Tag: sales team
It’s that time of the year. Sales leaders are with their salespeople in the trenches driving hard to finish a strong Q4 and executives are looking forward as they establish their 2023 annual revenue goal. I observe owners and executives in my small and mid-sized business target market falling into two different groups as they … Continue reading “How to Create Bottom-up Revenue Goals that Make Sense”
If you keep hearing that you need to upgrade your Customer Relationship Management (CRM) system to hit your sales goals, this article should help you avoid the staggering CRM failure rates abundantly published through the years. Can a CRM Really Fix My Sales Team? The answer is simple… No. CRM effectiveness remains a problem across … Continue reading “Can a CRM Really Fix My Sales Team?”
Recently I found myself in a small group of business leaders who confided in me that they were having trouble relating to some of the younger generation members on their sales teams. They were acknowledging that the values within their diverse teams simply weren’t aligned like they once were. There was no question that they … Continue reading “Converging Generations in Your Sales Team”
Your company has revenue goals to hit. Each person on your sales team has a quota to hit. There are a lot of moving parts to keep track of. If you’re still manually tracking sales activity, you’re probably investing a large amount of your time and generating sub-par visibility. The small and mid-sized companies I … Continue reading “Does Your Sales Dashboard Provide Powerful Insight?”
In 2020, the economy was rolling along until the pandemic brought the entire world to a halt. Demand quickly plummeted as people were quarantined at home and many workplaces rapidly transitioned to remote work. Now, as things seem to be returning to “normal”, many industries have seen their sales numbers recover. I am no economist, … Continue reading “5 Keys to Leading Sales During Uncertain Times”
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?”
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?”
2022 has only just begun, yet I find myself still reflecting on the many blessings I enjoyed throughout the past year. I am very thankful for the clients and partners I have had the privilege to work with and the accomplishments we have achieved together. I am also grateful for the encouragement and support I … Continue reading “6 Sales Trends to Watch for in 2022 + New Website Reveal!”
Like many people, I have spent a lot more time cooking at home lately. Recently I was madly looking through my pantry for a lid that would fit the Tupperware container I was holding. I am not alone struggling with this task because there are so many different size containers for different uses. Moving beyond … Continue reading “Tired of Always Finding the Wrong Lid (i.e. the Wrong Salesperson)?”
I join Jess Coburn of Applied Innovations to chat about B2B Sales Leadership, specifically what business leaders, owners and CEOs need to keep in mind as we navigate these unprecedented, and ever-changing, COVID-19 times. How should you Lead Your Team During COVID-19? Michael Wills is the founder of Top Line Solutions based in Fort Lauderdale, … Continue reading “A Cyberside Chat – B2B Sales Leadership Best Practices Amid COVID-19”