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 […]

Dumping the Crisis Management Burden on Sales Managers Dampens Growth

Dumping the Crisis Management Burden on Sales Managers Dampens Growth

In my last article, Crisis Management Hampers Sales Managers’ Effectiveness, I discussed the shocking amount of time that many sales managers are spending on crisis management. I conducted a rough poll of business owners regarding this topic and provided a list of possible ways that the sales manager could be spending the bulk of his or her time. Much to my disappointment, the vast majority of the business owners polled indicated that their sales managers spend the bulk of their time in crisis management. This is valuable time that they could be spending coaching and motivating their salespeople to improve […]

Crisis Management Hampers Sales Managers’ Effectiveness

Crisis Management Hampers Sales Managers’ Effectiveness

I just returned from sunny Marco Island, FL where I was speaking to a group of business owners about sales management. Actually the title of my program was “Ineffective Sales Management Kills Growth… Duh”. The group included both business owners who directly manage their sales teams as well as business owners who have dedicated sales managers.

As I usually do I discussed the 5 essential skills of effective sales managers: Coaching, Motivating, Holding Salespeople Accountable, Recruiting and Mentoring. By the way you can download my new eBook, The 5 Essentials of Effective Sales Management, on this topic. Without fail, when I […]

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.  […]

Improve Sales Results. Spend More Time Coaching, Motivating and Holding Salespeople Accountable

Improve Sales Results. Spend More Time Coaching, Motivating and Holding Salespeople Accountable

As you think about planning for the upcoming year, it’s likely that your thoughts turn to sales growth.  Frequently, I hear from CEOs and business owners who are concerned that their sales team will again not produce the sales growth results they would like.  But, frequently they aren’t willing to do anything different.  Isn’t that the definition of insanity?

I say, if you aren’t sure about your sales team, look to the sales manager(s) first.  Are they coaching, motivating and holding the sales team accountable to well-defined activities every single week?  Are they spending 80% of their time on these people […]