Sales Management Blog

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

Sales Managers: Stop Fixin’ to Get Ready…Overcome Change Paralysis

Posted by Karen Brown on Thu, Jul 23, 2015 @07:00 AM

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.

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Tags: Sales Management, For Sales Managers, By Karen Brown

No Excuse for Allowing Your Sales Team to Make Excuses

Posted by Gretchen Gordon on Thu, Jul 09, 2015 @12:43 PM

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.


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

4 Easy Steps to Help Your Salespeople Become Independent Thinkers

Posted by Gretchen Gordon on Thu, Jun 11, 2015 @06:30 AM

I just re-read a very good article by Janice Mars of Sales Latitude and thought it was worth sharing.

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

Top 5 Mistakes Made by CEOs Managing Sales (and How to Fix Them)

Posted by Gretchen Gordon on Thu, Jun 04, 2015 @05:24 PM

I had a meeting yesterday with the CEO of a small business that currently has six people on their sales team. He is stuck in an awkward place because they are now big enough that they need to have a sales team, but they still don’t think they are quite big enough yet to have a dedicated sales manager. This is a tough spot that tons of business owners find themselves in. He needs to build sales to propel the business to the next level (so he can justify hiring a rock star sales manager). But until then, it means that the responsibility of sales management falls on him.

That is where the problem lies. Because despite being great business leaders and perhaps brilliant salespeople, CEOs in general don’t have what it takes to be great sales managers. How can I make such a sweeping statement? Simple. It’s because I know that being a great sales manager requires significant time, something that is in short supply for any CEO.

Unfortunately, CEOs like the one I spoke with are forced to muddle through the sales management process as best they can out of necessity. Finding a way to balance this role as effectively as possible with their other CEO duties is critical to getting over the hump and growing their business enough to adequately support a high-performing sales team.

With that in mind, I put together a list of the Top 5 Mistakes I frequently see made by CEOs managing sales. More importantly, they are accompanied by tips on how to fix them.

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Tags: Sales Management, For CEOs, By Gretchen Gordon

3 Top Sales Coaching Tips Stolen from Lacrosse

Posted by Gretchen Gordon on Thu, Apr 09, 2015 @07:33 AM

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.

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

Six Sales Management Tips for Six Years of Braveheart Sales

Posted by Gretchen Gordon on Thu, Apr 02, 2015 @06:17 AM

This March marked our sixth anniversary in business. It is hard to believe and fills me with a sense of accomplishment and pride. But it also makes me think, “Wow, we still have so much to do to help middle market and small sales teams excel.” There is still lots of work to be done.

In recognition of our six years, I would like to share my favorite six tips I have learned along the way about sales management. 

#6 Work through the math of success.

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

Sales Leaders: Quit Telling. Start Coaching.

Posted by Gretchen Gordon on Thu, Mar 26, 2015 @07:15 AM

You are the leader of the sales team. You got there because you know what to do to sell your products and services. Whether your team is experiencing success or is struggling you probably have to direct your salespeople from time to time. Maybe you have to tell them exactly what to do and say to be successful. Certainly during onboarding you will spend a significant amount of time “scripting” them. You must make sure they own the stories about why your customers choose your services. They must learn the right probing questions to ask to get to the heart of the matter.

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

Why Can’t My Salespeople Close Business The Way I Can?

Posted by Gretchen Gordon on Thu, Mar 12, 2015 @09:41 AM

I frequently hear this frustrated comment from business owners who originally built their business by closing deals themselves. The fact of the matter is that company founders do have a special passion for the services the company provides, for obvious reasons. It is also likely that you, as the founder, come with a greater presence than most salespeople.

You are an owner, an entrepreneur, a CEO. You can speak easily with other CEOs because you have common ground. You might also be able to provide negotiating concessions right on the spot, whereas you may not feel comfortable giving your salespeople that same leeway.

So for all these reasons and more, it is unlikely that you will be able to find a salesperson who can be as effective as you are in closing business, at least initially. So what are you to do? Don’t focus on finding your clone or your Mini-Me.

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

Manage Better: How to Coach the “Not So Nice” Salesperson

Posted by Gretchen Gordon on Thu, Feb 26, 2015 @09:03 AM

You know this salesperson. She (or he) is really strong as a salesperson, but she just isn’t that likable. The unlikable salesperson doesn’t care much what people think of her. In her mind, she needs to do the job she was hired to do.

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

Sales Management Challenge: He’s Just So Nice

Posted by Gretchen Gordon on Fri, Feb 20, 2015 @07:30 AM

Do you have someone on your sales team who is “so nice”? He is the guy or gal that everyone likes. This individual gets along well with everyone. The service staff likes him, the customers like him, he is a team player. He is great. Except for the fact that he wastes too much time on opportunities that never seem to close. He isn’t meeting his goals consistently. 

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

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