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Motivation Alone Will NOT Predict Sales Success
In my last article, I wrote about the fact that it is the manager’s job to help motivate their employees. But, I do not want any misunderstanding. Just because a person is motivated, or even highly...
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Dumping the Crisis Management Burden on Sales Managers Dampens Growth
In my last article, Crisis Management Hampers Sales Managers’ Effectiveness, I discussed the shocking amount of time that many sales managers are spending on crisis management. I conducted a rough poll...
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Sales 2.0. What the Heck is That?
If you are like most business leaders you have been around a bit and know the value of growing business through personal connections and referrals. You may also understand the need to cold call when...
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Why Beefing Up Commission May Not Change Behavior (& How to Fix)
I had a great conversation with a CEO today where we were discussing the merits of refining their compensation plan. It seems the CEO was disgruntled over the fact that his salespeople were comfortable...
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What Can You Do to Boost Sales in a Sluggish Economy?
I read an interesting Associated Press article recently, which reported on the results of a recent survey conducted by the National Association for Business Economics. The summary is that business...
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How You Are Killing Your Sales Growth, One Excuse at a Time
How much sales growth have you lost to excuses? Some combination of those conditions exists in just about any business (who isn’t pulled in too many directions?). In a growing business, something has...
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5 Lame Excuses Salespeople Tell Themselves to Sabotage Their Sales
In previous posts, I explored the excuses that CEOs and sales managers often make, and how they build up to create a culture of excuses where sales under-performance can thrive. Tolerance for excuses...
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Gain vs. Pain
I read a statistic from Impact Communications that states that 70% of people make purchasing decisions to solve problems and only 30% make decisions to gain something. Which most everyone probably...
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First Comes Vacation – Then Comes Sales Slump. NOT!!!
Memorial Day is right around the corner. While the seriousness of this holiday recognizing the men and women who serve in the United States armed forces, especially those who have made the ultimate...
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Lessons from the Last Economic Crisis for COVID-19
Braveheart Sales Performance turns eleven years old on March 25. So, if you do the math you will realize that we started the company in 2009. Smack dab in the economic aftermath of the Great...
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