Last year I worked with a distributor whose comp plan paid a monthly bonus to any salesperson who put out 100 or more quotes. Six salespeople. Six hundred quotes a month. To what end? They hit it. Of course they hit it. And the average win rate across those six people was 8%. Yep, 8%. […]
Paper on the Street: What an 8% Quote to Close Ratio Is Actually Telling You Read More »
Why Sales Hires Fail: The Machine Breaks in One of Four Places Your last three sales hires failed three different ways. One never filled the pipeline. One interviewed like a champion and sold like a spectator. One took the offer, dragged through onboarding, and quit at month nineteen — right when the ramp math
Why Sales Hires Fail: The Machine Breaks in One of Four Places Read More »
Month six. The number’s been soft for two quarters, and you finally sit the rep down to talk about accountability. You slide the Scorecard across the table. Weekly activity targets. Pipeline reviews. A 1:1 every other week where the numbers get read out loud. And the rep looks at you like you changed the deal.
I live in the Metro Detroit area. The local NFL team is the Detroit Lions. A long-suffering franchisee that has a recent upsurge in success. (Compared to the previous 50 years) The Detroit Lions had everything lined up for a championship run in 2025. Talent. Momentum. A city that hadn’t seen a Super Bowl in
Sales Fundamentals Aren’t Sexy. They’re Profitable. Read More »
Your Sales Team Is Missing a Playbook. They also have a Mindset issue. Most sales teams have longer cycles than necessary and mediocre close rates. They’re working hard. They might follow your training and a playbook, but deals keep stalling at the finish line. Here’s the deal: your salespeople are using a one-size-fits-all method,
Why Your Sales Training Doesn’t Work without Coaching! Read More »
Ever wonder why your brilliant sales strategy looks great on paper but falls flat in real life? Here’s the hard truth: Strategy without tactics is like having a blueprint with no builders. The Blueprint Problem Picture this: You spend weeks creating the perfect sales strategy. You present it to your team with pride. Then a
Why Your Sales Strategy Isn’t Working Read More »
Have you ever thought about why some companies feel lively? Yet others seem to drain your energy as soon as you enter? The uncomfortable truth is your culture is a direct reflection of leadership behavior! It is not coming from your mission statement or office perks. Paint vs. Patina: What’s Your Company Wearing? During a
The Culture Mirror: Why Your Company Reflects Your Leadership Read More »
What’s the scariest sound sales? Silence, after you ask a rep an accountability question? Silence when you ask your team why deals aren’t closing. The silence when you bring up their pipeline projections in your weekly meeting. Or maybe it’s the endless noise of excuses, blame-shifting, and disjointed processes. Either way, these are red
Why Your Sales Team Is Stuck? (3 Ways to Fix It) Read More »
Your Choices Define You—and Your Business Who you are today is the sum of every decision you’ve made. Every choice—big or small—shapes your future. It’s not fate. It’s not luck. It’s you. Your choices. Epictetus, one of the great Stoic philosophers, said, “If your choices are beautiful, so too will you be.” In simple
The Power of Choices: Transform Your Sales Team and Your Life Read More »
Apples and Pineapples are the same, said the buyer. They are all fruit! Wait, what? I am bigger, and sweeter. I am different, said the seller. The Illusion of Uniqueness As a business owner, you know your product or service is special. You’ve poured your heart and soul into creating something truly
You Are Commoditized…No Matter How Good You Are. Read More »