4 Myths (Busted) About the Value of Sales Managers

4 Myths (Busted) About the Value of Sales Managers

What’s so important about having a Sales Manager?  After all, isn’t their job really about herding cats?  To save the day? You know what I mean . . . micromanaging so that sales representatives never fail?

You may have heard questions to this effect — questions which reflect a devaluation of the role of Sales Manager, and the idea that a Sales Manager is a “Nice to Have,” not a “Need to Have.” (Read on to see that myth busted).

That’s not the only common myth about Sales Managers. Another is the expectation that their job should come naturally to them. It might if […]

Implementing a Sales Process: 4 Classic Mistakes to Avoid

Implementing a Sales Process: 4 Classic Mistakes to Avoid

Written by Frédéric Lucas. This was originally posted by our OMG Partner affiliate in Canada, Prima Ressource and has been translated from French.

The sales process is the backbone of a company’s sales operations.

In this article, we describe the mistakes made by sales managers in the implementation of the sales process. So it is assumed that the company has defined a procedure for formal and structured sales.

Mistake # 1: The sales process is not integrated with CRM

Even an effective and well-structured sales process is useless if its steps are not integrated into your CRM (Customer Relationship Management). Without this integration, your […]

Is it Consultative or Just Insultative Selling?

Is it Consultative or Just Insultative Selling?

Anyone who seeks knowledge about selling has likely heard the term “Consultative Sales” or “Consultative Selling.” I don’t know what the technical definition of the word consultative is, but in essence it means to operate like a consultant. Unfortunately the term gets bantered around a lot and I fear can become a gimmick or a tactic rather than a mindset.

When pretending to be consultative, ineffective salespeople sound scripted, trite and risk being insulting to prospects and clients. To use my newly-coined term, it’s insultative.

Sales managers, if you have a salesperson who you are coaching to be more consultative in their […]

How to Structure Your Sales Compensation Plans

How to Structure Your Sales Compensation Plans

It seems that compensation plan structure is a hot topic with many Braveheart clients. The following are a few things to keep in mind when structuring compensation plans for your sales team.

1. Not all salespeople are money-motivated.

In fact, from the work that we do with clients and the thousands of assessments we see of salespeople, it appears that the majority of salespeople are NOT motivated solely by money. This means that ─ for most salespeople ─ increasing the commission opportunity will not necessarily incent them to behave dramatically differently. You could lower the base so substantially that they can’t survive […]