Sales Xceleration, Inc. provides outsourced sales leadership consultants to small and mid-sized businesses that want to launch or expand their sales operations and drive revenue growth. Find a Sales Consultant in your area to learn how one can help you build a path to more sales.

IndyCar Racing on Track

How Your Sales Leadership Track Record Can Help You Set New Track Records as a Consultant

How Your Sales Leadership Track Record Can Help You Set New Track Records as a Consultant
If you’ve ever followed qualifications for the Indianapolis 500, you know that IndyCar drivers try not only to “make the race” but also to “set the pace” and win the pole position for race day. You know that they typically make dozens of practice runs in the days and weeks leading up to qualifications, taking lap times and making small adjustments, fine-tuning their machine in search of excellence and that all-important goal: being the best when it counts – during qualifications and during the race.
And, if you’ve followed the history of qualifications for the Indy 500, you probably know about legendary broadcaster and Indianapolis Motor Speedway track announcer Tom Carnegie. In his six decades as the “Voice of the Speedway,” Carnegie became famous for two signature phrases: “Heeeeee’s on it!” and “It’s a new track record!” What do these phrases have to do with sales leadership consulting? Read on:

Business consultant conversation

Post-Pandemic Sales Consulting Opportunities are Here and Now (and Here to Stay)

Post-Pandemic Sales Consulting Opportunities are Here and Now (and Here to Stay)

You’ve probably heard the motivational saying, “When the going gets tough, the tough get going.” Often attributed to football coaches in the early 1950s, it has entered the American lexicon not only as a pep talk in sports but in business, too. During the COVID-19 global pandemic, the going is most certainly tough. Beyond the critical health crisis, economic hardship is also widespread.
But if there’s one thing we’ve learned at Sales Xceleration, it’s this: Opportunity is always present – if you know where to look and take the steps necessary to pursue it. That’s what we are seeing as the pandemic plays out; and it’s a situation we believe will continue to exist in the “new normal” of the post-pandemic sales environment.
So, just what is this opportunity? And what is it about tough economic conditions that makes it so appealing?

Sales team brainstorming around a table about what their value proposition is.

Selling Value: If You Don’t Have a Value Proposition Your Sales Can Suffer

Selling Value: If You Don’t Have a Value Proposition, Your Sales Can Suffer

Does your sales team know what they are selling? Are all your sales reps articulating your product or service’s value in a similar manner? Is the value shared important to your customer base? And perhaps most importantly, do your prospects understand what solutions your company offers (and why those solutions should matter to them)? If you answered “no” to any of these questions, you probably need to fine-tune your Value Proposition. Here’s what a Value Proposition is, why such a crystal-clear statement of value matters, and how to build a value-based positioning statement that can help boost sales and customer engagement:

Developing a Comp Plan

How to Develop a Sales Compensation Plan

How to Develop a Sales Compensation Plan

Description: Not sure how to create a proper sales compensation plan for your small business? Here are some suggestions to get you started.
One of the keys to running a successful small business is developing a sales compensation plan — specifically one that’s good and fair. Unfortunately, many businesses don’t know how to develop a sales compensation plan.

In this post, we’ll set out to solve that problem. We’ll also delve into critical sales compensation plan details, such as setting goals, measuring performance, finding a balance between pay and incentives, and updating the plan to align with current market conditions.

Business man jumping from one cliff to another

Is this the Year to Take the Leap of Faith?

Every four years the calendar provides the gift of an extra day. Call it Leap Day. But what if every day had the potential to feel like a gift? It can. Any day in any year can be a gift like Leap Day if it means you are taking a leap of faith by putting yourself on the path toward a brighter future. For many seasoned sales executives and sales leaders, that path leads to sales management consulting. And their leap of faith is really just a transition to their next chapter of professional fulfillment.

Sales trainer giving sales managers sales leadership training

Why (and How) It Pays to Become a Certified Sales Leader

Sales leadership training is clearly important to effective sales leadership; but is it just as important to earn sales leadership training certification? Are there real benefits (and real return on investment) from sales leadership certification programs? And are there risks associated with neglecting sales leadership accreditation? From my perspective, the answers are yes, yes, and yes! Read on to see why – and to learn what you should demand from a sales leadership certification program:

Business Woman Looking at Reflection in Mirror

What’s Your Sales Management Career Vision for 2020 and Beyond?

After many years of success as a sales leader or sales management executive, it’s natural to ask yourself: “What’s next?” Or, “Where do I go from here?” Or, “Where do I see myself this year, next year, in five years or ten?” If your 20/20 vision for this decade (and beyond) is to stay put and stay the course professionally, stop reading; this article won’t help you. But if you can see yourself considering new paths, discovering new possibilities, and making a satisfying professional change, read on. You might find new focus for a more fulfilling future.

No Regrets Sign with a Desert Background

How to Find Your Purpose and Avoid Rocking Chair Regrets (Before It’s Too Late)

I’ve been blessed in so many ways. Great family. Wonderful friends. A strong and supportive team of business associates. Strong faith. And thanks to these blessings, I’ve had some amazing adventures and achieved more than I ever dreamed. I say all of this not to be boastful, but to remind myself – and perhaps inspire you – to continue to make a difference. To live a life of meaning and purpose. To be able – as you sit on that porch in your rocking chair and look back at your life – to have no regrets.
For me, that means living life with a meaningful vision, a sense of mission, a positive attitude, and finally, gratitude. Here’s what I mean: