A sales team can learn a lot from a championship sports team. An organization sets their sights on the prize and finds the right people to guide them there. The coach looks at the team and the competition to create a winning strategy. Players are assigned roles and performance expectations are set. Throughout the sports … Continue reading “How to Create an Accountable Sales Environment”
As we approach year-end, sales teams are hustling to close Q4 strong, while executives look ahead, setting goals for the new fiscal year. This article provides guidance on how to take a strategic, bottom-up approach to establishing revenue goals that drive success instead of frustration. In my experience with small and mid-sized businesses, I often … Continue reading “Establishing Revenue Goals That Drive Growth and Success”
Scaling a company successfully isn’t just about growth—it’s about predictable, sustainable growth. And that journey begins with alignment across your entire organization starting with the leadership team. Getting everyone aligned and moving toward the same goal requires a balance of: Strong Leadership Effective Planning Optimized Processes and Systems Clear Communication …and a Culture of Accountability … Continue reading “Is Your Business Ready to Scale? Assess Your Potential”
A common problem my Fractional Sales Leader colleagues and I see when sales teams are underperforming is that the owner or top executive makes assumptions on what needs to be fixed. When we enter a client setting, they have usually tried a myriad of solutions, spent significant dollars, and wasted precious time without improving their … Continue reading “At a Loss for How to Fix Your Sales Results?”
In today’s highly competitive world, increasing sales effectiveness is not just a goal; its a necessity. Business leaders can’t sit back and wish for sales problems to get better. They need to take proactive measures to enhance the performance of their salespeople. Taking a lead role by identifying new tools and process improvements that enable … Continue reading “How AI Can Improve Your Sales Execution”
Are you wondering why your networking efforts aren’t producing leads? Have you or your salespeople 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 … Continue reading “Is the Time You Spend Networking Paying Off?”
A second-generation business owner had been groomed to take over a manufacturing business from his father, who founded it decades ago. He had always aspired to scale the company to new heights and was excited to finally get the opportunity. However, despite his ambitious vision and dedication, he faced several challenges in driving scalable growth. … Continue reading “Strategic Sales Shift: A Tale of Intentional Growth”
In my experience, I have found that early-stage business exit planning helps my clients focus on accelerating their speed to revenue — the rate at which they generate income. This focused lens allows for a thorough evaluation and optimization of sales infrastructure that can also significantly enhance business value. Whether you’re planning to exit your … Continue reading “Boost Your Business Value: Enhance Sales Intangible Capital”
In the fast-paced software industry, an emerging company found itself at a crossroads. While the company was growing after being acquired by a Private Equity (PE) firm, they were hampered by faltering sales execution. Despite recognizing the market fit for their product, senior leadership, comprising the CEO and the PE firm that had acquired the company for … Continue reading “A Story of Transformation: From Struggling Sales to Rapid Growth”
I’ve had the opportunity to serve on the senior leadership team of numerous organizations to navigate the complex waters of growth and expansion. This is where I gained invaluable lessons on how to achieve both Sales and EBITDA growth success. The common denominator of these businesses was the ability to anticipate and swiftly execute critical … Continue reading “Stop Chasing Bottlenecks With Controlled Sales Growth”