by salesQB | Jul 24, 2023 | Hidden Costs
In Major League Baseball (MLB) since 1950, there have been 38 player-coaches. Of those 38 player-coaches, only one team won a championship with a player-coach. That team was the St. Louis Cardinals in 1964, whose player-manager was none other than the legendary Stan...
by salesQB | Feb 27, 2023 | Hidden Costs
It’s easy to daydream about all the lost sales that a better-performing sales department could recover. But dollars aren’t the only cost. If you have a sales function not performing at its best, you have “the itch that can’t be...
by salesQB | Feb 27, 2023 | Hidden Costs
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...
by salesQB | Feb 27, 2023 | Hidden Costs
It’s not easy to manage a small salesforce. There are only five ways to manage a small sales team, and all of them have warts. Many business owners see the cost benefits of an empty seat of a sales leader or attempting to squeeze in time to lead the sales team...
by salesQB | Feb 27, 2023 | The Problem
My apologies; I love analogies. As a lifelong business owner, this is my best attempt to explain how I feel about my business. Every day, I go to work attempting to move the business forward in some way. It’s a lot like having a big pile of dirt behind the...