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Fractional Sales Leadership Blog

Why Do So Many Accept Sales Mediocrity?

Walter Crosby | Jul 23, 2018 | Uncategorized

Why do so many Business Owners, CEOs, Sales Leaders accept mediocre results from their sales team? I just don’t get it. Rightfully so, some CEOs are reluctant to spend more money on sales training.  Training makes little sense unless your understand where the knowledge deficit is.  If your sales managers are not spending 70% of […]

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The 3 Competencies Top Sales Are Better

Walter Crosby | Jul 23, 2018 | Uncategorized

  Here is a question for sales managers, sales leaders and business owners:  Why do you accept so many weak salespeople on your sales team? The data shows that in Sales the Pareto principle better known as the 80/20 rule is not accurate.  In sales the numbers are worse.  The top salespeople or Elite Salespeople make […]

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5 Steps To Exceed Your 2020 Sales Goal

Walter Crosby | Jul 02, 2018 | Sales Blog, Sales Management, Sales Performance, Sales Training

Are you on track to meet your sales goal this year?  If so, great.  These five steps still apply to your world.  If you are like most salespeople (about 84% ), you are not on target to meet your sales goals, and you are looking for some help. Here are 5 steps that every salesperson […]

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What Is The Best Method Of Client Creation?

Walter Crosby | Jun 22, 2018 | Sales Blog, Sales Management, Sales Performance, Sales Training

The answer is Introductions.  Introductions when executed properly will help you grow your business.  To what extent depends entirely on the number of times you ask for an introduction.  Make it part of your process. What is the difference between a referral and an introduction?  To be clear the difference between a referral and an […]

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Greater Than 95% Success Rate Of Hiring Salespeople

Walter Crosby | Jun 20, 2018 | Sales Blog, Sales Management, Sales Performance, Sales Training

  Most CEOs and Sales Leaders believe that hiring great sales people is like looking for the proverbial needle in the haystack. I had one VP of Sales tell me recently that she hired a person who used “magic” to determine if a candidate was a fit.  Even with this invididual’s magic, their turnover rate […]

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5 Tips For Actively Listening

Walter Crosby | May 14, 2018 | Sales Blog

5 Tips for Actively Listening Nearly 2,000 years ago the Stoic Philosopher Epictetus noted that humans were given but one tongue and two ears, so that we might listen twice as much as we speak.  Although Epictetus was not concerned about the success of salespeople, is clear that listening has been an issue for some […]

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10 Tips For On-Boarding Sales People

crosbyadmin | May 03, 2018 | Sales Blog

Over the last few months several CEO’s have told me they have a “great on-boarding process.”  When I press them to show me the documentation, it doesn’t exist.  Sometimes the on-boarding is left to HR or the Office Administration with help from Sales Leadership. Always, it is not efficient or effective for sales people and […]

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21 Most Crucial Sales Competencies For Modern Selling

Walter Crosby | Apr 10, 2018 | Sales Blog, Sales Management, Sales Performance

When speaking to business owners and CEOs one of the top five concerns is sales performance.  The sales team is often growing by 15 or 20%, but often margin is being sacrificed or the sales cycle is expanding. The CEO looks to Sales Leadership who are celebrating the modest growth, and cannot identify why the […]

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3 Tips To Cold Calling

Walter Crosby | Mar 28, 2018 | Sales Blog, Sales Management

Last week I received a cold call from a very competent marketing company. The Rep was explaining how cold calling was dead, and I needed their help with social media marketing to gather leads. I pointed out the irony of her making a COLD CALL to engage me; the Rep did not have a response. Cold calling […]

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3 Tips To Reach Your Sales Goals In 2020

Walter Crosby | Jan 28, 2018 | Sales Blog, Sales Management

There a many practical tips and techniques to help a sales professional reach a professional goal (or personal). Here are three tips to gain traction and be effective that have worked for me and my clients. 1.       Announce your intentions. This is effective for two reasons: Outside support and internal accountability. In 2017, I decided to lose 35 […]

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