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? […]

Can One Size Fit All Sales?

Can One Size Fit All Sales?

When it comes to sales, should salespeople do it all, or should individual functions be divided among multiple people, each having specialized responsibilities? I’ve had several conversations lately about the virtues of each approach.

Do it All vs. Split it Up

Is the do-it-all method, where one salesperson hunts, closes and then manages the accounts after the sale better than, say, where an inside salesperson handles the inbound or outbound calls (or a sales development rep, as they are commonly called, gets appointments scheduled) and other salespeople conduct those meetings and close the sale? The truth is: each way may be right […]

Our Top 5 Sales Management Blog Posts of All Time

Our Top 5 Sales Management Blog Posts of All Time

Some of our readers have been loyally following our posts from the beginning, way back in 2012. Others have discovered Braveheart’s Sales Management Blog more recently. If you stumbled upon us in the past year or two, you likely missed some of our most popular posts.

Here are our top five most widely-read posts of all time (plus three of our favorites). If you haven’t read these Braveheart classics yet, I think you will find them still relevant and full of useful insights.

 

1) Sales Managers Need to Spend 50% of Their Time Coaching Salespeople

Published on December 5, 2013, this post is short […]

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 […]

3 Benefits of Continuous Recruitment for Sales

3 Benefits of Continuous Recruitment for Sales

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.

On the sales manager’s list of tasks, recruitment ranks low among priorities. When there is a need for one or more salespeople, managers dive into recruitment and put all their forces into battle. Often, just to hire the “least worst” candidates at the end of the recruitment process. TWEET THIS

However, the trend is increasing that companies need to recruit salespeople continuously.

Obviously, the first benefit of continuous recruitment is the ability to hire more quickly when the sales organization […]

Hiring for Sales: Round Pegs Do Not Fit in Square Holes

Hiring for Sales: Round Pegs Do Not Fit in Square Holes

I was with a group of seven friends from college last weekend to help out a friend in need.  We have all been friends for over 30 years and we get together once a year.  What has been so fun to realize over the years is that we each have different talents.  And we each have different weaknesses.  This is not an earth-shattering revelation.  But, now we have the maturity to realize that different people’s talents can and should be used appropriately, rather than trying to get everyone to operate the same way.  We no longer attempt to put round […]

You Hired A Salesperson Who Has What it Takes to Succeed. Now What?

You Hired A Salesperson Who Has What it Takes to Succeed. Now What?

We work with many companies and help them dramatically improve their sales hiring effectiveness. Unfortunately, companies tend to ignore what happens after the interviewing, assessing and hiring are done. All too often, companies ignore the importance of having a systematic sales onboarding program in place.

The Sales Management Association recently released a research brief about salesperson onboarding. Two items that really jumped out at me from the brief are:

1. Those companies that have a very structured onboarding process and follow it consistently had the most positive results.

2. Consistently following a structured onboarding program shortened the time to productivity by 37%.

While these two […]

How to Get Your Sales Hiring Right

How to Get Your Sales Hiring Right

Sales hiring is not like any other type of hiring. For one thing, salespeople are the most difficult hires to get right.

Unfortunately, the cost of making a hiring mistake is high.

Statistics indicate that the cost of making a bad hire is between three and five times that individual’s annual compensation. That means if the base salary for a new sales rep is $36,000 per year and the company is superior at cutting ineffective salespeople free quickly (say, after three months) then the cost of one bad hire is $27,000 at a minimum. That is a very conservative estimate.

If they were making $75,000 […]

Why Can’t My Salespeople Close Business The Way I Can?

Why Can’t My Salespeople Close Business The Way I Can?

I frequently hear this frustrated comment from business owners who originally built their business by closing deals themselves. The fact of the matter is that company founders do have a special passion for the services the company provides, for obvious reasons. It is also likely that you, as the founder, come with a greater presence than most salespeople.

You are an owner, an entrepreneur, a CEO. You can speak easily with other CEOs because you have common ground. You might also be able to provide negotiating concessions right on the spot, whereas you may not feel comfortable giving your salespeople that […]