What Works for Sales Contests? How to Build a Sales Contest That Wins

What Works for Sales Contests? How to Build a Sales Contest That Wins

I had a discussion the other day with a sales manager at a client site. He was crafting a contest to try to spur some additional activity and business. He asked for my thoughts on how to structure a sales contest that wins, so I thought I would share.

Here Are Three Concepts That Will Help You Create A Winning Sales Contest:

1) Reward The Behavior You Want:

When constructing a sales contest, be sure that you are rewarding the behavior you want. If your goal is to increase sales, then the reward could come from the number of first appointments. If you […]

Do Not Be Confused: Sales Activities Do Not Replace Sales Results

Do Not Be Confused: Sales Activities Do Not Replace Sales Results

I have written a bunch about the need for sales managers to hold their salespeople accountable to certain behaviors. As a matter of fact, it is essential that there be an agreed-upon sales activity plan which the salesperson has agreed to be bound to and which the sales manager has agreed to hold them accountable to. The accountability piece is essential in improving sales effectiveness.

We first have to set the standard of activity. Once the salesperson is doing the appropriate activity level then we can work on the coaching their effectiveness. But – and this is a big but – […]

It’s Fourth Quarter: Your Sales Performance Now May Shape 2015

It’s Fourth Quarter: Your Sales Performance Now May Shape 2015

You read that correctly: what your sales team does right now may dictate how successful 2015 will be for you.

So, sales leaders, now is not only the time to get your folks pushing to close all the business they can in the 4th quarter, but it is also the time to lay the foundation for 2015. If you can get your salespeople focused on all the right behaviors this quarter, it will bode well for first quarter next year.

Frequently one of two things happens to sales performance in the 4th quarter:

1) The salesperson is well ahead of their goal, so […]

What You Wish You’d Been Told BEFORE You Became Sales Manager

What You Wish You’d Been Told BEFORE You Became Sales Manager

I need your help. I have just begun writing the book that has been in my head for a few years. It will be a guide for first-time or “rookie” sales managers. It will be released in early 2015 and I may need your feedback from time to time on some of the content.

The intention of the book will be that those novice sales managers will take away the following items from reading the book:

Learn exactly what to do to have success with their sales team
Understand how to make the transition from salesperson to sales team leader
Know how to spend […]

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 […]

Your Salespeople Need to Have Their Own Personal Marketing Plan

Your Salespeople Need to Have Their Own Personal Marketing Plan

In today’s cluttered world of advertising and social media message bombardment, buyers are seeking personal connection.  As the leader of your company’s growth vision, hopefully you have a marketing plan along with a sales strategy.  Most companies have some sort of marketing effort.  They want the brand to stand for something.  However, it can’t stop there.

Your salespeople need to take ownership of their own personal marketing plan as well.  While we want them supporting the company brand, each individual on your team will be more successful if they take some ownership in their own personal brand as well.   It is […]

How To Run Effective Sales Meetings: 7 Tips for Sales Managers

How To Run Effective Sales Meetings: 7 Tips for Sales Managers

It seems to me that many sales managers don’t know exactly what they want to get out of a sales meeting. They know they are supposed to do them.  Maybe even the CEO or president mandates that they have them weekly. Unfortunately, most are ill-conceived and end up wasting time and possibly disenfranchising well-intentioned salespeople.

Here Are My Basic Ground Rules for Effective Sales Meetings:

1. KEEP IT SHORT. The shorter the better – Maintain the sense of urgency associated with the fact that sales meetings are generally taking away from precious selling time.

2. KEEP IT RELEVANT. Due to the fact that the meeting […]

Top Five Sales Management Mistakes

Top Five Sales Management Mistakes

I was recently interviewed by BusinessInterviews.com and one of the questions was “What are some common mistakes you see sales managers making that can be easily avoided or corrected?”  Well the real answer is that if they were easily avoided or corrected then the sales managers probably wouldn’t be making them, but I didn’t say that exactly.  You can read that interview here.   It got me thinking though about those common mistakes that sales managers make and I have come up with my Top Five List.

5.  Lack of Consistent Sales Process

Of the hundreds of sales teams we have evaluated, I would […]

Teflon® Man Improves Success in Sales

Teflon® Man Improves Success in Sales

Have you ever had a sales rep who was emotionally volatile?  Okay maybe you are saying, “Is there any other kind?”  We find it to be a problem that is not necessarily acknowledged or respected.  Instead we tend to accept volatile behavior from salespeople as part of the territory.  If you do, you are doing your reps a disservice and you are allowing them to miss out on sales that they otherwise might make.

I get it.  We expect our salespeople to be animated, charismatic, even emotional.  The reality is that if they are emotionally volatile, then they are likely missing […]