Hiring a Sales Manager? You promoted your best rep in March. Four years as your top producer. He knew the accounts, knew the margin, knew when to walk from a job that was going to bleed you. So when the seat opened, you didn’t run a search. You handed it […]
Hiring a Sales Manager: You Didn’t Fill a Seat, You Emptied Two Read More »
You’re watching your sales team struggle. Week after week, they’re working the phones, sending emails, and pitching meetings. But the deals aren’t closing. Or worse—they’re closing the wrong deals at the wrong price.So you look at the salespeople. Maybe they need more coaching. Perhaps better KPIs. You might even consider replacing underperformers.But what if they’re
Why Your Sales Team is Failing (And Why It’s Not Their Fault) Read More »
The $2.68 Billion Mistake Every Company Makes Companies will spend over $2.68 billion this year on sales training . By 2030, that number will hit $6.11 billion. Here’s the problem: Most of that money will be wasted. Last week, a manufacturing CEO called me frustrated. “Walter, we just spent $50,000 on sales training. Three months
Your Sales Training Investment is Backwards (Fix This First) Read More »