Many small and medium-sized business owners can have great frustration over their sales results. When they learn about a sales builder who can help, like myself, they are curious to learn more. During our initial conversation they often have the following two reactions. First, they recognize that my diagnosis of what’s causing their sales to [...]
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 [...]
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 [...]
A lot of people are challenging their business assumptions right now. After nearly a year of coronavirus lockdown and continuous pivoting to stay viable, how in the world do you set clear business priorities and goals for the coming year? I’ve been thinking about this a lot – how do businesses, and business leaders, move [...]
