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).Read More
Sales Management Blog
Sales management tips and advice on how to improve your sales team.
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.
Editor's note: Today's post is from Karen Brown, a Sales Growth Specialist with Braveheart Sales Performance. Karen will be a regular contributor to the Sales Management Blog. She brings her unique insights from nearly 30 years of business management and sales leadership experience, which she applies to help sales teams achieve their goals and increase their profits.
Change is hard. That is a fact. Some would say it’s a statement of the obvious.
Talking about change is not hard. Creating a vision of change is a very engaging exercise that can consume what would otherwise be time filled with productive activities. It’s easy to get caught up in time spent “fixin’ to get ready” to execute.
Do you ever get frustrated by the reasons why your salespeople can’t or don’t meet their goals? Do you feel like you are nagging them to sell more despite all the reasons why they tell you they can’t?
Here’s some helpful advice:
Quit allowing your salespeople to make any excuses.
Granted, it’s not a revolutionary idea . . . but you have to give yourself permission to actually do it. If you fail to do so, your salespeople won’t grow, change or improve. They will just stay the same. And, consequently, you will be frustrated and sales will suffer. Before you know it, you’ll be in a vortex of dysfunction. Maybe you are already there.
A friend and colleague pointed out to me that I frequently refer to the Math of Success in sales when I write, but I don’t have one article dedicated to the topic. Well here you go, an entire article dedicated to the magical Math of Success. You can download a worksheet template to use with your sales team and put this into practice immediately. This is the Sales Manager’s remedy for having to nag salespeople to do more, get more appointments, send more proposals, and close more business.Read More
I just re-read a very good article by Janice Mars of Sales Latitude and thought it was worth sharing.Read More
If you have read many of my articles you realize that from time to time I like to use sports analogies. I was at yet another college lacrosse game several days ago, and sadly my team lost to end their season. We were tied at the half but then had gone down by three goals in the second half. Our team was struggling a little bit to get something going and seemed riddled with turnovers.Read More
In my last article I spoke about the importance of asking for referrals and introductions. I described how one can accomplish this either the old-fashioned way, through asking, or by using LinkedIn or Reachable. I have been asked to explore these online applications a little bit further. So here goes.Read More
I was at a conference in sunny La Jolla, CA last week presenting to a group of very successful business owners in the security industry. Most have owned their companies for decades and have already built thriving recurring revenue businesses. Still, every single one of them has a keen interest in sales expansion. Each of them wants to better understand how to keep moving their sales teams forward on the path to increased selling efficiency.Read More
I was at a college lacrosse game this weekend between two top ten teams. On paper it should have been a close game; one team ranked second in the country and the other ranked 10th. It ended up being a blowout.Read More