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Measuring the Right Stuff to Excel at Sales Leadership

Gretchen Gordon Managing Partner Braveheart Sales Performance. Measuring the Right Stuff to Excel at Sales Leadership. Sales Managers vs. Salespeople. Sales Management 5 Biggies. Accountability. Coaching. Motivating. Growing. Recruiting. Sales Manager Skill Sets. Coaching.

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Measuring the Right Stuff to Excel at Sales Leadership

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  1. Gretchen Gordon Managing Partner Braveheart Sales Performance Measuring the Right Stuff to Excel at Sales Leadership

  2. Sales Managers vs. Salespeople

  3. Sales Management 5 Biggies Accountability Coaching Motivating Growing Recruiting

  4. Sales Manager Skill Sets

  5. Coaching

  6. Sales Process Map

  7. Sales Call Pre-Brief

  8. Sales Call De-Brief

  9. Accountability

  10. Only Three Areas of Focus Necessary

  11. Goals You’d better darn well know the sales goals of the team And Your salespeople had better darn well know their individual sales goals But To be maximally effective, really know and understand your salespeople’s personal hopes, dreams and goals Then tie their daily work and success to those bigger goals

  12. Pipeline Metrics

  13. The Salespeople Coaching Template

  14. The Sales Manager Coaching Template

  15. Sample Salesperson Scorecard

  16. “People often say motivation doesn’t last. Well, neither does bathing, that’s why we recommend it daily.” - Zig Ziglar Motivating

  17. Recommended Reading • Drive by Daniel Pink • “Most of us believe that the best way to motivate ourselves and others is with external rewards like money—the carrot-and-stick approach. That’s a mistake, Daniel H. Pink says in, Drive: The Surprising Truth About What Motivates Us, his provocative and persuasive new book. The secret to high performance and satisfaction—at work, at school, and at home—is the deeply human need to direct our own lives, to learn and create new things, and to do better by ourselves and our world.”

  18. Mentoring

  19. Crucial Elements of Success Equals Incentive to Change Desire Commitment Outlook Responsibility

  20. Hidden Weaknesses Buy Cycle Approval Emotions Money Records

  21. Recruiting

  22. Hire Stronger Salespeople that WILL SELL 1 2 3 4 5 IDENTIFY FLAWS Your Sales DNA USE AUTOMATION SOURCE USINGTOP SITES ATTRACT the Right Talent

  23. Sales Talent Acquisition Routine (STAR) 6 7 8 9 10 MORE AUTOMATION FINAL INTERVIEW 1ST INTERVIEW THE PHONE QUALIFICATION ASSESS CANDIDATES

  24. QuestionsIf you want any of the forms contact me discuss. They are dangerous in the hands of an untrained user! Gretchen Gordon 571 High Street Worthington, Ohio 43085 (614) 396-6544 ggordon@braveheartsales.com www.braveheartsales.com blog: www.braveheartsales.com/blog/ Survey Cards

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