Your sales coverage strategy likely needs to evolve if you want to see sustainable, scalable revenue growth. If your organization continually sees roller coaster sales patterns, only to find your revenue hitting the same ceiling, it’s time to revisit your sales coverage design. It can be frustrating when you have a proven go-to-market strategy but … Continue reading “How to Expand Your Sales Coverage to Fuel Growth”
In any competitive marketplace, having a clear understanding of your who you’re up against can be the difference between success and failure. A comprehensive competitive analysis will provide invaluable insights into what makes your competition tick, giving you an edge in any market. In this blog post, I’ll discuss why performing a competitive review is … Continue reading “Uncover Hidden Insights with Competitive Analysis”
When it comes to building an effective team, taking the time to develop a sales hiring plan can seem counterproductive. Yet, the rewards are far greater than quickly bringing aboard someone who “appears” to be a good fit. With thoughtful and strategic planning, you can reduce costs associated with recruitment, onboarding, and training while avoiding … Continue reading “Unlock the Rewards of an Intentional Sales Hiring Plan”
As a top executive, you know that sales are critical to your company’s success. If you are the person leading your sales team then you know how much time and energy it takes, not to mention that you still have other critical aspects of the business to oversee. You might be wondering if it’s time … Continue reading “When Should You Hire a Fractional Sales Leader?”
I recently met with a CEO whose company experienced 18% revenue growth in 2021 and another 20% increase in first-half FY2022 but lost all of that growth after a 33% drop in second-half 2022. I have seen this post-COVID sales pop in many businesses brought on by inventory growth, pent-up consumer demand, and affordable capital. … Continue reading “How Winning Companies Adjust in a Down Economy”
There was a time when salespeople could land meetings by showing up to industrial parks with a box of donuts and eventually get a meeting with someone. Today those prospecting efforts won’t get you past the front door… unless your target appreciates the novelty of your approach. It’s harder to get someone on the phone … Continue reading “Reasons Your Sales Outreach Isn’t Working”
Successfully onboarding new salespeople is one of the most crucial activities a business undertakes, yet I commonly see this area not getting the design attention and internal staff support it deserves. Your sales organization’s onboarding plan should be a structured 90-day plan that includes weekly actions, key milestones, sales strategy, sales methodology, and just enough … Continue reading “The Keys to Successful Sales Onboarding”
Salespeople need to be measured differently than the rest of your organization because, unlike the rest of your staff, their performance is tied directly to the company’s revenue success. Your non-sales roles can wait a year to be formerly evaluated but waiting that long to conduct a deep dive on the developmental progress of your … Continue reading “How to Design a High-Impact Sales Review Process”
Through this interaction, you get insider information that puts you ahead of the competition, gain introductions to the right contacts from a friend of a friend, and continuously expand your business perspective by learning through others. Some of your most valuable leads will come through your network. Did you get a tip about a great … Continue reading “Want the Secret to Successful Networking?”
Why it matters: Without an accurate sales pipeline, companies cannot reliably plan their operations and achieve their revenue targets. Top executives commonly miss having a well-established pipeline strategy that is critical in driving “the right” activities and volume to meet predefined goals. This foundation provides guidance for your salespeople, enables accurate sales forecasting, empowers your … Continue reading “How Do I Calculate the Right Sales Pipeline Volume?”