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

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 […]

What Are the Elements of a Quality Sales Conversation?

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 […]

How to Cure 3 Pervasive Sales Management Ills

How to Cure 3 Pervasive Sales Management Ills

Are you overwhelmed by an incessant barrage of questions from your sales team? Frustrated because they aren’t doing the things you did automatically as a salesperson? Perhaps you are exhausted from hounding them about meeting their obligations.

Never fear, sales managers . . . each of these three pervasive sales management ills has a relatively simple remedy. The best part? The solutions are in your grasp, and have been all along.

 

#1: The Avoider Disorder

You tend to avoid conflict. In a sticky situation, your art of avoidance may elevate to the level of Where’s Waldo?

The Problem:

You’ve let one (or more) of your […]

Sales Digest: How to Effectively Manage Millennials in Sales

Sales Digest: How to Effectively Manage Millennials in Sales

A while ago, we curated content for a sales digest on “Old-School Salespeople.” This week, we tackle the opposite end of the generational spectrum: Millennials in Sales. What do sales experts have to say about Millennial salespeople? What are their strengths and weaknesses? Read on to see the range of viewpoints.

But first, who exactly is a Millennial? Here are some key facts:

In 2015, Millennials are projected to surpass Baby Boomers as the largest living generation in the U.S. (U.S. Census Bureau).
Boomers are aged 51-69 in 2015; Gen Xers are 35-50 and Millennials (Gen Y) are 18-34 in 2015 […]

Sales Digest: Scary Useful Reads for Sales This Halloween

Sales Digest: Scary Useful Reads for Sales This Halloween

Looking for scary useful reads for sales? From “scary good” advice to “scariest sales blunders,” we’ve rounded up the best in Halloween-themed content for your sales team.

 

Scary Good Idea to Connect with Decision Makers:

If you act RIGHT NOW, you can still take advantage of Lori Richardson’s “Skeleton Strategy” to reach your prospects via snail mail with a memorable Halloween twist. Here’s why it’s worth your time: a 79% response rate in the past three years that she has tracked her results with this strategy. It works best with buyers you have reached at least once previously. Read more about it on […]

Why Your Hot New Sales Tips Will Fail to Deliver

Why Your Hot New Sales Tips Will Fail to Deliver

I recently responded to a reporter’s query about the best new tips and tricks for sales coaches to help their sales teams increase annual revenue by a factor of ten. Reflecting on where the most powerful opportunities lie, I concluded the best path to exponentially boost revenue for most companies is not through “hot new sales tips and tricks.” Rather, it will be found by going back to the basics. Only organizations that already have a functional sales foundation in place are well-poised to benefit from new strategies and techniques. Sustainable performance can’t be achieved via shortcuts. What follows is […]

Sales Coaching: 4 Strategies for More Questions

Sales Coaching: 4 Strategies for More Questions

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.

Effective implementation of a consultative sales approach means asking lots of questions. The art of query is a skill that sales managers should also develop to be more effective at coaching their sales team.

Asking lots of questions is rarely a natural ability in people, even among journalists! It’s a skill that is developed through practice and learning.

Your role as manager should lead you to coach your team and ask questions. Here are four strategies to help you.

Strategy # […]

Sales, Business and Life Lessons from the Head Ball Coach

Sales, Business and Life Lessons from the Head Ball Coach

Those of you that know me well know that I am a Florida Gator. You also may know that my husband had the pleasure of coaching for Steve Spurrier, and that my son is a quarterback at the University of South Carolina, where he has had the privilege of being directly coached by Coach Spurrier. So I am selfishly saddened by Coach Spurrier’s decision to resign. But I also feel blessed to know him and to have felt his impact on so many parts of my life. I even have a special picture of him holding my daughter when she […]

Mastering the Art of Questioning is Not Just for Salespeople

Mastering the Art of Questioning is Not Just for Salespeople

Managers: Improve your sales management effectiveness . . . and minimize your burden

Just as we teach salespeople to be awesome question-askers, as sales managers, we also need to be experts in the art of questioning. The questions asked may just need a little tweaking.

All too often, sales managers feel the burden of directing their sales team. If your salespeople come to you with questions throughout the day, you may feel pressure to respond as an authority. I don’t believe it’s a conscious thought; still, the burden is squarely on the sales manager’s shoulders to tell the sales team how to […]