When was the last time you did some purging in your professional life, or personal life for that matter? There’s a reason I wonder. Recently, I helped both my mother and mother-in-law move. Each had accumulated over the years both great personal treasures and a lot of junk. Faced with helping them get rid of what they no longer needed (or perhaps ever needed), I reflected deeply both about the value of things, and eliminating things. And while I carried boxes, packed treasures and discarded junk, I realized that the process was completely applicable to the world of sales and […]Read more »
It has been said that you can’t teach an old dog new tricks. As this axiom relates to salespeople, it is sometimes true and sometimes untrue. The outcome can be determined by which category the salesperson falls into. In other words, in which kind of dog we are dealing with.
Dog Training and People Training
Here at Braveheart, we are in the human performance business as it specifically relates to sales effectiveness. And the businesses of people training and dog training are really quite similar.
Okay, before I go on, let me apologize if by comparing salespeople to dogs I offend anyone, but […]Read more »
We work with many companies, both small and large, who suffer from the same issues when it comes to hiring. They all have difficulty attracting, selecting and onboarding the right salespeople.
Repeatedly, we hear the frustration of executives who have wasted countless hours and thousands of dollars hiring salespeople who don’t work out. Compounding the problem is that when the market is tight for good sales talent, hiring managers feel pushed to just fill positions, not understanding that hiring poorly likely will cost the company three to five times the hire’s annual compensation.
Sales hiring is the most difficult to […]Read more »
It’s another of the most common complaints we hear from business owners and sales leaders: Our salespeople can’t close. And they’re right. Most salespeople, unfortunately, are not great at closing.
The closing facts
This isn’t just an opinion, it’s backed-up by some impressive data. Using the Objective Management Group’s vast database of over 1,000,000 salespeople, I pulled information on 359,000 to determine how many had the traits of a proficient closer (see sidebar). On average, these salespeople only have 31% of the necessary characteristics. 31%! Having so few of these traits, it’s no wonder we hear complaints about salespeople closing.
Closing isn’t intimidation
A […]Read more »
Telling is NOT selling goes without saying. Anyone worth the commissions they collect knows this. But telling is not sales leadership or coaching either. It simply won’t help an individual salesperson get any better. People rarely learn by being told, “do this”, or “do that.”
Telling for Failure
Too frequently it’s what I see however. Managers telling salespeople what to do and how to do it. As a matter of fact, I frequently witness this situation when I get the chance to sit in on the sales “training” sessions of prospective clients.
Typically, the manager will start off having the salespeople break up […]Read more »
I had the privilege recently of speaking at the 2017 Barnes Buchanan Security Conference on the topic: Capitalize on Trends Redefining Selling in the Security Industry. As with many industries, competition and customers’ buying habits continue to influence the security industry marketplace. But, no matter what industry you’re selling in, here are some lessons to learn from the situation and my presentation.
Sly competition from outside companies
The Security Industry is facing many new “wily” competitors in the form of cable companies and internet providers who are now offering security services in addition to entertainment and broadband access. These companies don’t necessarily […]Read more »
I recently had the privilege of moderating a panel on sales compensation plans at the SedonaOffice Users Conference. If you were at the conference but missed this panel (or weren’t there and wish you had been), fear not, I have compiled the key points here. For those of you not affiliated with the security industry, keep reading – the principles we discussed at the conference apply to most any business.
First of all, the contributors: I was joined by some wonderful business leaders in the security industry:
Joslyn Alderson from Vancouver Fire & Radius Security
Fred Johnson from Peak Alarm
Bob McVeigh from […]
Recently, Gretchen Gordon was interviewed as part of the KiteDesk.com “Expert Interview Series” by the company’s Chief Marketing Officer, Eric Quantrom. They discussed common sales problems and how to avoid them, covering such topics as:
How sales organizations can stand out in incredibly competitive and saturated markets
How to determine what an individual’s needs are, so they can best be solved
Ways to stay focused and productive in a digital environment
You can read the full interview here…
KiteDesk is sales automation provider for B2B sales teams. They bring smarter sales development using the most accurate Internet research technologies and databases […]Read more »
Maybe it because a new year has begun, but I’ve had numerous questions lately about sales compensation plans and how to construct them. It certainly seems to be a hot topic. I even facilitated a panel discussion on the subject at the SedonaOffice Users Conference this week.
What I hear being asked by business and sales leaders is, “How do I construct a compensation plan that will cause my salespeople to sell gobs of stuff, generating a whole bunch of profit for the company without us having to do anything else? Oh, and without us paying them too much for […]Read more »
So, it’s a new year and once again we get to start with a fresh slate. Time to hit it hard and generate some new business. As a manager, you probably wrapped up last year with an assessment of your sales team’s effectiveness, likely calculating and paying out commissions for the team’s effort. Invariably, there were some stars, some duds and some so-so performers in your group.
Money Isn’t Always Motivating
As you plan for 2017 and where you will spend your effort, I’d like to suggest you spend a little energy tuning into your individual salespeople’s motivational tendencies. You will have […]Read more »