The Real Difference Between a Sales Manager and a Sales Leader
Every CEO thinks they’re hiring a “sales leader.” What they usually get is a sales administrator with a fancy job title. Here’s the breakdown. Sales Managers (most hires): Run reports Monitor activity Attend meetings Relay messages Babysit CRM usage Approve discounts...
Creating a sales consulting practice: Solo Practitioner vs. salesQB
Fractional Sales Leader vs. salesQB: Why Going Solo Won’t Work (and What Actually Does) By Jim Muehlhausen I’ve been doing this a long time. I’ve watched waves of consultants come and go—smart people, talented sales leaders, sharp operators who were absolutely sure...
Phantom costs could be killing your profits
I love a good bargain as much as the next person, but I learned a valuable lesson about phantom costs. That is, those costs that don’t show up on your income statement but drain profits. Everyone has heard the saying “good things are cheap, and she things...
Why did I promote my best salesperson to sales manager?
Generally, avoid promoting a good salesperson to the sales manager or Sales VP position. Let me rephrase. You should not promote your good salesperson to become your bad sales manager. There’s a 90+% chance that a negative scenario like the one below will...Recent Posts
Why $300,000 Revenue Roles Are Disappearing (And Still Possible)
For years, $300,000 revenue roles were common in sales. Not because companies were generous — but because sales owned the entire buyer’s journey. Salespeople found prospects. They educated buyers. They guided decisions. They managed risk. They closed. Today, much of that work has moved elsewhere. Marketing automation, content, and demand generation now handle a large... Read more →
The Real Difference Between a Sales Manager and a Sales Leader
Every CEO thinks they’re hiring a “sales leader.” What they usually get is a sales administrator with a fancy job title. Here’s the breakdown. Sales Managers (most hires): Run reports Monitor activity Attend meetings Relay messages Babysit CRM usage Approve discounts Put out fires They oversee tasks. They keep things moving. But they rarely elevate... Read more →