How well does your business find, recruit, and hire high-performing sales reps and key sales talent? Do your methods lead to reliable hires and replicable success? Or do your sales recruitment efforts too often send you back to “square one” after you’ve invested considerable time, effort, and money on an underperforming sales rep with no [...]
“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 of their [...]
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, Right [...]
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 expand [...]
Before business prospects make a purchasing decision, they embark on a business-to-business (B2B) “buyer’s journey” that places them squarely into the seller’s “buyer funnel.” For many years, this journey was often simple and of short duration; you might say that purchasing decisions were more impulsive, with buyers often trusting their gut. But then things began [...]
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 [...]
Do you have a “sales action plan?” If not, or if you don’t fully understand the difference between a sales plan and a sales action plan, here are some essential insights for how to make an action plan to increase sales. Is There a Difference Between a Sales Plan and a Sales Action Plan? Although some [...]
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 [...]
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 [...]
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 [...]
