Author: Videre-Lindsay
Are you wondering why your networking efforts aren’t producing leads? Have you made the personal investment in attending networking events, and holding follow-up 1:1’s, but you can’t quite seem to create productive business relationships? If that sounds familiar, you are certainly not alone. I’ve built my business largely through referrals, but it didn’t start that … Continue reading “Is the Time You Spend Networking Paying Off?”
Answering the question of how long it takes to fix a sales team isn’t straightforward. Turning a sales organization around depends on many factors, like the number and severity of fundamental issues. It’s impossible to rewire sales performance overnight. Even if you find and fix issues in your sales process, my experience has shown me … Continue reading “How Long Does it Take to Fix a Sales Team?”
“How can you fix sales performance problems without having spent your career in my industry?“ is one of the most common questions I am asked as an Outsourced or Fractional Sales Leader. This is an understandable question because many business leaders don’t realize the issues hindering revenue goals are more about the leadership and structure … Continue reading “Is Industry Experience Necessary to Fix Sales Problems?”
While the right sales structure is different for every organization, a successful sales team consists of specific role types that have unique skill sets. It takes a very different combination of skills to keep current customers happy versus landing new accounts, and let’s not forget the internal support needed to keep salespeople selling. “Right People, … Continue reading “How Should I Structure My Sales Team to Meet Growth Goals?”
To answer this question let’s assume a few things about your business. Picture a hungry marketplace where customers want what your team is selling. Your sales team is being fed qualified leads. Let’s also assume operations are running smoothly and customers are happy. The sales team handles current accounts incredibly, but you need to … Continue reading “How to Drive The Right Sales Behavior With Your Compensation Plan”