18 Critical Questions CEOs Need to Ask Their Sales Managers

18 Critical Questions CEOs Need to Ask Their Sales Managers

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.

As a CEO or business leader, you need to have regular conversations with your sales managers. This is true regardless of your managers’ skill level.

 

These conversations allow you to get an accurate understanding of the current state of your sales force while mentoring and coaching your sales managers. To get the answers you need, you have to ask the right questions at the right time. Here is our time-saving list of questions that every leader should ask of […]

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 […]

How to Cure 3 Pervasive Sales Management Ills

How to Cure 3 Pervasive Sales Management Ills

Are you overwhelmed by an incessant barrage of questions from your sales team? Frustrated because they aren’t doing the things you did automatically as a salesperson? Perhaps you are exhausted from hounding them about meeting their obligations.

Never fear, sales managers . . . each of these three pervasive sales management ills has a relatively simple remedy. The best part? The solutions are in your grasp, and have been all along.

 

#1: The Avoider Disorder

You tend to avoid conflict. In a sticky situation, your art of avoidance may elevate to the level of Where’s Waldo?

The Problem:

You’ve let one (or more) of your […]

Sales Coaching: 4 Strategies for More Questions

Sales Coaching: 4 Strategies for More Questions

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.

Effective implementation of a consultative sales approach means asking lots of questions. The art of query is a skill that sales managers should also develop to be more effective at coaching their sales team.

Asking lots of questions is rarely a natural ability in people, even among journalists! It’s a skill that is developed through practice and learning.

Your role as manager should lead you to coach your team and ask questions. Here are four strategies to help you.

Strategy # […]

Mastering the Art of Questioning is Not Just for Salespeople

Mastering the Art of Questioning is Not Just for Salespeople

Managers: Improve your sales management effectiveness . . . and minimize your burden

Just as we teach salespeople to be awesome question-askers, as sales managers, we also need to be experts in the art of questioning. The questions asked may just need a little tweaking.

All too often, sales managers feel the burden of directing their sales team. If your salespeople come to you with questions throughout the day, you may feel pressure to respond as an authority. I don’t believe it’s a conscious thought; still, the burden is squarely on the sales manager’s shoulders to tell the sales team how to […]

CEOs: What Should You Do About Your Sales Managers?

CEOs: What Should You Do About Your Sales Managers?

What does your sales manager do? What is he or she supposed to do?

If you are like many other CEOs and business owners, you have two different answers for those questions. My colleague, Karen Brown, recently blogged about the widespread misperceptions over sales managers’ value. We often witness a baseline misunderstanding about what role the sales manager should be playing in the organization.

Frequently, there is an expectation that the sales manager will sell and manage. And, in fact, the sales managers often have been promoted from the sales team after proving themselves as sales superstars, which may encourage ongoing dependence […]

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 […]

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 […]

How to Fix the 5 Most Common Sales Team Defects

How to Fix the 5 Most Common Sales Team Defects

I wrote about this a few years ago in a series of blogs but I wanted to do an update that sums up the common causes of problems with sales teams — and their fixes— in a single article. This is not meant to be a comprehensive list.

Here are five of the most common defects in sales teams:

1. Your salespeople aren’t asking enough open-ended questions.
2. Your salespeople wait for leads to come to them.
3. Your new salesperson didn’t turn out to be the person you thought you were hiring.
4. Your salespeople go after the wrong deals.
5. Your salespeople don’t close.

Problem #1: […]

Sales Managers: Stop Fixin’ to Get Ready…Overcome Change Paralysis

Sales Managers: Stop Fixin’ to Get Ready…Overcome Change Paralysis

Editor’s note: Today’s post is from Karen Brown, a Sales Growth Specialist with Braveheart Sales Performance. Karen will be a regular contributor to the Sales Management Blog. She brings her unique insights from nearly 30 years of business management and sales leadership experience, which she applies to help sales teams achieve their goals and increase their profits.

Change is hard. That is a fact. Some would say it’s a statement of the obvious.

Talking about change is not hard. Creating a vision of change is a very engaging exercise that can consume what would otherwise be time filled with productive activities. It’s easy […]