Spend 80% of Your Time on These Five Areas and Watch Your Salespeople Excel: Second of a Five Part Series

Most sales managers spend the majority of their time doing activities that don’t really positively impact their salespeople’s success. Being pulled in many different directions, many tend to get mired down in the paperwork associated with a sales manager’s job rather than dealing with the “people side” of the job. The results come from the people, so focusing efforts on the sales people will pay off.

Motivator:  Many managers feel like salespeople should come motivated to do the job.  Unfortunately, most salespeople need help in that area. It’s the sales manager’s job to know how to motivate his/her individual team members. […]

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Spend 80% of Your Time on These Five Areas and Watch Your Salespeople Excel: First of a Five Part Series

Most sales managers spend the majority of their time doing activities that don’t really positively impact their salespeople’s success. Being pulled in many different directions, many tend to get mired down in the paperwork associated with a sales manager’s job rather than dealing with the “people side” of the job. The results come from the people, so focusing efforts on the sales people will pay off.

Coach:  Just like every baseball player has a coach, all salespeople need to have one. The coach practices with them, runs them through drills, observes their performance, and gives them feedback on how to improve. […]

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Should You Restage Your Sales Pipeline?

Here at Braveheart Sales Performance we use the tools provided by Objective Management Group in evaluating existing sales teams and also in helping client companies hire salespeople more efficiently and effectively.  The founder of Objective Management Group, Dave Kurlan, wrote a tremendous article on the sales pipeline and I would like to share it with you.

Should You Restage Your Sales Pipeline?

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Welcome!

Braveheart Selling. ..what is that really?  Braveheart is a completely fictitious word, actually.  If you look it up in the dictionary, you will not find it.  I have come up with my own definition as follows:

1: a courageous warrior; 2: one who steadfastly fights for a noble cause

So with the introduction of this Braveheart Selling Blog, I will share ideas and principles that will help sales teams become courageous selling warriors and will teach sales managers the foundation for coaching sales team to become Bravehearts.  At Braveheart Sales Performance, we utilize a very disciplined approach to understanding the sales force and […]

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