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”
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 course … Continue reading “How Can I Build an Accountable Sales Culture?”
“Do I need to increase sales compensation?” You may have heard of the Great Resignation. Whether or not you believe it, it is real, it’s happening now, and it’s having a significant impact on many businesses. Small and mid-sized companies have the risk of taking it especially hard because of the difference losing even one … Continue reading “How Do I Take Advantage of the Great Resignation?”
Your industry is booming but is your revenue growing enough to hit your goals? You’ve been questioning for quite some time whether you have the right salespeople in place to really take your business to the next level. Sure, they know the industry and generally hit their numbers, but you keep asking yourself, “Could they … Continue reading “How Do I Know if I Have the Right Salespeople?”
Fractional leadership is the practice of using an external, well-versed expert (also known as a C-level executive) to fill leadership gaps in your business on an interim, part-time basis. The way it usually starts when you’re a business owner is that you recognize there’s just not enough of you to go around. With each lost … Continue reading “Can Fractional Sales Leadership Help Me Get Ahead?”
It’s midnight. Your recycling bin is overflowing with rejected resumes. Your eyes can barely focus on the letters in front of you — and you have this uneasy feeling that you are about to invest in another candidate who just isn’t going to work out. This has been a vicious cycle over the past several … Continue reading “Why Can’t I Find the Right Salespeople?”
In the past few years, Buyer surveys have shown that the Buyer-Seller engagements have decidedly pivoted to digital, where a vast majority of Buyers don’t want to see their salesperson on-site. Buyers may either be working limited days at the office, or now recognize the efficiency of sales calls taking place virtually and don’t want … Continue reading “What Is the Impact of COVID on Your Sales Process?”