Blog - Braveheart Sales Performance

How to Get Your Security Sales Hiring Right

Statistics indicate that the cost of making a bad hire is between three and five times that individual’s annual compensation. […]

How to Fix the 5 Most Common Security Sales Team Defects

We have listed the five of the most common defects in security sales teams. […]

How Sales Effectiveness Can Solve the Security Industry’s Challenges

Read my recap of a recent security conference I attended. This will tell you how the security industry could benefit from improving sales effectiveness […]

20 Sales Management Practices You Should Leave in 2015 – For Good!

The New Year approaches and here at Braveheart, our thoughts are filled with visions of the sales transformations to come. With that in mind, I’ve put together a list of poor sales management habits you should ditch as we start gearing up for an amazing sales year in 2016.

Here are 20 ineffective sales management practices you should ditch before they hurt your fresh start in 2016:
1. Hiring in desperation.

Hiring under a time crunch is unlikely to yield your best results. Give yourself some breathing room. Consistency in hiring excellence comes through ongoing recruitment efforts — that means looking for the next great salesperson before you need […]

Sales Digest: What Should You Be Doing for Sales This December?

Tips! Fresh ideas! Data! Good reasons to overcome your (internal) holiday season selling objections!

Here’s our round-up of what you should be doing this holiday season to grow your sales, plus how to do it, according to people who know. Convinced your particular sales situation is beyond hope during the month of December, no matter what anyone says? Don’t worry, we have ideas for you too…read on.

From the Women Sales Pros network:

Read this if: You want quick, accessible tips you can use right now.

Title: 12 Tips to Close Your Deals in December

Author: Kendra Lee

Source: Sales Gravy Blog

Published: unknown

Time to Digest: 3 […]

For CEOs: What You Need to Know About Sales AND Marketing

What CEOs & Sales Managers need to know about the relationship between sales and marketing and how to make both components work for your business. […]

18 Critical Questions CEOs Need to Ask Their Sales Managers

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

As a CEO or business leader, you need to have regular conversations with your sales managers. This is true regardless of your managers’ skill level.

These conversations allow you to get an accurate understanding of the current state of your sales force while mentoring and coaching your sales managers. To get the answers you need, you have to ask the right questions at the right time. Here is our time-saving list of questions that every leader should ask of […]

Is Your Pipeline a Pipe Dream? How to Tame Your Sales Pipeline

I facilitated a Sales Swap Meet™ this week with a collection of business owners.* If you aren’t familiar with a Sales Swap Meet, it is where business owners and CEOs bring their questions, concerns, and problems regarding their sales organization and swap them for ideas, suggestions and answers.

The topic we spent the most time on was what to measure and how to measure it. I thought I would recap for you what we discussed since it is of high importance for any business. What I heard was that the majority of the folks keep track of a pipeline and some […]

Our Top 5 Sales Management Blog Posts of All Time

Some of our readers have been loyally following our posts from the beginning, way back in 2012. Others have discovered Braveheart’s Sales Management Blog more recently. If you stumbled upon us in the past year or two, you likely missed some of our most popular posts.

Here are our top five most widely-read posts of all time (plus three of our favorites). If you haven’t read these Braveheart classics yet, I think you will find them still relevant and full of useful insights.

1) Sales Managers Need to Spend 50% of Their Time Coaching Salespeople

Published on December 5, 2013, this post is short […]

What Are the Elements of a Quality Sales Conversation?

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

The ability to lead a quality sales conversation as a salesperson is more difficult than it seems. More than that, the bar for a quality sales conversation today is very different from what it was five or 10 years ago.

The current environment requires reprogramming a large part of the sales concepts that have prevailed in recent decades.

During sales conversations in which a salesperson goes above and beyond what other salespeople might, prospects might say things like:

“I had not seen it from […]