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 […]

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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 […]

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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 […]

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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 […]

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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: […]

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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 […]

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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 […]

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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, […]

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How to Use the Math of Success to Boost Your Team’s Sales Results

How to Use the Math of Success to Boost Your Team’s Sales Results

A friend and colleague pointed out to me that I frequently refer to the Math of Success in sales when I write, but I don’t have one article dedicated to the topic. Well here you go, an entire article dedicated to the magical Math of Success. You can download a worksheet template to use with your sales team and put this into practice immediately. This is the Sales Manager’s remedy for having to nag salespeople to do more, get more appointments, send more proposals, and close more business.

You have probably heard the phrase “sales is a numbers game.” Well that […]

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How Your Sales Team Can Identify Their 4 Buyers on LinkedIn

How Your Sales Team Can Identify Their 4 Buyers on LinkedIn

Editor’s Note: We haven’t often used guest posts on our blog, but this is one I thought our readers would find particularly helpful. This post comes courtesy of Celina Guerrero of SocialtoSales.com. It is a modified version of a post that was originally published on the SocialtoSales Blog. This version is designed specifically to help sales managers guide their sales teams towards more effective social selling methods. Let us know in the comments if you find it helpful!  

How Your Sales Team Can Identify Their 4 Buyers on LinkedIn

Gallup recently published an article entitled, B2B Companies: Do You Know Who Your […]

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