How to Design A Sales Compensation Plan that Rewards Performance and Boosts Revenue

In my 30-plus years as a sales executive and sales leadership consultant, I’ve identified a critical error most sales organizations make: not crafting a sales compensation plan that effectively motivates and rewards performance as it drives bottom-line financial results. One reason for this persistent problem is that most companies don’t appreciate the uniqueness of the…

Three Questions for Hiring Your Next Sales Leader

Three Questions for Hiring Your Next Sales Leader   Fifty-two percent of small to mid-size businesses fire their sales leader within 18 months of hire (according to SBI). This statistic is troubling. It is especially troubling because it should be easy to hire a high-performing sales leader – if you know the right questions to…

Hope Realized Shows How Sales Management Consultants Help Business Owners

New Book, Hope Realized, Shows How Sales Management Consultants Help Business Owners   What’s it like being a sales management consultant? What’s it like serving as an Outsourced or Fractional VP of Sales for small to mid-sized businesses? What kind of difference do our licensed Advisors make in the lives of business owners and their…

Your Best Sales Training Tool: Ongoing Sales Management Coaching

We tend to think of sales training as a project rather than a process. As an occurrence rather than part of the day-to-day culture. As a burden rather than an opportunity. And that’s too bad. Because ongoing sales coaching can elevate total sales team performance and responsibility. It can create empowerment, increase engagement, and improve…

Sales Training is Only as Effective as the Sales Trainer

Sales training – in particular, sales leadership training – is rarely as effective as it should be. Worse yet is the reality that this type of training is desperately needed and coveted by Sales Managers and other sales leaders in small and medium-sized businesses. (In a recent Sales Xceleration survey, 96% of Sales Managers indicated…

Sales Training is Only as Effective as the Sales Trainer

Sales training – in particular, sales leadership training – is rarely as effective as it should be. Worse yet is the reality that this type of training is desperately needed and coveted by Sales Managers and other sales leaders in small and medium-sized businesses. (In a recent Sales Xceleration survey, 96% of Sales Managers indicated…