Blog
The conventional sales wisdom says that increasing sales is best accomplished by improving the quality of the sales team. For the Fortune 500, investing hundreds of thousands of dollars in training, recruiting and paying top-tier talent is a viable strategy.
Statistically, a player-coach is a bad idea for your sales team
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...
Deep Dive: Should You Promote Your Top Salesperson to Management?
Article by Ben Klopfer Deep Dive: Should You Promote Your Top Salesperson to Management? In a competitive business landscape, it is common for companies to promote their...
Before you hire new sales people, coach up?
by Chris Anderson As a small to medium-sized business leader, you may be faced with the question of whether to invest in sales coaching for your existing team or to hire new...
Benefits of Outsourced Sales Management
by Ben Klopfer If you're a small business owner, you may feel like you're constantly juggling multiple roles. I've been there--and I know I certainly did! We all have strengths...
The non-financial cost of a broken sales function
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...
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...
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...
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...
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...
Do you feel guilty?
Business owners will never admit it, but many of them feel guilty for undermanaging the sales department. They simply have too many other responsibilities tugging at them every...
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