Unbound Growth Blog

Sales Managers-Do you need to change the way you think about money?

Posted by Carole Mahoney  5/8/19 8:00 AM

The ability to have in-depth financial conversations with buyers depends on how comfortable your team is discussing money. So how does the way that you think about money impact your sales management?

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Topics: sales management, #livesalesmanagement

Sales Managers- What's your approval got to do with it?

Posted by Carole Mahoney  4/4/19 7:00 AM

Quick, what do 38% of salespeople have in common with Tina Turner? (Check out the video to get your clue)

 

As human beings, we are wired and conditioned to seek the approval of others. Unfortunately, that can sometimes get in the way.

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Topics: sales management, #livesalesmanagement

How Sales Managers Can Actually Save Time with Call Recording Technology

Posted by Carole Mahoney  3/22/19 7:33 AM

What is the best way to offer feedback without overwhelming your salespeople?

So many recorded calls, but still so little time! With the rising trend of listening to recorded calls, many hoped it meant that salespeople would improve faster and with less time required of sales managers.

How is that working out for ya? I talked with one sales manager who would listen to his teams calls on the way into work, and on the way home- through Boston traffic. If you’ve ever driven in Boston, you can imagine this was a accident just waiting to happen.

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Topics: sales management, sales technology, #livesalesmanagement

Metrics No Manager Can Afford To Ignore

Posted by Carole Mahoney  2/13/19 7:00 AM

Do you have one of these health watches or Fitbits? It seems like everyone does. But how many people actually look at their stats or, better yet, how many know what these stats mean in regard to their health? And how will these stats help lead them to the health outcome that they are looking for?

It kinda reminds me of how sales teams use their CRMs. It's there, they wear it everyday, but does it impact what, or how, they do things?

On a recent Live Sales Management Lab, we talked about the metrics that no sales manager can afford to ignore in 2019.

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Topics: sales management, #livesalesmanagement

Would you rather play blackjack or hire a salesperson?

Posted by Carole Mahoney  2/8/19 11:44 AM

Have you ever sat down and calculated what it actually costs when a sales hire doesn't work out?

A lot of sales leaders are scrambling to hire right now, and sadly that means that many might be settling for Mr or Ms Right Now, not objectively looking for the right hire.

The amount of time, money, potential lost revenue, and morale downer when a new hire doesn't work out is a scary number. (If you are brave, click here to calculate your number.) In many cases it's more than twice their base salary!

If about half of sales people make quota, I have to wonder, wouldn't you be better off putting your money on the blackjack table in Vegas? I mean, at least you'd be getting some free drinks from it.

Why is this happening? And what can you do to increase your odds?

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Topics: sales management, #livesalesmanagement

5 Steps To Motivating Sales Teams

Posted by Carole Mahoney  1/25/19 7:00 AM

 

In the very first Live Sales Management Lab, we discussed how to go above and beyond quota, which means helping our salespeople to identify those personally meaningful goals that are going to stretch them outside of their comfort zone, so that they can accomplish things they've never accomplished before.

Why is this so important?

And more importantly, why do we put it off? Why do we avoid these kinds of the conversations which are so crucial to change?

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Topics: sales management, #livesalesmanagement

Why this blog exists.

"Experience is a hard teacher because she gives the test first, the lesson afterward." ~Vernon Law 
This blog is a home for the business growth lessons that we and our associates and clients have learned from the front lines.

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