Business CEO thinking with employees in the background

Questions CEOs Ask Themselves Daily

Early this year, I attended a networking event in Maine with a panel of six top CEOs from the Portland area. The focus of the panel was “60 Ideas in 60 Minutes.” This was a fascinating group that provided anecdotes on what made their businesses so successful and identified the key drivers to their success. This group made me think about several of my favorite quotes such as: “Be open to the different and do not let fear hold you back,” “When it comes to people, slow is fast and fast is slow,” and “Culture is paramount.”

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…

Sales Consulting 101: The “Why, When & Who” of Hiring a Fractional VP of Sales

When sales continue to falter, and it seems you’ve tried everything, a notion eventually comes into view: maybe you should consider using a sales consultant. It wasn’t your first thought, of course. After all, sales have been flat or down for years and you’ve taken advice from friends and family and tried several new things.…

Need a salesperson | Sales Xceleration

Does the Internet Mean You Don’t Need a Salesperson?

As sophisticated as the Internet has become as a platform for information and commerce, it’s only natural for the owner of a small or medium size business to ask: “Do I really need a salesperson?” After all, if you expect the Internet – and more specifically, your company website – to handle finding, funneling, and…