Good & Bad News for Sales Managers Looking to Hire Quality Salespeople

Good & Bad News for Sales Managers Looking to Hire Quality Salespeople

It appears that the unemployment rate is going down. That’s a good thing, right? It means the economy is growing. Consumption is up causing demand to go up, which will help sales teams sell more. This is good news right? Well, yes and no. While it may make it easier on salespeople to sell when demand increases, it makes it harder on sales managers to find quality salespeople to do the job.

I hear the cry of many an employer stressing over the difficulty they have in hiring good quality salespeople. I have witnessed countless clients struggle with this. Even during […]

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Do Not Be Confused: Sales Activities Do Not Replace Sales Results

Do Not Be Confused: Sales Activities Do Not Replace Sales Results

I have written a bunch about the need for sales managers to hold their salespeople accountable to certain behaviors. As a matter of fact, it is essential that there be an agreed-upon sales activity plan which the salesperson has agreed to be bound to and which the sales manager has agreed to hold them accountable to. The accountability piece is essential in improving sales effectiveness.

We first have to set the standard of activity. Once the salesperson is doing the appropriate activity level then we can work on the coaching their effectiveness. But – and this is a big but – […]

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It’s Fourth Quarter: Your Sales Performance Now May Shape 2015

It’s Fourth Quarter: Your Sales Performance Now May Shape 2015

You read that correctly: what your sales team does right now may dictate how successful 2015 will be for you.

So, sales leaders, now is not only the time to get your folks pushing to close all the business they can in the 4th quarter, but it is also the time to lay the foundation for 2015. If you can get your salespeople focused on all the right behaviors this quarter, it will bode well for first quarter next year.

Frequently one of two things happens to sales performance in the 4th quarter:

1) The salesperson is well ahead of their goal, so […]

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What You Wish You’d Been Told BEFORE You Became Sales Manager

What You Wish You’d Been Told BEFORE You Became Sales Manager

I need your help. I have just begun writing the book that has been in my head for a few years. It will be a guide for first-time or “rookie” sales managers. It will be released in early 2015 and I may need your feedback from time to time on some of the content.

The intention of the book will be that those novice sales managers will take away the following items from reading the book:

Learn exactly what to do to have success with their sales team
Understand how to make the transition from salesperson to sales team leader
Know how to spend […]

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Sales Assessments Are Not Created Equally

Sales Assessments Are Not Created Equally

I just had a conversation yesterday with a high performing Sales Manager about the use of assessments with her sales team. This is a frequent conversation I have with company and sales leaders so I thought I would share. Those of you that know me, know I am a devotee of the Objective Management Group (OMG) battery of assessments for many reasons. I want to highlight the differences between OMG sales assessments and personality-type tests, to help clarify why I trust OMG sales assessments above all the others.

Differences Between OMG and Personality-Type Tests:

1. OMG assessments were created specifically for the […]

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Hiring Hunters: Don’t Rely on Luck to Hire the Next Great Salesperson

Hiring Hunters: Don’t Rely on Luck to Hire the Next Great Salesperson

One of the biggest challenges that middle market companies seem to face is the inability to attract and hire good quality salespeople consistently. Time and again it seems that they have had success with one or two hires but they can’t seem to duplicate their success. I believe it is because they got lucky and then tried to repeat the process of hiring another good one. Since it was luck the first time around that is pretty difficult to duplicate.

The Problem Is Two-Fold: 
1) Attracting the right candidates; and 2) Being able to pick out the ones that will work.

First, attracting the […]

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How to Effortlessly Manage a Seasoned Salesperson

How to Effortlessly Manage a Seasoned Salesperson

Here’s Braveheart founder Gretchen Gordon in a 3-minute video on “How To Effortlessly Manage a Seasoned Salesperson.” Watch the video and read on for a quick synopsis.

Easy and Painless Ways to Help Manage Seasoned Salespeople

Your more seasoned salespeople don’t want to be micromanaged, but that doesn’t necessarily mean they want to be left alone. They still may need some support, and they want to know you are there to help them succeed.

Three Quick Steps:

1) Help them analyze the deals in their pipeline.
2) Help them calculate their math of success.
3) Get them to tell you what activities they are going to […]

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Your Salespeople Need to Have Their Own Personal Marketing Plan

Your Salespeople Need to Have Their Own Personal Marketing Plan

In today’s cluttered world of advertising and social media message bombardment, buyers are seeking personal connection.  As the leader of your company’s growth vision, hopefully you have a marketing plan along with a sales strategy.  Most companies have some sort of marketing effort.  They want the brand to stand for something.  However, it can’t stop there.

Your salespeople need to take ownership of their own personal marketing plan as well.  While we want them supporting the company brand, each individual on your team will be more successful if they take some ownership in their own personal brand as well.   It is […]

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How To Run Effective Sales Meetings: 7 Tips for Sales Managers

How To Run Effective Sales Meetings: 7 Tips for Sales Managers

It seems to me that many sales managers don’t know exactly what they want to get out of a sales meeting. They know they are supposed to do them.  Maybe even the CEO or president mandates that they have them weekly. Unfortunately, most are ill-conceived and end up wasting time and possibly disenfranchising well-intentioned salespeople.

Here Are My Basic Ground Rules for Effective Sales Meetings:

1. KEEP IT SHORT. The shorter the better – Maintain the sense of urgency associated with the fact that sales meetings are generally taking away from precious selling time.

2. KEEP IT RELEVANT. Due to the fact that the meeting […]

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Sales Goals: Activities Don’t Necessarily Produce Results

Sales Goals: Activities Don’t Necessarily Produce Results

I have written before about the need for sales managers to focus on activity goals with their salespeople as opposed to being only focused on the outcome goals (or closed business goals). There are many reasons for this:

Nobody can control whether or not the prospect or customer actually buys, so focusing exclusively on sales goals allows salespeople some room for excuse making. “The guy was never going to buy.” “He was such a jerk. It’s probably good he didn’t buy.”

If the sales manager gives direction to the salesperson to sell more, frequently the salesperson doesn’t really know how to make […]

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