Trade Show Torture

Trade Show Torture

 A few weeks back, I was at a trade show (ISC West), and I’m still haunted by a sales interaction I witnessed. Maybe you’ve had the same thing happen to you at a similar event.

A Tortuous Attack

Here’s the situation (without names to protect the guilty): I was walking the show floor with a good friend who is also a business operator in the industry. We were casually strolling around, but we also had certain individuals and companies that each of us wanted and in a few cases, absolutely needed to see.

Suddenly, like a starving predator, this young man chases down […]

Can Your Team Become Challenger Types?

Can Your Team Become Challenger Types?

Ever since CEB (now Gartner) published The Challenger Sale in 2011, the book has attracted much publicity. It provides five different profiles (detailed here) based on research of 6,000 individuals. They are:

Challenger
Lone Wolf
Hard Worker
Problem Solver
Relationship Builder

The research in the book indicates that individuals with a Challenger profile will outperform all other profile types. Good so far.

Constructing Tension

The book also presents the concept of Challengers building “constructive tension” using three elements:

Teach – Offers unique perspective and maintains two-way communication
Tailor – Knows customer value drivers and identifies economic drivers
Take Control – Is comfortable discussing money and can pressure the customer

The premise is […]

A New Insight into Motivation and How to Inspire Your Salespeople

A New Insight into Motivation and How to Inspire Your Salespeople

I’ve been talking about it for years: The ways we measure salespeople’s motivation levels and why. By understanding what motivates salespeople, sales managers can tap into an individual’s type to help him or her succeed.

Historically, when we’ve analyzed the motivation type of salespeople and candidates alike, we’ve found two main categories: Extrinsic and Intrinsic.

Latest development

Well, thanks to Objective Management Group’s never-ending quest for improvement and precision predicting success in a changing world, a new insight has been discovered. There’s now a third category: Altruistic motivation and we’ve been evaluating the impact of this new type.

The three motivation types:

Extrinsic – Salespeople […]

Does Your Sales Team Have the Elements of a World Class Sales Organization?

Does Your Sales Team Have the Elements of a World Class Sales Organization?

In a recent article, “The Sales Leadership Challenges to Having a World Class Sales Force” published by Dave Kurlan
of Objective Management Group, he described the elements of a world-class sales organization.  I agree with the list he compiled.  He listed the following points:

Sales Leadership
Sales Architecture
Sales Infrastructure
Sales Talent Management
Sales Enablement
Sales Human Capital

Many CEOs aspire to have or build a “world-class” sales organization.  Many believe they already have one.  So how does your organization measure up?  Do you have effective Sales Leadership in place?  Notice I said EFFECTIVE?  Be honest.  Effective Sales Leadership is not that easy to come by.  Are the […]

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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