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Gretchen Gordon, Braveheart Sales Performance
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Gretchen Gordon, Braveheart Sales Performance

Gretchen Gordon is the founder of Braveheart Sales Performance, a consulting firm specializing in sales team transformation. A self-proclaimed “Sales Nerd” with over 27 years of sales, sales leadership and sales team transformation experience, she spends most of her time working directly with client companies and helping them improve their sales effectiveness and exceed their sales goals. Gretchen is also a frequent guest speaker for industry events and webcasts, and has been featured on the radio talk shows “Meet the Sales Experts” and "Sales Coaching over Coffee." She is also an accomplished writer, having been featured on industry-leading sites like SellingPower.com and SecurityInfoWatch.com. She authors a “Top 50 Sales Management Blog,” according to Docurated.com, and has published sales-focused eBooks, including “The 5 Essentials of Effective Sales Management” and “Cold Calling in the 21st Century.”

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Six Simple Steps to Pipeline Predictability

It’s very common for companies we work with to have a pipeline management and review process in place. It’s also very common for us to find that the process is broken. It’s important that management keeps salespeople focused on the right activities to move deals through the pipeline. Here are some good ideas to help.

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Coach People. Manage Objects.

In meetings with a group of sales managers, it became apparent that there is a trend in terms of sales manager effectiveness. It is so common that the sales manager used to be a good sales rep, that it is typically easiest for them to tell the salespeople what to do, how to do it and when to do it...

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Tipping Point Activities as Opposed to Just Activities

There are many components to the “ultimate” sales professional including competencies, the “will to sell”, and sales DNA, but one of the most important factors is what I call the secret weapon. The secret weapon is their manager.

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The Only Two Reasons Why Salespeople Fail and What to Do About Them

This may sound simplistic, but there are really only two reasons why salespeople aren’t successful:

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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.

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A CRM Alone Won’t Fix Your Sales Management Problem

It seems that I have been in many conversations lately about Customer Relationship Management Systems, or CRMs. I have spoken with a variety of business owners and sales team leaders who are inquiring about the “best” CRM for their situation. What most are really looking for is a magic bullet to make their salespeople do the right activities to generate enough business.

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Reduce the fluffy sales pipeline syndrome

Okay, so if you are monitoring your salespeople’s pipelines, that's a start. Many sales managers focus on getting opportunities into the pipeline. This is also a start. If you want to be ultimately effective predicting closed deals and therefore revenue growth then you need to stop focusing on the pipeline value and focus on the pipeline velocity.

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Improve sales results. Spend more time coaching, motivating and holding salespeople accountable

As you think about planning for the upcoming year, it’s likely that your thoughts turn to sales growth. Frequently, I hear from CEOs and business owners who are concerned that their sales team will again not produce the sales growth results they would like. But, frequently they aren’t willing to do anything different. Isn’t that the definition of insanity?

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Motivation…Also a Sales Manager’s Job

Over the years I have heard from numerous CEOs and sales managers alike that believe that they should not have to help motivate their people to do their jobs. They believe that if they just hired “highly motivated” people they can just let them go. Well I say “Good luck with that.”