INSIGHTS All sales leaders and managers need to know: this economic shift will prove whether you are a good sales leader; or not. I don’t want to diminish any company’s success in the last year. However… Hitting quota these past several years was great, but everyone was buying. We had a hot market; people were […]
Every Sales Leader Needs To Hear This Read More »
INSIGHTS Your best advantage during the lead-up to New Year is to lean into the fact that it’s the holiday season. Make next year the enemy. The holidays are a wonderful time of year: cheer, spirit, and fun. But, many sales managers accept that business slows down in the days or weeks before New Year,
Holiday Season is Not an Excuse to Miss Sales Quota Read More »
INSIGHTS Sales teams plateau for one reason: weak leadership. Key insights in this guide include: If your team is genuinely plateauing, look at your sales activities, goals and systems to determine the problems. So, why does a sales leader plateau? Sales leaders plateau due to a weak leadership style. They must think of creative solutions to
Why Do Sales Leaders Plateau? Managing Plateaued Sales Teams Read More »
INSIGHTS Commission-only teams do not work when a business owner recruits the team to avoid paying out salaries or managing a sales organization. In today’s day and age, I don’t advise my clients to hire commission-only salespeople in the most traditional sense. But there are circumstances where commission-only sales professionals thrive, and the sales organization
When to Hire Commission-Only Sales Representatives Read More »
INSIGHTS Classifying a sales lead boils down to classifying MQLs and SQLs. But know that classifying leads and discovery are different. To classify sales leads correctly, you must do three things: Classify your sales lead Ask clarifying questions Engage in the sales discovery process Every great lead generation strategy has a finely-tuned lead qualification and discovery
How to Classify Sales Leads | Company-Centric Activities Read More »
INSIGHTS Most companies misjudge their sales process’s effectiveness; they determine whether or not they’ve hit their goal. But that’s retroactive to your goal. A quality sales process, from initial contact to purchase, continually moves sales opportunities forward, shortens the sales cycle, systemizes the sales team’s sales operations and approach, and tracks the entire process. It helps salespeople
Avoid Survivorship Bias in Your Sales Process Evaluation Read More »
INSIGHTS Regardless of the economy, quality talent is scarce. And it continues to decline as less qualified individuals enter or stay in the job market. Technically, you can find sales professionals everywhere. They’re at the mall. They’re at car dealerships. They’re on the phone and in your inbox. You can find salespeople anywhere. But that
Where to Find Salespeople | Top Sales Leader’s Thoughts Read More »
INSIGHTS IN SALES MANAGEMENT, EVERY CHANCE, EVERY OPPORTUNITY, EVERY MOMENT IS A COACHING OPPORTUNITY. The reality is there’s no one size fits all approach to this answer. It’s like asking how long is a piece of string. So, how much time should you spend coaching your sales team? It depends. You spend all the time
How Much Time Should You Spend Coaching Your Sales Team? Read More »
INSIGHTS Building an effective sales team is like creating a championship-winning team. No NBA champion, no Premier League Champion will work out in their home basements, doing push-ups & running on a $300 treadmill. They go to high-performance centers, and so should your sales team. INSIGHTS IN THIS GUIDE So, should you hire remote sales
Should You Hire a Remote Sales Team? My Answer Is No Read More »
INSIGHTS Only mediocre salespeople use excuses to justify why they can’t hit their numbers. I’ve heard it all, and chances so have you. Sales excuses are devices that justify why someone can’t, won’t (or didn’t) do something. Often, they are lies and self-fulfilling prophecies selling you and your business short. A serial excuse-maker – a
10 Excuses Only Mediocre Salespeople Make Read More »
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