What a Golfer’s Mind Can Teach Us About Sales

What a Golfer’s Mind Can Teach Us About Sales

There’s a great book by famed golf performance psychologist, Dr. Bob Rotella, called The Golfer’s Mind. I’ve been rereading it, as I do occasionally, and keep observing so many parallels to sales and the emotional discipline it takes to truly be the best one can be, that I feel the need to write about it.

The book is all about how to stay in the moment and focus on the target. In general, it is a handbook to enable golfers, both professional and amateur alike, to improve their mental game so that their mind doesn’t get in the way of their […]

Sales Managers: How to Win at Joint Sales Calls

Sales Managers: How to Win at Joint Sales Calls

I had a great conversation with a highly talented VP of Sales of a successful sales organization the other day. We had a spirited debate about the role that a sales manager should play in joint calls with their sales reps. So this got me thinking more deeply about how to best approach those joint calls for the greatest success. (Do you have an opinion about it? Weigh in on Twitter, or in the comments).

Of course there are two time frames when considering success, so it depends on your time horizon as to what success means.

For short term success, it […]

How to Use the Math of Success to Boost Your Team’s Sales Results

How to Use the Math of Success to Boost Your Team’s Sales Results

A friend and colleague pointed out to me that I frequently refer to the Math of Success in sales when I write, but I don’t have one article dedicated to the topic. Well here you go, an entire article dedicated to the magical Math of Success. You can download a worksheet template to use with your sales team and put this into practice immediately. This is the Sales Manager’s remedy for having to nag salespeople to do more, get more appointments, send more proposals, and close more business.

You have probably heard the phrase “sales is a numbers game.” Well that […]

How to Effortlessly Manage a Seasoned Salesperson

How to Effortlessly Manage a Seasoned Salesperson

Here’s Braveheart founder Gretchen Gordon in a 3-minute video on “How To Effortlessly Manage a Seasoned Salesperson.” Watch the video and read on for a quick synopsis.

Easy and Painless Ways to Help Manage Seasoned Salespeople

Your more seasoned salespeople don’t want to be micromanaged, but that doesn’t necessarily mean they want to be left alone. They still may need some support, and they want to know you are there to help them succeed.

Three Quick Steps:

1) Help them analyze the deals in their pipeline.
2) Help them calculate their math of success.
3) Get them to tell you what activities they are going to […]