Improve Your Golf and Improve Your Selling

Improve Your Golf and Improve Your Selling

The other day, I played in a tournament with some other golfers, all trying to qualify for a national event. I failed.

I started off poorly. I quickly got into some situations on the course that were difficult to get out of and, to make matters worse, I did not putt well. My caddie encouraged me to focus on the upcoming holes and when we ran out of holes on the front nine, he said “That’s okay. You have the back nine. Just beat her on the back.”

Well, this might sound like fine advice. He was trying to get […]

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Using Science to Hire Entry-Level Salespeople

Using Science to Hire Entry-Level Salespeople

What are the best qualities to look for when hiring an entry-level sales rep – someone who will have to be taught how to sell…the right way? It’s a question I get frequently. Most hiring managers feel it’s only about their ability to overcome adversity or their extroverted personality that predict success. Think again!

I reviewed the data on 82,167 salespeople who have one year or less in sales and found some precise measures that will predict success – these are the qualities that hiring managers should seek out.

The Traits Best Newbies Likely Have

Commitment: This means the level to […]

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Technicians as Sellers????

Technicians as Sellers????

I just moderated a panel where the topic of hiring industry experienced technical people for sales positions came up. I also recently had the same discussion with several clients.

Why are many sales organizations interested in moving technicians into sales jobs? I suspect it is because the job market is so tight that it is difficult to find and attract quality salespeople.

Key Question: Do you think it is easier to hire a great salesperson and teach them your products and services? Or is it easier to hire a great technician and teach them to sell?

I am always going to come down […]

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Key Takeaways from Smart (and Successful) Leaders

Key Takeaways from Smart (and Successful) Leaders

I just moderated a panel discussion at the ESX conference entitled “How to Drive Performance with the Sales Team and Weed Out Underperformers.” The panel featured some very successful sales leaders and  I learned some great things from them. It was also an opportunity to review principles that have been around a while but are easily forgotten.

Quick Reminders

The following list is not earth-shattering, nor likely new information. However, it is predictive of success.

Use a predictive and repeatable process to hire sales talent.
Have set expectations when the new hire starts as to what they are to achieve and by when.
Focus on […]

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Three Simple Steps to Account-Based Selling…Not Just for Account Managers

Three Simple Steps to Account-Based Selling…Not Just for Account Managers

In the world of selling, I am a die-hard hunter. I love the thrill of finding some new, exciting opportunity. I also love hearing about fresh, new issues, learning about others’ businesses and thinking about solutions to problems.

In my desire to hunt, I have fallen victim to the belief that it is more noble to chase down and “kill” a new client than to work with existing ones. I admit it. I am easily distracted – thus I like the fun possibilities of what could be with a new opportunity. If you have similar people on your sales team or […]

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10 Sales Leadership Tips for 10 Years

10 Sales Leadership Tips for 10 Years

This month, March 2019, marks Braveheart’s 10th year in business. We’ve reached this milestone because of all our wonderful clients, those that have referred us clients, those that have supported our efforts and those that we have learned from. Thank you all!

To Lori Richardson (@scoremoresales) and Jill Konrath (@jillkonrath), along with all the Women Sales Pros (@WomenSalesPros) that I have come to know, I appreciate you.

And to Dave Kurlan (@KurlanAssoc) and Objective Management Group (@ObjectiveMGMT), thank you for providing the science and data that enables us to help so many sales organizations around the globe.

10 for 10 Sales Leadership Tips

In […]

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Most Recent Motivation Data Revealed

Most Recent Motivation Data Revealed

If sales managers have a perceived weakness, it’s most likely their ability to motivate everyone on their team. This key competency requires that individuals need to be inspired individually.

Instead, many managers and leaders have a one-size-fits-all approach. One that’s not entirely their fault.

Does Money Motivate?

The common belief is that salespeople are in sales because they are money-motivated. So, managers naturally default to using the compensation plan to motivate behaviors. But the most recent data revealed by Objective Management group on 493,000 salespeople tells a different story. Below is a chart that shows where these salespeople fall on the motivation spectrum.

The […]

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Four Components to Optimize Your Sales Organization

Four Components to Optimize Your Sales Organization

I recently gave a presentation at the ESA Leadership Summit
on ways to optimize a sales organization. The four components and main points I
discussed are applicable to sales organizations in every kind of industry, so I
want to share them.

As you read, keep this in mind. Focus on what is possible, not what doesn’t apply. Don’t say to yourself, “Yeah, but my company is different.” Rather come at it from the standpoint of, “How can we implement that to make us better?”

First, what do I mean by optimize? The word, as defined by Merriam Webster, is “to make as perfect, […]

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Marshmallow or Meanie Pants?

Marshmallow or Meanie Pants?

As a sales leader, there is one overarching thought to keep
in mind: It is your responsibility to push your sales reps to greater heights
than they would achieve on their own. Otherwise, you are excess cost.

When it comes to doing this, too many times we find sales
leaders who are extreme. They either want to be their salespeople’s friend
(marshmallow) or feel like they have to be drill sergeants (meanie pants).

I recently conducted a webinar for a group of both new and experienced sales leaders on this topic. Its focus was on sales leadership accountability and as is true with most […]

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Data Reveals Missing Accountability Traits in Sales Leaders

Data Reveals Missing Accountability Traits in Sales Leaders

Statistics abound about the abysmal state of quota attainment by salespeople. We’ve all seen the numbers. Of ourse, the data varies based on whose report you read, but it is safe to say that the majority of reps don’t meet their sales quotas.

However, I would submit that it isn’t all the sales reps’ fault. Many aren’t coached well and don’t understand what is expected of them to produce satisfactory results. They simply aren’t adequately trained and developed in their craft.

Qualities of a Sales Leader

Sales leaders must take some of the blame. There are three main skill areas that indicate […]

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