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Fractional Sales Leadership Blog

5 Tips For Selling During A Time Of Crisis

Walter Crosby | Mar 24, 2020 | Sales Blog, Sales Management, Sales Performance, Sales Training

As a CEO, a sales leader or a salesperson you have more control of what you believe, what you do and how you behave. You may feel powerless, but you are not. It is incumbent upon you to manage your reaction; regardless of the underlying cause of the crisis.

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What Does Poor Parenting Teach Us About Sales Accountability?

Walter Crosby | Feb 10, 2020 | prospecting, Sales Blog, Sales Management, Sales Performance

Poor behavior in children and poor accountability with a sales team have a lot in common.  The common link isn’t the poorly behaved children nor salespeople who don’t hit their numbers.  The commonality is the mindset of the parent and the business leader.

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6 Tips for Coaching Under-Performing Salespeople

Walter Crosby | Jan 16, 2020 | Sales Management, Sales Performance

Sales Managers must coach and manage sales reps who are not meeting expectations.  It is part of the job of any Manager, and it is critical to growing a sales team.  Accepting mediocre or poor performance affects the entire team and the culture of the sales organization.  Mediocrity is the enemy of success. Here are […]

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Death Of The Accidental Sales Manager

Walter Crosby | Dec 11, 2019 | Sales Blog, Sales Management, Uncategorized

  Your sales manager does not have to struggle.  My story does not have to be your story because of the lessons learned. My experiences and struggles during a 32 year sales career is a case study in why many mid-market companies struggle to build and maintain a sales organization that consistently achieves revenue objectives. […]

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Is Your Sales Team Taking December Off?

Walter Crosby | Nov 26, 2019 | Cold Calls, prospecting, Sales Blog, Sales Management, Sales Performance, Sales Training, Uncategorized

  Can we talk about a HUGE problem with Sales Organizations?    The problem is just like the marketing of Christmas, it starts earlier every year.  The problem is Excuses from amateur salespeople!  Excuses to NOT to do their job during the Holidays!!!! It works like this: Salespeople make Excuses.  Sales Managers accept Excuses.  CEOs tolerate Excuses. […]

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Sales Planning & The V8 Engine.

Walter Crosby | Nov 03, 2019 | prospecting, Sales Management, Sales Performance, Uncategorized

  There are five basic steps to achieving your sales goals. Use the ideas as you do your planning for 2020. The Gap. You must understand where you are today and where you want to be.  This cannot be a vague notion.  This is not just about the revenue amount, focus on the emotions and […]

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How To Handle 2 Common Objections With A Sales Prospect

Walter Crosby | Sep 23, 2019 | prospecting, Sales Management, Sales Performance, Uncategorized

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What Should The First 90 Days For A New Sales Hire Look Like?

Walter Crosby | Sep 06, 2019 | Sales Management, Sales Training, Uncategorized

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DIY Sales Hiring For Business Owners And Sales Leader

Walter Crosby | Aug 29, 2019 | Sales Management, Sales Performance, Uncategorized

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Sales Manager’s Guide to Leading Effective Weekly Coaching Sessions

Walter Crosby | Aug 15, 2019 | Sales Management, Sales Performance, Sales Training, Uncategorized

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