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 […]

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, […]

Six Sales Management Tips for Six Years of Braveheart Sales

Six Sales Management Tips for Six Years of Braveheart Sales

This March marked our sixth anniversary in business. It is hard to believe and fills me with a sense of accomplishment and pride. But it also makes me think, “Wow, we still have so much to do to help middle market and small sales teams excel.” There is still lots of work to be done.

In recognition of our six years, I would like to share my favorite six tips I have learned along the way about sales management.

#6 Work through the math of success.

All salespeople need to understand what they need to do to produce enough opportunities to close the […]

Sales Leaders: Quit Telling. Start Coaching.

Sales Leaders: Quit Telling. Start Coaching.

You are the leader of the sales team. You got there because you know what to do to sell your products and services. Whether your team is experiencing success or is struggling you probably have to direct your salespeople from time to time. Maybe you have to tell them exactly what to do and say to be successful. Certainly during onboarding you will spend a significant amount of time “scripting” them. You must make sure they own the stories about why your customers choose your services. They must learn the right probing questions to ask to get to the heart […]

Sales Team Leaders: The Way You Say It and Your Intentions Matter

Sales Team Leaders: The Way You Say It and Your Intentions Matter

I was on a plane today and ran into an old friend who is also a very successful business leader and has been running organizations for years. She is similar in age to me and at one point we had been managers together inside a large organization. At the time we were unique in our organization in that we were both female and young – under 40 running large segments of the business. Needless to say, the two of us have spent many hours over the years talking about management issues.

On this particular plane trip, we were able to arrange […]

Sales Managers’ Need for Approval Gets in Their Way of Holding Salespeople Accountable

Sales Managers’ Need for Approval Gets in Their Way of Holding Salespeople Accountable

I talk a lot about coaching, motivating and holding salespeople accountable as the primary functions of an effective sales manager.  I took an in depth look at coaching ineffectiveness a couple of articles ago.  I’d like to look at holding salespeople accountable today.   The primary characteristics that we evaluate when determining whether or not a sales manager is competent in this area are:

Doesn’t accept mediocrity
No need for approval from salespeople
Takes responsibility
Manages behavior
Asks questions
Manages the pipeline
Personal beliefs support accountability

This isn’t a very exhaustive list frankly, but surprisingly very few sales managers possess a competency in the area of holding their salespeople accountable.  […]