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 […]

Four Components to Optimize Your Sales Organization

Four Components to Optimize Your Sales Organization

I recently gave a presentation at the ESA Leadership Summit
on ways to optimize a sales organization. The four components and main points I
discussed are applicable to sales organizations in every kind of industry, so I
want to share them.

As you read, keep this in mind. Focus on what is possible, not what doesn’t apply. Don’t say to yourself, “Yeah, but my company is different.” Rather come at it from the standpoint of, “How can we implement that to make us better?”

First, what do I mean by optimize? The word, as defined by Merriam Webster, is “to make as perfect, […]

Marshmallow or Meanie Pants?

Marshmallow or Meanie Pants?

As a sales leader, there is one overarching thought to keep
in mind: It is your responsibility to push your sales reps to greater heights
than they would achieve on their own. Otherwise, you are excess cost.

When it comes to doing this, too many times we find sales
leaders who are extreme. They either want to be their salespeople’s friend
(marshmallow) or feel like they have to be drill sergeants (meanie pants).

I recently conducted a webinar for a group of both new and experienced sales leaders on this topic. Its focus was on sales leadership accountability and as is true with most […]

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 […]

The Lazy Leader Lull

The Lazy Leader Lull

I was reading Smart Business Columbus, a local publication, the other day. I came across an article written by Fred Koury, the President and CEO of the publisher, Smart Business Network. The topic struck a chord with me. It was about laziness and discipline in the magazine and it brought to mind a few leaders I have encountered recently who are frustrated by their sales teams’ performance.

Looking Inward

Even though they think their sales team is causing their frustration, I truly believe these leaders are likely simply frustrated with themselves. They have been lazy and lackluster in their focus to instill […]

The Mind of a Champion

The Mind of a Champion

I was watching the final round of the 2017 British Open this weekend with my college-age son. We both were truly impressed by, the winner, Jordan Spieth’s incredible come back from, as my son put it, “a not great start.”

An unbelievable save

If you missed it, Spieth hit his final round tee shot 100 yards right of the fairway on 13. The ball landed in a terrible spot, and Spieth had to take relief for the unplayable lie. Amazingly, he only bogeyed the hole, but it took him out of the tournament lead by a stroke. I apologize if you’re not […]

Teaching Old Dogs New Tricks

Teaching Old Dogs New Tricks

It has been said that you can’t teach an old dog new tricks. As this axiom relates to salespeople, it is sometimes true and sometimes untrue. The outcome can be determined by which category the salesperson falls into. In other words, in which kind of dog we are dealing with.

Dog Training and People Training

Here at Braveheart, we are in the human performance business as it specifically relates to sales effectiveness. And the businesses of people training and dog training are really quite similar.

Okay, before I go on, let me apologize if by comparing salespeople to dogs I offend anyone, but […]

Telling Ain’t Selling…Nor Is It Managing

Telling Ain’t Selling…Nor Is It Managing

Telling is NOT selling goes without saying. Anyone worth the commissions they collect knows this. But telling is not sales leadership or coaching either. It simply won’t help an individual salesperson get any better. People rarely learn by being told, “do this”, or “do that.”

Telling for Failure

Too frequently it’s what I see however.  Managers telling salespeople what to do and how to do it. As a matter of fact, I frequently witness this situation when I get the chance to sit in on the sales “training” sessions of prospective clients.

Typically, the manager will start off having the salespeople break up […]