Lessons from the Last Economic Crisis for COVID-19

Lessons from the Last Economic Crisis for COVID-19

Braveheart Sales Performance turns eleven years old on March 25.  So, if you do the math you will realize that we started the company in 2009.  Smack dab in the economic aftermath of the Great Recession.  Sure, it was risky.  But it seemed less risky at the time than placing my future in the hands of executives of large companies.  And, I knew there was a need for our services.  Boy was I right.  More than I ever expected.

During the recession, it became painfully obvious that many salespeople were not skilled sellers at all.  They were merely product pushers and […]

More Coaching, Even Poor Coaching, is Better than None

More Coaching, Even Poor Coaching, is Better than None

I cannot impress enough the importance of sales manager coaching and doing it a bunch. I have stats to back me up. Check out this data curated by Objective Management Group on about 5,500 managers and their teams.

Ineffective coaching still yields significant improvement.

You can see, even if the manager isn’t effective at coaching their team, just spending 50% of their time doing it will increase seller effectiveness. And this increase is greater than what effective coaches can produce with their ability alone (without coaching at least 50% of the time). Crazy, huh?

So exactly what do I mean by coaching?

Think of […]