a sprinkle of new quotes that you probably haven't read anywhere else. 


Here's one of mine:

"The only two reasons why salespeople fail are: 1. They don't do enough of the right activities; and  2. They aren't good at doing the activities when they do them."  Gretchen Gordon


Quotes from the Women Sales Pros Network

"High-level buyers want to talk to people who know more than they do. They hunger not for information but insight."Barbara Weaver Smith

"Make a decision to be present when meeting with members of your team. Put away your smart phone, close the door and put your phone on do not disturb. Treat your salesperson like you would treat your most important customer---because he is!"Colleen Stanley

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Tags: Sales Performance, By Gretchen Gordon

How to Turn a Good Salesperson Bad: A Cautionary Tale

Posted by Guest Blog on Tue, Oct 06, 2015 @06:30 AM

Written by Gary Delbridge. This was originally posted on The Sales Professor Blog by our OMG Partner affiliate in Australia, Objective Assessment and is reposted here with minor modifications.

More than 20 years ago, while working in the area of corporate transformation, I came across a fascinating explanation of the nature of culture within companies. I, like many people, saw the culture of a company as something “inherent” in any organization. But until that time, I failed to understand how it came into being and underestimated the enormous impact it had on the performance of those within a company.

While studying “Total Quality Management” in 1992, I came to understand that a company’s culture is like a virus; good or bad it invariably infects all of those within the company, including all new people that join the company. It fascinates me that companies often seek to “bring in new blood” when they recognize that they have a problem with their culture — only to find that the anticipated changes and improvements are ineffective. Often, in fact, the resistance to change is so great that either the “new blood” leaves the company or succumbs to the path of least resistance  the existing company culture. In short, they are assimilated.

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Tags: Sales Force Effectiveness, For CEOs

Why Beefing Up Commission May Not Change Behavior (& How to Fix)

Posted by Gretchen Gordon on Thu, Oct 01, 2015 @08:47 AM

I had a great conversation with a CEO today where we were discussing the merits of refining their compensation plan. It seems the CEO was disgruntled over the fact that his salespeople were comfortable making six-figure incomes, but they weren’t pushing to really knock it out of the park. Maybe you have witnessed the same thing.

These salespeople tend to sell roughly the same amount each month to maintain a certain standard of living, but don’t put that extra effort in to make more. In some cases when this happens, you may know that they could make significantly more if they just focused a bit more. Unfortunately, they take their foot off the gas when they get in their comfort zone. Does this sound familiar?

The CEO is correct that we might be able to influence behaviors with a reconstructed compensation plan. But, then again, we might not. We just can’t know without knowing the salespeople's underlying motivations. I know it seems obvious that people who work in heavily commissioned jobs would be extremely money motivated. Well, I am here to tell you that it is just not necessarily the case.

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Tags: Sales Growth, For CEOs, By Gretchen Gordon

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