Braveheart Sales

OCTOBER 22, 2020

It shouldn’t be surprising that we spend a lot of time training sales teams and coaching the sales team leaders. Here are five elements that must be considered before any money is spent on sales training. Can sales training be embedded into a repeatable selling system and process within your CRM?

Maximizer 52

Maximizer ROI Training Incentives 52

Understanding the Sales Force

APRIL 4, 2013

Modeling - They did not report to a sales manager who was effective at coaching. Skills - They have not been trained in the fine art and science of sales coaching. DNA - They don''t have the DNA to support effective sales coaching. Motivation - They don''t have the incentive (compensation) to justify the effort.

Coaching 221

Coaching Sales Management Incentives Incentive 221

The Sales Hunter

NOVEMBER 14, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Winning the Sales Battle: Overcoming the “Failure to Impact” Syndrome. Guest post Monday brings us Steven Rosen , The Sales Leadership Coach and founder of STAR Results. Hire only top sales reps.

Hiring 155

Hiring Remedy Ideal Customer Profile Negotiation 155

Emissary

SEPTEMBER 30, 2022

Thought starter: Make sure that as you deploy tools, you aren’t unintentionally de-emphasizing interpersonal selling skills, methodologies and hiring profiles. Thought starter: Agree your KPIs with sales leadership. One of the major themes was the expansion of sales enablement. We owe sales leaders more support.

Sales Enablement 52

Sales Enablement Scale Hiring Buyer 52

Janek Performance Group

MARCH 17, 2023

Two sales reps could deliver an identical message, word for word, but if one rep lacks eye contact, they will undermine their credibility and negatively impact their chances of winning the business. Eye contact may sound like a trivial skill to average reps, but for top performers, every behavior matters.

Referrals 62

Referrals Exercises Discount Study 62

Partners in Excellence

NOVEMBER 15, 2016

Sales success isn’t so much about selling skills, techniques and approaches. While all these things are important and necessary to our success as sales professionals and leaders, fundamentally, success in sales is about caring. Sales and sales leadership are very difficult.

Face-to-face 48

Face-to-face Incentives Incentive Sales Leadership 48

Jonathan Farrington

APRIL 6, 2013

Modeling – They did not report to a sales manager who was effective at coaching. Skills – They have not been trained in the fine art and science of sales coaching. DNA – They don’t have the DNA to support effective sales coaching. Ego - They know that they know everything.

Coaching 51

Coaching Sales Management Lead Rank Incentives 51