Sales Team Evaluation

Next-Level Sales Success: Why You Absolutely MUST Assess and Evaluate Your Sales Team Regularly

When thinking about how to gauge sales rep performance and sales team success, the first thing that comes to mind might be measuring results for meeting quotas, hitting sales and revenue targets, improving conversion percentages, etc. Certainly, performance metrics are important. They provide baselines, benchmarks, and key data for process improvement. Unfortunately, most sales organizations…

Woman Sales Leader Leading Sales Team Training

Five Reasons NOT to Become a Sales Leadership Consultant

Sales executives who have spent long careers achieving success in the corporate world often reach the point where they ask the question, “What’s next?” As they explore options and consider their “second acts,” these sales leaders often take a closer look at the many benefits of becoming a sales leadership consultant. We’ve shared many times…

Businessman Showcasing Gig Economy

What’s the GIG Idea? What You Need to Know About the Gig Economy

Maybe you’ve heard the term “gig economy” for a while now. Maybe you have a general understanding of what it means. Maybe you even sense the seismic shift it is forcing in the world’s business landscape. But what could it mean for you – and for your professional future? Let’s take a closer look and…

Sales Team Sales Process Meeting

Answer Your Customer’s Three Whys to Ensure Your Sales Process is Perfectly Aligned

In every sale – no matter the product, service, market, or vertical – the customer needs to answer three important questions. Why do anything? Why you? Why now? Understanding your customer’s “Three Whys” will help you design a sales process that is in perfect alignment with the way your customer wants to buy. Why do…

Sales rep shaking hands, accepting a sales manager position

Risky Business: Why a Great Sales Rep Might Not Be a Great Sales Manager

When your organization needs to fill a sales leadership role such as the sales manager position, it’s tempting to look first to your current sales team members. After all, promoting your top sales rep would send a great message to your sales organization, right? Work hard and become a consistent top producer and you —…

Sales Team Meeting

Inbound vs. Outbound Sales: Knowing the Difference Will Greatly Improve Your Success!

Differentiating between inbound sales and outbound sales is integral for coaching a sales team to perform to its highest potential. So why do most salespeople want to automatically pitch their products or services to a sales prospect on the first call? While studies have shown that more than 50% of inbound prospects welcome a demonstration…

Hand with Time for Change Written

Will You Spring Forward to Seize the Day in Your Sales Leadership Career?

It seems to me that Daylight Saving Time, or DST, is the seasonal manifestation of “carpe diem,” the Latin phrase commonly interpreted to mean “seize the day.” The goal of both is clear: use your time to its best advantage – for yourself and for others. In his book, Seize the Daylight, author David Prerau…

Sales Pipeline

Mastering Your Sales Pipeline

All B2B companies have a sales pipeline, but few small and mid sized business owners can rely on it to run their business. Many companies who struggle with sales also lack an accurate sales forecast. I work with business owners every day who are trying to get a handle on their pipeline and improve the…