Tough Questions Get You the Sale When Adorable Won’t

Tough Questions Get You the Sale When Adorable Won’t

One sunny weekday afternoon in July, I decided to duck out of the office for a brief walk to enjoy the fresh air. A walking trail through a heavy grove of trees led me to a residential street where I heard music. There I saw two sisters operating what appeared to be a lemonade stand. Big sister, about six years old, earnestly waved her arms in the air to get my attention while little sister, about three years old, excitedly jumped up and down on her tippy toes.

Since I was across the street and completely void of money, I yelled […]

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 […]

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 […]