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. […]
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 »
What does transformation mean to a business? I looked at dictionaries, asked Google and ChatGPT. I thought about what it means to me. Here is my idea of transformation. It is making strategic changes. These changes improve the efficiency, effectiveness, and scaling of the business. Transformations on a sales team often involves several key areas:
Transform Your Business: Fix the Root Cause of the Problem Read More »
You’re a business owner. You’re working to scale your business. You’ve likely invested heavily in building a strong sales team. Yet, despite training programs, high pay, and top resources, your team still struggles. You face fierce competition and fast-changing markets. You can’t afford anything less than an elite sales force. The missing ingredient? An intentional,
The Data-Driven Playbook for Elevating Sales Team Performance Read More »
Sales performance is more crucial than ever for the success of any organization. While traditional sales tactics and strategies play a significant role, the secret to surpassing sales goals lies in fostering a coaching culture that empowers sales teams to achieve their full potential. In this article, we’ll delve into the key components of a
The Secret to Enhancing Sales Performance: Fostering a Coaching Culture Read More »
A sales manager, plays a crucial role in driving your team towards success. But, sales management is complex. It requires a strategic and clear framework. Over the past decade, I’ve refined a Sales Management 90-Day Program. It has always delivered results. I share with you five of the key components of my framework. Each will
A Proven Sales Management Framework… Read More »
Hire Different – Sales Talent Management What can college football coaches teach us about sales hiring? Head coaches from the top college football programs spend about 20% of their time recruiting talent. They also have a team of scouts and assistant coaches who spend significant time looking for talent. The top VPs of Sales know
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Alignment of Your Sales Strategy, and the Buyer’s Journey Does your sales strategy help your buyers make a confident, and expanded purchase of your offering? My core purpose is to elevate the sales profession with our actions, and collaboration. Part of my belief is that my role is not to ask a business owner
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Life safety and commercial security salespeople are not Hunters. Does your sales team Hunt? I was reviewing some of the incredible data and science that Objective Management Group (OMG) has on more than 2.3 Million salespeople when the following caught my eye. The top 10% of all salespeople get an average score of 81 out
Life safety and commercial security salespeople are NOT hunters Read More »