A business owner was increasingly frustrated with his sales team’s passive approach to sales. The team had become “order takers,” and in the owner’s opinion they weren’t putting in the effort to create and close new opportunities. After cycling through yet another sales leader, the owner decided he had to get some first-hand experience to … Continue reading “A Tale of Transformation: How Strategic Hiring Revitalized a Sales Team”

Finding salespeople with the right mindset and expertise is challenging. Clients often ask me where they can find “the right salespeople” to help them win more deals. The scalable, sustainable answer is… we need to develop them. While you should always be on the lookout for top talent, you’re best bet is to identify salespeople … Continue reading “How to Win More Deals by Closing Sales Skill Gaps”

If you are finding yourself questioning the strength of your sales pipeline and wondering why projections seldom line up with the company revenue goals you established, it may be time to revisit how you design your sales targets. A common disconnect I encounter in businesses of all sizes is the lack of cohesiveness between the … Continue reading “Enable Expected Sales Results With Our Revenue Planning Tool”

Any business executive who has hired the wrong sales leader knows how detrimental it is to your business. The process of finding or replacing a sales leader can be a perilous journey fraught with multiple risks to the organization. Those about to embark on hiring their first sales leader are wise to recognize the importance … Continue reading “How to Set-up Your Next Sales Leader for Success”

Two siblings had just finished their first quarter as the new owners of the business their grandfather had established from grass roots and their father invested decades of his life developing. While the plan had always been for the adult children to take ownership when the time was right, the succession plan hadn’t accounted for … Continue reading “Navigating Growing Pains: A Family Business Success Story”

Every successful business leader understands the need for a motivated and focused sales team. With so much riding on the performance of your salespeople, you need to be methodical in your leadership approach to develop a culture that stimulates intrinsic motivation and fosters self-accountability. In this article I’ll focus on two key sales leadership strategies … Continue reading “Motivating Next Level Sales Performance”

As sales leaders, data-driven decision-making is no longer an option, but a necessity. The importance of having a quality sales metrics dashboard cannot be overstated. An effective dashboard provides visibility into the quality of your sales pipeline, empowers proactive coaching, and eliminates a lot of uncertainty in sales forecasting. However, setting up a dashboard that … Continue reading “Harnessing Sales Data: Maximizing the Impact of Your Metrics Dashboard”

Updated December 2024 Whether your company has a single salesperson or a full sales team, translating your company-level sales goal into smart, attainable sales quotas notably increases your ability to achieve your goal. It also creates a path to scale your sales team as additional sales coverage is justified. A recent survey revealed that only … Continue reading “Assign Selling Quotas that Drive Growth”

It’s time to bring on another salesperson for your company and you can’t afford to ramp them up only to see them leave. You recognize even a qualified sales hire will need ample ramp-up time but what you want to avoid is a misfire that does not reveal itself for 6-12 months – after a … Continue reading “How to Source Effective Salespeople”

As a leader, you may be struggling to determine the best approach to address competency gaps in your sales team and how best to invest in their development.  You know that training is important for developing the skills of your salespeople and you owe it to them to invest in their success. However, it can … Continue reading “Sales Training Is Only Part of the Answer”