How to Fix the 5 Most Common Sales Team Defects

How to Fix the 5 Most Common Sales Team Defects

I wrote about this a few years ago in a series of blogs but I wanted to do an update that sums up the common causes of problems with sales teams — and their fixes— in a single article. This is not meant to be a comprehensive list.

Here are five of the most common defects in sales teams:

1. Your salespeople aren’t asking enough open-ended questions.
2. Your salespeople wait for leads to come to them.
3. Your new salesperson didn’t turn out to be the person you thought you were hiring.
4. Your salespeople go after the wrong deals.
5. Your salespeople don’t close.

Problem #1: […]

Sales Managers: Stop Fixin’ to Get Ready…Overcome Change Paralysis

Sales Managers: Stop Fixin’ to Get Ready…Overcome Change Paralysis

Editor’s note: Today’s post is from Karen Brown, a Sales Growth Specialist with Braveheart Sales Performance. Karen will be a regular contributor to the Sales Management Blog. She brings her unique insights from nearly 30 years of business management and sales leadership experience, which she applies to help sales teams achieve their goals and increase their profits.

Change is hard. That is a fact. Some would say it’s a statement of the obvious.

Talking about change is not hard. Creating a vision of change is a very engaging exercise that can consume what would otherwise be time filled with productive activities. It’s easy […]

Will Your Salesperson Build Relationships Or Close Business?

Will Your Salesperson Build Relationships Or Close Business?

There is a misconception that salespeople are all one breed; that they are all gregarious, outgoing, extroverted individuals. Not true. The truth of the matter is that you have most likely been sold to by this one sort of person – because that is how most companies hire salespeople. They hire the people who like people and build great relationships. But building relationships does not necessarily mean closed business. I can’t tell you how many companies I know who have really nice, friendly, service-oriented salespeople . . . except that they aren’t really salespeople. They are service people.

But service people […]

No Excuse for Allowing Your Sales Team to Make Excuses

No Excuse for Allowing Your Sales Team to Make Excuses

Do you ever get frustrated by the reasons why your salespeople can’t or don’t meet their goals? Do you feel like you are nagging them to sell more despite all the reasons why they tell you they can’t?

Here’s some helpful advice:

Quit allowing your salespeople to make any excuses.

Granted, it’s not a revolutionary idea . . . but you have to give yourself permission to actually do it. If you fail to do so, your salespeople won’t grow, change or improve. They will just stay the same. And, consequently, you will be frustrated and sales will suffer. Before you know it, […]