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’s common for companies to promote their...
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...
So We’ve Got Vaccines, Now What?
The last year has been a challenging experience for every industry and profession worldwide - but especially to the sales profession. Let’s take a moment to look back on what we...
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...
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...
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...
Why is the sales function such a PIA?
Most business owners have a complaint or two about their sales function. However, we need to break business owners into two groups, those who are salesy and those who are not....
Are your salespeople just bad or under-managed?
Most business owners have had a "loser" salesperson become a rock star for another company. Maybe you have taken an average performer and turned them into a rockstar? The point...
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