Key Takeaways from Smart (and Successful) Leaders

Key Takeaways from Smart (and Successful) Leaders

I just moderated a panel discussion at the ESX conference entitled “How to Drive Performance with the Sales Team and Weed Out Underperformers.” The panel featured some very successful sales leaders and  I learned some great things from them. It was also an opportunity to review principles that have been around a while but are easily forgotten.

Quick Reminders

The following list is not earth-shattering, nor likely new information. However, it is predictive of success.

Use a predictive and repeatable process to hire sales talent.
Have set expectations when the new hire starts as to what they are to achieve and by when.
Focus on […]

10 Sales Leadership Tips for 10 Years

10 Sales Leadership Tips for 10 Years

This month, March 2019, marks Braveheart’s 10th year in business. We’ve reached this milestone because of all our wonderful clients, those that have referred us clients, those that have supported our efforts and those that we have learned from. Thank you all!

To Lori Richardson (@scoremoresales) and Jill Konrath (@jillkonrath), along with all the Women Sales Pros (@WomenSalesPros) that I have come to know, I appreciate you.

And to Dave Kurlan (@KurlanAssoc) and Objective Management Group (@ObjectiveMGMT), thank you for providing the science and data that enables us to help so many sales organizations around the globe.

10 for 10 Sales Leadership Tips

In […]

Most Recent Motivation Data Revealed

Most Recent Motivation Data Revealed

If sales managers have a perceived weakness, it’s most likely their ability to motivate everyone on their team. This key competency requires that individuals need to be inspired individually.

Instead, many managers and leaders have a one-size-fits-all approach. One that’s not entirely their fault.

Does Money Motivate?

The common belief is that salespeople are in sales because they are money-motivated. So, managers naturally default to using the compensation plan to motivate behaviors. But the most recent data revealed by Objective Management group on 493,000 salespeople tells a different story. Below is a chart that shows where these salespeople fall on the motivation spectrum.

The […]

Data Reveals Missing Accountability Traits in Sales Leaders

Data Reveals Missing Accountability Traits in Sales Leaders

Statistics abound about the abysmal state of quota attainment by salespeople. We’ve all seen the numbers. Of ourse, the data varies based on whose report you read, but it is safe to say that the majority of reps don’t meet their sales quotas.

However, I would submit that it isn’t all the sales reps’ fault. Many aren’t coached well and don’t understand what is expected of them to produce satisfactory results. They simply aren’t adequately trained and developed in their craft.

Qualities of a Sales Leader

Sales leaders must take some of the blame. There are three main skill areas that indicate […]

The REAL Future of Sales

The REAL Future of Sales

Recently, I posted about what sales would be like in 2020, looking at how technologies like artificial intelligence will impact selling in the future. But what will sales be like in 2020 from a human perspective? How will the years ahead impact you and your salespeople?

I am taking this journey at the request of the Vistage research team. They recently wrote an excellent eBook, that I contributed to, entitled Customer Growth: Decisions for the SMB CEO. It looks at the future state of the SMB market.

Humans in Future Sales

So, let’s delve into the human side of the future of sales. […]