Sales Management Blog

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

Sales Digest: What Should You Be Doing for Sales This December?

Posted by Gretchen Gordon on Tue, Dec 15, 2015 @07:00 AM

Tips! Fresh ideas! Data! Good reasons to overcome your (internal) holiday season selling objections!

Here’s our round-up of what you should be doing this holiday season to grow your sales, plus how to do it, according to people who know. Convinced your particular sales situation is beyond hope during the month of December, no matter what anyone says? Don’t worry, we have ideas for you too…read on.


From the Women Sales Pros network:


Read this if: You want quick, accessible tips you can use right now.

Title: 12 Tips to Close Your Deals in December

Author: Kendra Lee

Source: Sales Gravy Blog

Published: unknown

Time to Digest: 3 minutes

The Gist: Twelve straightforward, actionable ideas to generate some new business before year end. One example: “Review all the proposals you closed this year and make a list of things customers decided to ‘wait to do.’ Close them now.” Read it here.


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Tags: Sales Performance, By Gretchen Gordon

Is Your Pipeline a Pipe Dream? How to Tame Your Sales Pipeline

Posted by Gretchen Gordon on Fri, Dec 04, 2015 @06:30 AM

I facilitated a Sales Swap Meet™ this week with a collection of business owners.* If you aren’t familiar with a Sales Swap Meet, it is where business owners and CEOs bring their questions, concerns, and problems regarding their sales organization and swap them for ideas, suggestions and answers.

The topic we spent the most time on was what to measure and how to measure it. I thought I would recap for you what we discussed since it is of high importance for any business. What I heard was that the majority of the folks keep track of a pipeline and some grade the pipeline (calculating how much business will actually spit out the back end based on the probabilities associated with the deals in the pipeline) and make some projections based off of those. Nobody indicated their projections were accurate, unfortunately. So let’s start there.

A pipeline frequently is just a list of deals that salespeople are working on. The less disciplined you are about what goes into the pipeline and how opportunities are rated, the bigger, fatter and more unrealistic the pipeline becomes. If you place too much emphasis on the pipeline, it will continue to grow until it is a total waste of time.

Here Are Two Tips to Tame Your Sales Pipeline

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

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, 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

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

3 Benefits of Continuous Recruitment for Sales

Posted by Guest Blog on Tue, Sep 29, 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.

On the sales manager's list of tasks, recruitment ranks low among priorities. When there is a need for one or more salespeople, managers dive into recruitment and put all their forces into battle. Often, just to hire the "least worst" candidates at the end of the recruitment process. TWEET THIS

However, the trend is increasing that companies need to recruit salespeople continuously.

Obviously, the first benefit of continuous recruitment is the ability to hire more quickly when the sales organization needs it, BUT, this approach also offers other lesser-known benefits.

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Tags: Sales Performance, Sales Hiring

How Do CEOs Sell Effectively When They Lack Sales Skills?

Posted by Guest Blog on Tue, Sep 22, 2015 @06:00 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.

Who is your company’s top seller? Is it by chance the CEO or business owner? Have you ever wondered why a CEO might sell more than a salesperson, despite having less finely-honed sales skills? (That generalization reflects the fact that salespeople are devoted full-time to sales while CEOs must wear many hats).

Who is the Top Seller at Many Companies? The CEO or Owner.

Business owners are often the best sellers of their company — NOT because they have developed special skills or because they have a talent that others do not. So how do CEOs sell effectively? Business owners are able to sell because they must sell! When they have good sales skills, it is easier for them, but when this is not the case, they may still succeed through so-called intangibles.

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Tags: Sales Performance, For CEOs

Be an Exception to the Latest Depressing Stats on Consultative Selling

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

Hello. Are There Any Consultative Salespeople Out There?

I read a fantastic, albeit depressing article that was published yesterday by Dave Kurlan, founder of Objective Management Group (OMG).

Periodically, OMG mines the data on the thousands of salespeople that are assessed using their tools each year (now over 1 million salespeople in total). What they have learned is that the average consultative seller competency has not improved much over the last four years. Despite so much more information out there about sales effectiveness. And despite the hundreds of training and development companies that exist to try and improve sales skills of sales teams.

In 2011, the salespeople in the research group exhibited, on average, only 47% of the consultative seller skill set. Now, with the most recent data (on 350,000 salespeople) they exhibit, on average, 48% of the consultative seller skill set. Big whoop. A 1% increase.

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

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