The cost of a manger-less sales team
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...
Have you ever felt like this?
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...
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...
I’ve never met a business owner who said, “I love managing sales!”
Even if you’re a former salesperson, managing the sales team isn’t at the top of your fun activities list. It can be a frustrating cat-herding experience that’s hard to measure how well you are doing. There are no right answers. If you’d like to find...Recent Posts
Sales Secret #1: DISC Profiling
First used by the U.S. Army in the 1940s, DISC personality profiling has remained a powerful and well-kept secret until recently. While tons of personality profiling systems exist, DISC is special because it allows you to quickly categorize someone AND predict their behavior. This ability to predict the person’s motivation and future behavior makes DISC... Read more →
Elevating Your Sales Strategy Through Better Processes
In the competitive arena of modern sales, excellence is not just closing deals but also coaching sales reps to ensure constant improvement and leveraging automation to drive consistency. At a high level, this guide explores the nuances of crafting a sales strategy that meets targets and ensures sustainable growth and success. Crafting a Winning Sales... Read more →