Is the Pendulum Swinging Back?

If it isn’t obvious from my many posts using the Objective Management Group’s database, I love to mine facts on salespeople. I’m fortunate to have access to this large database and all the information it provides. And recently I’ve noticed a slight trend shift regarding how salespeople are motivated that needs to be shared.

Motivation Changes

In February 2019, the breakdown looked like this:

And as of November 2019, it looked like this:

To break it down, in just nine months’ time our data on over 550,000 salespeople indicates a 60% increase in the number who are motivated by rewards, recognition, and money from […]

Highlights and Lowlights from Real Sales Calls with Apologies to ESPN Xtra

Highlights and Lowlights from Real Sales Calls with Apologies to ESPN Xtra

Borrowing an idea from ESPN Xtra’s Greg McElroy and Danny Kanell and their college football show on SirusXM, here is a video blog covering a lowlight and highlight from actual sales calls we received this past week. These real sales interactions provide some great learning moments and takeaways that apply to every sales team.

https://braveheartsales.com/wp-content/uploads/Sales-Highlight-and-Lowlight-10.22.2019-1.mp4

 

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Sales Effectiveness: Nature or Nurture?

Sales Effectiveness: Nature or Nurture?

There are no perfect salespeople born into this world.  At least I haven’t met any.

Sure, there are numerous “natural born” salespeople. You know the type. They had a paper route growing up and by age thirteen had numerous other kids doing the route for them while they slept in and counted their profits. Or they were the cub scout or girl scout that sold the most popcorn or the most cookies (unaided by their parents).

The Benefits of Getting Help

I tend to believe that one’s natural behavior type or personality is not an indicator of success in sales. Sure, nature has […]

When to Set the Sales Hot Seat Heater to Burn?

When to Set the Sales Hot Seat Heater to Burn?

Football season is here again and with it comes the inevitable placement of some coaches on the proverbial hot seat. Expectations are high for certain colleges, as usual, and a couple of those schools’ seasons have not started well. But just how much time should these teams’ coaches be given to turn a program around?

I heard a sports talk show debating this topic the other day and it got me thinking about the same situation in sales. How long should a seller be given to hit their goals? How long should a manager be given to turn their team around? […]

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 […]

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 […]

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 […]

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 […]

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 […]